ATP 7 - Building Prosperity around Real Estate and Educating with Steve Trang

All right. What's going on? Everybody. My name's Tyler Austin, the host of allies to prosperity podcast. Today, we have Steve Trang pronouncing that, right? Correct. Steve Trang. Got it. Alright, man. He's got three kids. He's got a wife he's out of Phoenix, Arizona, and, he's got way more businesses than the amount of kids he has.

a offer fast. He's got a, he's got a brokerage. He's got an age. He's an agent. He's got a team. He's got a title company. He's got sales training. He's, he's got, an amazing podcast himself, which we'll talk about I'm sure. he is a seasoned real estate. Individual. Right. You know, if you were to always say, say like, people ask me, what do I do?

I don't say I wholesale no more. I just say I'm in real estate. you live in breeze of that statement. I feel.

Yeah. You know, I think. It just, it makes sense. Cause real estate, there's just so many different ways, ways to become prosperous right. In, in real estate. And so, once you get any kind of traction at one part, you just started learning about how to, integrate horizontally. And I don't know, I'm obsessed and I always have ideas and I'm just grateful that there's a lot of different ways.

You can continue to open new businesses. It says within one industry.

Right. It's amazing. It's like you build that umbrella, right. You know, it's like, people, the wholesaling side of it for most people right now, especially right now in the last couple years, it's it's really just a stepping stone. If you think wholesaling is what you want to do for your life, you're kind of have a really short vision.

well, you're going to be, you're going to be 80 by the time you're 30.

yeah, exactly. dude, what I would love to do is we always start off first about 10 minutes or so I want to know your story, right? I want to know kind of, you know, where you came from, where you're at now. Cause the Steve training, I'm sure people knew. Let's say 20 years ago is not the same. Steve Trang is now.

Right. you, so tell us a story, you know, from the beginning to kind of like now, fill in as far back as you want to go. And as far forward,

sure. Yeah. So one of the things that people, are often surprised by is, you know, we came here as immigrants, you know, I came to this country seven months old. so, grew up here, grew up poor, everything I know is Arizona. So I'm not a native, but I'm practically a native, which is very rare in Arizona.

did the. The, the school thing, you know, get good grades, go to good school, get a good job. So, you know, I did well in high school, got a scholarship to ASU nine 11 happened.com bus couldn't get a good job. So I said, what the hell? Let's go to grad school. I was studying for a PhD, in electrical engineering.

After about a year of that, I said, this sucks. That's not continue doing that. so I finished with a master's theory. worked at in, and at that time still, no one was really hiring except for Intel in Sacramento. We're outside of the Folsom prison. I think it's like right next to the Folsom prison. and so my mind was like, well, let's just work at Intel until position is open and Chandler, which is where, you know, I grew up and it says there's a, there's an opening I'm going to transfer.

So I worked at Intel for a year and a half in Sacramento. There was an opening transferred to, Chandler. And once I moved back, I always knew I wasn't going to stay a w two employee forever. I just knew that just didn't have it in me. not to say I didn't do good work. You know, I got exceeds expectations on all my, my views except for one.

but I'm just not, I don't know. I just couldn't have a boss forever. So, I worked consistently like Intel, you know, as normal to work 50, 60 hours a week, I was generally working about 25 hours a week. so I had a really good life. So everyone thought it was crazy to quit it, to risk it all in real estate.

but like a lot of other people in this space read rich dad, poor dad, and knew that there were other ways. And so I got into real estate and the biggest mistake I made, and it's hard to say mistake cause I have no regrets. But the biggest mistake I made was I went in there to chase financial freedom, acquire properties.

And I lost sight of what I wanted to do for almost 10 years. Right. I call it the lost decade. So for eight years I was a realtor thinking this was the way to prosperity. Like eventually this will work out clear rental properties, but really, I mean, I learned a lot of valuable things along the way, but I should have just jumped into wholesale and day one versus like,  you know, almost a decade later.

but you get lost in the weeds. and so I did the traditional thing for a very long time, discovered, wholesale. I mean, I knew about wholesale on the side, but discovered it working, purely by accident in that I was trying to get listings as a realtor. And so I'm like, you know, how do I find listings?

Let me try and Google PaperClick. And so as like, you know, what's my home worth, appraisal, this and that, that didn't go anywhere. But what did work was sell my house? But the problem with, so my house was that all my competitors or people that would buy houses, it wasn't, you know, list my house, you know, so alone at that time, I'm just saying, what's the competition doing?

And really, there was only one presence at that time. And that was Sean Terry. And so what I did was I just copied his website. I used the keywords by, I copied all his keywords and copied all his ad copy. and, and I started, and so after I did that, I got a bunch of listings, you know, which was my initial intent.

but then, a few people like, you know, I want you to buy my house. Like, no, you want to list it. Like, if I buy your house, you're not gonna make as much as if you, if I listed for you. And the first time they're like, no, we want to cash off. It's like, well, if I'm going, if you want a cash offer, it's not, this value is going to be wait less.

And like, we'll take it really. So that's kind of when I learned that people will sell at a steep discount for convenience. And then, we did a couple of those ran out of money cause we bought everything, that we, that, that people would take, say yes to these ridiculously offered ridiculously low offers, which now is higher than we offer today.

but that's kind of what turned me on into, you know, prove the concept that wholesaling as possibility. And, I did that passively until a couple years ago. Partnered with maximum is my business partner. and he, he runs our wholesale operation and that's kinda,  him doing that allows me to do all these crazy things that you mentioned earlier.

Wow. Okay. So then, since then, so people have context on it. How, what was, how, how long has it been really, since you stepped in your first home, then as an agent.

I got licensed in may of Oh seven. So when I met. So when we were buying rental properties, right. Ratio for debt, this is all, you know, around 2006, I were buying, trying to buy a rental property and they, in early Oh seven, which was not a good time if I had to do it all over again, maybe in that start at that time.

but yeah, I got, I met a broker who was doing really well and I was like, what do you do exactly? He says, I just talked to people and I saw houses and I was like, well, what do you make doing next? Like I make a hundred thousand a year. And I said, I wanna make a hundred thousand a year. I said, you know, go get your real estate license.

I teach everything. I know I got licensed in two and a half weeks, submitted my two weeks notice and that was it. So I got licensed in may of Oh seven,

That was it. That's all she wrote you like, okay, well I'm just action taker though. That's a big thing, you know, taking action is a huge part of it. Right. If

you didn't do that, would you be, you know, w what would you be now? Right.

Yeah. And that, that, that little bit has helped me my whole career. It's just like, Oh, I want something. We're doing it.

Yeah. some people operate really well in that, you know? that's kinda my mentality. I don't know if I operate well in it, but that's my mentality too. My wife hates it.

but that's awesome. awesome. Well, Really good capsule, you know, Ford is, I kind of have the context kind of where you came from and kind of what got you into real estate.

So now we can kind of start digging into really the core meat and potatoes of the ATP podcast. And that's, that's really these 10 questions. I say this every time these 10 questions are, are, are from, you know, our community on the things that they do, we've experienced and things that they have trouble with.

And the things that I felt as though I plucked out that were limiting mindset on why they can't reach prosperity. Right. The things that I call the myths of prosperity is 10 questions. And then all wraps up for one final question and then some Ninja tips and tricks. So, so the very first one I have for you is what is your motivator for prosperity?

you know, that's a great question. And I think one, there's no great answer. I think, I think growing up, coming here, risking everything, we came here for the American dream and not chasing the American dream was not an excuse. Right. So like we came here for an opportunity there's unlimited upside.

We have to maximize the upside. I think having an Asian upbringing where no matter what you did, wasn't good enough. Mom, mama, dad, nerves sat in that. I've never satisfied. I think that's been instilled in me. So it's just, it's never good enough now I'm happy, but I'm not content.

So they don't still talk about the PhD you don't have.

Uh, let's see. When's the last time they brought that up. It's like two or three years

Yeah. You could have

finished the

You should think about finishing it.

That's awesome. Okay. So it's really the idea of, of really kind of just following through with kind of the vision your parents had when they came over, you know, making sure that that was actually achieved. And now you've kind of set the president's really for your kids, you know what they're going to do, you know, with the opportunities that you've kind of set them up to be able to do.

I mean, they can, they've already there, you know, your parents did for you and now they're here and you kind of set the tone of kind of what the expectation is.

absolutely. And there's a lot of entrepreneurs I meet with, you know, their greatest fear is not meeting their potential. And I think there's part of that fear in me, not big, but it's in there.

Right. It makes sense. I, we we've heard that a few times, you know, where it's really just kind of self evaluation. Like I always want to be the best me when I look at tomorrow or the day after or tomorrow or yesterday. awesome, great, great response. Okay. Number two. what is your main, you know, you have a few of these, right.

But what is your main revenue stream for wealth specifically?

really it's educating people, you know, I mean, all those other businesses feed me pretty well, but the one that, I that's the highest revenue, also the highest revenue, highest profitable, highest profit. it is as the education space and it's the most fulfilling and it's something I'm passionate about because.

you know, it's kinda like that haircut for men, you know, not only am I, the president, I'm also a client. so I mean, I spent, over a hundred grand in personal development in my career is the reason why I'm able to do what I do. And so a lot of the coaching that I do is really sharing the application nuggets at the right time.

You know, the students that we have, like this is their challenge. Oh, no problem. Let me go back into it. You know, this folder, my filing cabinet employed out. I mean, it's all in my head, but yeah, that's the really cool thing I get to do. in coaching

No, I think that's awesome because it's, it's one of the things is like, when you look at, you know, all the experience that you had it, you know, I've had this conversation with quite a few entrepreneurs lately on what the definition of. Intellectual property is and how valuable it is. even if you look at, Gary V Gary V even said this, the reason why he speaks about everything, it has no filter on line is because it's, his IP, everything that comes out of his mouth is protected through his personal IP.

So, he gives ideas and then he says, that's my IP. So if you do use it. You know, now I get it, I get a commission off of it. So I think people right now think that, education is education and influencing all those types of things is a super negative thing that kind of goes around because how popular it is.

But there's a difference between. Influencing and educating based off of what you have the experience of what you do, right? Like the, and the, and the reason I bring that up is because I think some people will have a have trouble in the back of their minds thinking like, well, how is educating a wealth building component?

Have you ever seen Tony Robbins? and I can stop there, you know, it's, it's huge. It's one of those things where, it's a fast track. Not only is it a wealth builder for you, but you're, you're passing that IP over, you know, somebody else, which now enables them for whatever you teach them to be a wealth builder.

Oh yeah, absolutely. And I think that, there are a lot of people that, like you mentioned, you know, they might have like a negative, connotation attached to it. And I think that there's rightfully, so some of that skepticism, because there are some bad, some bad, what other words I'm looking for? Bad eggs.

Anyway, those were running's out there, right? Like, so I understand why, because there are a lot of people that, you know, they're taking the last dollar from grandma where you're teaching someone to maximize their credit card. Like I get why there's that negative connotation? And there's other people in this business and education space that are teaching something that they've never done.

And for me, that I just can't, I can't, you know, stomach that. So I think that, you know, if you're just purely a motivator. And you have identified yourself as fairly motivated. Okay. That's cool. Right. You know, like Zig Ziglar kind of thing. But if you're just going to pretend to do something that you've never done, that I think is, is atrocious.

So I understand why there's that negative connotation because there's a lot of bad players out there.

 I like how you, how you said that, because it's like, if you're, it's all about the representation of what you're saying, right? If you're, if you're saying, Hey, I'm here to motivate you and I'm here to make you believe in that you're possible to do it. Right. That's different than saying, Hey, I'm here to teach you how to make, you know, a hundred thousand dollars this month.

But like you've only closed two deals that were like $3,000 deals, you know, or whatever the case is, you know, that's, that's a big problem. It's, it's actually became worse after COVID, for sure. but, awesome. OK. So, so a caveat sidebar question to that is like, what do you think, if, if like in your case, educating in, in feeding into others is really your primary stream of wealth.

how do you, and what do you think is the best way for somebody to then take that active wealth that you're building there and put it in, in, in, in basically save, save it for later,

for the person that I'm communicating with

or let's just say for your kids.

also from my case, well, you know, one of the really cool things about becoming self-employed, that I had no idea what happened. is that I get to teach my kids, all the things I've learned, you know, they've got a very valuable tool boxes. Well, I mean, the stuff that I'm learning, I'm teaching to them, you know, my, my daughter a couple years ago, she was on Friday.

She never got to have lunch with the teacher, you know, like the best table got to have lunch with the teachers. And so she's like, you know, I was like, what's going on? How come you're not sitting having lunch with the teacher? She's like, well, you know, there's this kid at my table. And he is terrible.

And I know like this kid's horrible anyway, but I told her like, look, I don't care if this kid's terrible and that's not an excuse. And I gave her the story from extreme ownership, right. About robot three and robot six and how the captain of the ship dictated the success of the ship. And I gave her that example and I had sat her down like she's six or seven, six, and I was like, you need to go and talk to your classmates at that table at recess.

And like, look don't you guys want to have lunch with ms. Herman? You know, wouldn't that be really cool. Well, then here's what we're going to have to do. Are you going to be okay if I ask you to be quiet during work time? No. Getting permission, getting buy in. So like learning these things and applying and investing in our kids.

I think that's one of the really exciting things about being an entrepreneur that I never thought would be, would be conveyed or get to pass on.

Yeah, I love that. What's cool. Is there's a video going around. I think it was like a tick tock video or something of the guy who like quizzes his kids on what is credit, what is an asset and stuff is really, it's really fun. That's a really good example. Really good example, actually that analogy that you just made, you can tell that you're good at conveying things because that analogy is really, you can swap that around and your kid could tell you the same story on, about something in your business, and it would still apply.

Yeah. And the other thing that, you know, I'm teaching them sales techniques. I feel bad for our guys standing my daughters because I'm teaching them sales techniques and like, you know, one of the things we do is we do to take away, you know, have you done any familiar from everything? He sells trainings.

We do a lot of negative questions. Like, you know, probably wouldn't want me to go do, you know, whatever. And so instead of her asking me, like, can I get, you know, can I have sodas? Like dad probably don't want me to have soda. You know, it's like, cause one of the best ways to motivate somebody or to get someone to do something is tell them that they can't do it.

Yeah,

well, no, I don't have any problems. You getting soda?

Oh,

Yeah, exactly. And so I'm teaching them that. So you know that they've done it in front of my friends. They're like, wow. You're because you actually are teaching your kids, this stuff.

Yeah, I love that. That's fantastic. Awesome. Okay, cool. so this is a big one. you know, the, the  misconceptions of routines, right. And what people look at routines, everyone's always like, Oh, well that person's doing this, that or the other, like. He must have an amazing routine, you know? so what we would love to know is what is your morning routine and what is your evening routine, nothing in between during your Workday, just those two morning and evening.

so morning routine, perfect morning routine, which I got to, clarify or qualify. I am not perfect. I screw up all the time. This is a challenge. Consistency is a challenge for me as well, but the perfect morning routine is waking up at five. and then I do the savers silence, affirmations vision, and then depending on a day, exercise.

I don't read as consistently as I should, and then planning my one thing for the day. So that's from five, 5:00 AM. And I guess to me, it's about five 30, five 40. And then after that I start working on, you know, something major. So, a big, but you know, Iraq, something critical for my operation. after that, you know, when there was school, I would get the kids ready for school and drop them off and then go to the office.

That's my morning routine evening routine I would argue is just as important. so I get home. I try to you home by five 30, six o'clock, but depending on a day that doesn't always happen. But yeah, it's always important as I have dinner with my family and there's no cell phone at the dinner table. Okay.

I am present and would be agitated and impatient cause I don't have my cell phone. But I don't have my cell phone. I'm a hundred percent present at the dinner table. and then after that, you know, which are the kids, get them ready for bed. And then, 10 o'clock, no matter what I plug my phone in, in the kitchen.

And the reason why is, you know, everyone's plugging their phone next to their bed and they're falling asleep whenever. And for me, I just want to have a routine and I've never had any problems sleeping, but I sleep earlier. If I plugged my phone in its head versus. What time I'll eventually be tired and plug my

phone in

Okay. Awesome.  I want to step back real quick. Just a second. when we talked about revenue stream, we talked about wealth, right? And then we talk about routine just now. And you talked about the boulders, which I love. I look at those two, I got boulders rocks, pebbles, sand, each of them have a different timeframe.

so how, how do you dictate based off all the businesses you have going on, which is the thing you should be focusing on that day? You know, is it based off of, what's going to drive the meter more forward on the wealth growth perspective? Is it, you know, it gives some insight on that.

Yeah, it's a, so Gary Keller wrote a book called the one thing, and we talked about as the one domino, like, if you, if you, if you pushed this domino, it's going to have. You know, kind of a layering effect where, you know, I think each domino can push another dominance about 37% bigger, but by the time he gets to like the 11th or 15th domino, and then you could crush them, you know?

and so I look at the one thing I can do that can make everything else better. so that's really what I'm looking for. So I'm not looking to do a lot of things. In fact, one that one of the jokes, you know, it's kind of sad, but like we want something to get done or we want, we want to make sure something doesn't get done and give it to Steve.

You know, like that's just kinda how it is, but, I do the Sunday planner and again, consistency, you know, the last time I did it was about two weeks ago. but the Sunday planner tells me, here are the things that I need, like the three things I need to accomplish this week. And that's it, you know, has a scum.

Yeah. I look at, with all the different businesses, each of my business, except for the coaching. One is a forest based on a four hour work week. Wholesaling selling company. I spend less than two hours a week. The brokerage I spent probably like two, three hours a week. my team, I don't spend very much time on any more, maybe, you know, half hour, every other week, a title company, you know, maybe 20, 30 minutes a week.

a lot of them at first it was really based on building my brand and building, you know, the consulting piece. so there's yeah. Amazing people. I got A-players. A lot of the things that need to get done already getting done. So from my thing, I get to be the visionary. I get to dictate the vision and just do the few things that make the big, biggest difference.

Love it. Okay. Awesome. I think, I think a lot of people need to hear that, especially those that are just starting out. Like, especially if you can build that habit early on, it, it's amazing what it, what it can do for you.

okay, you mentioned sleep a little getting the phone aside, right? Yeah.

So what's your thoughts on the idea of like waking up early or going to bed late? Do you think someone who wakes up at noon? It has the same possibilities of success as a person that wakes up at 5:00 AM.

I mean, the thing on the issue that's possible, but definitely not in real estate. I think that, we know that the worst habits happened at night. You know that the chips look a lot, takes a year at 10:00 PM than they do at 6:00 PM or 2:00 PM. so I just, there's something that happens in the brain and I've always been a nocturnal person my whole life until I read them good morning.

you know, everything flipped when I read the miracle morning. And so, I'm my first part of my career. I was waking up at like eight 30, eight o'clock, eight 30, but I was going to bed at like two or three o'clock in the morning and I was working on something. I was always busy. No, it's not that I wasn't working.

I was, there's no distraction. I can get a lot done, but I w w was on my best health was on my best mental clarity. Probably not. You know, that I make a lot of bad decisions, but maybe not optimal decisions

Right. I like this. I always give the analogy just cause when I was, when I was getting out of the air force right beforehand, I had fractured my back in two places and, I went and, and then began putting physical therapist where from the VA. And, she was like, how'd you do this? And I told her the story about how I did it.

You know, I told her like the different trainings and stuff like that. And she's like, that's like really not a very good idea, like your body. I can tell that your muscles underneath, I've never actually been ready. For what you were doing and what happened is, is everything else was compensated. So it's really easy and business for us to like push through and like get stuff done.

like you were saying, but a lot of times that ends up having an effect on the next day. Cause we were not the mental clarity, those types of things. Aren't there. Compared to, if we would have just spent the time to work those smaller interconnected muscles, you know, and built that habit, it's really going to make it to where weekend lasts longterm.

And then, you know, I wouldn't have constant pain in my back or constant pain in your wallet. Right. you know, so it's really, yeah. Really, really big. Yeah. I love that. which is a really good book that too, another good one is atomic habits. One of my favorite books I'm into, when it comes to habits too.

awesome. Okay, cool. So, you're an educator. You have your brokage, you have really stay, I mean, you have so much things going on. I mean, from offer fast, being a software product, you have to go from understanding real estate to now being, understanding tech. Now you said you were a doubly, right?

So that helps.

Yeah, but you know, being a double E versus, you know, understanding how to build a software product, which is for the masses is different than understanding circuits and. You know, putting resistors on a chip. Right. So, how do you stay current? Like how do you end up educating and then maintaining the information yourself to be able to, you know, make sure the 30 minutes you do spend at the title company is the most, worthwhile 30 minutes of the week.

sure. So I think the big thing is, again, going back to having the right people, you know, like a lot, every business people miss this, when they first get started every business, when it starts as a sales marketing business. Right. If you don't have sales is nothing's happening. If you're not marketing, you're not getting sales, right?

If no one's heard about you doesn't matter how good you are. So every business is a sales and marketing business, but then everything evolves into a systems and people business, right. And once you kind of figure out the sales marketing component, and so we have systems in place, but we have amazing people.

We got rockstars and that's one of the biggest lessons I learned. you know, that, that really changed the trajectory of my business was quality people. Having quality people makes everything easier. Like, you know, my podcast took off and people were like, man, I can't believe Steve built a podcast studio just

for his podcast. Pittsburgh show. I didn't, I had a buddy that had a podcast studio. He already made quality. He already made a quality studio. And then he had a producer that works for him who was very good at what he does. So I wasn't trying to figure out the mix. I was trying to figure out the cameras. I walked in. And I had great people making, making me look at it and I was like their job.

Right. I paid a premium for it and I happily pay that premium, but I walk in, I record my podcast, I leave. And then at some point, you know, the next morning I'll upload it to all these different places. but a lot of my time is saved. Because I have amazing people around me. That's like really? And people forget that, but that's really the biggest thing to, to propel the business.

So 1000% agree with that. I mean it's a really hard thing, especially if you're not PR PR or not a PR person, but like HR person, trying to find those people in your business and stuff. So, you know, I've even, you know, went off to pay other people to do that for me, which has worked out really well for me, especially on the software side.

but like, When, when you're just getting started and you're trying to go around and get interconnected with other people. I mean, how do you get with the right people when someone else is like, you know, like, I hope that guy doesn't come sit next to us at the bar.

Yeah. So the first thing is you've got to be amazing at what you do. So, you know, you gotta be. The best at every quality in order to attract quality people. And I'm not saying I'm this amazing guy, whatever, but, you know, I became good in marketing and invested in myself. I learned the scripts. I got the best, not the best coaching, but I always signed up for coaching.

I always try to be innovative and learn the best, the latest and greatest. And by being a thought leader or not a thought leader really, but an innovator just taking what's working, combining it. You'll find good people that want to work with you and the group. The thing is, if you're good at what you do, and you're surrounded by good people, bad people will leave.

Like, that's one of the coolest things, you know, it's like, we have people come in like, yeah, I want to do this, this and this. And they come was like, God, you guys are really going hard. this is not the speed I want to go. Like our brokerage. I think it's down a little bit. I think our, I think. Production per agent is somewhere around seven or eight.

At one point it was like 13 to 15. Okay. Industry average is like three. And so I was telling someone, you know, how many transactions we do? How many agents you have. They're like, wait a minute. That math doesn't add up. And like, how could it be that high it's like, because we have rock stars. If you're not good, you're going to be intimidated and leave.

And we haven't happened. They're like, I don't want to do this many transactions. I'm going to go over here where people suck. They don't say it, but I mean, that's kind of, they want to lower their, their, thermostat.

Yeah. What they want to do is they want to be the acceler of the non-accelerated so that they feel better. Right. Instead of having to do the extra work, to be, you know, the comp competitive nature of, of being. And Excel or in general. Right? So that's, that's crazy. It's, it's, it's true though. You know, they do, they will, as quickly as they came in to try and feed off of you, they leave pretty quick when they realize that,

Yeah. When they find out what it takes to be successful,

yeah, it starts getting kind of uncomfortable too. Like the conversations are kind of weird and all of a sudden, just kinda like. Fades away, which is an awkward thing as a, as a founder of the company and stuff. Cause like you have to be right one to step and be like, okay, well now I gotta be the one to come in and in life, like make it not awkward, even though it's totally awkward to me, but you can't fake it.

Can't like, I don't know. It's like the worst thing ever, on is it's probably the thing I hate the most about being a CEO is just dealing with people. Honestly, I love it. And I hate it at the same time, you know?

Yeah, it's very, it's the greatest challenge. Once we, once you figure that out, you'll be

Yeah, yeah, yeah, yeah. I think so. I was just seeing , Elon Musk was just talking to a couple of months ago.

How, at one of the conferences, how we're probably going to, they're probably going to be, He's probably gonna be dead by the time we get on Mars. Now at this point, you know, and he's, I watched another interview where he was talking about how, if you could just get the right people and have even better managers in place to find the right people, you know, maybe they would already be there.

and you know, it's just one of those things, you know, it's a really hard thing to do in business. But, with that being said,  clearly, I mean, think so far, you've mentioned like six different books, right? So you clearly. are really good at, continually feeding your mind and becoming a better Steve.

Right. So,  what else would you say is your number one habit outside of like your, you know, you're clearly developing yourself others, right? but there has to be either a good or a bad habit that you have. That's either driving the meter forward or pushing it back. and I'd love to know what that is.

The one caveat to this though, is you can't see your phone.

Oh,

Yeah, bad or good habits. either

I mean good habits. I would say good habits is the, is the, the diet, you know, and that's inconsistent, you know, like everything else. but you know, when I'm fasting, which is easier to stay consistent on. and when I'm on in ketosis, when I'm not eating carbohydrates, it's easier to wake up.

I have more energy throughout the day. you can pull it like that. It's crazy. You know, like I'll go a whole day, from when I wake up until. A lunch I'll have like a protein bar for lunch. You know, if that I try not to have lunch, but if I have lunch, I have like a protein bar and then I'll have, I'll, I'll eat a lot of dinner.

I'll make up those calories. Right. but I will say that's probably like a good habit. That's helped me a lot. I like to spend as much time as possible. So I'm the one that's taking them to piano lessons come through lessons, some lessons, not right now at COVID. but I was the one that always did that, but I learned recently from my daughter that that's not enough.

And so now we have family nights. so, you know, we're playing cards tonight, night, whatever, asking them how their day was having dinner with them. It turns out is not enough. So now we also have some, some game nights too.

Yeah, I had Trevor on a couple of days ago and, from carrot and, and he had mentioned how. They do a summer board. And I thought this was the coolest thing ever. Apparently they go, they get a board and they all put things they want to do throughout the whole summer on this board. And they also save those boards.

So since their kids were young and they have a board for every summer on the go goals and objectives they want to do as a family, I thought it was super awesome.

I suck at playing board games with my daughter. Cause she's a cheater and I'm competitive even with my four year old.

So it always gets me, you know, she, she, you turn for one second and she cheats and like, you can't do that or honest family.

I don't ever let the kids when they win, you know, but like I don't ever let them win. So they really say everyone when they do win.

Yeah, right. They'll never forget it to the next morning you wake up and they're like right in front of your face. Do you remember that last night when I won against you? yeah. I love that. So, so really, I mean, the habit is really,  

Yeah. If you don't have your health and your family's falling apart, everything else is a waste of time.

Yeah, yeah. A hundred percent. And it's, Are you talking about the fasting thing? I, I fast too. I haven't ate anything today, actually. I pretty much drink coffee water all day and people say it's terrible. Yeah. Yeah. I was just saying, I think you just drank some yourself. and, and really, I don't, I don't generally eat until about eight or nine o'clock and people think it's just the weirdest thing ever.

They think you literally don't eat. I'm like a single day eater. but when I do eat, it's kinda weird sometimes. I'll, I'll just. Go ham. And, and it's just the, you know, I, I feel great afterwards I'm full. I don't eat anything. That's like super bad for me. So I don't like crash afterwards. but sometimes I'll just like, you know, very little bit amount because you know, I'm not super hungry.

Cause I know I might have ate ham, you know, or eight ly ham, you know, the day before. So I still had a ton of calories built up. and I don't know. I think it's a really amazing thing if you really, you know, think about. What really you need to sustain and what's already inside of your body. and I think that's the same thing that can correspond to your businesses, especially in real estate.

You know, it was my belief that like, you know, people overeat data, you know, overeat on a lot of different things in their businesses because, is the thing I love the recently is like the bandaid versus secure. and I dunno, I, I think that's, there's a really good habits

it's also a cheat code, right? Because I am more hours in the day, too.

Yeah, a hundred percent. Like I don't take a lunch break. which, I mean, maybe I should take a lunch break still and do something else. Maybe that's not business. Maybe it's like read or that's where I can fit time in. But yeah, I love that. okay. So. You know, we talked about your routine in the morning, we talked about the routine evening.

You had mentioned how you have these bowlers that you, that you do, you have some of these you in these meetings with your other companies. So like, what is your normal day then in between the lines? I mean, you've got a lot going on then the typical person who just has a W2 and is just trying to start wholesaling a real estate.

so like, what is someone of your level right now?

well, it's weird because mine's more chunked by days. so like Monday is the most important day as far as getting everyone focused. And so like Mondays is where we're all our level 10 meetings, right? Level 10th attraction. All our level 10 meetings are on Mondays. So, for the brand, so eight 30 for the wholesaling's at nine, I meet with my accountant at 11:00 AM.

We're going over all the books for all the companies for an hour. one o'clock I meet with summer, you know, we go, that's our level 10 for the brokerage and the team. and then I had my coaching call at two and three 30 and then that's, that's it for the day, you know? So, but Mondays are the absolute, most important as far as setting the stage for the week, Wednesdays are podcast days, so it sells training and podcast.

So I have my own sales trainer. I go to at, eight 30 on Wednesdays. And then I have my sales training that I have in our coaching. And then, we have the podcast that too, and that feeds every other business. You know, the podcast feeds the brokerage sales training team title, all of that. Yeah. The top of the funnel, the best lead source.

So Mondays and Wednesdays, besides that, I don't know. It's okay. It's always packed, but I could say Mondays and Wednesdays. Are are, are the most action packed.

right. Okay. And in like, how has that evolved over time of your career thus far? You know, I mean, and through that evolution, I mean, where did you fall find yourself enjoying your day? The most.

the enjoying my enjoying the most is really just pouring into others. So, uh, the podcast is really natural for me. A lot of people say like, you know, you look like you're having the most fun in the podcast and it's true. I am because that's actually what I used to do all the time when I was coming up, you know, I would talk to top realtors like, Hey, can I buy you lunch?

And I would come in with a list of questions that the worst. Is asking someone for their time and coming in unprepared is I think it's so disrespectful, you know, so I'll ask them for lunch and then I'll have a list of questions I want to ask them. And so, you were talking about books earlier. One of my favorite books is good leaders ask great questions.

So I have some questions from, from that book. so when I have the podcast, that's just what I've been doing my whole career with the camera's on right. And then the other part, you know, I've said that the consulting business, or coaching business has been the most profitable, but I was doing that for free for a very long time, because that's the part I enjoy the most.

So, you know, having a brokerage, if you know anyone else with brokerages, they're not moneymakers. you know, I've had to do it all over again. I wouldn't have started a brokerage, but now I've come this far. You can't let it go. You know, and so, and part of the brokerage is I was teaching all the other agents in my office, how to, how to emulate my business and then coaching them to build a business that revolves around their strengths.

Right. And so I'm doing what I've been doing, but I was in for free for a very long time

Right. So, so essentially, you know, this is, I mean, this is a really important thing to touch on. I feel because, you know, as we develop, right, I mean, most of the time we choose what we get into for a specific purpose, right. There's usually something. That we don't want to be doing.

We think that it's going to be something we end up at enjoy doing. So we start jumping into it. We forget about what we were doing, but the reason we started, the last thing that we were doing was probably because we also thought we were going to enjoy that, you know, so. And it's kind of like a constant game.

We play trying to discover what we enjoy and all these other things around it ended up kind of just being catalyst to be able to focus more and more on that thing. And over the years, you've kind of done develop to where, you know, initially you're an agent and you really like talking to other, you know, high level performing agents, not only for.

Yeah, the thought in curiosity, but also too, to feed into yourself, um, and build those relationships. And over time, you've kind of really started. You've learned that that is really what you do enjoy, and now you're doing that primarily and now you're at a high level and you get the, the capability now, not only to, to interview people on real estate disruptors, but also, through just feeding into your students and your team.

So. It is really now you're in that full spot and now it's, it's the one thing. So, but

the thing that's also crazy is that I always wanted to be a teacher growing up and I was like, the only reason why I didn't do it because it didn't pay well.

It's fantastic, man. It, I think it's like, but again, remember like Steve didn't come into this. It was started in Oh seven as an agent. He was trying to do get into rentals. I think before that, if I understood correctly  so it's like, it's been a minute, you know, there's been time it's took time.

and there's a lot of knowledge behind that. So we got to start off. Again, three wholesale deals in, we don't become, you know, a guru, you know, it takes time, there's sweat there. And even if Steve had failed for the last 20 years, he's still failed for 20 years. more than, the, the year that it took for you to get your three deals.

I'm just saying, so. Their failures still are something that can be taught. Right. And it's the most important thing they're being taught. so that's one of the beautiful things about getting a coach. And so I think it's, I think that's really powerful, man. okay. So, so we have an idea of kind of what your routine is.

You have an idea of kinda what you really love to do and how that kind of evolved over time to really develop what you do in that routine. But throughout this whole journey, you know, you, there's no way you've done this alone. Right. I mean, we can, we can think we have, but you know, you have a wife, you have kids, you have a lot of people around you, you know, I mean in Arizona, right?

There's, there's a group of individuals that are prominently out there have from the batch folks to, you know, you're a team over there and a brokerage, the real estate disruptor team. I mean, there's, there's a lot of people. And, this is a bit different of a situation. Cause normally if someone's in real estate real estate, I try and ask it like, if, if something was going on fire right now, who would you reach out to you?

Would it be your title company, your attorney, you know, who would it be? But, but you hone the  like, you know, how does that work? You know, who are the allies that you are aligning on? when times when these little fires, you know, pick up.

I mean, it was on the broker side. They see the summer who runs it or Lisa, the I'm, the managing broker on the designated broker. She's the managing broker, right? Uh, it was wholesale. It's max. It was title it's Carey, the escrow officer. or Cobra my partner in it. if it's coaching, that's just me. so, but yeah, I mean, it really depends.

cause even though I have all these other companies, it's all run by someone else and they're the ones who are responsible for it.

So they're the ones that need more allies to be able to handle their fires so that you don't have to fire them. That was key.

Yeah. But they all know that, Hey, I've got their back. If they need

anything. They just have to let me know.

Right. Isn't there. We never say like, Oh, it's not in the budget. It's always like, okay, how can we, how can we get through this? How can we work on this together to make this not a problem for you anymore?

Because like, do they work for me in some capacities? Yes. But I don't treat anybody. Like they work for me, you know, everybody's an ally, everybody's a partner.

And so

They call

those that don't know, they call that a level three leader, right? There's a third phase of a leader where you become equals and you are really there to serve your team, not to demand of things of your team. so definitely a, I forget what book I read that in, but, it was the three different phases of leaders.

Okay, fantastic. I love that. really your allies, have been developed over time and they are the people that really just kind of run

going on, but everyone is an ally to you.

they can all do this without me.

Yeah. Right. That's beautiful. okay. I'm going to go a little bit deeper on that when it comes to the ally and ask, let's just say at this very moment.

You retired from all those companies. Right. And you were looking to, to rebuild something, right. Who would be the first ally that you returned to? it doesn't have to be a person's name. You don't have to call anyone out or nothing like that, but who would be the first person you would turn to, to kind of tackle that new adventure?

Cause you know that they would be an ally that would be there no matter what,

 what type of role do you think you need? Who would you say.  

well, I would definitely need an integrator, but I mean, you know, max, who's my partner in the wholesale company. I mean, he's just a grinder. He's a loyal general. You know, like he'll do whatever he needs to do. He was a ditch Digger before he, before we partnered up. So he'll do all the dirty work.

and he's just, yeah, he's been, an amazing partner.

so that's probably who I would

Turn right back to him in the, in the reason why to give you context, the reason why kind of, this question is in here. And the reason why I want to delve into that more is because if people have been listening up to this point, we're going on right around 50 minutes and. What you have to recognize is a type of traits that Steve has, you have to, you can clearly see that, you know, Steve has his stuff together.

Steve has very traits. One of them being, being able to communicate really effectively. Right. so, he also has all the hustle or else he wouldn't be here now, but, you you've heard that Steve has. A lot of individuals that run things around him and partners that he partners with to make these things happen.

Right. So, so the reason I asked that was because a lot of people get into partnerships without really. Thinking about what you just mentioned on why that individual is someone who would be a good partner for them. they just kind of get into it because they're like, Oh, well, I really don't feel like doing cold calling this guy really doesn't care.

So I'm going to bring him on as a partner and he's going to cold call

It's the worst.

Yeah. That's the worst. That's where, you know, you know, Stephen Covey talks about, you know, one plus one might, maybe two might equal to, you know, but you're not at one plus one isn't three, four or five. It's a waste of time.

Yup. I love that. Yeah. So that's, that's why, I kind of delved into that a little bit. Cause, cause I can see you mean, you got a lot of people in your life, so, okay. Nobody talks about failures. Failures is the one number, one thing. Everyone always talks about the sunshine and rainbows. we've already spoke about some of the failures now.

We're not really failures, but you've made, you know, that maybe some other people like your parents not getting the PhD, you know, not just getting your master's instead. you know, we talk about a lot of successes, you know, and, and it's really easy for people this whole time and be like, wow, is that all these businesses has got all this stuff going on.

what is something that you could share with people? That was a failure that you've experienced, which, and I always say by the way, there's no such thing as failure, there's learning experiences. so, you know, what is the number one thing that you you've learned from that failure and what was it?

well, I don't know I learned anything from it. but my, my, my whole life I've been irrationally confident, you know, that, that line between confident and arrogant, I've always been on that point. and so when I got started in real estate, you know, it's 2007. Everyone's like, you know, it's, it's going down.

This is not a good time. And. I just said, you know what, watch me do it. I'm going to succeed. And you can't wiggle your way through an economy with no experience with experience. You could, right. I'm looking forward to the next recession. But at that time I was like, you know, the succeed despite the economy.

and I did not, it was a massive failure, you know? my, in one year when I submitted my tax returns, my 10 40. Was negative 50,000, meaning my expenses exceeded my revenue by $50,000. And I'll never forget the look on my account in space cause I'm paying an accountant. Right. I didn't, I didn't terrible taxes.

And he's like, I'm so sorry. your dollars, you know, so like I maxed out my credit cards, you know? And so this was a time that was really tough. and it was tough on our marriage. You know, that the, to start around. Because this is not something that, you know, anyone should be putting their wives through.

So like that's the kind of stuff that I went through, but probably wouldn't change. Like, you know, like I went through, I took a lot of risks now. I guess the lesson here is not to sign anything. That's a subscription model. that's a contract. That's probably the one thing is like, you know, I signed a lot of things, like, you know, commit to like $1,800 a month on realtor.com.

Yeah. $2 off of CoStar where you're signing year long contracts. I guess that's probably one thing I would change. Cause it didn't work. You find out on the first couple of it. Wouldn't take you six months to figure that out. But besides that, you know, I think I'm just kind of person that's gonna go out there and do it.

And messes are going to be, are going to be made. Things are going to, you're going to screw things up, but the only way to figure out what the right answer is, is to the side. And once you've decided, then you can figure out if you were wrong or right. And then you can adjust.

a hundred percent totally, totally agree with that. I'm kind of the same way in that respect when it comes to, uh, you know, kind of a, it wasn't always that way. I feel actually I kind of just developed over time and I think it's one of the beautiful things about as you set goals and you achieve them.

It doesn't help that kind of thing, because you start just getting starts. It's compounds with the level of confidence, which isn't a bad thing. having the ability to be able to understand. When you're around other people that, that confidence isn't necessary is another thing. Right. so, love that.

and that question ends the 10 gauntlet questions, really the myths of, kind of prosperity and kind of what we have to get there. We have some, you know, one more big question around those. Then we have a really six questions that really are Ninja tips and tricks. And I'll explain those in a minute.

so. these 10 questions are actually one question combined. So, what it is is that starting from one down to 10, they each have a purpose and a meaning. And that purpose and meaning is why do you wake up every day and not quit?

to be the best version of myself.

I said

So I, with that being said to be the best version of yourself,  what would be your thought if I asked you, well, how do you know what the best version of yourself is?

I don't, but I'll find out as a, you know, as I go through the journey.

I love that. Fantastic. so realistically, every single day you're looking to just be more, be consistent, be better. Awesome. Love that. Okay. So the Ninja tips and tricks. Okay. The first three questions, this is kind of like a fire round kind of thing.

The first three questions here are about you specifically, you know, I want to make sure that if anyone ever meets Steve, if anyone ever is ever in, you know, Phoenix or if you're ever anywhere else, they have a heightened chance to be able to make Steve and ally, you know, earlier we mentioned how, you know, how you kind of be able to walk up to the, to the bar and be able to actually start the conversation and provide the value, all those things.

I want to make sure that they have a little bit more ammunition.  

My favorite hobby? well, I mean, I'm too old for it now, but basketball, basketball and, and, no limit poker.

Poker, no limit poker. That's a,  hobby.

to me, but I'm not positive. I track it.

There you go. does it dangerous hobby for everyone else? okay, fantastic. All right. So the second question, is, you know, I, I mentioned the bar generally, if someone's gonna run into Steve and they're listening to this podcast, usually it's probably going to be some. Some event and something like that in generally at events where we hang out afterwards, the bar food, something like that.

So this one is going to be twofold. If someone were to walk up to you and they were to say, Hey, Steve, you know, and hand you a drink or to hand you a food. what kind of drink would it be? What kind of food would it be and even drink or eat? Cause we mentioned earlier about fasting.

Yeah, so right now, generally speaking, my habit does take a big dip, you know, when I'm traveling events or whatever. So. I love my drinks girly. So, you know, I love peanut coladas. and then, you know, eat, I mean, finger foods are like, we're all guilty. You know, like there's a reason why there's sugar and everything it's because it's tasty and fried foods.

So can't say I don't like them. but you know, if I'm in pain next, I'm going to S politely declined, but I was somewhere else,  

Alright, so don't offer it in Phoenix. Maybe just hand them a water and say, I respect your health decisions. I want about maybe a pina colada. They got, some finger foods, and in strike up the conversation. What's your favorite basketball team?

Oh, man. I mean, I want to say the sons, but not sports. So,  you know, that's one of the things that I had to, you were talking about habits. you know, two years ago I had the, season pass the NFL, you know, direct TV. That was it. NFL take, whatever it is. You know, I had like Sunday morning, Sunday afternoon, Sunday night, Monday night, Thursday night.

And I watched all the games and it was important to me because all football and be a, you know, really like my fantasy teams. Uh, but last year I tried to leave my fantasy league and they said, no, I couldn't leave.

That's fantastic. You just like a data scientist, future teller.  I love that.

I love it. No, that's fantastic. That, wasn't the third question. I just had to ask that because I needed it for the context of bringing up the fact now, instead of, you know, this, this is why it's fantastic. Instead of asking him who his favorite team is, ask him who, how the guy worked out for him, that he hired for his fantasy league.

There you go. all right. So my last, you know, more personal question here for the Ninja tips and tricks for people to be able to help, you know, become an ally with you.  

I am, I didn't fit in. So, as an engineer, I never fit in and as a sales person in their food and every person that I pro personality profile test pretty much says I'm a weird person. and so. I'm still super analytical initially skeptical initially. But if you earn my trust, then you know,

Interesting. Okay. So, With the double East side. cause I, I was never, I was never an engineer. I was computer information systems guy. and I was turn more of a, I don't know what you'd call it, make sure between doubly, computer engineering and computer science, kinda a little bit of both. I was a SCADA hacker, right.

So I use the word hacker cause it's what everyone knows. you know, so, I kind of felt the same way. Like I always felt like, anybody around me never really understood the vision that I had and they were really just wanting to play with toys and I was wanting to build like big thing. you know, so yeah.

That's I kind of why I asked that question cause I was kind of  in the shoes of a, well, I mean, yeah, everyone thought I was super crazy at work when I left. Let's just say that, Oh, okay. That's end of the Ninja tips and tricks to understand Steve. Okay. To just do a summary of that for, you know, so you don't have to go back, ask him about his, how his fantasy Lee went after he outsourced his fantasy league.

He likes pina coladas and finger food, but give him a water. If you're in Phoenix, you know, if you ever have the honor to be on a real estate disruptors podcast, don't walk in there and being like, it's time to party, let's drink. Cause he's probably like, yeah, yeah. That's not why we're here. but maybe afterwards, you know, I don't know.

You never know who knows what goes down on real estate disruptors. you know, and then you have the double East side, you know, really, he never really fit in, but if you. He resonated with you. It seems like that's what really, it meant. Right. If you had the commonality. so, don't go up and, and try and fake who you are.

Cause I'm pretty sure Steve would see right through it. Right. That's the ticket,

the one thing I've I've heard a lot is I'm very intimidating. to me, and I've never felt like I am. It's just that, you know, I'm always analyzing. So when someone says something I'm always seeing, like, this is add up

So it's. It's kind of like a, yeah, you're very intuitive. Right? You can put two and two together very quickly. it's funny. My, my wife always gets like yells at me for that because she thinks that I'm always like, like she, you ever had that moment, with, I guess it can be with anybody, but you're sitting there and you just turn and you say, What's your question, like you just, you, just something how you can just tell they were about to ask you a question, you know, and they're like, I was going to ask anything.

I'm like, okay, what is it? I know you are, I can tell, I can just feel it,

you know? And they're like, Yeah. And then all of a sudden they just comes out and you're like, and then you wish you never even asked. You're like, okay, they didn't say it because they knew it was it's going to get us in a fight, you know?

but yeah, love that. Okay. So the next set of Ninja tips and tricks are really about sales and marketing, right. and because of your unique position of being your, you know, having your hands in everything, I really want to try and tailor this to make sure that anybody who's looking to get into real estate benefits.

Cause you have experienced an agent side and investor side and so on. So I'm going to ask. Three of the same question, but for, for different kind of fields. first one being, if someone was starting off as an agent and, and they were looking to get their first, you know, no agent listing, what would they need to do?

What do you think right now in your position would be the first way for them to kind of get there?

First way is friends and family. so one of the things that happens a lot with realtors. when they first go to real estate school, they're really excited and enthusiastic. Yeah. I'm telling you everyone getting my real estate license, get my real estate license and they get two or three transactions just from that enthusiasm.

but then once they actually licensed that visa has kinda starts going away and they're afraid to talk to their friends and family. And so, the best way to get a listing is to tell everyone your family, what you're doing, but. Realtors for whatever reason are afraid to do that. And I'm no exception.

I was that same way too. You know, I hated asking my friends and family. I felt like I was always pestering them. But knowing what I know now, the best way to get a listing, your first few, it's just talk to your friends and family, let everyone know what you're doing. You don't have to be rude about it. And you don't have to always asking, you know, do you know anyone that's looking to by herself, but you can provide value.

You can say here's, what's going on. Here's what we're seeing in the market.

Right. So really the sphere of influence, which makes a lot of sense. Right. And if you guys think back, if you guys were listening, Okay. Steve had mentioned how in his tofu, top of funnel, is his podcast, right? so what he's doing is he's built a really, a nationwide sphere of influence, which now funnels and as a huge, you know, thing that, that enables all of his businesses to thrive, Which, which leads me to the next question, on, as a sidebar on that, Y create podcasts and what made you actually want to create a real estate disruptors?

Was it for the intent of doing that? Or was it  

so I was at a Dean Grasiozi event and it was a, the edge and you and Brendan Burchard was on stage talking about how everyone wants to hear your story as a marketing tactic. And I thought that was kind of a dumb idea, but you know, he's like you should either start a blog, write a book or start a podcast.

And I was like, well, I wrote a book and I didn't go anywhere and I have a blog and it sucks. Still talk as, and see what happens. And it took off in, you know, the, how to goals, the first was to marry the realtor and the wholesaler community because they both don't like each other. So my goal, cause as a broker, the wholesales it's like, let me show you both sides.

Like it makes sense to do both, but that clearly did not take off. That was a massive failure. the other thing is I wanted to promote my app, you know, I got offer fast, so it wasn't ready to go yet, but it was close. So I wanted to promote my, promote my app, in the back of my mind as like, Hey, you know, this is really successful.

Maybe I'll have a coaching platform later on. but that was, you know, kind of like, you know, maybe it's like wishful thinking, but eventually happened. It was on the back of the, but it wasn't like the intent

Right. Okay. So with that being mentioned, you mentioned offer fast, right? one of the things with, with the, on the investor side is the first and foremost thing is you got to get a deal and you've got to get a good deal. Right. so I want to know this is twofold. What is the first way that you see, somebody can, can utilize to get a deal as quickly as possible.

and, and then how, how would in that situation, if someone goes out and like, I'm going to get a deal, they don't worry about building a buyers list or anything. How does offer fast play apart in being able to then display that?

Sure. So there's two different ways, to, to get a deal depending on their financial situation, you got money pay-per-click hands down. Okay. You can, if you can afford to spend money, PaperClick marketing, can't afford to spend money. Now you're about your, your times, what you have to give and time is you just have to go door, knock.

You're going to pull this, you're going to find the properties and you can go knock on those doors. And that's the best way to generate sales experience. I mean, put any door knocker. those are going to be your best salespeople because you know, people are slamming doors in their faces and they gotta be on their feet at all times.

Right. So I would door knock from a first deal, especially cause all the other forms of marketing, if you don't have money are not guaranteed, but there's no cost to door-knocking. except for, you know, wear and tear on your car and gas. and then once they've got that deal, then the offer fast provides a platform for them to find a buyer because we're actively looking for buyers to put into the app and it doesn't cost the buyer anything to be in the app.

You know, there's like, um, go out to the club, you know, girls get in free.

I love that you guys definitely need to make a video add on, on that. so now is offer faster than any state or is it primarily just Arizona right now.

we're in Arizona, Florida, Georgia and Texas.

Okay. I'm going to have to check that out cause I'm in Florida. I didn't realize you guys were Florida. I thought you guys were in, in, in just Arizona.

Oh, okay. I was gonna say, cause I definitely looked. I was like, am I can get that, you know? cause we are Florida cash real estate, so it's always nice when you don't have to worry about finding buyers into other random locations. We get deals in. fantastic. I love that. So door knock. Right. pull a list.

So. maybe, if you don't have a list, you don't have money for a list. Just find the ugliest house and knock on the door, you know, you know, that's, that's always a good way. don't insult them and be like, I realize your house kind of looks like garbage. So I was wonder if you wanted to sell it.

That's probably not good yet. You'd probably get decked in the face. all right. Cool. Number three is given that you're an agent. and you, aren't an investor and you're talking about marrying those two together. You kind of segwayed that really well for me. how, how was, and what is the misconceptions of someone being an agent and investor at the same time and how can they really leverage that to compound their wealth?

Sure. So the, the biggest mistakes that realtors have is they think that everyone wants the highest amount possible. And I had that preconceived notion as well. Right. And that's kind of like when I was in my paper, click marketing, going and trying to get listings and they're like, no, we want a cash offer.

That's kind of when it clicked in my head and I had that fortunate experience because I was desperate to get listings. You know, most realtors haven't had that yet. They think that everyone wants the most amount of money because they're putting themselves in the other person's shoes. And that's not what sales is.

You know, sales is putting yourself into the person's shoes. and so.  the way to build wealth is to solve problems and the best way to solve problems is that multiple tools. So we talked to the homeowner, you don't go in there assuming they want the most amount of money, or you don't go in there assuming they want a cat Trafford.

What you do is you ask a lot of questions, figure out what they want. And once you figure out what they want, drop a label, you know, this has never split the difference. Hey, Tyler, given what we've talked about? Well, so far, it sounds like you're trying to get the most amount of money for your home. I was like, yeah, that's great.

Okay, great. Can I show you what we do to help homeowners get the most amount of money for their homes Or they'll say, no, you idiot. You weren't listening. I want a cash offer. I say, Oh, okay. My bad. And you'll go that other route, but you can also say, Hey, you know, given the questions answers we share today, I'm kind of getting the feeling time was really important to you.

And we want to get this home sold in the next couple of weeks. I say, yes, that's right. Okay. Can I show you what our process is for buying homes for cash? But what have I done? I've understood the other person's position. I've taken the time to really understand them and who doesn't appreciate feeling

understood. Right. So that's how you can build wealth is solving people's problems.

Listening more than you speak. You have two ears and one mouth. I, my favorite quotes of all time. fantastic. I love that. that was the, the Ninja tips and tricks, all really amazing advice. Tons of things. Tons of books and knowledge, experiences shared, from Steve, here right now and, and.

Well, I would just want to know kind of like, this is something I kind of threw in here. I think I did like the second podcast episode, and throughout your whole journey, right? We, we touched a bit on the, in the beginning about how you kind of got into real estate and stuff like that. But I think one of the biggest reasons why people don't actually make the leap is, is.

I don't know, it's like fear of loss or fear. I don't, I don't really know what it is. It's unknown thing. Right. We just feel inside. Maybe we're not capable. I don't know. what would you say to yourself or to others back then when you are really, if you didn't have the Gusto to jump, what would you say to someone who's having trouble doing that?

and. It's not to say that people have to jump. I'm just saying no matter what it is, you could be working at W2 and be totally fine with that. But maybe you, you want to like put money from your W2 into an IRA or whatever it is the

Yep. So what helped me a lot. Cause when I was trying to make this decision, you know, only one person was like, you should do this and everyone else, like you're crazy. including my parents. Right? so, my best friend who I was talking to, whoever who had already. Taken a leap from a deputy to his own business was, look, if this doesn't work out, you can always go back.

Right. Always got positive reviews. My bosses loved me to Intel. So he's like, go do it. And the absolute worst case go and ask for your job back. You know? So, I think the biggest thing is guy look at what's the worst case and the worst case is generally not that bad. You're not going to fight overseas.

Okay. You're. Not, you know, dealing with Ebola victims, you're talking about investing in your time into a potential business that can change your life. you know, one of the things that I always loved was Jeff Bezos. you know, when he made the decision to quit his great job, to, to open Amazon, which I think is arguably, you know, most successful retailer in the world, Well, as he asked himself this question, when I, when I'm on my death bed, when I look back, be happy that I took the risk or not, you know, and for me being the broker player, I was asking myself, and this is maybe not a rational way you got it.

But you know, I had to make this bet a hundred times while I win more often than I'll lose. Am I asking it's myself as soon as I win more often than I'll lose. So then it's worth going all in.

Right. I love that. Yeah. A hundred percent. Another thing, just a total side note, when it comes to, you mentioned jet basis is, you know, a lot of people don't know that he's also going to space. I don't think a lot of people know that he has a

space company as well. And it was yeah. Many years ago. And it's a really funny feud to watch too, but many, many years ago.

And it just kind of comes back. And the reason I want to touch on that is, you know, when you talk about vision and what you want to do, and, and, and I know. Jeff, I'm going to just going to say, Jeff makes me feel cool. Like maybe I like know him personally, you know, Jeff Nealon, you know, they, in, in 30 years from now, they would not have been content with themselves.

They would feel like they did not try if they wouldn't have done what they did. and,  on that note too, it's lost his name,  as a comedian. Dang it, I can't remember his name, but anyway, he was sitting with Oprah and Jeff, basis was in the room and stuff like that. And he had asked himself if someone had asked him on tables, like, you know, why, why do you do what you do?

And he said, he said, well, you know, I'm sitting here at a table and I see Jeff Bezos over there. Oprah's over here. You know, they. They know something and I can't deal with the fact of not knowing what they know on why they are, where they're at now, you know, like they figured something out. I must've figured something out to be sitting in this room right now.

I don't really know for sure what I figured out, but all I know for sure is that I was always trying to figure something out, you know, is really what it boils down to is like there, the fear, the fear of the lack of education and lack of knowing. and, and I think that. You know, for me personally, over the last few years it's been, any, even, even beyond before that, it's, it's always been trying to understand and the thoughts and process of the person that is where I want to be so that I can reverse engineer those back, embed them into my own life so that I can then, propel myself forward to be in their shoes.

Right. And a lot of people say, well, you gotta be yourself. You've got to be organic. You can totally still be yourself and totally, still be organic. be you. But the process of, of getting to the destination to show people your light is, is a whole nother story.

yeah, it's really interesting. I, and I feel like throughout this whole, you know, podcasts here, that really, shows through, you know, every story you've told as far as like, that is, it seems to be kind of the way that you think, you know, and, you know, with your education, with everything else.

Yeah, well, I mean, I've said this before is I don't have any original thoughts. Um, you know, taking ideas and lessons learned from everyone else.

Yeah, it's a hundred percent. One of my mentors, he calls it R and D you know, Robyn duplicate, and, and, and, and, and I love it. It's fantastic, man. that's awesome. I really appreciate your time, man. What is some closing thoughts that you can give to anybody who's reaching to reach prosperity in general?

that you'd like to share with them so that they know, you know, I don't know, feel a little bit better getting there.

Yeah. You know, there's something I always like to leave the listeners with and it's the same thought and it's really, why not you? Why not? Why don't you deserve to reach that prosperity? Why not? You know, maybe this exact moment is not the greatest time that there would be alive. I mean, maybe, you know, February, but, you know, it's the greatest time to be alive and this, the greatest country, the planet that there's unlimited upside, why not try to get

I love it. I love it. Steve man, thank you so much. Where can people find the like 50 different things that you do? Like where, where is there a central hub? Is there like a Steve trang.com or.

Your train.com. There's a list of everything I do there. there's that, and then Instagram, you know, at Steve dot Trang

is the best way to find me.

Okay. And then how can they find offer visit  

Yeah, the app store and the Google play store.

app store and Google play store. Awesome, dude. I really appreciate it. Make sure you guys check out Steve train and then the real estate disruptors Facebook group.

And then it's also spread out on iTunes and Spotify and everything as well.

Yup. Spotify, iTunes, Google podcasts,

Yeah, it's a pain. I have that on one of my other podcasts. It was really difficult. so, and, and I always ask this, before we let you go, if someone was to go to Steve train.com and in there to look at, you know, in an era of, you know, everything that you got going on, but if you were to tell them the one thing that.

would be your unique selling proposition on why they should come to you. What would, what would be that thing

this might sound really silly, but. I care, you know, when someone works with me, they're not just a number. I genuinely want to see them successful

love that, love that in, in business or in real estate? Or is it a whole package?

everything. You know, I want everyone to do better. Like, you know, abundance mindset is something that's thrown around a lot.

Right.

Fantastic. I love it. Y'all I, if you guys didn't get value from this and you guys, honestly, just don't even really, you guys should just throw away your iPhone because there's so much here. I do really appreciate you, Steve man, coming on here and spinning, you know, an hour and 20 minutes here with me.

With the allies and I do really appreciate you being an ally, as well. And I want to wish you the best in the rest of your journey, the rest of the year in 2020. and I, I can't wait to see, you know, where you're at in another 20 years from now, man.

Thank you. Thank you very much. I had a lot of fun, you know, it's too bad. Your visa stopped working. Cause I really liked seeing Chris Hemsworth on my, on my screen. I can say this is probably like my favorite podcasts that I've done. So as I was,

I do really appreciate them. It means a lot to me. Thank you so much. Y'all thank you for listening in and tuning in. Don't forget to check out Steve. Y'all be safe and I'll see you guys in the next allies to prosperity podcast.

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