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Scaling Your Real Estate Business with Relationships | The Wolfpack Way w/ Shanne Carvalho · The Real Estate Agent Playbook

• 0:00
  welcome back to another episode of the Wolf Pack Way
• 0:02
  today we have a good friend of mine
• 0:05
  Shane Carvalho from the Bay Area out in San Francisco
• 0:10
  uh he's a little bit south
• 0:12
  he is a 49ers fan we won't hold it against him
• 0:15
  um but Shane is one of the original Wolf Pack members
• 0:21
  absolutely crushes the business
• 0:24
  and I'm so excited to talk with him today
• 0:28
  about simplifying the business
• 0:30
  in our tech industry in our tech Force world
• 0:33
  Shane has managed to build an incredible business
• 0:36
  and he's not the most tech savvy
• 0:38
  but we got him here today
• 0:39
  so Shane thanks so much for
• 0:41
  for popping on um Shane
• 0:43
  tell us a little bit just about yourself and
• 0:46
  and kind of where this all started
• 0:49
  yeah well
• 0:49
  first of all thanks for having me
• 0:51
  and yeah it was almost a challenge getting on hahaha
• 0:54
  um so I'm
• 0:56
  you know basically you're right
• 0:58
  you know
• 0:58
  Bay Area live just south in the Santa Cruz area
• 1:00
  um so I was born and raised here
• 1:02
  my parents are Portuguese
• 1:03
  immigrants from the Azores islands
• 1:05
  so my first language is Portuguese
• 1:08
  second language is English
• 1:09
  and my third language is Spanish
• 1:10
  and uh
• 1:11
  so I've been fortunate to uh
• 1:13
  you know
• 1:13
  retain the languages and use them all the time here
• 1:16
  uh now my folks
• 1:18
  you know they follow the American dream
• 1:20
  my dad worked for a contractor
• 1:22
  ended up having his own construction company
• 1:24
  so I grew up building houses
• 1:25
  me and my brother took over when he retired
• 1:27
  my brother then completely kept the company
• 1:29
  since I was focused on real estate
• 1:31
  I do have my general contractor's license as well
• 1:33
  so I have a lifelong history in construction uh
• 1:36
  26 years in real estate and right out of college
• 1:40
  I did mortgages for about eight years and um
• 1:43
  essentially um
• 1:45
  the journey you know
• 1:46
  there's been other things besides just work
• 1:48
  but honestly I just turned 50 in January
• 1:50
  and I've pretty much dedicated my life
• 1:52
  since I was 22 years old to real estate
• 1:56
  and everything about it
• 1:59
  that's that's incredible
• 2:00
  so you know
• 2:02
  obviously had to grow up getting your hands dirty
• 2:05
  working hard and that's completely
• 2:08
  you know translated
• 2:09
  obviously into your extended real estate career
• 2:11
  23 years in real estate is a
• 2:14
  is that should be like retirement level
• 2:16
  right with the military
• 2:17
  20 years 23 years in
• 2:20
  in a real estate certainly a
• 2:21
  a survival of the fittest for sure
• 2:24
  um so let's talk about this
• 2:25
  because you've done it with teams
• 2:27
  you've been a team lead you've had all the businesses
• 2:30
  you've done it solo but the incredible piece about this
• 2:34
  and we talked about this yesterday
• 2:36
  when we were talking about
• 2:37
  you know this interview
• 2:38
  is that you've done it merely through relationships
• 2:41
  right it's not some flashy YouTube channel
• 2:44
  it's not you know
• 2:45
  the Tom Ferry scripts you know
• 2:48
  it's it's merely through relationships
• 2:50
  so talk a little
• 2:51
  bit about how that has looked in your career from
• 2:54
  you know even the lending world into a solo agent
• 2:57
  into a team lead and now kind of back to
• 3:01
  you know kind of a solo agent
• 3:03
  well
• 3:04
  she goes way back to the late 90s when I was in college
• 3:07
  um I worked at a mattress company
• 3:10
  um while I was in school
• 3:12
  actually I had multiple jobs
• 3:13
  in fact I haven't had a job
• 3:14
  job since I was 22
• 3:16
  I've always owned my own business since
• 3:17
  but um
• 3:19
  the mattress company
• 3:20
  we would get commission for selling the mattresses
• 3:22
  and beds and stuff
• 3:23
  and used to be competitions between the stores
• 3:25
  and everything else and it's funny
• 3:27
  cause that's where I really got my first taste of
• 3:30
  you know
• 3:31
  the different methods of dealing with the public
• 3:33
  and with sales you know
• 3:34
  my roommate was super slimy
• 3:36
  he's like one of those slick
• 3:37
  like car salesman types just say whatever
• 3:40
  do whatever and um
• 3:41
  I know this sounds kind of funny
• 3:43
  to go all the way back to those years
• 3:45
  but um
• 3:45
  I Learned early on
• 3:47
  that I was very much about being honest
• 3:50
  transparent and trying to do things the right way
• 3:52
  I don't know if it's part of my upbringing or whatever
• 3:54
  but it just I was
• 3:56
  I cared about each customer's needs
• 3:59
  and I didn't want to rip them off
• 4:01
  or misrepresent anything and um
• 4:04
  and to add a layer to that
• 4:07
  you know
• 4:07
  these guys were very competitive and I like to win
• 4:09
  I'm competitive you know
• 4:10
  I ended up you know I've been very
• 4:12
  very successful and fortunate to be at the top
• 4:14
  in most of the things I've done
• 4:16
  my whole career but um
• 4:17
  this almost became like the race between good and evil
• 4:20
  like on a typical Sunday we look at the scoreboard
• 4:22
  see who's got the most sales and you know
• 4:25
  I realized early on
• 4:27
  that you can be the best and be successful
• 4:31
  while always creating a win on both sides
• 4:35
  at that time it was being a salesperson and a customer
• 4:39
  now it's being a listing agent
• 4:41
  working with a buyer's agent
• 4:43
  you know your sellers with your buyers um
• 4:46
  you know in his mentality
• 4:48
  my old roommate
• 4:49
  good friend of mine who passed away years ago
• 4:50
  just said as one of my best friends
• 4:51
  but you know his mentality was just
• 4:53
  you know
• 4:54
  just get after it doesn't matter whatever it takes
• 4:56
  sell it and it
• 4:57
  and it reminds me of a couple guys I know here
• 4:59
  that just blast mail out and they're transactional
• 5:01
  they don't care about the relationship
• 5:02
  they're just transactional but here I am years later
• 5:06
  you know realizing and still carrying it on
• 5:07
  but on a much higher level
• 5:08
  that the relationships that you create
• 5:12
  not just with your clients
• 5:13
  but with agents on the other side
• 5:16
  and also just having this really healthy fusion
• 5:18
  and you cannot
• 5:18
  you know this cause you're top sales guy too
• 5:20
  you know how it is you no matter what you do
• 5:22
  there's certain situations
• 5:23
  people are just not gonna be happy
• 5:25
  there's just it's not gonna work out right
• 5:26
  but at the end of the day
• 5:28
  like you could definitely set everybody up for success
• 5:31
  by handling things this way to begin with
• 5:32
  and so you know
• 5:33
  I have found that you know
• 5:35
  over the years doing business this way
• 5:36
  not only has it helped me with my clients
• 5:38
  and repeat business
• 5:38
  but you know I'm 80% of the time on the listing side
• 5:41
  but I tell you what when I have an offer
• 5:43
  and I'm dealing with one of these agents
• 5:44
  that I've dealt with over the years
• 5:46
  doesn't matter if there's 20 offers
• 5:47
  they're really pushing for us to get this property
• 5:50
  so building these relationships
• 5:52
  it's it started at a very young age
• 5:55
  on how to handle business this way
• 5:56
  but it's like blossomed into helping like in multiple
• 6:01
  like multiple ways it's it's a game changer
• 6:03
  it's been absolute game changer
• 6:04
  and that's what I try to teach young agents coming in
• 6:07
  you know don't be transactional be relational right
• 6:11
  and so anyway
• 6:13
  yeah absolutely
• 6:14
  and that's that's huge
• 6:16
  and when we really step back and look at this you know
• 6:19
  we've had this conversation some of the other you know
• 6:22
  top people that maybe somebody would call on Instagram
• 6:25
  you influencer a YouTube influencer
• 6:28
  when we get down at those
• 6:29
  leaders dinners and we're hanging out
• 6:31
  it's really about the relationships right
• 6:34
  everybody's talking about their sphere of influence
• 6:35
  they may have something shiny over here
• 6:38
  that everyone thinks that
• 6:39
  you know is the real drive to their business
• 6:41
  but the truth is it's it's these relationships
• 6:44
  so what would you say
• 6:46
  or what do you say when people tell you that uh
• 6:51
  the relationship maybe isn't
• 6:53
  the relationship built business isn't scalable
• 6:56
  what's kind of your response to that
• 6:58
  well but that's just it like
• 7:01
  you know and this goes back to the transactional
• 7:04
  relational thing right
• 7:05
  so like
• 7:06
  goes back to even my guy that used to compete with me
• 7:08
  being a slimeball like sure
• 7:10
  like look at these people that pay for
• 7:12
  I'm not gonna name companies
• 7:14
  but there's these companies that sell leads or whatever
• 7:15
  right so look at these companies that years ago
• 7:18
  when you can buy zip codes
• 7:19
  and you can just spend $40,000 a month and just
• 7:23
  you know you can really run numbers up right
• 7:27
  where are those people at today in this market
• 7:30
  where's everybody at where are those companies at
• 7:32
  I I mean
• 7:33
  No. 1 like
• 7:35
  No. 1 right off the bat
• 7:37
  is that if you're just doing it
• 7:39
  to do it and pad your bank account um
• 7:42
  and really not even care cause honestly
• 7:46
  I think that if people are focused
• 7:47
  solely on scalability
• 7:49
  then they're not focused on helping people
• 7:51
  you can have both I wanna scale like I can do both
• 7:53
  but you can't have one without the other
• 7:56
  and be sustainable and be Mark
• 7:58
  like look
• 7:58
  26 years OK
• 8:00
  1999 right
• 8:02
  what have I been through in my career
• 8:04
  yeah there's never been a moment in 26 years
• 8:08
  where I cannot make a living
• 8:09
  not a moment
• 8:11
  the only time in 26 years where I couldn't do my job
• 8:13
  was the first couple months of Covid
• 8:15
  when I was not an essential worker
• 8:17
  we had to sell houses without walking them
• 8:19
  without being able to get inspectors in there
• 8:20
  had buyers buying properties sight unseen
• 8:22
  cause we couldn't walk them
• 8:23
  so for a couple months during Covid
• 8:25
  I was worried about how I was gonna do my business
• 8:28
  but I guess what I'm trying to say is that
• 8:30
  you know you can scale with relationships
• 8:33
  because these are the people that know and trust you
• 8:36
  and and because they keep coming back and work with you
• 8:38
  I've taken first time home buyers
• 8:40
  and made them millionaires in equity
• 8:43
  some of them in as little as five or six years
• 8:45
  like I've helped people like
• 8:46
  that didn't even know they could ever buy a house
• 8:48
  now they have rentals
• 8:50
  some of them live in million dollar
• 8:51
  you know houses
• 8:52
  which I know California is not a big deal
• 8:55
  but but I'm just saying like the
• 8:58
  they come back all the time
• 8:59
  and then right now
• 8:59
  when people worried about interest rates
• 9:01
  interest rates whatever
• 9:02
  my clients are cleaning house
• 9:03
  we're buying stuff left and right
• 9:04
  we're buying stuff 100
• 9:05
  two hundred thousand dollars under market value um
• 9:07
  you know just because my buyers trust me
• 9:09
  they're not worried like I do the math with them
• 9:11
  like people are so hung up oh
• 9:12
  the interest rate it's like look
• 9:14
  the interest rate is saving you like
• 9:15
  two hundred dollars a month
• 9:16
  twenty four hundred dollars a year
• 9:18
  this property is gonna be fought for
• 9:20
  and sell for 150,000 more
• 9:22
  when the rates come down
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  cause everybody's gonna come off the fence supply
• 9:24
  demand my clients get that stuff right
• 9:27
  so like as far as scaling
• 9:29
  it's I need to do a better job
• 9:32
  continuing to ask for more business
• 9:33
  for them to do more outreach
• 9:35
  for me that's where I'm lacking
• 9:36
  I'm not spending enough time
• 9:38
  getting them to do more outreach
• 9:39
  so if we set up a competition
• 9:42
  let's say January 1st and heck
• 9:43
  we this probably be a fun one right
• 9:45
  let's set up a competition
• 9:46
  let's get the production people that are transactional
• 9:48
  let's get a couple of us fear people and you know
• 9:50
  just set it up like let's see okay
• 9:52
  who can really scale an effective business
• 9:54
  this method and this method
• 9:56
  and then make it sustainable
• 9:58
  and so right
• 10:00
  and I think you yep you mentioned a pretty good point
• 10:03
  it's like what what does scale mean to you right
• 10:06
  for somebody that hasn't sold a home in you know
• 10:10
  six months scaling
• 10:11
  looks a little bit different to somebody like you
• 10:12
  and I
• 10:13
  but to say that you can't scale through relationships
• 10:17
  is silly because I mean
• 10:19
  what's your best year in real estate transaction sides
• 10:22
  volume what's your best year Shane for me well
• 10:25
  it's a little different
• 10:26
  we don't do a lot of units here
• 10:27
  41 units is the most I've done in a year in my career
• 10:30
  um
• 10:32
  I'd say dollar volume probably about 50 million okay
• 10:35
  we're talking 50 million right
• 10:38
  we're talking 50 million when you know
• 10:40
  you ask someone about scaling
• 10:42
  they're talking about getting to the 10 million
• 10:44
  dollar Mark you know
• 10:45
  off the map and then
• 10:47
  you know 25 and then 50 so proof is in the pudding
• 10:51
  scaling your business is possible
• 10:53
  through relationships right there
• 10:55
  fifty million dollar real estate year
• 10:57
  I don't care what market you're in is a
• 11:00
  is a pretty good year
• 11:01
  so that's that's pretty impressive
• 11:03
  I didn't look at it that way
• 11:05
  but that's a good point yeah
• 11:05
  about 90% of the business that we do
• 11:08
  is repeat a referral and right now
• 11:09
  I could look at the last 10 listings
• 11:11
  I've signed in the last month and a half
• 11:12
  and nine out of 10 are past clients um
• 11:15
  or or referral so yeah
• 11:17
  it's but the sounds pretty scalable to me past clients
• 11:21
  but then the other part
• 11:22
  but the other part of scalability
• 11:23
  like I said is you can buy scalability right
• 11:25
  but you can't retain it like no you
• 11:29
  you just cause yeah it just
• 11:31
  you could
• 11:32
  if you then all of a sudden became relational right
• 11:34
  so okay I'm gonna be scale transaction guy
• 11:36
  and then while I'm doing this
• 11:36
  I'm gonna build behind and be
• 11:38
  you know but people don't do that
• 11:39
  people that wanna do that
• 11:41
  are just focused on doing that
• 11:42
  what I'm saying is you could do both
• 11:44
  and yeah and I think I mean
• 11:46
  I think that's the killers
• 11:47
  we do have one group that you know
• 11:49
  has is part of the the evil Empire uh
• 11:53
  but they are in the wolf pack
• 11:54
  so we gotta give them a shout out
• 11:56
  but they do really focus on that relational piece
• 11:59
  so they're they're helping new agents get leads
• 12:01
  crush leads but it's important to them
• 12:03
  for their agents to build the the uh
• 12:06
  the no like and trust factor
• 12:08
  the trust builds up
• 12:09
  and then those repeat clients come in
• 12:11
  and that's why they're
• 12:12
  one of the top teams in the state
• 12:14
  and will be one of the top teams in the country
• 12:16
  as they they get their business up and running
• 12:18
  so let's transition a little bit Shane uh
• 12:21
  yesterday at the time of this recording
• 12:23
  was a pretty big milestone in your
• 12:26
  your life and and yesterday
• 12:28
  you said something else to me
• 12:30
  that I want to kind of dive into um
• 12:32
  and you had a little bit of a time with a health scare
• 12:37
  sitting you know in a hospital bed
• 12:39
  and tell us a little bit about that situation
• 12:41
  and kind of the perspective that it gave you
• 12:44
  and the shifts that you've made three years later now
• 12:46
  through that that health journey
• 12:48
  you know it's interesting
• 12:49
  so I um
• 12:52
  I've always worked hard and hustled
• 12:53
  like I work so hard that my body can't keep up with me
• 12:56
  and so I ended up passing out
• 13:00
  I guess technically in the end
• 13:01
  they determined I fainted at a broker's open up in
• 13:04
  in Black Hawk in a country club up in the East Bay
• 13:07
  I was about an hour and a half north of home
• 13:09
  and anyway
• 13:11
  I was in the hospital in the er for like 10 hours
• 13:13
  I mean I'm in pretty good health
• 13:13
  they couldn't figure out what's going on
• 13:14
  did all these scans and stuff
• 13:16
  and then with the ultrasound
• 13:18
  they found this tumor on my right kidney
• 13:21
  and so when I was gonna be discharged
• 13:23
  like hey
• 13:23
  you're gonna have to go see your doctor
• 13:24
  you know you
• 13:25
  you know well
• 13:26
  first they asked me what I do for a living
• 13:27
  and I told them real estate
• 13:28
  and they were laughing cause like
• 13:29
  well after everything we've done here
• 13:31
  it's like you're dehydrated
• 13:34
  you're pretty exhausted
• 13:36
  you seem like you're sleep deprived
• 13:37
  you have a little bit of gastritis
• 13:38
  like you're like your body's just shut down
• 13:40
  you're just you're just doing too much
• 13:42
  you need to like probably sleep more
• 13:44
  rest more you just you're gonna have to slow down
• 13:47
  and so that's what they told me
• 13:48
  but then that tumor was of some concern
• 13:50
  and so basically I went back home
• 13:53
  talk to my doctor see me the urologist
• 13:55
  five weeks later I was in surgery
• 13:57
  so they determined that it was renal cancer
• 13:59
  that was a cancerous tumor and it had to be removed
• 14:02
  and um honestly
• 14:03
  like two things happened one is
• 14:06
  I'm so busy and have so much going on
• 14:09
  that it didn't hit me like
• 14:10
  oh yeah
• 14:10
  cancer it didn't even hit me because like this is crazy
• 14:13
  this sounds crazy to you
• 14:14
  and I just had this talk with somebody the other day
• 14:16
  it was like one more thing on the to do list
• 14:19
  like I'm actually thankful that I was not like
• 14:21
  on a beach somewhere like semi retired
• 14:23
  enjoying Rev share
• 14:24
  because I probably would have like fell apart
• 14:27
  but I was so busy I was like okay
• 14:29
  well one more thing to deal with and and I just like
• 14:32
  you know deal with it reality though
• 14:34
  and yesterday really hit me hard
• 14:35
  is that remembering that moment
• 14:37
  being wheeled into the operating room
• 14:39
  still conscious like you saw these papers
• 14:41
  you can die and stuff it's like a six hour surgery
• 14:43
  you know there's complications
• 14:44
  it's a big deal and it's like I don't know
• 14:47
  I wasn't ready to face death I guess at you know
• 14:50
  46 or 47 I didn't realize that
• 14:53
  this would be something that would come up and uh
• 14:56
  and what I do remember is that you don't even
• 14:58
  like it's weird
• 14:59
  I remember seeing that big light
• 15:00
  like you see in the movies
• 15:01
  like the big light and all these people
• 15:03
  and I don't remember anything after that
• 15:04
  I just woke up in a recovery room
• 15:05
  I felt like two minutes later
• 15:07
  but uh
• 15:08
  what I did discover while recovering from that
• 15:11
  by the way
• 15:11
  I did get a call three days later that they tested it
• 15:14
  it was renal cancer they got clear margins
• 15:17
  I should be good I'm in cancer protocol for five years
• 15:20
  every six months you get checked
• 15:21
  one of my buddies
• 15:22
  he had the same thing and his did come back
• 15:25
  I've been fortunate that it hasn't come back
• 15:27
  so I do get tested here every six months
• 15:29
  but so
• 15:30
  what I did while sitting in my family room
• 15:33
  in a hospital bed after getting hospital was
• 15:35
  I was started realizing that um
• 15:37
  how crazy it is that um
• 15:39
  all this is happening and meanwhile
• 15:41
  I'm focused on work and handling business
• 15:43
  and not even realizing that like hey
• 15:45
  probably a wake up call like
• 15:47
  you know like so um
• 15:49
  I felt fortunate for being such a hard worker
• 15:52
  that I passed out and they found this
• 15:53
  because it was this is a very silent killer
• 15:56
  like you don't find out about this till
• 15:58
  it's usually too late or pretty tough
• 16:00
  so I got lucky
• 16:02
  I almost feel like this is the natural selection part
• 16:04
  I feel like if I was a lazy realtor
• 16:05
  I would have been dead because I mean
• 16:07
  they would have never found it
• 16:08
  because it would have been too late
• 16:09
  when you do start having complications
• 16:10
  in your lungs and stuff you're screwed right
• 16:12
  so it's like part of us natural selection is like
• 16:15
  okay look the good part is I am a hard worker
• 16:18
  and I worked so hard that this happened
• 16:20
  they found it but on the other hand
• 16:22
  it was like well
• 16:22
  at the same time
• 16:23
  this is a lesson that this is such a serious thing
• 16:26
  I was so focused on work
• 16:28
  that I didn't even take it as such a serious thing
• 16:30
  so while laying there um
• 16:32
  I decided that I wanted to simplify my life
• 16:35
  and just do what I enjoyed
• 16:36
  and what I loved which real estate
• 16:38
  I love real estate I love construction
• 16:40
  love fixing up the houses
• 16:41
  transforming the properties and so I was like
• 16:43
  I'm gonna hold on to that I got rid of seven Airbnbs
• 16:47
  two real
• 16:48
  two retail stores and a 20 agent production team
• 16:52
  none of that was serving me
• 16:53
  it wasn't it was too much
• 16:54
  even with managers and stuff trying
• 16:55
  it was just too
• 16:56
  it was not none of that was really making money
• 16:58
  it was just like time suck
• 17:00
  headache and it was overwhelming
• 17:02
  like I had no time to be with even myself mentally
• 17:04
  it was crazy and so I decided that I wanted to um
• 17:08
  also really focus on my health
• 17:10
  because I've always been very active
• 17:11
  very athletic but I found that I was not really
• 17:14
  honoring my morning routine anymore
• 17:16
  it was just it got a little weird during Covid
• 17:18
  like everybody was affected in different ways
• 17:20
  and you know
• 17:21
  right before Covid I was in the best shape of my life
• 17:23
  and then during Covid like
• 17:24
  I don't know just life got kind of strange
• 17:26
  and I just realized that I wanted to refocus on
• 17:29
  you know health is really important
• 17:31
  and I wanted to focus on that
• 17:33
  and so I basically made those changes in the business
• 17:37
  um I also realized during that time that just
• 17:41
  cause people have been in your life for a long time
• 17:43
  as friends or people that you work with
• 17:45
  even people that are related
• 17:46
  like
• 17:47
  certain people just aren't meant to be in your life
• 17:49
  and it was almost like
• 17:50
  this big purge of people in my life
• 17:53
  and while I'm recovering from cancer
• 17:55
  I had a business partner do me dirty for
• 17:57
  like multiple seven figures
• 17:59
  really financially devastated
• 18:01
  while recovering from cancer
• 18:03
  really got burned by someone who had been
• 18:05
  like a best friend for you know
• 18:06
  over 10 years in fact I
• 18:08
  you know never was able to recover
• 18:10
  so I did take a hit on that as well financially
• 18:13
  so it's like I found myself um
• 18:15
  with all these aspirations of direction I wanted to go
• 18:17
  but I also found myself in a horrible position
• 18:20
  financially luckily with the
• 18:22
  you know like the sphere
• 18:24
  people were still having us do their business
• 18:26
  my team was helping run the transactions
• 18:28
  obviously because I was down
• 18:30
  you know I was not as productive as I could have been
• 18:33
  but with the money that I lost
• 18:35
  getting hit with this thing and then not getting paid
• 18:38
  not only did I lose but then
• 18:39
  I didn't get paid
• 18:40
  for any of the projects I'd worked on
• 18:42
  I just I found myself in a situation where
• 18:44
  I also couldn't do anything physically
• 18:46
  I couldn't lift more than 5 pounds for like
• 18:47
  a couple months and um
• 18:49
  I was limited in what I could do
• 18:51
  I could barely walk half a block
• 18:52
  like I was in really bad shape
• 18:53
  I put on almost 60 pounds while I was recovering and uh
• 18:58
  found myself really depressed too
• 18:59
  just I mean
• 19:00
  things just weren't going like well right
• 19:03
  like I had this vision
• 19:04
  and I wanted to get back on the horse
• 19:06
  but my body was holding me back
• 19:07
  and there was all these complications with
• 19:09
  things that happened
• 19:10
  with the business partnership on this
• 19:12
  it was a separate thing
• 19:13
  I had nothing to do with my main business
• 19:14
  but it just I don't know
• 19:15
  just those some really dark days
• 19:17
  I got burned by a couple other people that were friends
• 19:19
  and um
• 19:20
  just went through some really dark times and I felt
• 19:22
  you know helpless and out of shape and had no energy
• 19:25
  and um yeah it
• 19:27
  it it took a lot
• 19:29
  from within to actually regain the inspiration
• 19:33
  motivation to work back onto my feet
• 19:37
  to being successful again
• 19:38
  I honestly was so bad in such a dark place
• 19:42
  that my doctor sent me to a neurologist
• 19:44
  and I was being evaluated and stuff
• 19:46
  cause I was just really having a hard time
• 19:48
  and I mean I was never suicidal or anything
• 19:50
  but during that time one of my really good friends
• 19:52
  a top producing agent from the Central Valley
• 19:54
  she committed suicide and that really hit me hard
• 19:57
  and so with what I was going through
• 19:59
  um I
• 20:00
  it was just some really dark days
• 20:02
  I really was stunned by that
• 20:04
  suicide is one of the toughest things
• 20:05
  I've lost people close to me that way
• 20:07
  and it's been
• 20:07
  it's one of the hardest things for me to wrap my head
• 20:09
  around um
• 20:10
  it's just I struggle with that
• 20:11
  but uh
• 20:12
  I got to a point where it's like each day like look
• 20:15
  here's what you gotta do is go for a walk
• 20:17
  at least go walk around the block
• 20:19
  and then I get my notebook
• 20:21
  my checklist five things
• 20:23
  and my assistant at the time was like look
• 20:25
  let's just try and accomplish five things every day
• 20:27
  and get your walk in and so
• 20:29
  I got to the point where
• 20:30
  I was just putting five things on a notepad
• 20:32
  and doing this walk and that was like a successful day
• 20:35
  you can check off all five things
• 20:37
  you make your walk you're going the right direction
• 20:39
  but anyway fast forward last uh
• 20:42
  you know last year and a half
• 20:44
  I lost almost 60 pounds
• 20:46
  I got completely savage back into my workout sports
• 20:50
  everything else I um
• 20:52
  you know completely um
• 20:54
  you know
• 20:55
  got more well
• 20:57
  I always had good systems
• 20:58
  but really like with you know
• 21:00
  moving around personnel and really refocusing
• 21:02
  the direction I was going
• 21:03
  got really set up and started uh
• 21:06
  ramping up production um
• 21:07
  you know I'm not one to brag about myself
• 21:09
  but in June last year
• 21:10
  I was No. 10 in the country in production for EXP
• 21:14
  out of my little little county here
• 21:16
  you know which is yeah
• 21:17
  I closed 10.2 million last uh
• 21:20
  last June and um
• 21:22
  that was a real emotional win for me
• 21:24
  cause I was like I went through a lot of shit and to be
• 21:27
  and that's I mean
• 21:28
  that's the Mountain Top right
• 21:29
  you went from complete burnout right
• 21:33
  obviously you had the health stuff
• 21:34
  didn't know uncertainty
• 21:37
  complete restructuring of your business
• 21:39
  meanwhile you're getting
• 21:41
  you know
• 21:41
  a multiple seven figure loss from another business
• 21:45
  and you're you're sitting there looking around like
• 21:48
  what do I have right
• 21:50
  and out of the 10.2 million
• 21:53
  I'm sure that 95% of it
• 21:56
  if not 100% was based on those relationships
• 21:59
  that you did keep that you did hold on to right
• 22:02
  that were positive influences um
• 22:05
  as you go so from complete burnout
• 22:07
  I mean health
• 22:08
  obviously in a hospital bed
• 22:10
  helpless in your living room to
• 22:13
  you know probably 2
• 22:14
  2 years from that time frame to be No. 10 out of
• 22:19
  you know 90,000 agents for us is 72
• 22:23
  but yeah we have 90,000 agents yeah alright
• 22:26
  yeah no
• 22:26
  you well
• 22:27
  that was a real emotional win for me
• 22:28
  like that was just a big that was like the first like
• 22:31
  you know what I can do this
• 22:33
  I'm gonna be fine and uh
• 22:35
  and it was around that time that people around me
• 22:38
  saw me and what I was going through
• 22:39
  and I started getting invited
• 22:41
  instead of like these top producer speeches
• 22:43
  to talk to people about like motivational speaking
• 22:46
  which I never thought I'd be that guy
• 22:47
  but to get on stage in front of people and talk about
• 22:50
  come back from cancer adversity
• 22:51
  tough times and it's interesting
• 22:53
  I got choked up the first couple times
• 22:55
  I had a hard time being vulnerable
• 22:57
  like I could go in front of 10,000 people right now
• 22:59
  and talk about production all day long
• 23:00
  I have no problem being in front of people and talking
• 23:03
  but man to have to like talk about your situation
• 23:06
  be vulnerable it almost takes you back
• 23:08
  and it's it's hard
• 23:09
  but I've
• 23:10
  I noticed that I've inspired and connected with more
• 23:12
  people during those talks
• 23:14
  than any other thing I've ever done in my life
• 23:16
  which has LED me to also try and be more
• 23:18
  vulnerable on social media
• 23:19
  which I don't really I'm not very good at social media
• 23:22
  and I'm also not very you know
• 23:23
  I I just haven't put a lot of personal stuff on there
• 23:25
  so I've been trying to be better about
• 23:27
  just being more vulnerable
• 23:28
  cause I realized that you know
• 23:30
  if I'm always talking about being top producer
• 23:32
  most people can't connect with that
• 23:34
  they don't they can't see themselves there
• 23:37
  like they don't connect with you in that they think
• 23:39
  oh yeah this is he's like a unicorn
• 23:41
  that's like the 1% over there versus like
• 23:44
  everybody has struggles
• 23:45
  and what I've noticed is that this journey
• 23:48
  has helped me be able to get everybody together
• 23:52
  on the same page
• 23:52
  and be able to inspire and help everybody
• 23:54
  because everybody's been through something
• 23:56
  everybody's had hard times
• 23:57
  everybody can relate it's relatable
• 24:00
  and that was something that
• 24:01
  I never thought I'd be that guy
• 24:02
  and I'm so glad I can do that and help people
• 24:06
  yep absolutely
• 24:07
  and I think that that's a key point is okay
• 24:11
  so let's go back a little bit
• 24:13
  from the hospital bed to the five things
• 24:17
  what got you back you know
• 24:20
  what what were some of those five things that you
• 24:22
  saw on your list day in
• 24:24
  day out
• 24:25
  was it you know were you searching for something new
• 24:28
  were you searching for something
• 24:30
  on how to build a new business
• 24:31
  how to build it differently or
• 24:33
  or what what were some of those key
• 24:35
  you know cornerstones in that journey
• 24:37
  well the
• 24:38
  it was basically it was like learning how to walk again
• 24:41
  like I didn't have to change what I had
• 24:43
  cause what I had worked as
• 24:45
  we purge people
• 24:46
  and got rid of some people in the organization
• 24:47
  that didn't belong
• 24:48
  and we got rid of some of these other businesses
• 24:50
  we obviously had to do some reorganization
• 24:51
  so there was some tweaking of systems and such
• 24:53
  but honestly these five things were
• 24:56
  actually just action items
• 24:58
  to do a little bit of what my daily
• 25:01
  regular responsibilities were
• 25:03
  you know like one of them is okay
• 25:06
  you have your time block you know
• 25:08
  honor your prospecting follow up time blocks
• 25:10
  like that was one
• 25:11
  and one would be to like randomly like trying to um
• 25:15
  deal with the health insurance
• 25:17
  all that stuff was going on right
• 25:18
  and then also another common
• 25:20
  one was dealing with some of the accounting
• 25:22
  and finances from
• 25:23
  closing out and restructuring
• 25:24
  some of this stuff um
• 25:26
  and I mean essentially
• 25:27
  like each day when you have your to do list
• 25:29
  like these were
• 25:30
  some were like just punched like in your face
• 25:33
  like don't forget to do this
• 25:34
  that's on your calendar don't forget to do that
• 25:36
  make sure you do your walk
• 25:37
  but then there was just things that come up like
• 25:39
  hey today there's a deadline on this text thing
• 25:41
  or you need to talk to that CPA whatever
• 25:43
  but what they tried to so that
• 25:45
  cause I have this whole ADHD thing right
• 25:46
  like I never had been diagnosed
• 25:48
  even though I knew I was
• 25:49
  but the neurologist made it very clear
• 25:50
  when I met with him well
• 25:51
  you have a severe case of ADHD and
• 25:53
  you know working out in the morning is the best way to
• 25:55
  counteract that morning exercise
• 25:57
  which that made sense because I always had a routine
• 25:59
  and it would really help me be more dialed
• 26:01
  but the five items is just because
• 26:04
  can you imagine how much my mind was spinning
• 26:05
  being worried about everything
• 26:07
  being concerned about coming back
• 26:08
  being concerned about having a normal life again
• 26:10
  and just being able to recover from everything
• 26:12
  um so that's why there was a limit of five
• 26:15
  and that's why it was very simple
• 26:16
  very basic because I mean
• 26:19
  that's what it took to be able to focus
• 26:21
  and start putting one foot in front of the other right
• 26:23
  it's almost like rehab from a really bad injury right
• 26:26
  it's like when you rehab
• 26:27
  you can't like start sprinting on Day 1
• 26:29
  you have knee surgery or something and it's like okay
• 26:31
  you're doing this and this today
• 26:32
  and then maybe you're progressing to that
• 26:34
  and so it's kind of like rehab from an injury
• 26:36
  but for the business and for like life in general right
• 26:40
  and you're I mean
• 26:40
  you're removing the things that didn't serve you
• 26:42
  as you mentioned earlier you're
• 26:44
  you know completely botching a system
• 26:46
  that had worked and grown to incredible lengths
• 26:50
  a lot of people would say okay
• 26:53
  like
• 26:54
  should I do something else
• 26:55
  should I go back to all into the construction
• 26:58
  whatever it was but you said
• 27:00
  we're gonna completely revamp this
• 27:02
  and we're gonna build it you know
• 27:03
  brick by brick
• 27:04
  in a way that's going to serve me and keep me out of
• 27:09
  hopefully a hospital bed again
• 27:10
  due to you know
• 27:11
  stress levels and those kind of things
• 27:13
  so pretty incredible how that kind of kind of
• 27:18
  you know
• 27:18
  progressed and there's a lot of agents out there that
• 27:21
  you know maybe haven't sold a house or whatever
• 27:24
  and maybe that's your hospital bed right
• 27:27
  Shane was a very successful person
• 27:29
  and had all of that stuff
• 27:31
  and then got shut down like that
• 27:33
  but he was at zero right
• 27:35
  he was at zero not to mention
• 27:37
  he's getting stolen from over here
• 27:39
  and all of the things
• 27:40
  he's at zero and he built it back up to No.
• 27:42
  10 in the US which
• 27:44
  probably was your best month in your entire career
• 27:48
  it was up there it pretty much rivaled
• 27:50
  it rivaled that cause
• 27:51
  our prices have gone way up over the last five years
• 27:53
  so we've appreciated a lot my
• 27:55
  you know when I was selling Oreos in 2012
• 27:58
  my median home price was 220,000
• 28:01
  now it's 1.8 million
• 28:03
  so you could see that when you say best month
• 28:05
  well yeah
• 28:06
  with the appreciation and everything yeah
• 28:08
  anytime you can you know
• 28:09
  do you know I mean
• 28:10
  look
• 28:11
  that was a quarter million dollars in gross commission
• 28:13
  any anytime I exceed 200,000 in a month
• 28:15
  it's a really good month honestly
• 28:16
  and so that was that was definitely up there
• 28:20
  probably the top three for sure
• 28:22
  after a complete reorganization
• 28:24
  right quick
• 28:25
  quick transition so um
• 28:27
  and then talk to me about how
• 28:29
  I mean do you still do the five things
• 28:31
  or have you transitioned into more of a
• 28:34
  a different model
• 28:35
  as far as showing up and being consistent with
• 28:37
  with that prospecting cause that's the big thing
• 28:40
  what he did mention is that
• 28:41
  he got back to the traditional prospecting
• 28:43
  what he was used to so
• 28:45
  you know how did you
• 28:47
  transition from just those five
• 28:49
  to where you're at today so quick side note
• 28:52
  so just for like so you
• 28:54
  this is where in the future
• 28:55
  you can even smack me if you see me doing this
• 28:57
  but the
• 28:58
  being like a soul producing agent and being successful
• 29:02
  that's how I've lived my whole career
• 29:04
  these like Segways these are people that come to me
• 29:06
  cause I'm such an entrepreneur
• 29:08
  hey we should do this store
• 29:09
  or we should do this or we should that
• 29:11
  like I don't I don't come up
• 29:12
  with these ideas like I'm like
• 29:14
  I need to just stay here right
• 29:16
  but it's like almost like a shiny object
• 29:17
  oh yeah that'll be cool
• 29:18
  so it's like the real estate itself and what I've built
• 29:22
  that's very consistent
• 29:23
  where I mess up and where I gotta stay
• 29:25
  tunnel vision now is
• 29:26
  don't let me get into anything else now
• 29:28
  I just say no like I have to say no
• 29:31
  because you know what it is
• 29:31
  when you're such an entrepreneur thing right
• 29:33
  so what I'm back to doing now is
• 29:36
  you know construction
• 29:37
  all of a sudden start becoming kind of a distraction
• 29:39
  because we mainly have it
• 29:41
  because my contractors that I've always worked with
• 29:43
  they can't quite keep up with the demand
• 29:45
  on how much we need done on our properties
• 29:47
  so I got my license and I have a crew
• 29:49
  but because there's such a shortage of contractors
• 29:52
  and people know the kind of work I do
• 29:54
  they love the houses how we fix them up and everything
• 29:56
  we're starting to get sucked into doing work for
• 29:58
  past clients and other properties
• 30:00
  now when we help a client buy a house
• 30:02
  because we have the warehouse
• 30:03
  and the furniture and all that
• 30:05
  you know and good designer
• 30:06
  we'll actually stay
• 30:07
  we'll set them up as our second home Airbnb
• 30:09
  so like we have one right now that we just closed on
• 30:12
  that I'm gonna do a quarter million dollar remodel on
• 30:14
  then we're gonna completely furnish and stock it
• 30:15
  so it's a second home Airbnb for them
• 30:17
  so it's like I'm already like being cautious
• 30:20
  because what I did keep is already becoming a lot
• 30:23
  so I'm being smarter
• 30:24
  about bringing in the right personnel
• 30:25
  but I'm not letting myself get outside of that
• 30:28
  so on the daily
• 30:29
  my focus is supposed to be 90% real estate
• 30:33
  and I have my time blocks
• 30:34
  cause like you I manage sphere
• 30:36
  I mean my prospecting time block is only an hour a day
• 30:40
  and then my staff all have their duties
• 30:41
  like
• 30:42
  each of my assistants has their role in what they do
• 30:45
  right so and I mean
• 30:47
  at some point if you want to discuss that
• 30:48
  I'm happy to share about what everybody does as well
• 30:50
  but so yeah
• 30:51
  so I'm at a point now where I'm 100% back on track
• 30:57
  there's still been some tough times financially
• 30:58
  over the last couple years
• 31:00
  you know sometimes that becomes
• 31:01
  you know
• 31:02
  a big impact on having to spend time focusing on
• 31:05
  you know better cash flow management and
• 31:08
  how to deal with all that
• 31:09
  and then we our CPA and bookkeeper retired last year
• 31:11
  so it's like look
• 31:12
  life continues to happen so there's things that yeah
• 31:16
  so we've we've continued to like
• 31:18
  have to go through that kind of thing as
• 31:19
  and as I've closed the book
• 31:21
  on a lot of these other businesses and such
• 31:22
  you know it takes a couple years to kind of
• 31:24
  just get things all squared away
• 31:26
  so um
• 31:26
  I really just
• 31:28
  try to be very good about honoring the mornings
• 31:31
  so I put my phones on
• 31:32
  do not disturb from eight thirty PM to 8:00am um
• 31:35
  I try to get enough sleep
• 31:37
  for me if I can get six and a half hours
• 31:38
  that's a win
• 31:39
  I've been not doing the best in that department
• 31:41
  getting up in the morning between 5:30 and 6
• 31:44
  getting in a good workout
• 31:45
  whatever it is that you know I'm gonna do that day
• 31:48
  I'm right now I've been doing a little sciatic injury
• 31:50
  so I haven't been able to run
• 31:51
  they've been making me just do the bike
• 31:52
  and other things and so
• 31:54
  cause I love going before sunrise
• 31:56
  that's one thing that happened
• 31:57
  with my recovery from all this
• 31:58
  is I love being out there
• 31:59
  even if it's 37 degrees in the morning in the winter
• 32:02
  I love being on the beach before sunrise
• 32:03
  like I had
• 32:04
  like such a spiritual breakthrough back in January
• 32:07
  actually on the beach before sunrise
• 32:09
  that just became a thing for me
• 32:11
  two to three times a week in the morning
• 32:12
  so like
• 32:13
  the mornings is my only time I'm gonna have to myself
• 32:16
  so I really try to exercise and be with myself
• 32:18
  from when I wake up till about seven
• 32:20
  then I just do like breakfast
• 32:21
  whatever get myself ready to go
• 32:23
  so I can really hit the pavement by 8:00
• 32:25
  and when I say the pavement
• 32:26
  not necessarily you know
• 32:27
  I mean just just hit work right
• 32:29
  and so yeah
• 32:30
  and so yeah that's
• 32:31
  I mean it's that's pretty much
• 32:33
  I mean the morning routine is the most important to me
• 32:35
  and then trying to get that sleep in and
• 32:37
  you know just taking better care of myself
• 32:40
  that's the focal point and then throughout the day
• 32:42
  I have my time blocks and what I do
• 32:44
  and what my team does
• 32:45
  and we're constantly trying to get more efficient
• 32:47
  trying to actually bring a little more technology in
• 32:50
  without losing that personal touch
• 32:52
  so you know
• 32:53
  I don't I don't envy your
• 32:54
  your team
• 32:56
  ha ha who's in charge of the tech
• 32:58
  just kidding ha ha yeah
• 33:00
  no no
• 33:00
  we're good but well hey
• 33:02
  but they always say hire to your weakness right
• 33:05
  so absolutely you can talk to anyone
• 33:06
  of my assistants is really good with technology
• 33:10
  super organized and very calm
• 33:12
  see I'm high strung
• 33:13
  they're all calm all of them
• 33:14
  we balance so well
• 33:16
  because I'm the one that's like up here
• 33:17
  and everybody else is just like
• 33:19
  they're so mellow they're so nice
• 33:20
  like all of them
• 33:22
  they'll probably watch this and they'll agree with me
• 33:23
  like they're you don't think you're nice Shane
• 33:26
  I'm just kidding I'm just kidding
• 33:27
  what I'm saying is that like
• 33:28
  I guess nice might not be the right word
• 33:30
  but the here's the thing is
• 33:32
  because I'm so high touch with customer service
• 33:34
  and our clients have interface with my team
• 33:36
  like I'm very like you know
• 33:38
  I'm that's my number one customer service
• 33:40
  taking care of clients
• 33:41
  and so when I talk about having these calm people
• 33:43
  they're very techy not to knock engineers
• 33:46
  but
• 33:46
  I'm not trying to have these engineer personalities
• 33:47
  that don't want to talk to people
• 33:49
  what I'm trying to say is that they're nice
• 33:50
  being that they have social skills
• 33:51
  they enjoy interfacing with the clients
• 33:54
  they're just a lot more mellow
• 33:56
  and then they have strengths that I'm weak at
• 33:57
  which is a very good balance perfect okay
• 34:00
  so as we wrap this up advice for other agents
• 34:05
  give me two sentences if you
• 34:08
  you know have an agent coming to you
• 34:11
  asking you for general advice
• 34:13
  to get into the real estate industry
• 34:15
  or scale their real estate business
• 34:17
  what what are you gonna
• 34:18
  where are you gonna go well
• 34:20
  first of all like
• 34:22
  I'm gonna be the first to be guilty of being Mr
• 34:24
  Instant gratification like I want the deal today right
• 34:28
  and I've always been like
• 34:28
  I want it today
• 34:30
  and I actually had to pace myself in a lot of phases
• 34:32
  even with weight loss or anything else
• 34:35
  just a little bit
• 34:35
  each day is progress and it'll make a difference
• 34:38
  I'm not patient with that right
• 34:40
  so I've had to read books like pound the stone
• 34:43
  the Compound Effect Chop Wood
• 34:45
  Carry Water like dude
• 34:46
  I have these books in audible
• 34:47
  and I will re listen to them because even now
• 34:50
  it still messes with me
• 34:51
  so the reason I'm bringing that up is because um
• 34:54
  you can have big goals and you can get there
• 34:58
  but you have to be willing to commit
• 34:59
  to do a little bit each day
• 35:01
  and actually commit to doing a little bit each day
• 35:04
  obviously everybody always says this
• 35:05
  I hear this all the time but treat it like a business
• 35:07
  like actually set up a schedule for yourself like
• 35:10
  you know it's not just you know
• 35:11
  cause there's people that come in real estate
• 35:12
  they just want to do the social aspects or whatever
• 35:15
  or maybe they kept their day job
• 35:16
  they want to get into real estate
• 35:17
  but then they're just not putting any time into it
• 35:19
  so I would say that you have to put your time in
• 35:24
  and another thing where I kind of failed up front too
• 35:27
  even though I started with a sphere and everything
• 35:29
  up front I was not good about building a database right
• 35:32
  and getting client reviews
• 35:34
  like
• 35:35
  literally letting everybody know that you're licensed
• 35:37
  when you get your license
• 35:38
  and literally like just making the world know
• 35:41
  reaching out to everybody
• 35:42
  and actually building your database
• 35:44
  you have to do that day 1 like that is so valuable
• 35:47
  and then the other thing is having a mentor or a coach
• 35:51
  like as as much as I'm self built or self designed
• 35:54
  whatever I've
• 35:55
  taken a little bit from each of the coaches
• 35:57
  and people I've worked with
• 35:58
  so like
• 35:59
  my sphere and the way I manage it and everything else
• 36:01
  like there's different companies
• 36:03
  and different coaches I've worked with
• 36:05
  that have helped me
• 36:06
  where I've taken things that work for me
• 36:08
  and I've put them with my ideas
• 36:09
  I've also created some of my own ideas
• 36:11
  but it's like you
• 36:12
  you have to like instead of reinventing the wheel
• 36:15
  like sure there's the basics that we tell you to do
• 36:17
  but then go find someone that
• 36:20
  that you look up to that models what you wanna be and
• 36:23
  and go learn from them because they've already done it
• 36:26
  instead of reinventing the wheel
• 36:27
  so I think that those are probably
• 36:29
  the three basic things that I would encourage would be
• 36:33
  like I said a
• 36:34
  you know obviously treat it like a job
• 36:37
  commit to the time and the time blocks
• 36:39
  and actually working on it every day
• 36:42
  regardless of the results
• 36:43
  like pay your dues every day like keep going yeah
• 36:46
  keep going like you're not seeing results yet
• 36:48
  but keep going keep going
• 36:50
  and then building the database
• 36:51
  letting everybody know and then getting like the right
• 36:54
  you know
• 36:55
  guide it doesn't have to be go pay for a coach
• 36:57
  it could be even like on YouTube
• 36:59
  or it could be someone you look up to
• 37:00
  it could be going to a conference
• 37:01
  reach out to like one of us like Agent Jeremy
• 37:04
  that's that's what we do
• 37:05
  we spend a lot of time with that yeah
• 37:06
  I spend a lot of time with agents
• 37:08
  yeah well
• 37:09
  and here's the other thing too is that
• 37:10
  you know sometimes agents like well
• 37:11
  you never really reach out to me whatever
• 37:13
  well you know what
• 37:14
  there's only so much of me to go around
• 37:15
  like
• 37:16
  I will give time to those who are putting in the work
• 37:19
  like when you're gone for six months and you show up
• 37:21
  all of a sudden hey
• 37:22
  you know I kind of want to do real estate
• 37:23
  then you disappear again that doesn't work
• 37:25
  but for people that are like that
• 37:26
  reach out one time if they're working hard and
• 37:29
  and you know
• 37:30
  I I feel like it's worth investing the time
• 37:32
  and helping them I'm always happy to help
• 37:34
  but yeah
• 37:34
  you don't have to go like super high in professional
• 37:36
  pay thousands of dollars
• 37:37
  I mean you could always look to well yeah
• 37:38
  I feel like our time is valuable
• 37:39
  but you know what I mean YouTube University baby
• 37:41
  and right there that is Shane Carvalho
• 37:43
  three sentences uh
• 37:45
  that took over four minutes to explain
• 37:47
  just kidding ha ha ha ha ha ha hey
• 37:50
  so Shane I know you're talk
• 37:52
  I know you're getting ready to
• 37:54
  launch an agent facing YouTube channel
• 37:57
  so where can people connect with you
• 37:59
  where can people reach out to you
• 38:01
  um and yeah
• 38:02
  where's the best place yeah well
• 38:04
  I mean honestly
• 38:05
  where I do a lot of interaction
• 38:08
  especially with agents is on Instagram and um
• 38:11
  you know you got my handle and then
• 38:13
  you know as far as YouTube um
• 38:15
  I'll uh
• 38:15
  I'll send you the new handle for the agent facing but
• 38:18
  um basically I
• 38:20
  I wanna be really active I
• 38:22
  after all these years YouTube's never been
• 38:24
  something I put a lot of energy into
• 38:25
  I want that we have like property videos and stuff on
• 38:27
  but I'm fully gonna actually start putting
• 38:30
  you know content out there
• 38:31
  I mean all this experience has to be let out
• 38:34
  you know like
• 38:35
  can't believe I waited all these years and not done it
• 38:37
  but uh
• 38:37
  I'll I'll set you up with that link as well
• 38:39
  so we'll be good one yeah
• 38:40
  we'll put all the links in the show notes Shane
• 38:42
  thank you so much for your time um
• 38:45
  excited to see what the future holds
• 38:47
  and we'll see you at Expicon in Miami buddy
• 38:50
  yeah man
• 38:50
  thanks so much Jeremy yeah we'll see you next time