Sharing my Sales SECRETS "Inside The Wolf's Den" Podcast

Shawn Wolfswinkel: Six, five, four, three, two, and action, Joni.

Joni Wolfswinkel: Welcome back to Inside the Wolf's Den with your hosts, Sean and Joni Wolfswinkle. Today, we have a treat for you. We have Steve Trang in the house today. Steve is the best sales trainer, so we'll get some we're actually gonna take a deep dive into that. But before we get started, I'd like to give a brief bio on Steve.

So Steve Trang is a founder of the Real Estate Disruptors Movement. The podcast has tens of thousands of followers with new members of the community sharing their success stories every week. Steve has a nationally recognized sales training program and trains some of the top investors in the country. Steve's legacy will be to create a 100 millionaires. One of his favorite quotes is from Zig Ziglar.

You can have everything in life you want if you will just help enough other people get what they want. He heard this quote when he first got into real estate and it stuck with him throughout his entire career. In fact, it's essentially one of his core values Steve lives by. In addition to being nationally recognized sales trainer, Steve is a real estate wholesaler and flipper podcaster, YouTuber, owns a real estate title agency, rental properties, apartments, and the only community bank in Scottsdale, Arizona. You sound like us, Steve, serial entrepreneur here.

Right?

Speaker 2: It's an addiction. It's an addiction.

Joni: That's amazing. So, why don't you start by giving us a little background. How did you get started? Every successful person has a story. Right?

So you have a story. Yeah. I would love to hear it.

Speaker: Well, I mean, I I went down the boring route. And I guess, probably a lot of entrepreneurs do. But, you know, I did the things that we were supposed to do. Right? Get good grades so you can go to good college, so you can get a good job.

Right? I did all those things. And what I found was in doing all those things, none of it was fulfilling. Yeah. So got a good job, excelled at it, got always, you know, excellent reviews.

But, you know, the money in reviews, that's great and all, but it's not enough. That's not enough for us to satiate us for the next fifty years or forty years, ever long. You know, we're we're working.

Joni: Right.

Speaker: And so, you know, I think like everyone else in the early two thousands, I picked up a book, Rich Dad Poor Dad, and you realize there's another way. And once you realize there's another way, you just can't go back.

Joni: You can't

Speaker: it it feels like you're I think once you become, an entrepreneur or understand this other world, it feels like you've you've left the matrix. Like, how do you go back in?

Joni: Yeah. We can relate.

Shawn: Yeah. So tell us a little bit about, how'd you get into would would you come prior with, like, sales training experience? Because you really do offer some great training. Mhmm. And, our staff, we ourselves have gone through your sales training program.

So I'm just curious, like, did you get that experience from another industry or just just self taught?

Speaker: Well, it was definitely not self taught. So, the reality is, you know, I I actually have a master's degree in electrical engineering, so I have a very, very heavy engineering background. Mhmm. And as a result, I was absolutely horrendous at sales. And it was because I was so bad at sales, I had to work on it more than anything else.

And so, you know, what we learn as entrepreneurs is we hire to our weakness. You know? And so I hired salespeople because I was awful at sales. But then, you know, I came across, you know, the Sandler selling system, got really deep into that, got into Never Split the Difference by Chris Voss.

Joni: Mhmm.

Speaker: And you realize, oh, there actually is a science to this. This is not just art and feel and totally subjective. This can be totally, reverse engineered.

Shawn: Mhmm.

Speaker: And so that's what I did. I just engineered the heck out of sales.

Shawn: That's awesome.

Joni: I can't imagine you being horrible at sales.

Speaker: You can't now. You can't now. But back then back then, I was just a very just, empathetic, understanding person who just wanted to know. But the problem being very understanding was I was also very understanding of all the objections. Yeah.

That's what killed me.

Shawn: So let's get into some sales training. So can you, let's start off with maybe telling us, your fit your five biggest objections and how you overcome them and kind of, you know, maybe Yeah. I know it it we don't have time to go into everything that you teach. But Sure. Sure.

Yeah. Just maybe some top, you know, sales tactics, some ways people can get started and start improving this.

Speaker: So the top objections, you know, what I'm thinking about is, you know, I need to think about it. Alright. Anything about sleep on it, talk to so and so. Right? That's the number one.

Your offer is too low. Mhmm. And, the market, you know, my the like, right now, right, the market's really hot even though it's not. But, like, you know, my neighbor's house, so for x amount, I would say those are probably the three toughest ones that people are running into today Uh-huh. On a fairly consistent basis.

So, you know, I'll think of more, but I would say the first one I need to think about it was the one I struggled with the absolute most because, again, I'm a very understanding person.

Joni: Yeah.

Speaker: Right. And so I need to think about it. You come to learn really just means I'm not emotionally sold. Right?

Joni: And

Speaker: so what we gotta do is we gotta get them emotional. Because once they're emotionally sold, they'll just justify anything.

Joni: Right.

Speaker: It's the reason why we drive the cars we drive. It's not because it's the most logical choice. It's that we emotionally were sold on and then we justified it.

Joni: Mhmm. Mhmm.

Speaker: And so, for us, well, we had to do two things. First, we had to set the expectations when we first walk in the door. Mhmm. You know, we with all maximum professional courtesy, you know, niceties and this and that, we basically say yes, no, or you're not and you're not allowed to think about it. Mhmm.

Right? So we have a script, and, I'll I'll I'm happy to share that script with you guys, later on maybe as a downloadable file.

Joni: Awesome.

Speaker: But, basically, it's, you know, can I share with you how these normally go? Homeowners meet with wanna know how much, when they're gonna get it, am I missing anything? Obviously, for me to figure out if this house I'm gonna buy, I'm gonna need to ask you some questions that might be personal. And at the end, you know, we might work together. We might not.

You know? Are you gonna be okay with that? And would you feel comfortable telling me no? Right? Again, it's much longer than that, but that's, for all intents and purposes, what it is.

And when we tell them they're allowed to say no, we get fewer. I need to think about it. Mhmm. Right? And by us saying it's gonna be yes or no when we get to the very end, it's like, hey.

Look. If it doesn't work for you, just tell me no.

Joni: Right. Mhmm.

Speaker: Right? And they're like then I no. It's not a no. It's like, okay. So there's something else we must be missing, and they'll tell us what it is, and we can handle that objection.

Joni: Mhmm.

Speaker: Right? But the other part of that too, like I said, we gotta get them emotional. We ask a lot of pain questions,

Shawn: like, you

Speaker: know Mhmm. Tell me more about what's going on. How long has been going on? When's the last time it happened? What have you tried to do about it?

Did that work? What else have you tried? Who else knows about it? What happens if you can't fix this? Right?

We're asking all these really difficult questions that gets them emotional. And once they're emotional, they're emotionally involved. And we talk about, like, let's talk about what happens after you fix this. What's that gonna be like? And they're telling us, like, all these awesome things.

Like, okay. So you're feeling really crappy over here, really good over here. Like, what is stopping? Are we really gonna let, you know, $1,020,000 dollars stop this from happening? And most people won't.

Right? Like I said, you know, the cars we drive is because we've doesn't necessarily make the most logical sense, but we really enjoy it. So that's the first one, the I need to think about it. Mhmm. The other one is your offer is not enough.

Joni: Mhmm.

Speaker: And that is an objection that we get, but it's also maybe reality of maybe this is not the right seller for us because, you know, the houses that we buy, we don't buy all the houses. Right? We're not a giant hedge fund or iBuyer. We only buy houses where it makes sense. And the reality is and and if you look at history, only two to 4% of homeowners really are the right targeted audience for us.

Mhmm. All the other homeowners, it makes sense to go and then we'll ask, go with a realtor or whatever. Mhmm. And so for us, first, we gotta make sure our marketing is effective, that we're targeting the right people, the people that actually require our services,

Shawn: not

Speaker: someone that just wants to sell their house. But once we get in front of them, you know, a, going through the pain of this and that, but we just we take our offer away. And that is really the best way to deal with someone that says your offer is too low.

Joni: Yeah.

Speaker: You know? My offer is too low. Oh, I get it. You know? It doesn't doesn't sound like gonna be your buyer.

Totally understand. You know? Just tell me no, and I'll be on my way. And people really have a hard time saying no.

Shawn: Are are you still using that in, like, today's climate where I think people are now still stuck on you know? You probably could've got that number six months ago, but today, you can't. And and as prices

Joni: Oh, yeah.

Speaker: I mean, that's something we'll say. It's like, man, I wish you called me six months ago.

Shawn: Yeah.

Speaker: Because six months ago, I I could've paid you that number.

Joni: Mhmm.

Speaker: Right now, like, you know, you talk about the accusation audit, you know, Sean. I appreciate you trying to get that number. At the same time with the market going down, how how can I do that?

Joni: Yeah. Yeah.

Shawn: And what was your third objection? I forgot.

Speaker: Third was the market's go the the neighbor. Right?

Shawn: Yeah.

Speaker: The my my neighbor six months ago sold my house for this amount. Right? Which is, again, a totally understandable position.

Shawn: Mhmm.

Speaker: Because, and and, you know, for all the history of real estate, we've been comping it versus the last three to six months.

Shawn: Mhmm.

Speaker: But right now, we can't do that. Right now, we're only comping against actives and maybe even pending. Right? Pending data might even be too old, right, with the way the market's going.

Shawn: Correct.

Speaker: So we're only comping against active. So, you know, for us, we're just saying, and this is true in in negotiations negotiations in general, but, you know, you got I understand your neighbor sold for this amount right now. Here are some houses that are available to right now. Like, how can you, ask me to pay this amount? But the other thing too, you know, we always have the homeowners anchor us to, a home that sold recently.

Mhmm. Right? But why don't we ever anchor to a home that a cash buyer bought really low recently?

Joni: Yeah. We

Speaker: don't. Right? We're just saying, well, this is where we we we have repairs. We have maintenance. We have holding costs and blah blah blah blah.

Right? We try to justify our offer. But in the negotiation, if they're gonna anchor us to this number, we can anchor it to that number. It's like, look. There's a home that sold nearby for this amount.

Like, how can you ask me right? A cash buyer bought this for this price. How can you ask me to pay more than what other cash buyers are paying?

Joni: Yeah. That's awesome.

Shawn: I I had a question on that. When you brought up the pain points and do you do majority of your sales over the phone? Do you do still how do you your with Joni and I have always been much better in person, but, you know, it's been a I know sales over the phone have been a big thing over the last several years. But so are you doing majority of that over the phone? How and how could you

Joni: Give us tips on how to

Shawn: to to build that kind of rapport, ask the right questions over the phone.

Speaker: Well, the conversations as far as the the talking track and everything else is exactly Right? The where it changes is that we can't go as deep, so it's harder to to buy as many houses. We can't go as deep because, you know, if I'm asking Sean, hey. What did your wife say when you guys had that foreclosure notice taped to your door?

Joni: Mhmm.

Speaker: Right? That's a that's already a difficult question

Joni: to ask. Yeah.

Speaker: But it's a lot easier to ask in person than over the phone. Mhmm. Right? Because in person, you're not gonna physically pick me up and throw me out. Right?

Yeah. But it's really easy to hit that red button.

Joni: Yeah. Yeah.

Speaker: Right? So the really what we found is we like to be in person, and a lot of our how our buying is in person. We do buy over the phone. I mean, you have to. Mhmm.

But the biggest difference we found between in person and the phone is the the amount of report built Yeah. The length of the conversation. Mhmm. And then, just at the end of the day, we buy more houses at deeper margins or we get a higher percentage of closes at deeper margins that make it to close of escrow. Escrow.

And that's the thing that I think people don't really talk about when they're buying over the phone. Right? It's not just you close more you sign more contracts, and it's not just as a better margin.

Joni: Mhmm.

Speaker: But getting across the finish line, that's how we get paid.

Shawn: Right.

Speaker: You don't get paid until it actually closes. And so, if they've met you face to face, they're more likely to stick with you. Right? Whereas if you're only talking on the phone, they don't know you.

Shawn: Right.

Speaker: They've talked they've talked to you. But you've seen, like, people don't have any loyalty to us. Right? Like, if I talk to you and we sign a contract and we don't do everything the right way

Joni: Oh, absolutely.

Speaker: And we sign a contract and the next day someone comes in with a $5,000 higher offer, they'll just ghost us.

Joni: Yeah. Mhmm.

Speaker: That's a lot harder to do if we met face to face.

Joni: Yeah. No. You're building that trust. Right? And, I mean, we when we used to buy pre foreclosure houses, I mean, I would say five minutes or five hours, I would sit there drinking a beer with them if I had to.

Speaker: So Whatever it takes.

Shawn: Yeah. So, one of the questions I had for you was, how do you differentiate yourself and not just become like a commodity business? And and it really is a commodity business. We're selling all the same things with the same features, maybe different price points. But how do you differentiate from differentiate yourself from the competition?

Speaker: So there's a few different things we're willing to do. You know? We have a a philosophy of scorching the earth. So if we need to, we've gone as high as 10,000 nonrefundable earnest money. If it's a good enough deal, we'll do 10,000 nonrefundable earnest money.

Now in this current environment, probably not gonna do that. But in the past, right, 10,000 nonrefundable earnest, we've done, we'll provide proof of funds. Right? We'll waive our due diligence period, which sounds crazy, you know, in some markets. But in Phoenix, everything's cookie cutter.

Every pretty much all the houses are the same. Mhmm. Right? Like, if it's a problem, you can see it in Phoenix. Mhmm.

This is not like other parts of the country where the boiler is buried somewhere. Right? So, for us, you know, we we we'll waive, the due diligent due diligence. I think those are probably the three biggest things. It's just that, you know, when we, work with you, you know that we're going to close.

And I think that's a lot of wholesalers will will make offers, right, and just cancel last minute, and they'll be totally they'll sleep just fine. For me, a person is making a life changing decision based off my words.

Shawn: Mhmm.

Joni: Yeah.

Speaker: So I'm gonna honor it. So I think those are the biggest things.

Joni: Yeah. Well, now that you're just talking about the current environment, let's go ahead and segue into what's your opinion on where the market is headed and what are you doing to pivot and adjust in your local market?

Speaker: It's not looking sunny in Phoenix. And, you know, it which it goes against a lot of logic because we still have relatively low inventory. Right?

Shawn: Mhmm.

Speaker: But the the feds have made it so hard for people to get a loan that demand has dried up drastically and demand should not be as low as it is. Mhmm. So, you know, it's not looking good for the rest of this quarter. That's for sure.

Joni: Yeah.

Speaker: And q one is probably not looking so great either. But I think at the end of the at the end of the day, it's looking like 2022, we had a run up all the way to, like, May, and then I think all that gain we had this year is gonna be lost. And then it looks like probably in 2023, we're gonna start off losing. But I think at the end of the year, we'll be fine. It will be even probably because there's still not enough houses.

Right? All the builders have stopped. Yeah. They've just stopped construction, and we desperately need them to build houses.

Joni: Right.

Shawn: Are you what

Speaker: do you mean? As far as preparing, I I'm I have to actively start raising private capital. Yeah. Then we have foreclosures existing here, and I think there's a lot of opportunity to buy properties, with creative financing Mhmm. Where all we need to do where all we'll need to do is get them current.

So that's kind of what we're seeing as the biggest opportunity. We can pay market value if we can get wholesale terms.

Joni: Mhmm.

Shawn: Are you do you do a lot of rehabs and, like, pivoting there as far as, like, what you're willing to do, or do you mainly just wholesale?

Speaker: We predominantly wholesale. We flip, but our flips are not the best. I mean, I wish it wasn't I wasn't as bad at flipping as as I am. Yeah. But, you know, flipping requires, two skill sets that I require that I I have neither.

Mhmm. A good eye, I just don't. Alright. Like I said, I I was an engineer. Right?

So I just don't have a good eye. And then detail oriented. You know, you can see where the contractor screws up. I just I can't see where they screw up. Like, it just like, yeah, that's close enough.

Alright? So I think those two things and I could hire it out for sure, you know, but it requires managing more people and the, I would say right now with all my efforts and everything I got going on, adding more people does not sound desirable.

Joni: Yeah. That was one of

Shawn: my questions was, yeah, do you do you feel like going doing more is better? Especially because you got you got a lot going on. Or do you are you looking at maybe focusing on, you know, improving what you currently have and the performance, the maybe going for higher conversions, better margins, that you know, is that

Speaker: The focus right now, you know, we're actually doing a state of the union, presentation today, you know, where we just finished our quarterly meetings. I'm gonna present to everyone else. So each of their departments have their own respective, rocks

Shawn: Mhmm.

Speaker: For this quarter. Mhmm. But the umbrella company, you know, Trang Holdings, our rocks is actually, to provide all the support necessary so that all the companies hit revenue targets.

Joni: Mhmm.

Speaker: That's the rock. It's not it's not much more than that. Like, let's make sure everyone stays focused. Everyone gets a support that they require so they can hit their targets.

Joni: Yeah. Makes sense.

Shawn: Yeah. It's we had a similar our our fourth quarter rocks are very similar to yours because it's, it's not like let's improve this or fix it. It was or I guess it is. But it's more about, like, currently what we have just resolving some of the issues, getting everybody to hit the numbers they're supposed to, hit our KPIs, but not necessarily add on or Mhmm. Do anything different.

Yeah.

Speaker: Yeah. There's a there's two things I've been saying. One is I personally believe, at least at least at Phoenix, q four is the season to survive. Mhmm. This is not the season to thrive.

You know? I I wanna go out there and crush it and all that, but q four is a season to survive, not to thrive. And then Jason Lewis, a a good friend of ours, right, from Collective Genius, in his, presentation, he says something along the lines of, if we can just close the gap between what we know and what we do, we'll have more money than we know what to do with. Yeah. And that really resonated with him.

Joni: That's awesome. Wow. That's great.

Shawn: Yeah. Do you have you noticed that are you seeing, other wholesale companies or anybody start to struggle yet in your market?

Speaker: We we Oh, yeah. It's beautiful. Yeah.

Shawn: I I I know I say I noticed I get a lot less emails and text messages and everything else.

Speaker: Yeah. We have, so in the past, we would be competing against seven or eight different wholesalers. You know? This is Phoenix. This is like the mecca of wholesaling.

You know? Mhmm. Right now, what my guys are telling me is we're going against two or three other people. Wow. And those other two or three don't follow-up.

Yeah. So it's wonderful.

Shawn: Yeah. That's awesome.

Joni: You know, Steve, you're super successful and, but I you find the time or make the time to, you know, spend as much time with your family. Like, how like, I don't know if balance is the right word, but how do you do it all? Like, what are some tips that you can give our listeners on how you kinda manage it all?

Speaker: Yeah. Appreciate that question. I would say the first thing is you have to be very clear that's what you want. Mhmm. Because a lot of people say they want work life balance, but they don't really want it.

Joni: Right. Right?

Speaker: They're saying it because that's the right thing to say.

Joni: Mhmm.

Speaker: Right? So I think yet if that's what you truly want, then you can make it a priority. So the first thing is, you know, we learned this from Darren Hardy is time block what's important. Right? I can tell how important your family is by how many hours is blocked off in your calendar for your family.

Right? Mhmm. So I say that's the first thing. If it's a priority, actually make it a priority in your calendar.

Joni: Mhmm.

Speaker: That's the first thing. And second thing, it only works if you have amazing people. So I've been incredibly blessed in my career, to find excellent quality, high talented people, high caliber people that are willing to put up with me.

Joni: Yeah.

Speaker: Right? Because if they weren't, then I'd be having to deal with all the fire. So I got incredibly competent people that do not require me, and I think that's the greatest, honor you can have as as a business owner.

Shawn: That's great.

Joni: That's great. You know, so you probably don't know this, but that time blocking tip that you just gave, I actually learned that from you at the Collective Genius Mastermind. So we talk about the Collective Genius a lot in here. But, yeah, I mean, that that tip right there, I use that. Yeah.

So thank you.

Shawn: Yeah. Thank you. Just, on that note, how do you go about finding those highly talented I mean, it's been a struggle, you know, last couple years to find that talent and and recruit. Is there any tidbits that you would offer advice to find? Do you overpay?

Do you, you know, what what how do you recruit those talents?

Speaker: I wish I was overpaying because I want to pay everyone more. The the reality everyone is compensated. All our leaders are compensated based off a profit share model. Right? And right now, truthfully, things are slower today than they were last year.

Right? I mean, last year was a record year.

Shawn: Right.

Joni: I just

Speaker: got my tax bill. I'm not happy with the tax bill. Right? But this year, you know, it slowed down a little bit. But as far as having the talented people, the key really isn't sourcing them, because they've all come from a variety of different ways.

We need linked LinkedIn, our post on social media, referrals, Craigslist. Like, the one that's been with me the longest was a Craigslist person. Right? It's been seven years. Mhmm.

The it it's not really the the sourcing as it is the filtering.

Joni: Mhmm.

Speaker: So, you know, everyone has to take a predictive index profile. Everyone has to go through a rigorous interview process. We use the interview questions, from the book who by Jeff Smart. Mhmm. Yeah.

So we use that. So I think just making sure that a good culture fit you have to be clear on what your company's values are, what you're willing to hire and fire based off of. Mhmm. And then you can measure that, you know, in the interview. You know, tell me what people that you admire.

What is it you admire about them? And from there, you can figure out what their values are. Yeah. Another question I'd like to ask is tell me about your best friend.

Joni: Mhmm.

Speaker: Because who do we hang out with? People like ourselves.

Joni: Right.

Speaker: Right? So I'm just asking them to tell us about them without saying those exact words. And so having a rigorous interview process allows us to figure out who are the people we want to bring into our inner circle and who we wanna be very sure about not bringing bringing in. The other thing too, again, I learned this from Darren Hardy was when we're hiring is if it's not a hell yes, it's a hell no.

Joni: Yeah. That's awesome.

Shawn: It's pretty simple too.

Joni: Right? So

Shawn: and, are you finding that, since you it is such a change in in maybe, like, compensation because you're just not doing the volume you used to or something, are you how do you talk into your team, keeping them motivated?

Joni: Yeah. That's a big

Shawn: I guess, you know, they probably understand where it's a cycle and we're and that so I'm I'm sure maybe they're grateful they just have a job, but I'm just curious. Are you how are you keeping them engaged, you know, when

Speaker: maybe they go forward? I think the big thing really is that we're all going towards the right direction, and we all believe in the in the mission. Mhmm. You know? Like, for us, you know, I talk about creating a 100 millionaires that that starts off with the people within the organization.

And I think the other thing as well is that we genuinely care about the people, and we listen to our people, which is not something that comes easy or natural, especially as a driver. Right? Like, you just wanna get things done. We just want results, this and that. But, you know, everyone in any seat at the company has full authority to challenge anybody else.

I don't care if it's a different department. I don't care if it's your boss. If you don't agree with it, you voice it. One thing that we we're having a three d, a three d, it's not a statue, but we're we're we're printing something, that says silence is violence. You know, we're gonna rebrand that that message.

Yeah. Right? But if you feel something and you're not sharing it, you are making a cautious decision to hurt the company. That's that's how serious we take it.

Joni: Wow.

Shawn: Yeah. That's awesome. So how do you do when they challenge you?

Joni: I was gonna say, do they challenge you?

Speaker: They challenge. Oh, I get challenged all the time, and, I'm receptive of it. And sometimes they'd say, I'm sorry. It's like, no. Like, I need to know this.

Right? Because but, again, right, because they're all motivated not motivated, but compensated by profit. Like, it behooves them for the company to do better. And and, again, they put up with me. Right?

I get to do whatever I want whenever I want. Yeah. So I have to part of that has to be letting them, drive the companies the way they feel is the right way to drive the company.

Shawn: So

Joni: You know, Steve, so one question we always ask our our listeners, which actually we got it from David Phelps. What's your next?

Speaker: What's my next?

Joni: Yes. What's your next?

Speaker: Let's see. At this exact moment at this exact moment, Wren Bartlett and I are pushing sales, sales leadership training.

Joni: Oh.

Speaker: You know? I think that we've done the sales training, and it it's gone very well. And I think that as entrepreneurs, what we often where we often get frustrated is that we'll train someone up, teach them the business, show them how the business works, show them how much we're making, and then they go off to compete against us. Yeah. Right?

Mhmm. So there's this revolving door. So there's two problems. You got the revolving door of salespeople leaving you, but then you talk about the motivation inspiring. We have this roller coaster, right, in revenue.

And the roller coaster is like this when, you know, we're small. And it's the same exact thing, but way bigger when you have a bigger team. Mhmm. Right? So what we need to do is is be able to, like, level that out.

And the way you level that out is, again, you know, working with the team actively. So, Ren and I are are we just launched sales leadership training, and, you know, that's what I'm most excited about at the moment.

Shawn: Oh, is that an online program or course? What's that look like?

Speaker: It's gonna be, it's going to be Zoom calls twice a month with Ryan and myself.

Joni: That's cool. That's great.

Shawn: Awesome. So, one question we ask a lot of people too, like, if you were to go back into your, you know, just yesterday, your early your early twenties and and, redo it all over again, but keep your, you know, what you've learned over the last several years and and years working, what would advice would you give yourself? How what would you do if you were starting all over again in your twenties?

Speaker: I guess let's see. If I had to figure it all again in my twenties, maybe that you don't have to have it all today. You know? I think that, I'm always trying to chase more and get more and do more and chase every after every opportunity to say yes to all of these things. Uh-huh.

And I still struggle with this today. Yeah. I'm not saying I've got this figured out. But just knowing that you've got time on your favor, it doesn't have to happen today because I think we put a lot of stress on ourselves, you know, longing, wanting because someone has something we want. Right?

But it doesn't have to be today. We got time, especially in your twenties.

Joni: Yeah. Absolutely.

Shawn: That's awesome. And it just so you know, that's that's probably the advice of many people we've asked and it's like Yeah. But yet it's like the hardest thing to teach if somebody in their twenties, like, they don't get it. They're especially in today's culture, they just they want it now. And, they they just they don't realize what you and I have, like, all of us in this room have put up with over the years to get where we are.

It it definitely did happen overnight. Yeah.

Joni: So Absolutely.

Speaker: I will I will issue not necessarily a a a lesson, but just a warning for everyone else too if they're in their twenties is that 95% of this journey sucks.

Joni: Good advice.

Shawn: So you started off that it's great to be an entrepreneur, but that

Speaker: Well well, 95% of the stuff we do. Right? The deal, we have to put up with a free art, but the 5% we get

Shawn: Yes.

Speaker: I would not give it up. I would not trade with anybody else.

Joni: Yeah. Absolutely.

Shawn: Yeah. So do Yeah. We take a beating, but, like, I wouldn't have any of it. Yeah. So

Joni: and, yeah. You talked a little bit about your sales training, but I really, really believe that or I I know that our listeners can benefit from your sales training. So you have the leadership training. What other, things you have going on that our listeners can

Shawn: maybe call you? Can, yeah, get involved with you. So

Speaker: I would say, the biggest thing is is the sales part. That's where I'm I'm just gonna, you know, I'm gonna try to dominate that world.

Joni: Mhmm.

Speaker: So Yeah. So if the so if they're interested in that, we have disruptors.com/sales master class. That's where we take everything we've learned and we put it into a digestible form on, I think, Kajabi.

Joni: Mhmm.

Speaker: So I think there's that. We have the book, active listening two point o. You know, you can find that on Amazon. Awesome. But, yeah, I think there's that.

And then if they want to learn more about, I guess, wholesaling, then we have Real Estate Disruptors, the podcast. Sweet.

Joni: Right.

Shawn: And you're active on all social media if they wanna follow you?

Speaker: Yeah. Instagram at steve dot trang, on Twitter, on, TikTok. Yeah. That's an ex that's a that's a fun experiment. Yeah.

Joni: I gotta look you up on TikTok and see what Yeah. That's awesome.

Shawn: Oh, cool. Well, we we'll put this

Speaker: There's no dancing. There's no dancing.

Joni: There's no dancing. Well, I

Speaker: think if you scroll back far enough, you'll find some dancing.

Shawn: It does. Probably the, COVID years. Right? With, wait, I think we even had some dancing. Yeah.

When you're bored locked up. No. We appreciate that. We'll put it all in the show notes, and how they can get a hold of you and work with you. And we appreciate you the time today and you taking, some time for us and and with our listeners.

So, again, thank you very much. And anything we can ever do for you, please let us know.

Joni: Yes. Thank you so much.

Speaker: Thank you so much. I appreciate you having me. And, again, congratulations on on winning the national franchise of the year. Yes.

Shawn: Yes. So

Speaker: Congratulations. That's that's an honor. You guys are doing you guys are definitely doing things right.

Shawn: Thank you.

Joni: Awesome. Well, thank you so much, Steve. It's been great.

Shawn: Yeah. We'll see you all next week. If you like this, please share it. Please rate it. We'd love to get your feedback.

Otherwise, we'll see you all next week.

Joni: See you.

Shawn: And we're out.

Joni: Thank you, Steve.