Posted on: February 15, 2021

Like other successful partnerships, such as Google and Microsoft, their common interests and how they complement one another are indicators of success. Our guests for this show are lucky to do the business with each other, a perfect fit.

We have today a couple who is rocking the wholesaling business! Keenan Williams and Shane Dobine are products of the WIP’s virtual investing mastery coaching program. Keenan lives in California while Shane moved out to Florida for their business as boots on the ground. They are running their business virtually in Florida. Currently, they have closed $74,000 in fees and four deals in just a few short months.

In this episode, Keenan and Shane will share their wholesaling journey applying what they learned from the coaching program. They will talk about: how they complement each other in terms of running the business, the challenges encountered, the importance of building relationships and having an abundant mindset, how they managed their sales, hours spend in doing wholesaling, on being turned down a lot of times, the importance of setting deadlines and finding success in applying the learnings from the coaching program.

Listen to this episode and learn from this dynamic duo! Find the courage you need to start your wholesaling journey.

Key Takeaways

  • How they met and worked together
  • Their mechanism and delegation in doing business
  • What they plan to do next
  • What they learned in running the business so far
  • The importance of building relationships
  • What the abundance mindset is
  • On managing their sales funnel
  • What they do before getting into wholesaling
  • How many hours in a week they spent working on wholesaling
  • On getting used to making offers and being turned down
  • The power of putting deadlines to making deals
  • On finding success in doing what Lauren says

RESOURCES:

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Episode Transcription

Lauren Hardy:
What’s up, Rhino Tribe? This is Lauren Hardy, and you are listening to the Wholesaling Inc podcast. Today, I am stoked because I have a couple of my students, my coaching program, that are absolutely crushing it right now. I am so excited to have Shane and Keenan on the show. Guys, welcome to the program.

Shane:
Thank you.

Keenan:
Thank you, Lauren. Thank you for having us.

Shane:
Appreciate it.

Lauren Hardy:
I’m excited to have you guys. So tell me, where you’re from? Where do you live right now?

Keenan:
I’m from California. I live in Moreno Valley, California. Our business is virtually run out of Florida though.

Lauren Hardy:
You live in Moreno Valley?

Keenan:
Mm-hmm (affirmative).

Lauren Hardy:
Oh, okay. Awesome. Awesome. And Shane, are you from Mareno Valley as well?

Shane:
I used to live in California. I moved out. So I moved out to Florida. I’ve been out here a year. So I’m able to get to these properties and take pictures and meet the sellers.

Lauren Hardy:
Oh, okay. So you’re the boots on ground.

Shane:
Right.

Lauren Hardy:
I get it. Well, okay. That’s awesome. So I didn’t know, you guys are super quiet. I would say you guys just take the information and run with it. And I hadn’t heard that much from you guys, and then all of a sudden, I got a text that you guys are killing it. So since you guys joined my program, and when did you guys… Let’s tell everybody, when did you guys join the coaching program?

Keenan:
I joined the coaching program in the beginning of August. Probably middle of August, somewhere in there.

Lauren Hardy:
Okay. And since then, as of today, what have you closed total in fees that you guys have made?

Keenan:
We’ve closed 74,000 in fees in four deals.

Lauren Hardy:
Woo! $74,000 in maybe four or five months. That’s crazy. I mean, for some people that’s a salary that they make the whole year. And you guys just got started with wholesaling. I always say that you’re going to take my coaching program, and maybe for a month, you’re getting set up and you’re watching the videos, and you’re getting comfortable with the systems and what not.
The next month, you start taking action and you’re not all the way in it, because you’re still figuring it out. But I like to say that today’s leads are three months from now’s deals. So you should be at this point now where contracts are coming in more regularly, your pipeline’s grown. And so you’ve got this nice trickle of deals closing, and then contracts following it.
So I love talking to people in this place, because you’ve probably learned so much in the last four months. And I’m so interested to pick your brains on just what have you learned since then? So I’ll start with Shane. First, explain how do you guys know each other and how are you guys working together?

Shane:
We’re like brothers. His mother knows my mother, and we were friends when we were 5 to 10, and we still talked to each other then, and we stay in contact. That’s it.

Lauren Hardy:
That’s awesome. So you guys both just heard about wholesaling and decided to get into it?

Shane:
I think that’s more Keenan. He dragged me into it. He’s like, “Hey, Shane, let’s wholesale some homes.” I was like, “What?”

Keenan:
What is wholesaling?

Shane:
What is wholesaling? Okay. And just knowing business myself. I think this is my fourth company running. So I said, “Okay, it’s another business. Let’s do it.” And Keenan’s super smart with the computer. I’m more of the acquisition. I talk to people, and so Keenan just dragged me in and here we are.

Lauren Hardy:
I love it. So you guys each have your own roles. So what does Keenan do for the business?

Keenan:
I’m the lead. So making sure that they have leads. So I’ll upload the texting, pulling the lists and stuff like that. So it starts with me, and then it goes to Shane and he runs even the cold callers, he’s blasting out the texts, he’s filtering the leads, he’s calling the seller. Once he locks it up, I’ll send the contract, they’ll sign it. It comes back to me and I’ll just do it. And he goes and takes the pictures. So it’s like a system. It works rather great.

Lauren Hardy:
So each of you have the well-defined roles in the business, so it sounds like you’re more marketing. And then when it goes to lead generation, it goes to Shane, and who’s doing acquisition, Shane?

Shane:
Yeah, I’m doing that.

Lauren Hardy:
You’re talking to the sellers, you’re doing the acquisitions. Once you lock it up, then dispositions goes back to Keenan.

Shane:
Yeah.

Keenan:
Yeah.

Lauren Hardy:
That makes sense. Because if you think about it and like everybody wants to go straight to scaling, but you really can’t. You’ve got a start wherever… You’re doing all the things, and then you start piecing out the things and you figure out which things make sense to group together. And marketing and disposition are what makes sense. As a business owner myself, so I still do my marketing and if I didn’t have someone in dispositions, I would be doing dispositions. That does make sense. So the way you’re doing it is probably how I would do it because it makes sense because the dispositions you utilize lot of the same tools you use for marketing. So you’re probably using prop stream and finding buyers, right.

Keenan:
Yeah. Honestly, for buyers, we Facebook market… Like you said, Facebook marketplace, Craigslist, and then just the organic buyers list that we’ve built up. But I did use cash bar, plus we haven’t gotten a chance to use that to see… I just bought a huge list. You know how it gives you a huge list of the whole state buyers. So we’re going to try that on the next one. And then JV. That’s the one question I think I asked. Do you use a JV contract? No, but you’ll just let them see if they can bring a buyer. And then, so that similar to that. So, I mean, between all those methods, if it’s a deal you should be able to sell it.

Lauren Hardy:
Right. Right. That makes sense. And then as far as lead generation acquisition, those are very front end of the business. And I usually lump those together. And when you get to a place, I like to break them up and have somebody in charge of lead generation, somebody in charge of acquisitions when you get there, when you’re you feel comfortable doing that. So I think I would do it the same way you guys are doing it. So, that’s really cool. So you guys have crushed it. What are some things you’ve learned along the way of just quarter one of getting started in this business?

Shane:
I can tell you one thing I learned is a bad deal is a no deal. We definitely had some bad deals where luckily they went through, but I think we’re still getting from the people talking to us about the deal. So if you structure it right where you let the seller know what’s going on, letting the seller know it’s investors like ourselves and others that potentially will purchase a property, they know what’s going on. Can I keep them in the dark? You know, come back to haunt you?

Lauren Hardy:
One hundred percent. I am all about just being honest with the seller and telling them exactly what is happening. So that’s why in my script, in the coaching program, I have a script, and script number one is everything I say… And a lot of people can’t believe that I say those things. That I tell them exactly what we do. This is who we are, what we do. I say, sometimes we assign contracts to other investors because we have a huge buyers list that buys only off market properties. I’m also a buyer. We’ve got cash, we can buy homes too. So some stuff we keep for our own portfolio, some things we sell out to other investors. And I think that the best thing a wholesaler can do, and it sounds like you guys had already done that, is make sure you have the cash to be able to close.
So it doesn’t have to be your cash. It doesn’t have to be… I wasn’t born into a wealthy family. But there is tons of hard money lenders out there. They’re a dozen. You could probably just Google hard money lender in the city you’re in and you’ll find one. And they lend on these types of deals. So, give them a call, take a week to find hard money lenders and maybe some private money lenders as well. Friends, rich, uncles, family members, whatever, so you have that ability to close on homes. Because now you’re going into the negotiation in an honest place. I think a lot of wholesalers when they’re newer, they’re not really coming at it from an honest place of, Oh yeah, I buy houses. All their advertising says, we buy houses. But then they don’t actually buy houses.

Keenan:
[crosstalk 00:09:27].

Shane:
[inaudible 00:09:27] rental property at all. On one of our hard money lenders, and one of our partners we got from a JV deal. He said he was going to purchase the property. He talked to Keenan because Keenan was despoiling him. Over the phone he was just like a very motivated guy. And Keenan was like, “Hey Shane, you should talk to this man. You know, he sounds like he can help us out.” Coming to find out, him and I are still friends. And now we have partnered on doing deals. He has rental properties and anything that we come across, he says, “Shane Keenan, send it to me first. Please, because I’ll take it?” Okay. And so you just now in this business and you’re building rapport with people, you’re actually building friendships with people. Because just like being in acquisition, when I talk to people on the phone, I’m on the phone with them for 45 minutes. Knowing about their lives, knowing about what’s going on in the property, their kids. Who’s in the property? Why can’t they keep the property? Why wouldn’t they get rid of it? There’s a story and everything.
So it’s just that time it takes to build a relationship, you build a relationship with another investor and you know, it’s just snowball effects makes it a big company, which we are getting bigger. We have hired three VAs. And then one of our… We did a JV deal. I did a bandit sign and the guy called me on the bandit sign. And we did that deal. And that was the deal that fell through. But it was such a low assignment fee. But he believed in us and so now he’s… I actually just got off the phone with him because I’m training him how to do acquisitions. We have so many leads now where it’s like, I’m behind.

Lauren Hardy:
Yeah. You need some help.

Shane:
Yeah. Now these VAs that we have been training, I tell them like, Hey, you’re going to be doing some text messaging pretty soon. So yeah, it’s just growing and we’re having fun at it.

Lauren Hardy:
I love your abundance mindset. I hear so many times over and over again that there’s too much competition. There’s not enough deals. There’s not enough houses, and that’s simply not true. And if you go into your day thinking that none of these leads are motivated. If you go into your day thinking that that lead won’t motivated to you, and you will throw away, which is what probably is the lead. If you have that negative mindset, every lead you talk to is not going to sound motivated to you.

Keenan:
The thing that you said too, is the followup. Most new also… They think they’re just going to lock it up the first time you talked to that person. Every single one of our deals, we probably talked to them November and it wasn’t getting locked up until December or like you know what I mean? We’re calling them every week though. Our follow-up game. We try to keep it as strong as possible because I treat every lead, just you put it in your company thing, every lead is gold. So that’s how we train our team. Each lead costs money. So we need to make sure we service it correctly. So that’s when I’m in Podio, I’m just like, do we call this person? Do we call this person? Like, did we call this person? And so that’s how we make sure we stay on top of the leads.

Lauren Hardy:
So let’s break that down. Because, I to give practical advice to whoever’s listening. So let’s talk about your sales funnel management. So a lead comes in. What are some rules in the sales funnel? New, fresh lead comes in, now what?

Keenan:
Okay, so a text lead or a cold call, because texts lead, by the time it makes it into the CRM it’s actually a lot hotter than a cold call lead that one of our VA’s might’ve shot it in that might they want market price or like. So we’re just doing a text lead. If a text lead actually gets a put it to Podio, that means that like, we actually talked to this person, there’s some sort of motivation. And so say they’re like, okay, can you call us in two weeks or something that. We’re really going to call them in one week. So whatever the timeline is we slice it in half. You told me three months, and we’re talking to you… Realistically, Shane’s calling in three weeks.

Lauren Hardy:
That’s funny. Okay. I like that.

Keenan:
So that’s what I tell them. Yeah, whatever the timeline is. And then so like, because it’s our CRM, we’re still just trying to grow it. I know you probably is two to three months if they can’t sell their lead. For ours is if they can sell within six months, we’ll put them in. I know when I was reading yours, I think yours said two to three months, or something like that.

Lauren Hardy:
I go back and forth with it all the time. Because sometimes I’m three months, sometimes it’s six months. I still not really stuck with it. It depends how desperate we are for leads. So like, if we’re going through a slow phase, then we’re like six months, whatever, submit a bid. If they say yes, just if they raise their hand, they’re in as a lead.

Keenan:
Yeah. Say that lean gets called. We have to stay on top, like the Podio little things, like contacted, call attempts, stuff that. Because say you might try and touch that lead three weeks from now they don’t answer. If you’re not clicking those correctly, it just gets swallowed into all the rest of the lead. So like, it just looks names. Once you get to 200, it’s just names.

Lauren Hardy:
And then you get floating leads. We call it floating leads. Where you forgot to put a lead status to them and they’re just floating around.

Keenan:
Exactly. So we’ve had to in the last, two weeks, we had to really tighten that up. Really focused on lead status and stuff like that.

Lauren Hardy:
Have you seen my lead statuses in the coaching program?

Keenan:
No.

Lauren Hardy:
So it’s in the file section. The guys is just random off topic, but in the files section, I do have that available. I have my operations manual. My operations manual goes through all the lead statuses and what they mean. Yeah. So just create more lead statuses because we found the same thing. So a sales funnel management, you get where you have these different categories of a lead and where they are, where you are in the process with them. So it’s so easy. If you don’t have enough lead statuses, you start losing people and losing track, or you don’t want 15 different types of lead statuses, but only having three is not quite enough either. So when I first got started, this was before I even knew what a CRM was. I had three folders and it was so ghetto.
It was three folders, and I had these little lead sheets that I printed out. And this is when I had a full-time job. So I would do this on my lunch break. I would go to this park that was by my office and I would make my seller call so nobody can hear me. And I would just write down the information, just you do in Podio. And then I would take the piece of paper and file them in different folders, depending on, did this lead need an offer? How’s this, I need a comp. And then it was like, these ones have… I need to either make an offer or I’ve made an offer and I’m following up. And the other ones, the lead status I think was just followups or something. It was so ridiculous.
And then you start figuring out that you need different categories. they came in as a lead. I called them, but they’re ghosting me. Where do you put that?

Keenan:
We have a ghost tab.

Lauren Hardy:
A ghost tab, right? So then you have a ghost tab and then you keep-

Keenan:
More too, when you send them a contract and they ghost you.

Lauren Hardy:
Yeah, exactly. So we came up with… And this is years of trial and error that we came up with these lead statuses. So if it helps cut your learning curve or just gives you some hard rules, because sometimes you just need someone to give you hard rules, so you stop slicing and dicing it and your brain. Just checked out the way we do it for now. Go with that.

Keenan:
I’ll look into that.

Lauren Hardy:
Yeah. So, I mean, that’s awesome. You guys are doing really well. I mean, I’m very, very impressed to be up to almost $75,000 in a few short months is very, very incredible. I mean, really, not everybody could do that. So I got to give it to you guys. You guys have what it takes. It’s really cool. What did you guys do before wholesaling?

Shane:
Previously, I had my own transportation company. I had a car hauler. So I’d pick up cars from dealerships, private owners and take them to auction, dealerships. Mercedes, BMW, all that. Prior to that, I was in the food business. Had my own catering truck, did that. Sold bon fries and ice cream. I was out there where you were, Lauren, out in the Irvine. You’re an Irvine, correct?

Lauren Hardy:
Yeah. I live in Tustin Ranch area, on the border of Tustin Ranch, in Irvine.

Shane:
I did a bunch of farmer’s markets out there, big carnival events. That was fun. And then before that I did personal training. Clients had 15, 20 people at a park at one time. Getting their fitness together. Before that, Coca-Cola and the military.

Lauren Hardy:
Wow. Okay. So you’ve got a long line of solo hustles, entrepreneurial hustles before you got into this. So this made sense. What about you Keenan?

Keenan:
So before this, well actually I still work my 9:00 to 5:00. I work for Esri, it’s a GIS tech company here in Redlands or nearby in Redland. And before that, I mean, I’ve worked for Amazon as a supply chain manager, target management. So there’s various management roles. And then first crack at business was an Airbnb. I had a couple of properties in the Airbnb. Host a couple of properties in San Diego, but that got hit super hard at the beginning of the year by COVID. So then I was like, I want to do something else. And that’s why I started the wholesaling.

Lauren Hardy:
Wow. Wow. I mean, that’s cool. So you work 9:00 to 5:00 and you’re still able to do this. So how many hours would you say you guys work on this wholesaling business a week?

Keenan:
I couldn’t do it without Shane, 100%. And like, as you hear, he has inspired me for business. Years ago when Shane already had his first businesses, I would go with him whether it’s bon fries or when he had his transport business out here, ride along with him for a whole 16 hour day, just talking and stuff that. So he inspired me for sure. Like, knowing that you can start your own business, it’s possible you can live with the business and stuff that. But yeah, I would say I work a lot, mainly in the morning is when… Because luckily Florida’s three hours ahead. So in the morning is when most of my stuff gets done. And then unless they’re telling me a contract is locked up or something that, then I really don’t have to do much.

Lauren Hardy:
Right. And that’s what I think… A lot of people are surprised by that. You don’t really have to work full time to still in this business.

Keenan:
If you have a partner it’s easier. If you’re a one man wrecking crew, I don’t know.

Shane:
Full-time job, for sure.

Lauren Hardy:
Yeah. It can be. It’s crazy. I mean, I’ve seen some people that say they only work maybe 20 hours a week, in it. I know I got started I didn’t work full time. I didn’t really work full time at this business. Actually, I can’t honestly say I’ve ever worked full-time in this business because then I started scaling before I had to. So as soon as it got to 20 hours a week, I was like, I got to hire someone. So that’s how I always did it. But that’s because I had two kids. So first I started with a full-time job and I had a one-year-old and I had a baby on the way. So I was like, all right, got to figure out to do this. But I can’t do everything. So I knew scaling was where I had to go.
And that’s how I… It was an organic process of every year, just hiring a couple more people or one more person to fill different roles. So, that way I wasn’t tied to the business. So I have time freedom, which was very important for me. Some people are all money focused and financial freedom is their thing and they are less willing to scale or hire out. They’d rather do it themselves to make more money. And that’s fine too. That’s the beautiful thing about this business, is it gives you options. I think that’s the beautiful thing about being an entrepreneur, is you can make that decision for yourself. For me, it was time freedom, because I’m a mom, single mom, and I want to be there for my kids in a way that working a full-time job would have been difficult. So yeah. So I’ve got the time freedom thing. I love it. It’s an amazing thing that you have that choice in this business.

Shane:
Yeah. I think the time that I put into any of my businesses, it’s just like you work overtime, and when you… A 9:00 to 5:00 you get overtime, you get the extra money? So I say, well, I’m working my eight hours and then I’m going to work overtime, because I want to make that money. And then sometimes I work double time. Because, being in the military, anybody knows that you work 18 hours a day, so I’m used to it. So it’s more of once the time stops from the sellers. Because we call between, I would say, 9:00 to 7:00, 9:00 to 6:00 And then after that it’s more getting the leads transported into Podio and getting the schedule for tomorrow in the game plan, and who we talk to and just reviewing notes. And then Keenan and I just share what we learned that day, for myself.
Because I know Keenan, he’s working, he has his job. So for myself, I just to… When I present a Keenan, he’s just like, hey, all you need to do is just send a contract and dispo and you know, that’s it. So yeah, you can put 20 hours into it, you’ve done and that’s awesome just for us. Just for us, I like work. I like to talk to sellers. I’m that person that’s just like, hey, what’s going on. If they’re willing to speak and conversate, then yeah, sure. Then that day go so long, you’re 45 minutes, one seller, and 45 minutes and you’re like, oh, the day’s over with. But yeah, just the timing, it’s all up to the individual.

Lauren Hardy:
Yeah. Yeah. And I think it sounds like, Shane, you’re a little bit further on in your entrepreneur journey. And Keenan, you’re saying Shane influenced you and inspired you to be self-employed.

Keenan:
Yeah. If I never met Shane, I probably would never have started even my first business. I wouldn’t even have made it that far.

Shane:
Thank you brother. Appreciate that.

Lauren Hardy:
I think that because it’s a mindset thing, and you know, I think about every once in a while I think about, what if I kept working my full-time corporate job and I just went down that path? Because sometimes that seems more comfortable, is having a job or having the ability to have a job. I think like, well what if for some reason I can’t do real estate anymore and what would I do? I can’t really get a job. I’ve been so out of the job market. I don’t even know what job I would apply for. What would I do? But it always occurs to me, wait, Lauren how to make money for yourself? You know how to create money. You know how to print it. It’s not me begging somebody for a job and begging for a promotion and relying on office politics to getting a raise. I have the tool to print money.
And that’s the thing. If you can just change your mindset and realize that you can always lose your job, you can get fired from your job. People get so scared about being an entrepreneur. Because they’re like, Oh, well what if my business goes under? What if you get fired? What if you get laid off because of COVID?

Shane:
I think we’ve all seen this last year.

Lauren Hardy:
Right. What if you get laid off from COVID? It’s actually those people that they don’t know how to make money for themselves. So now they’re stuck in an economy that’s maybe a little depressed because of what’s going on, and the people that are in my crowd, our crowd, they’re not really crying right now, because they know how to make money. Maybe they have to turn it up a little bit at work over time, which we’re not afraid of hard work as entrepreneurs. But we have that ability, we have that mindset, we have the tools, we have the machine to print money. So, I think it’s really cool. And I think that your partnership and your friendship is really, really cool to watch.

Shane:
I’ll sometimes get down on myself or just sellers calling, when we first started it was just like, dude, we’re not going to make it. And, it was at the point where I think we had been about two months in, I had stopped transporting. I had, and it’s just an act of God. And I had got into a accident where it was solo accident and it’s just, my load was too high. And my truck and trailer tipped over. Insurance covered everything. You know, I tore my shoulders. So I was sitting down, that’s when Keenan proposed the wholesaling, I was like, “Okay, cool. Let’s work from home.” Just, it was starting to get hard. We were learning and I told him… I think it was literally that week-

Keenan:
That day you were supposed to start a job, the exact day our first deal went through.

Shane:
I was talking to one of my partners that I did repos with. And he goes, “Hey man, I got this position for you to repo vehicles now. I See that you can drive a trailer and drive trucks. So come repo with me.” And I was holding off and I think I was just like, “Hey Keenan, if this contract, if this deal doesn’t go through, I’m going to go work.” I’m going to work with somebody because I have to start making money. You know, I have to start bringing it in. I can’t just sit here and think it’s going to happen. And lo and behold, I mean, it was like… And they signed and [inaudible 00:27:13] and, oh my gosh. All right now we’re full-fledged. So it was almost to a breaking point and I think for any entrepreneur or a business owner, you get to that point where you’re like, it’s not going to happen. You know, you’re putting your time and effort into it.
Your blood, sweat and tears. You’re like, I’m doing everything I need to, but where’s it at? What’s happening. But then it’s like, I don’t know. It just happened. It will happen. That’s what I tell everybody. Just give it some time and it will happen. That leap of faith that people are like, Oh, I’m not going to leave my job because you know, security… Well, if you’re secure in yourself, secure in knowing you have people supporting you, going through your business venture, then you’re going to make it. I have Keenan to… I was on the phone and I was like, “Hey man”, he’s like, “Shane, you sound good on the phone. Shane they like you. Shane, keep going, all right, keep it up.”
And with him encouraging me and just telling me, when it comes to this, it’s a numbers game. You know, it’s literally a numbers game. You see a zillow price, instead of 100,000, you needed that 65,000. It’s a numbers game, and you run it through the seller. Like, hey, this is where the cost is coming from? And they understand and like, Oh, it’s too low, or maybe listening to other people so many times that you get used to making these offers. You get used to getting these doors shut in your face.

Lauren Hardy:
Doesn’t hurt as bad, right?

Shane:
For awhile, I was like, “Keenan, I’m getting a bat in the face.” I’m getting a call.

Keenan:
The first week of cold calling you were like, “Bro, I don’t know if I can do this. I’m reevaluating my whole life.”

Lauren Hardy:
Yeah, it’s hard. But then after a while it doesn’t enact that fight or flight.

Shane:
It does build that thick skin. Yeah, it builds that thick skin, and so then, you’re like, ah, next one.

Lauren Hardy:
Yeah. It doesn’t even ruffle your feathers when a seller says something rude. It’s funny when you told the story of you almost went back to a job and it was that day and you close. I can’t tell you how many times that happened to me in my business. It happens so many times. So I used to do this thing. I would put it in my calendar and if there was ever a time, I would get down to your breaking point where I would get so frustrated about something. And for me it was because I was in California and it was very feast or famine. So, I would go three months and not do a deal. But if I did a deal, these were flipped. So they were bigger deals. But then I would go maybe three, four months not have my next deal in the pipeline and I’d start sweating by four months.
So there were times where I was so frustrated. I would write in my Google calendar. If I don’t close a deal by this date, I quit. I would literally have that day and I go, okay, you’ve got three months. There was something about putting that date in there. It relieves me like. Like, okay, if you know Lauren, if you gave it your all in, you hit that date you’re allowed to quit. And then for some reason my mind goes like, “Okay, well I’ll prove you wrong. I’m going to make it. I’m going to make it happen.” And that’s partially how I went virtual. So I did that. It was a six month. I remember being like, “If I do not do any more deals and I’m not happier or feel more financially comfortable in this business, I quit.” And so I said, okay, for the next six months, I’m going to come up with other ideas.
I’m going to think of other things. Because California is really fricking hard. And why are my friends in Pittsburgh having not nearly as hard of a time getting deals as me in Southern California? Why is that? So for that six months, I just did some research. I just started calling people, asking them how many deals do you do? How many postcards do you have to mail? That was like, when postcards were the thing. How many postcards do you have to mail? And then you do this many deals. How is that possible? This is nothing California. California is so much harder. And then I said, “Okay, I’m going to try going virtual.” No one I knew was virtual. I didn’t know anyone doing it. But I thought, well, my dad has rental properties in Ohio. And I watched him growing up, managing them.
So I picked pieces out of what he did? And then I just honestly made it work. I was like, I’m going to have to make this work somehow. And I did in lumber hole and here we are. So that’s why, I remembered the time I wrote that in my calendar that it was a six month period of I’m going to quit on this date if I don’t feel more financially comfortable in this business and I’m just going to get a job. And that’s when I chose virtual. And then, obviously I was like, “Oh my God, I can’t believe it.”
I remember that date came and went. I was like, that’s so funny. Like, I can’t believe I wrote that down. I almost quit? I have other things I do that with. So there might be an aspect of your business you don’t like. And go ahead and write that in your calendar. For example, if you are just overdoing acquisitions and you’re like, If I’m still just miserable at the end of every day, by this day, I just haven’t learned to like acquisitions, then I quit acquisitions. I’m going to hire an acquisition manager instead. I’m going to scale that out. Do it for components of your business that you don’t like. I do that all the time.

Shane:
Yeah. I think a scaling, which Keenan has taught me, is very important. He said “Shane, it’s all about making offers.” If we make three offers, four offers just verbally over the phone, the numbers will prove itself and something will come by. And then also when we start our first year class, and Keenan was like, “This is what Lauren said. Do you know what Lauren said? Like, okay, well let’s do it [crosstalk 00:33:22].

Keenan:
We did not have to reinvented the wheel. We had not reinvented one wheel.

Lauren Hardy:
I love it.

Keenan:
Yeah, I’m not a wheel reinventor.

Lauren Hardy:
You know what, Keenan, here’s the thing. My most successful students, and you guys are up there as far as how time and total deals, getting 80 grand in four months of taking action is pretty up there. The one thing in common is none of you guys reinvent the wheel. You just do what I say. That’s it. It’s that easy. Just do what I say in the course. But I think some people, they’re analyzers, they’re analytical and they really want to pick apart things, because they question everything.

Shane:
Analysis paralysis, right? So then listen to some of your podcasts and getting ready to call a seller. I’m like, okay, well, I got to do this estimate, I got to see the location. And I was like, man, I’m reading too much into this. Just call, just pick up the phone.

Keenan:
Nine times out of 10 they don’t even answer, and you spend 10 minutes comping it out.

Shane:
Trying to get the right numbers, and they’re not even picking it up. You’re like, we’re not doing that no more.

Lauren Hardy:
I did all those same things. I used to pace my room back and forth and rehearse what I was going to say to the seller. Because I knew I was going to give him a low ball and that would just… Oh, I didn’t like doing it. And so I would pace and think about what I’m going to say. And then it was like, they didn’t even pick up the phone. I just wasted 15 minutes. Yeah. Just pick up the phone and just talk to them.

Shane:
It’s very helpful to have a mentor, and we are appreciative you Lauren and thankful because I mean our lives have changed dramatically. We’ve seen checks that we’ve never seen in our lives. These checks have been so big. We’re like, “We will be millionaires in the next year or two. Guaranteed.”

Lauren Hardy:
That’s awesome.

Shane:
It’s just proven itself. So thank you. And we’re just super excited. This, to me, is not even working work. Because I’m like, “Man, I’m about to call somebody and trust me, they’re going to hear my voice. And I’m going to close the contract like we did.” Closed one-

Keenan:
We just got two today.

Shane:
Yeah. Just got off the phone right now. Two locked up. It’s a commercial property and a house property. And then the property that we’re going to be buying for ourselves in Jacksonville already has a renter in it already. And basically if we hold up for six months we can get money out of the property. That’s how low we got the property. And the thing is, the guy gave the price… He was like, here, “I’m moving. And I don’t want…” It’s too far from my renter or from my location. I like to be at least 10 minutes, 20 minutes from where I’m living or I’m working.
So I’m going to let this go and I’m going to [inaudible 00:36:16] another one. 100,000. I will take it. It’s a matter of just how many we can do, and we set our goal. Keenan did the numbers, 539,000 by the end of this year. And that’s a conservative number. That’s a number that’s very conservative.

Lauren Hardy:
I love it. I would love to do a follow-up. So if you guys are well onto that goal, hit me up in six months.

Keenan:
We’re going to do that goal.

Lauren Hardy:
You have to. You have to hit me up and we’ll do a follow up. When you hit that goal we’ll do a follow-up podcast, have you guys on. I’m sure you’ll have way more stories to tell. So if you guys want, how can people reach out if they want to ask you questions or talk Jacksonville, maybe do deals together. Where can they find you? Are you on Instagram or Facebook?

Shane:
Yes, we are on Instagram.

Keenan:
@simplepropertybuyersfl, so for Florida.

Shane:
You can email us at sales@simplepropertybuyers.com.

Lauren Hardy:
You guys you don’t want to ask them any questions. Maybe do some JV deals in Florida. If you guys have a deal, you guys could probably work them together. Be sure to email or reach out on Instagram. And guys, it was so good to have you. I really do appreciate getting an update. I love hearing that my program works. It helps me sleep at night. So I really did appreciate when Keenan sent me that text message on Thanksgiving, letting me know that you guys had closed some deals. It’s always good to see that. And if you guys that are listening are interested in a coaching program, check out www.virtualinvestingmastery.com, where I teach all things virtual wholesaling. If you guys are interested, apply there, and somebody from Wholesaling Inc. We’ll get back to you same day. All right, Shane and Keenan, I am so glad to have you. Thank you so much for coming today and we’ll have to see you next time. Bye.

Keenan:
Thank you so much, Lauren.

Shane:
All right, bye.

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