From Door-to-Door Sales to Real Estate Success: Nathan Payne's Inspiring Journey

Real estate maestro Nathan Payne shares his remarkable transition from door-to-door sales to thriving in the world of wholesaling on this episode. Despite the challenges of starting with minimal capital, Nathan has carved out a successful niche in the U.S. real estate market, drawing on his extensive background from selling services at BYU to engaging in the rigors of the industry. With his operations centered in the U.S., Nathan benefits from advantageous exchange rates and superior data resources, which fuel his ventures in fixing, flipping, wholesaling, and novations. Nathan's journey is not just about personal success—he's committed to mentoring aspiring investors, sharing his experiences to illuminate the path for others.

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Chapters

• 0:00 Real Estate Journey With Nathan Payne
• 4:15 Missionary Experience and Family Dynamics
• 13:58 Entrepreneurial Ventures and College Experiences
• 21:07 Entrepreneurial Ventures and Cereal Bar
• 31:21 Entrepreneurial Journey and Real Estate Start
• 39:22 Learning Wholesaling Without Knowledge
• 48:03 Success in Real Estate Coaching

Transcript

00:00 - Hope  (Announcement)
Want to get into real estate but feel like you don't have enough money. In this episode of the Property Perspective, host Preston Zeller sits down with real estate coach Nathan Payne of Painless Flipping to talk about Nathan's journey from door-to-door sales to wholesaling, demonstrating how beginners can enter real estate with minimal capital. 

00:19
From hidden gems to billion-dollar deals. This is the Property Perspective where seasoned real estate pros reveal how they spot value others miss and industry disruptors share the unconventional strategies reshaping real estate. Now here are your hosts. 

00:35 - Preston Zeller (Host)
Welcome everyone. My name is Preston Zeller, I'm Chief Growth Officer at BatchService and I have Nathan Payne from Painless Flipping right. That's right, and I'm excited to have you here in studio. Welcome, sir, how are you? 

00:50 - Nathan Payne (Guest)
It's a pleasure to be here, excited to be here. 

00:52 - Preston Zeller (Host)
All the way from Canada. Yeah, yeah, all from Canada. 

00:55 - Nathan Payne (Guest)
Everyone's like hey I hope you don't hate us. I'm like hey, I'm American first. 

01:10 - Preston Zeller (Host)
Yeah, there's a lot of crazy stuff going on right now. I feel like that's a very social media thing right now, where people are just lit up about. 

01:12 - Nathan Payne (Guest)
Oh yeah, I maybe I'm in a bubble too. I don't know, I don't, I don't, I don't know who's walking around going. I hate you because of tariffs. Yeah, yeah, I don't really see too much of that going on in Canada. 

01:16 - Preston Zeller (Host)
Maybe that's how some people feel, but uh, I'm America, I'm American through and through, you know yeah, so Well, um, tell us a bit about what you're doing today before we go into your background and how you got to be in a successful spot with real estate. 

01:31 - Nathan Payne (Guest)
What am I doing today? Um like business wise. 

01:34 - Preston Zeller (Host)
Yeah. 

01:35 - Nathan Payne (Guest)
So what I specifically do is I do real estate deals, I fix and flip wholesale, do novations. I do it all myself, my own business. But I also help out my clients and I don't like to call them students, but you know, client students, that's. The main focus is like do my deals and then help them do deals, that's what. I do. 

01:54 - Preston Zeller (Host)
In U S. Are you doing anything in Canada? 

01:57 - Nathan Payne (Guest)
I actually have a couple of Canadian clients, but they do it all in the US. So you know, I've thought about doing deals in Canada, but you make more money in the United States because when you transfer the American dollar to Canada it's worth more. So I'm like I'd rather just keep doing what I'm good at instead of messing with Canada. But yeah, all throughout the United. 

02:15
States

02:16 - Preston Zeller (Host)
and I don't you know, I don't even know if you could do it lucratively in Canada. Can you like things you get away with here? 

02:24 - Nathan Payne (Guest)
That's a good question. Um, so I've talked to a lot of guys since I moved to Canada that do it in Toronto, because Toronto is huge right, it's like the biggest city in Canada. Uh, a lot of wholesalers in Canada that do it and the regulations, like all this stuff. It's not really there, they don't really have it. Uh, they're not really aware of it that much in Canada, like the, at least the regulation. So yeah, you can do it in Canada. 

02:46
It's pretty same kind of same thing, Except the data part, like batch leads Right and like they don't really have data like we do here in the States. So a lot of people are doing. 

02:57
they're doing like flyers and they just flyer like everything Instead of like a list they'll just do like the whole, a whole area, or paper, click paper lead, yeah

03:07 - Preston Zeller (Host)
. Yeah, it's like here 10 years ago. 

03:08 - Nathan Payne (Guest)
Yeah, something right, so you can do it but it's not as dialed in as like what we have cool. 

03:12 - Preston Zeller (Host)
Well, let's, uh, let's get back into Nathan's history a bit. I'm curious uh, what your parents do growing up and any siblings you have, 

03:22 - Nathan Payne (Guest)
yeah, oh good, great question I don't think I've ever gotten that one. That's awesome, started off with a good one. Yeah, no, this is good.

03:27
Okay, my dad worked for Delta for like 35 years. He started off at, like you know, I think, the city ticket office when you would actually go and get tickets before, not online. 

03:40 - Preston Zeller (Host)
The city ticket office

03:42 - Nathan Payne (Guest)
Yeah, I think that's what it was called. Like you not online ticket office. 

03:43
Yeah, I think that's what it was called. Like you would go in to be like, hey, I want to get a flight, and then they would like print it off, it like advance, before you went to the airport right, okay, okay um, so he did that, and, and that's why I grew up in Atlanta. So Atlanta was one of the biggest uh airports right so Hartsfield, I think that's called so. 

04:00
he did that and as time went on he like um, he got different jobs within Delta over the 30, 35 years. He's retired now and I think he ended before he retired doing the air traffic control. 

04:13 - Preston Zeller (Host)
That's what he did, wow, okay. 

04:15 - Nathan Payne (Guest)
So that was cool, and growing up it was great because we had the flight benefits. We were traveling everywhere for pretty much for free, growing throughout and go as I grew up, and I could travel for free until I was like 25. So I've been quite a few places just to check it out. 

04:31 - Preston Zeller (Host)
It's a suck to turn 26. Yeah, yeah, like I got to pay for all. 

04:35 - Nathan Payne (Guest)
Yeah, I got to pay for this now. Yeah, so it's still. 

04:38
I think, uh, you pay like 25 of the ticket cost, which is still good, but you it's standby, right, so you? Only get on the flight if there's like space. So it's been kind of difficult lately because they pack them up pretty good versus back in the day that you, there'd be tons of open seats. So my dad did that and my mom um, she's Chilean, right? Uh, we were talking about that earlier. She, uh, she's taught a little bit of Spanish to kids growing up like here and there. 

05:05
Uh, she's kind of entrepreneurial minded. She had a cleaning business that she did. Uh, she babysat, like for kids at our church, so that's what my mom did. And then siblings I'm the youngest of, uh, I have three older sisters, so I'm the only guy and uh, yeah, three sisters, that's so yeah, 

05:24 - Preston Zeller (Host)
I'm kind of curious because I actually have a younger son. 

05:27
You know three kids, you know all those two are girls Was you're always kind of struggling with the like tons of femininity, femininity around and like where am I going to get my aggression out? 

05:43 - Nathan Payne (Guest)
Yeah, yeah, for sure. So you said you have a youngest boy. 

05:48 - Preston Zeller (Host)
Yeah, I have a youngest boy. I have three kids. He's got two older sisters. 

05:52
They give him a run for his money. 

05:53 - Nathan Payne (Guest)
Yeah, growing up with three older sisters it's kind of a blur man. It's kind of hard to remember. I just remember that everyone would be like everyone be like yo, you have like three extra moms, right, like you have four moms. Uh, I kind of kept myself in the sense like they would do their thing and I would go out and play with my god, my buddies, yeah and uh. Then I got into like wrestling in high school so I kind of kind of got more of the masculine side by like going that way. Yeah, um, but yeah, like it was interesting yeah, again a blur though it's like I I can't. 

06:26
Maybe it's a blur, because I blocked some of it out, you know well, I mean,

06:30 - Preston Zeller (Host)
I think, as we get older too you just kind of forget about parts of childhood just because you're doing other things in life, 

06:37 - Nathan Payne (Guest)
unless it's like traumatic and then it's backed up inside. Yeah, you know it's deep, deep down. Yeah, that's a whole other thing.

06:45 - Preston Zeller (Host)
So, you grew up in Atlanta. What happened after high school? What did you do? 

06:51 - Nathan Payne (Guest)
So I went on a mission for my church, part of the Church of Jesus Christ of Latter-day Saints most people know this as the Mormons, because we have the Book of Mormon, which is what we believe is sacred scripture and so I went for two years to talk to people about Jesus from 19 years old to 21. And that was an interesting experience. That's where I kind of got, I would say, like thick skin right. Like I feel like I was always decent. 

07:17 - Preston Zeller (Host)
A lot of door slams

07:18 - Nathan Payne (Guest)
A lot of door slams. 

07:19
I knocked a lot of doors talked to a lot of people Like I was very I wasn't saying aggressive, but I was like I would go out and talk to everybody. That was my goal. Let me tell everybody about Jesus. Yeah, it was a good experience. I had a good time and it's helped me, served me well throughout my life when you're 19 to 21,. How many kids are going out and not in that kind of environment and talking to random people they don't know and yet having that life experience. 

07:45
It's actually great when I think about it, man, that's crazy. 

07:47
Two years of going out and talking about Jesus, no tv, no movies, just right, you have to kind of like, oh you kind of isolate yourself, almost you're dialed in like 6 30 to 10 30. 

07:58
You wake up 6 30 every day. You study the word of god you like, have your um, you know, you know, uh, you do like role plays. You talk to your companion and then, after your morning routine, you go out all day and then you come back at nine and plan the next day. So it's yeah, it's two years of that long day yeah. 

08:16 - Preston Zeller (Host)
It sets you up for being able to put in, I guess, long hours if you need to. Where where'd you do your mission? 

08:26 - Nathan Payne (Guest)
Portland, Oregon, yeah,

08:27 - Preston Zeller (Host)
oh, okay, um were you pulling for? 

08:27 - Nathan Payne (Guest)
like a certain place and then you got Portland, I was definitely pulling for not Portland Oregon. I was, uh, I remember growing up, uh, I wanted to go. Most kids want to go foreign, like most people that like get called the mission. They want to go somewhere cool because it sounds cool to tell people. So I was like man, I hope I go call. Get called like Chile somewhere. Uh, awesome, like the Tahiti or something like that and uh. 

08:51
Then when I got my back in the day came like a little envelope in the mail and you could open up and read it with your family. So when I opened it at the time I was going to school byu Idaho, so Brigham young university idaho is a sister school there and so I was in Idaho when I got the letter right and Oregon's right next to Idaho. So when you think about Sheila, like in all these cool places they're far. But when I got I was like I read, I was kind of upset, I was like I'm going to the next you got a five hour drive to get in there I'm sucks so 

09:24
um, anyway, I was pretty bummed, but then when I went there, it's not about location, right, it's about the people, sure I found that out as I got more and you mature right, you mature a lot yeah and it has nothing. Actually, it's a great thing that I went stateside like, because a lot of people like go to Columbia, they go to crazy places and they don't have hot water. They got to bathe themselves in buckets so yeah, I was kind of lucky. 

09:46
I had an apartment, I had a car, it was. It was pretty chill. 

09:49 - Preston Zeller (Host)
There is a lot, yeah, a lot to be said. I mean, you know people, you know whatever the complaint is about living here. 

09:55
I mean you got other parts of the world and you're like there's uh, it can be very, very different.

10:01
Um, even across, you know, the southern border. Here you're like whoa in a different world. 

10:05 - Nathan Payne (Guest)
Yeah, exactly like I had buddies that went to like Nigeria. They got like tapeworms and you name it like Philippines you. They don't use toilet paper there so it's like crazy like I had companion or missionary friends that they would like have their parents send them toilet paper because they're like they don't sell they don't have leaves or what I think they just wipe it, wipe with their hands and then they like wash it in a bucket. Okay, okay, I'm telling you, man, it's crazy. 

10:32
Everyone in the Philippines no, no, no, I wouldn't say remote parts where they don't have like yeah, I would say plumbing or something yeah, I'm telling you I don't think a lot of places I I think that's like an expense they don't care about. But not everywhere right. 

10:45 - Preston Zeller (Host)
Of course, right, you go to like Manila. 

10:47 - Nathan Payne (Guest)
We don't want to be talking about the VA. We've got the VAs. If they're listening to this. We love you guys and we're not saying you don't like to use TP. 

10:54 - Preston Zeller (Host)
So yeah, someone's going to fact check us and be like wait, a second. Wait, hold on here. So okay, you get your assignment to Portland. Can you petition that? Or is it just like you do it or you're out? 

11:05 - Nathan Payne (Guest)
Yeah, you go or you don't. You can't like send like a letter being like hey, can you rethink where you want to send me, because we believe that, like, as you get called, it's called to serve right. Because, you get called somewhere like that's where you're supposed to be. Yeah, so there's no like petitioning. Maybe potentially you could be like oh, you know what I decide. 

11:26
I'm not ready to go right now and then try to later, but no one's really doing that, yeah,

11:32 - Preston Zeller (Host)
or is it a little bit of a who you know thing, maybe, sometimes. 

11:36 - Nathan Payne (Guest)
I don't know. Yeah, maybe you can put in a good word, right, right, hey, put me in good word, I'm trying to go here. 

11:41 - Preston Zeller (Host)
Yeah, so you learned a lot about. You know obviously door to door, you know putting in long hours during that time. I mean what else I think you know from that experience has kind of stuck with you. 

11:53 - Nathan Payne (Guest)
Oh yeah, this is 100%. So when I got called to Portland Oregon, I got called Spanish speaking, which means you're going to go teach the Hispanics, the people that speak Spanish there. And I didn't speak Spanish. My mom is Chilean but growing up like I was the fourth kid, she had kind of, at that point, been like you know this isn't working on teaching kids Spanish Let the dogs raise you yeah. 

12:14
I didn't learn Spanish growing up and so when I went there I had to learn it. Right, I had to learn a new language. And they send you to the missionary training center. That's like before you go out to um, and that's in Utah. There's a couple ones all across the world but so you go there. They teach you for like I think it's um a month or two, about two months the language, so you get like the gist of it and then you go out and you start speaking it. So I went there and learned it and you know I have a terrible uh sp accent, but I look like I should speak Spanish. So, like when I was like talking like a gringo, they're like what's wrong with this? Everybody, everybody, all the Spanish were like man, this guy. 

12:57 - Preston Zeller (Host)
That's a lot of pressure to put on. It was, I feel like that'd be easier almost in a foreign country, because they'd have like more empathy for they would. 

13:05 - Nathan Payne (Guest)
Yeah, but I didn't get a lot of empathy because again it was more of like this dude's tan and he can't speak, what's going on. So I had to face that, but I did learn Spanish and I still speak it, you know. So that's, that's something I got out of it Strengthen my, my belief in God. 

13:22
That's obviously because you're not going to stay in state two years out there and you know for some you don't believe in. So that's helped me. It's uh, yeah, I would say it's like been a catalyst to help me, like progress and grow my life so cool, took a lot out of it. 

13:37 - Preston Zeller (Host)
Um, so what did you do after that You're getting out of your, you know, call to serve in Portland for two years? Get back what I mean? What is that transition? Like? I've always been curious. I mean, are they like they help you with, like job placement, or is it just like all right, you're done, thanks, you know like yeah, what is it like? 

13:58 - Nathan Payne (Guest)
Yeah, so after my mission, 21 years old, I actually did about a semester before I went on my mission right, so basically like the trajectory for the LDS like person, part of the church is like for boys like go to school, go to college, go on a mission. Or now you can actually go younger on a mission. So it's like go on a mission, then go to college, get married, start a family, provide and then, um, you know, that's life right so that's, that's basically what happened for me. 

14:29
But I went, uh, I went to a year I think it was actually a year of school at college before so I went to college mission. It's like, okay, it's time to go back time to start sophomore year. Um went to school and uh, graduated, got married, yeah, so kind of followed the plan. Yeah, or you know, they set for everybody like, hey, just do this and that's life, you know yeah, yeah, I mean, 

14:53 - Preston Zeller (Host)
yeah, you're going to um be fruitful.

14:56
Yeah, multiply, multiply the world so. 

14:59 - Nathan Payne (Guest)
So to answer your question, that's that was. That's the transition. It's usually just you go home, see the family time to go to college, and if people don't go to college, then it's like get a job or whatever they want to do to provide. 

15:11 - Preston Zeller (Host)
Okay, so then, what was that transition for you? I mean you found your wife right. 

15:18 - Nathan Payne (Guest)
Yeah, many years later, I didn't have a lot of success at. Byu-idaho. 

15:21 - Speaker 2
unfortunately, A lot of people do. 

15:22 - Nathan Payne (Guest)
Right, that was yeah. Many years later I didn't have a lot of success at BYU Idaho. Unfortunately A lot of people do. They're like they find a wife real quick because that was my ultimate goal. It's like after the mission I was like, okay, got to get married, got to start a family, and then school and money will come as I, you know, make that priority of finding a family and finding a wife, right or? 

15:34 - Preston Zeller (Host)
not finding a family? What for people? What year is it that you got out of doing your mission trip? 

15:42 - Nathan Payne (Guest)
So 2009 graduated high school, 2009 through to 10 was like the year school right At college. And then 2010 to 2012 was my mission and then it was back to college, so I ended my mission, September 2012. So then I went to school the next month. Okay, yeah, okay right after I got back, I went right into school and you went there, sorry for two, three, four years. 

16:09 - Preston Zeller (Host)
How long? 

16:10 - Nathan Payne (Guest)
yeah, yeah, it was uh about total. I think it was like five years okay, yeah, got it. 

16:15 - Preston Zeller (Host)
Uh, so you got you go there, I get your undergrad. What? What were you studying there? 

16:20 - Nathan Payne (Guest)
yeah, so it was really cool, uh, when I got off my mission. 

16:23
Um, you can actually like do an emphasis or like a minor in a language there so I was like well, dude, I just learned a new language, let's just apply that to a minor or emphasis. So I uh tested out of a. Like you take a test and then they give you a bunch of classes, uh, that you didn't have to go to. But if you pass the test and you say, hey, here's your minor, yeah, so basically I got that. So I did that. 

16:47 - Preston Zeller (Host)
Out of the gates, out of the gates. Were you able to read it really well, yeah. 

16:52 - Nathan Payne (Guest)
Okay. 

16:53 - Preston Zeller (Host)
Could you write it well? 

16:54 - Nathan Payne (Guest)
Yeah, Read write. 

16:55 - Preston Zeller (Host)
Wow Okay. 

16:56 - Nathan Payne (Guest)
In order to learn Spanish like really, really well, and like if you go to like a foreign country where you're just immersed in it, then it's easy to just learn, just because you're, you don't have anyone to talk to, right in English, you just have to figure it out. But in the states you I, you almost have to like learn it, like grammatically. You have to like learn how to read and write and study it. 

17:15
That that's what I had to do so I was like really dialed in how to speak it and how to write it and that's why I was able to test out of it. So, yeah, I did that, got my emphasis, or they call the emphasis. It's just like a little bit smaller than a minor. Um, I believe that's what it is, but anyway, that sounds about right out of that. 

17:34
So I was like, okay, that was quick, um, and then I got, uh, I was trying to kind of figure out what I want to do. Business management is what most people lean on and then where I was trying to kind of figure out what I want to do. Business management is what most people lean on. And then, where I was going to school was like okay, do you want your focus in business management to be on supply chain business management or do you want it to be on finance? 

17:51 - Preston Zeller (Host)
So I chose entrepreneurship and management. 

17:55
So that's what I got mine in, cool. And then, as you're going through those classes, I've been curious actually. And then, you know, as you're going through those classes, like you know, I've been curious actually whenever I, whenever I knew friends that took college classes in entrepreneurship. It almost seems like an oxymoron, right, because you're, you know, it's even like I got a degree in leadership. You're like what does that mean? Like you have to go actually lead people to learn about, you know how effective you are in leadership or entrepreneurship. Like you got to start a business, or um, but did you? Was there much ticking during that timeframe, or seeds being planted of, of, of real estate? Or were you, were you set on something else? 

18:36 - Nathan Payne (Guest)
I mean, I was doing some weird stuff. So what were the weird things? Yeah, so, so, just so you know. Know, like in the college courses, like we did something called ibc, which they actually have, you start a business in like one of the semesters and you run it on campus. Okay, we got kind of that experience. We ran a something called the royal Julius. It was like a smoothie company that served like orange Julius and whatnot. 

19:01
So we did that. 

19:03 - Preston Zeller (Host)
Gold flakes in them

19:04 - Nathan Payne (Guest)
gold flakes, we made it real good.

19:07
And people were selling random stuff. People like would start up like a like chicken sandwich companies and whatnot, but did that and while I was going to school I I really liked. Have you ever had a lot that like Mexican corn in a cup? 

19:23 - Preston Zeller (Host)
I know what it is. It's not my jam, so I don't really. 

19:27 - Nathan Payne (Guest)
I was all about a Lote. You got the corn, you got, like, the mayo, you got the chili powder. 

19:32 - Preston Zeller (Host)
That sounds so gross to me. 

19:33 - Nathan Payne (Guest)
Yeah, yeah, it's pretty good. 

19:35
But I was like, hey, you know what I really like, this stuff. And when I went to Portland Oregon I was all with all with all the Mexicans, so I learned all about, uh, the kind of the cuisine, the food. So when I was in college. 

19:51
I was like Yō. 

19:51
Let me start like a uh corn shack, you're right, let me just let me sell some elote there, okay. So I like went to a uh the gas station and I was like, hey, you guys have like this little shed uh right next to your gas station, like they used to rent it out or someone was serving ice cream. 

20:05
I was like can I use, can I rent that out and sell corn in a cup out of that bad boy? And they were like yeah, we love Mexican corn, to go ahead. So I rented that thing out for like 400 bucks for like the whole semester and like would sell corn in a cup and look at it to people and so that was like my first entrepreneurship entrepreneurial thing and you know, didn't make really any money. I was selling it like $2 a cup. 

20:32
So like well, you can't really well, I had like a mass of like 10 people 20 people come a day so I wasn't making like any money, dude, yeah, so learning experience. And eventually I was getting bored just sitting in the shack in the little thing, so I like hired somebody to do it. 

20:49
And then that made, then I made no money, right, I did that for a while and then, yeah, so that was one of my experiences, and there's something else I did later, but it's I guess I should tell you about, like my, what I really did to make money in college, because those are like side. 

21:07 - Preston Zeller (Host)
Yeah, what was the real spark yeah

21:09 - Nathan Payne (Guest)
yeah, the real spark was a door-to-door sales. Okay, so in byu, idaho and byu like a lot of these door knocking companies, they go there because they got like a freaking new crop of missionaries that come home and like after their missions and need to make money so and they have door knocking experiences so their uh experience. So there was like Vivint, there was like pest control companies dish network right. 

21:36
So that was like it's pretty common knowledge that you want to make good money, just go, not work for one of these companies, okay. So when I got back from my mission they were all trying to recruit me. I had like pest control trying to recruit me. I had like alarms, solar well, solar wasn't big back then, but alarms and there's direct tv at the time and dish network yep. So I was like let's try direct tv and dish network. So I sold that. I had my first seat and you make really good money. You like for kids, right, like for it's like it's actually good money just in general. 

22:09
But I did like three months my first um go around like and that's the cool thing is like a very short time. They would send you to like a new area and you would go knock for three months and make uh. So I made like sixteen thousand dollars in three months, which was like huge. So I made like $16,000 in three months, which was like huge. I've never made that kind of money back then. Yeah, so did that my first year with him after admission. My second year I did 60,000 cause uh, in three months. Cause what I did is I went back and I was like hey guys, you should all do this with me, to my friends. So then you recruited buddies to go and sell with you. And you recruited buddies to go and sell with you and then you made an override on their sales, so kind of got like an mlm aspect to it, exactly you get more people, you manage them. So then I did that. 

22:53
Then the next year I did it, I did like 120 and then it just kept going in three months, yeah, geez, yeah, that's great, but it's freaking a grind. 

22:58
You know you're getting all these guys to go knock doors and I went all over. I went to like Dallas, Texas. I did Tara hoe, Indiana. You'd go to like markets that are like a little bit more um, well, actually Dallas isn't rural, but you just go to markets and you take everyone outside of like where they're from and say, get an apartment. You'd be like, all right, we're going to go knock and uh, you're going to leave at like 11 and we're going to come back at nine. 

23:19
Nine. We do this every day, right, except Sundays. But um, yeah, so I did that. That's where I made good money and, uh, I was always trying to like recruit my buddies all my buddies to do it, and one of my buddies was, um, doing wholesaling and fixing flips and not necessarily fixed flips using lease options and wholesaling. I was like dude, come and make some real money with me, and he always be like dude, come do real estate. So we were always trying to convince each other to work for, like, do what we were doing, and he actually later became my business partner after I graduated and that's how I got into real estate. But, um, I guess I'll. Do you have any questions? Because there's what I'm going to piece it up. 

23:55 - Preston Zeller (Host)
Keep going on and I'll probably have something come to mind so, uh

24:00 - Nathan Payne (Guest)
door to door made me the money that I had. I was able to like, be debt free, pay off schooling all because that's great, great experience. And then, my last year of college, I one of my dreams was always to own a place called the chill zone where I could just have people come and hang out and chill, because I like chilling that's. 

24:17
That's all I wanted to do. 

24:18 - Preston Zeller (Host)
Stop there, that was that was the dream to own the chill zone,

24:23 - Nathan Payne (Guest)
the chill zone. 

24:25 - Preston Zeller (Host)
And what does that? Is that, like you know, a cigar lounge without cigars, or what is it? What is it? 

24:32 - Nathan Payne (Guest)
In my mind before, before I, like, could figure out how to monetize it or even thought about how was I going to make money. It was basically a place to just hang out. Like let's just sit on some couches and kick it and talk, right yeah and then I was like, yeah, it's not going to make any money I got to sell something. 

24:50 - Preston Zeller (Host)
Yeah, I'm kind of curious what the uh the business model is there? 

24:54 - Nathan Payne (Guest)
you're going to laugh at this man. So my whole life. I so I wanted to do that my whole life and I was like well, now I got money and there was a spot that used to be like a party place that was shut down, so the place, like you, could lease it 

25:07 - Preston Zeller (Host)
Party supplies. Is that what you mean?

25:09 - Nathan Payne (Guest)
It was like a place where people would listen to live music. And it was a place downtown in like Rexburg, where I was going to college, and the place went out of business. So that location was available. I was like, oh man, chill zone would be pretty cool there, okay, so made the money and that to like try it. So I reached out to the guy who owned it. He was like an 80 year old dude who just like owned that building forever. The building was like built in 1800, super old, and I was like, hey, uh, thinking about you know, starting the chill zone do you? 

25:38
think I could lease out your spot. And he's like, yeah, sure, why not? It's pretty, pretty messed up, like it's it needed a lot of work, yeah. So I was like, um, well, hey, how about we do this? Like I'll repair it, I'll rehab it, I'll get it nice, and just like, give me um a discount. So he's like, all right, whatever you put into it, we'll just we'll take off your rent. So I just re, I repaired the place and started the. I didn't think the Chill Zone was a cool enough name, even though it was a great name, so I called it Skizzies. I called it Skizzies, yeah. 

26:11
And yeah, man just opened that thing up and. I was like, well, I got to make money, so this wasn't a thought I had. But the place used to be for live music. So I was like, well, we'll have some couches where people can chill and then they can listen to live music. So then I reached out to the guy that used to work for the previous business that was there. I said hey, you know all the connections with the music venues or the music people around here. Just you start filling it up. 

26:38
And then my job will be to chill right. So that was it. We just had live music events on the weekends. It was open on the weekends and people would come and chill. And then I I throughout my whole life I loved cereal. I was always about cereal and I loved hanging out with people and just eating cereal and talking to them. I was like let's sell some cereal here. 

27:01
So that it became a cereal bar where we would just we had some shelves on the walls and we would just stack a bunch of different cereal boxes and people could buy a bowl for like two dollars and whatever milk they wanted we had a soda machine that's kind of big. Now we had some soda yeah, I did it before. It was cool, we would get the soda, and, and then you put the contraband yeah yeah, so then you put the flavor in it. Popcorn machine we made pbj's for people just like threw stuff together. 

27:30
So that was skizzies man. The dream was just to chill, but I had to do some stuff because I realized no one wanted to chill with me unless there's some stuff going on. So we got cereal and live music and we did that for about a year and then I graduated and shut it down. So in a nutshell started with poppy's corn. 

27:47
That was what the corn thing was called, because they used to call me poppy pain pop, okay, okay corn as I was doing door-to-door sales, and then eventually decided to go for the dream of the chill zone and then graduated and got out of there crazy man. 

28:02 - Preston Zeller (Host)
Now we're living all that so, uh, so trippy. I don't know why, but the movie Friday kept popping into my head. It was like a Mormon version of some of the stuff in there. Yeah, it is a really funny movie. Just the cereal scene, when he's dumping all this cereal and he I don't he dumps like a 40 on it or something like that. 

28:20 - Nathan Payne (Guest)
Um, yeah, man, like we were. Uh, definitely I was probably a weird cat, like a weird guy at the school because I was just doing random stuff like that and uh, yeah, good times man in place. Like was the building that I was renting out like it was like haunted bro, it was like crazy yeah, it was. 

28:36 - Preston Zeller (Host)
Like it's from 1800s. Yeah, it was super old, like. 

28:38 - Nathan Payne (Guest)
I remember this one time where, um, I was doing door-to-door sales, like because I had to leave for a couple months to go do it, and my manager he was, he called me. He's like bro. I think I just saw a ghost in here and I was like no way. 

28:51
And he's like, yeah, so I locked up the place and everyone's gone. And then I see a little girl. I see a girl in here. I'm like hey, what are you doing? Like everyone's supposed to be out of here. And he went and like followed her and then she was gone and I was like bro, you got to get the heck out of there. So I was tripping about that. 

29:07
That's why the guy's like sure you can rent it some weird stuff here, but so I was like part of me was like didn't think too much about that experience, but I was like, all right, whatever. So then I, when I got my friend daughter ourselves like a couple months later I was there with it shutting it down, uh, like locking up the place. 

29:25
My buddy who didn't know about that experience, he's like a Mexican guy he was just I was hanging out and we shut the place down and he's like, hey, man is there, is there someone still in here? Like did there's someone behind you? And I was like what? And I looked and I didn't see anybody. But he's like there was someone here. I was like no, do we need to get out of here? 

29:43 - Preston Zeller (Host)
Who did he see? 

29:45 - Nathan Payne (Guest)
It might have been that girl

29:46 - Preston Zeller (Host)
A figure. 

29:47 - Nathan Payne (Guest)
Yeah. Well, he said he saw a person. He's like hey there's someone there, I thought, dude, can you shut this place down? Then I was like, let's get the heck out of here. 

29:58 - Preston Zeller (Host)
Let's get out of here. 

29:59 - Nathan Payne (Guest)
I was excited to get rid of that place, oh wow. 

30:07 - Preston Zeller (Host)
Well, I think, to that place. Wow, well, you know, I think. Uh, first of all, it's a very entertaining story. Skizzies, what was like the slogan for that place? 

30:11
couches, cereal and live music

30:13 - Nathan Payne (Guest)
yeah, it was like it was it. It was like, um, come and enjoy, like the live, the only live music in Rexburg. Okay, like the town, but uh, for me, like the vision was just like to have everyone come and doesn't matter if you're cool or not, like rich or poor, like I just wanted to create a place where everyone could be loved and wanted, and like a good environment. Yeah, and it's really funny because, like I, that's the environment I want to create, just like, hey, I don't care who you are, let's get to know each other, kind of like we're talking, we're from different worlds, but yeah like I enjoy that. 

30:44
I enjoy, uh. But what ended up happening at skizzies is just like no offense but like just kind of the weirder people just hung out there because they were welcome yeah but then the you would say the people probably were like cool, and they're like, yeah, let's what is going on in this place, let's get out of here. But it was. It was great man. I had a great time met people that I definitely would never met. People like found their wives there, like got married oh really, so it was a good, good experience. 

31:08
It was fun

31:08 - Preston Zeller (Host)
Do you have a cover charge. Is that how it worked, or? 

31:11 - Nathan Payne (Guest)
yeah, so for the live events, if you want to see the band, five bucks ten bucks we would do dance parties there. We'd have like a little dj cover charge. Yeah, so that's how we kept it going. I didn't. I don't think I made any money. I think maybe I lost a little bit or broke and that was a weird part is like in my entrepreneurial journey. I didn't even know how to like keep track. 

31:30
I just had money, so I feel like it worked yeah, it didn't shut down

31:35 - Preston Zeller (Host)
So you're doing something you loved. Yeah, I mean, I I think the the standout thing to me about that whole story is just, you had a, an idea that you really just wanted to pursue, and you did it, you know, however imperfect it might have been. Oh yeah, in the end, like I learned a lot. I mean what you're, you know, 22,23 doing this yeah. 

31:58
So I mean, I think people get too wrapped up in headline stories, especially now with like AI apps, where there's people who are like 20 on TikTok trends and they're like they make a mobile app that plays off the TikTok trend, they know how to blow it up quickly and they're like that's cool. They've, you know, reverse engineered that, but like it takes you a while to figure out what you really enjoy and you can actually make a living at too, and it's okay to be sampling trying these different experiences out. You know, it's true yeah so that's. 

32:39 - Nathan Payne (Guest)
That's kind of where I was at, like yeah, did I know, did I? I knew I wasn't gonna get rich off of this thing, but it's for me like money has never been the motivating factor. It's more of like the experience in life. Let's just see how it goes yeah, yeah, um. 

32:54 - Preston Zeller (Host)
So okay, you skizzy's done out of school. Um, is that where? What was that transition? 

33:03 - Nathan Payne (Guest)
so graduated. Now I'm like, dang, what do I do with my life? I got a degree and I wasn't married yet I tried hard to get married to be what you had. I was like trying to date her. I was like trying to make relationships work when it didn't Right. And so after I graduated that's where I met my wife, right, when I finally was like, dude, if I couldn't find a girl BYU, I'm just going to not worry about it. So that's when I stopped. Worrying about it is when I met my wife. 

33:32
So I graduated and then I was still doing door-to-door and it brought me to Vegas. Right, it brought me to California a bunch of states I hadn't been to, and I was like, uh, started getting on dating apps. Like you know, tinder, there's one for lds, people like Mormons, called mutual right. So I got on that and, um, I was like, let's see if I can find some girls on here. And my wife at my wife. Now she was in Vegas and I turned like you can turn off the location on that app so you can like match with people all over the world. So that's why I matched with her, because it was like I was in Utah at the time and I had never been to Vegas until that, until um that point. 

34:14
So, uh, when I turned off the location, um, I was talking to everybody. I was like, probably let's just talk, I don't, probably won't see you. But then my job was like, hey, we're going to do a blitz in Vegas where we're going to go knock some stuff, knock some doors. So I was like, hey, well, let me just talk to her, let's go on a date. So got down there, went on a date, went well, and well, I'm laughing because this is weird, our first date, what we did. I don't know if you are you familiar with the Chronicles of Narnia. 

34:47 - Preston Zeller (Host)
Yeah, there's a CS Lewis books. 

34:50 - Nathan Payne (Guest)
There was like a BBC edition, the British version, where it's like super old school. And she had that and I was like yo, let's watch that. So it was just like a very weird first date, so we did that. 

35:10
And then the next day I was like hey, I want to hang out with her again and we went to circus ole, uh, I think that's how you say it one dude I have. No, I got so many. I know there are so many now. So we went to that and then, uh, we just talked and for the next couple months we talked and, uh, then I was continuing to door-to-door sales. Eventually we got married and that's when I kind of got into real estate, because the door-to-door scene is cool when you're single and a lot of people do it when they're married, but it's like pretty transient, like you're going to new places dealing with young guys, and I was like no, I don't think I want to do that for the rest of my life. 

35:37
So that's when I was like, hey, I need to do something different. Reached out to my buddy that was in college that was always trying to convince me to do real estate and I was trying to convince him to do door-to-door. Reached out to him because we're really good friends. I said are you doing real estate right now? I feel like I need to do real estate. I need to make some money. You need to stay in one location. He's like nah, but I want to. 

35:58
I'm doing a tech company he's like dude, quit your job, let's just go all in. And then we just went all in on wholesaling. Wow, and that was like six years ago. 

36:08 - Preston Zeller (Host)
And that was uh, was that a pretty? Was that really that quick of a transition for him where he's? He just said okay, I'm down. 

36:16 - Nathan Payne (Guest)
He was, he was, he was already had, he was already like oh man. 

36:20 - Preston Zeller (Host)
I was ready to go. 

36:22 - Nathan Payne (Guest)
Yeah, and we actually tried. In the very beginning we were like, hey, let's juggle doing door-to-door and recruiting a team here in Salt Lake where we're at, let's try to recruit some guys to do that while we do real estate, let's try to juggle it. And it was very hard to juggle it. We had recruited three guys to go out and sell while we stayed and did real estate and eventually they're like, hey, man, you guys aren't doing anything, like we're doing all the hard work. So we're like, forget it, you guys are all fine. Like, just don't work with us anymore. 

36:53
And we went on real estate. So, very interesting path, thinking back on it now. 

36:59 - Preston Zeller (Host)
Yeah, actually, Um, I mean, I've of course known you and, you know, heard you talk about real estate, but that's just. I don't think the skizzies thing is going to leave my brain. You would have loved it. The chill, the chill zone, PB and J's Well, that place is crazy man Cause like. 

37:19 - Nathan Payne (Guest)
so it was super old building, really big, and we actually had a basement that, like that, really was felt haunted right so they had a building like that upper level in the basement and I liked boxing at the time so we tried to like start a business, a boxing gym, where we would hang up like we hung up like a couple different boxing bags in the basement so I would go there and box down there and my buddies, but like we it would. It didn't become a business. 

37:44 - Preston Zeller (Host)
I thought you were going to say you started a fight club that would have been good. Yeah, um, okay, so you started getting into real estate um with your friend. How did you guys approach that? 

37:58 - Nathan Payne (Guest)
I mean, other than saying let's, let's just go all in on this man, I'm, I'm like the worst person to follow example, because my whole I just went for it. Man, I was just like we don't know what we're doing, let's just go knock some doors. So we just like went and started knocking doors, we started calling for sale by owners. We didn't know what we were doing, what to say, and that's why I kind of I get, when people are new to this business, it's very, can be very nerve-wracking because I was nervous, even with all that experience, my mission, even with all the door-to-door, like I was like not scared, but nervous, like I felt that anxiety because I was like, dude, I don't know what to say to these people so I totally get called. 

38:35
Enough people like you're going to get a deal, whatever that meant yeah, I was like I guess we just, you just got to go through the furnace again, like when? 

38:41
you when you learn something, learn some you. It sucks in the beginning, yeah, yeah. So I went through that and yeah, so we did door to door, cold called, and that's how we started getting a lot of our first deals is cold call, but it wasn't quick either, like we had to go through a lot and then eventually it started working. But yeah, cold calling, door knocking, that was main the main sources. 

39:01 - Preston Zeller (Host)
So you were, were you were hunting on wholesaling then initially you started with zero dollars. 

39:06 - Nathan Payne (Guest)
Yeah, I didn't have any money right. 

39:08 - Preston Zeller (Host)
So I mean, you started calling people. You said you're you, you know, you're not quite sure you know what, what exactly you're doing. So what was that knowledge gap like? I mean, how did you go from I'm calling people to okay, now I can steer the conversation in a direction that's going to be, you know, have a good outcome for both of us. Get contracts. 

39:28 - Nathan Payne (Guest)
You know stuff under contract dude, the knowledge gap is real, it's. It's intense because, like, I don't think YouTube, maybe there was information on YouTube, but we didn't really know how to get that like information how to do this much. 

39:44 - Preston Zeller (Host)
I, I don't think, or yeah, I don't think, 

39:46 - Nathan Payne (Guest)
so it was like 2017 is when we started, so I don't it.

39:49
Probably I don't know. Maybe there was some stuff, but we didn't really know how to navigate that stuff. 

39:54 - Preston Zeller (Host)
A lot exploded during covid time, you know, with all that information 

40:00 - Nathan Payne (Guest)
exactly so for us.

40:02
We just freaking, didn't know what we were doing. So we just made it up as we went. Um is crazy man, like if he. If I could go back, I wouldn't have done pretty much anything. I would have done when I did when I started. But, like you want me to tell you how we did our first deal? Yeah, sure Cause this is. This is an example of what, why we didn't know we're doing and what not to do. Okay, so we were cold calling. Okay, so this is the story. And are we still good? 

40:28 - Preston Zeller (Host)
I don't know how much time we have? No go through the story. Yeah. 

40:32 - Nathan Payne (Guest)
So we were calling for sale by owners and we were knocking doors but we weren't seeing a lot of success. So we made a Facebook post. We were like, hey, who do we know that's in the real estate industry that we can go network with? So we uh, my, I made a post and my friend Corey made a post and we had, uh, an agent. That was like hey, my broker is interested in wholesaling. You should come in and meet him. So we go in there and we go sit down with his broker. This guy's name is Justin and he's like guys, I just had a dream that I'm going to get into wholesaling in Missouri and we're like whoa, for real, you had a dream about that. Corey is from Missouri, his dad's from Missouri. Maybe this is meant to be. He's like all right, guys, so this is what I'm going to do for you. 

41:15
I got a couple desks, cubicles that are open to my brokerage. You guys, I got a dialer. I got a dialer at the time and he's like I got a, I got lists. You guys, just call through that list. You can work here for free. Any deals that you get wholesale deals, you get. You. You can keep them, obviously, but any listings, hand them over to me and I'll, you know I'll cut you in a little bit or something. So that kind of gave us our like jump start and actually do it know what we're doing. So we would go in. We just started hammering those lists, the free stuff that a lot of brokers would get. 

41:47 - Preston Zeller (Host)
Yeah, from title agents. 

41:49 - Nathan Payne (Guest)
So we were just hammering expired listings. We were pretty much calling the phone book at that point. He was just like, hey, call this. So we did that for like three months and we were just getting chewed out non-stop right and we were just like, I guess this is it, man, this is just going to keep going so we eventually got this guy named Donald that was an expired listing and we're like hey, uh, you know, are you interested in selling? 

42:19
he's like. You already tried and it didn't work. I'm probably just going to let the house go, because he was in pre-foreclosure too. We're like no, no, let's come over and let's chat with you about it. So me and Corey, we went on all our appointments together. It's kind of like the missionaries you have companions. You show up, knock on the door. It's this guy named Donald from Croatia. He's an immigrant that was living here. He was, like you know, just really down. 

42:51 - Preston Zeller (Host)
He was like eh, man, I lost my job, lost my girl. Like I'm just chilling, I'm just going to let this house go, couldn't sell them. 

42:54 - Nathan Payne (Guest)
I got a place down the street, what are you doing? So he was um. We were like hey, um, we, you don't have to let this house go to the bank, like, we'll buy it. And he was like I don't have to let this house go to the bank, we'll buy it. He was like I don't know, this was a weird sales process. We didn't know what we were doing, so we just would think about it. Man, come on, we would just go and hang out with him. That was our sales process. We were like Donald, you don't have to let this thing go, we can make it, buy it. 

43:20
He was just like I don't know, man, we would just like talk outside of this sale and just hang out with them. And I'd be like, hey, cory, uh, like a couple days, everybody, cory, let's go see Donald, give him a call. And Donald, like he wouldn't answer his phone, he'd be sleeping during the day, right. So we're like let's just go knock on his door, let's see if he's home. So we're kind of like doing the missionary thing. We'd like, hey, Donald, we know, we know you're home, man. And he'd come in or be like what do you guys? He's like what's up guys, come on in. You know we'd wake him up, we just kick it. He'd be playing Xbox or whatever. And we're like, all right, Donald, come on. Man, like let's, we're going to buy this house, like so you don't lose it. He's like all right, all right, all right, how much, how much? And we're like we didn't really know comps or too much, so we were like we just knew to offer low. 

44:05
So like, what about 185? He's like all right, that's fine, we probably could have offered anything he probably would have said just like 185. 

44:14
He's like all right, so we get 185. And we're like, well, shoot, now we don't know how to find buyers, man. So all we did is we, uh, we just made some Facebook posts and we're like, hey, we got this deal. What would anyone buy? Buy it for? Um, we would go to ria's, like the meetups. We'd bring like a little packet with the like the house, with the address and like the price thing. What do you guys think? And everyone at the ria's meetups were like new too, so, so they're like they didn't know what to do with it. 

44:46 - Preston Zeller (Host)
The blind leading the blind, a little bit 

44:47 - Nathan Payne (Guest)
Like you want this and they're like bro we don't even know what you're talking about. 

44:52
We're just here for the food. So, then the broker gets an idea this is crazy man, this deal is wild. The broker's like, hey, look guys, you guys are having a lot of luck finding a cash buyer. Um, how about I just send this a deal out to every real estate agent in the state of Utah and ask them if they want to buy it right, or if they want to have a buyer for it. 

45:13
So I'm like, okay, that sounds good to me, you know, and that's like basically like marketing the property to every real estate agent. So he sends it out to like I don't know how many agents are, like 20,000 or whatever. So we start getting hammered with agents. They're like can I bring my client through? Can I bring? Cause they all thought it was just a normal listing. 

45:31 - Preston Zeller (Host)
Yeah, it was like a pocket listing or something. 

45:33 - Nathan Payne (Guest)
And we were like we didn't really know what they were doing either. But so we're like, sure, bring them through, bring all, all your people through. So, Donald, we're like, hey, Donald, uh, we got some people coming through here like, uh, we're going to need you to take your dogs and go to the dog park. And he'd be like, how long do you need me to be gone? I was like we'll call you. So he goes to the dog park. Like all these people start rolling in, like with their families, and I'm, this is not what they're supposed to do, right? This is the opposite of like the type of people. So they go and see it. Donald's calling like, can I come back home? Yet Guys like all right, Donald, everyone's gone, you can come back, Donald comes back. We obviously didn't have a lot of luck with those types of showings because they were the agents that have families. 

46:23
So we asked Donald hey, Donald, we're going to have to show it again, you mind going? He was starting to get tired. He's like guys, come on, I don't want to go to the dog park anymore. But we showed it Eventually found a guy on Facebook named Roger. He's like the only guy that's interested, and obviously this happens all the time. What do you want to offer? 18. Like exactly what we have it under contract for. So we're like come on, can you go a little bit higher? 

46:48
We have it for 185.

46:49
And he's like nah, sorry, so we had to renegotiate it. So before we get into the renegotiation, because we had sent the listing or the property to the ML, every agent the real board of realtors calls us in. 

47:04
And they're like. So they give us a call and they're like we need you to meet with us downtown in Salt Lake. And we're like we're kind of nervous. We're like what do we do? So we go down and we sit and go to the city, like this office downtown, and this guy just sits me and Corey down at like a table with a tape recorder in the middle. 

47:21
He's like you mind, if I record you guys? And I'm like sure I don't know what's going on, you can, I guess. So he's like you know where we brought you guys here. I'm like, dude, I just started wholesale like three months ago. I don't know what you're talking about, what's going on. And he's like you cannot market a property if you don't like if you're not a real estate agent. And we were like okay, well, we won't do, like, we won't do it again. We thought we were cool and the guy at the like I don't know what he was trying to get at or if he was trying to find us or whatever, but he probably just saw that we didn't know what we were doing and we probably weren't going to make it very far. So he was like all right, guys, get out of here after recording us. So that happened and eventually we were able to get Donald to accept 180. 

48:10 - Preston Zeller (Host)
Okay, so you made a little bit on that one and that was it, man. 

48:15 - Nathan Payne (Guest)
So I pretty much told you everything you shouldn't do, Definitely don't do that. So that was our first experience and that's again like we didn't have like a process sales process. We didn't know pretty much anything we were doing and didn't know how to find buyers, didn't know how to do a lot, but eventually we figured it out yeah and that's like, as later on, the next, second, third, fourth deal, all had blunders, right, all had issues that you can learn from. 

48:40
But, um, that's why I'm really passionate about what I do now is because, like dude, you people need guidance, right, like you're going to blow deals if you don't have someone that has like a little bit experience to kind of push you or even help you negotiate the deal. 

48:53
So that's what I do now is I actually partner with people on deals to teach them what to do, actually do the deals for them a lot of the time I'm like, hey, let me just negotiate this for you, we'll partner on it, let me help you out, like because there's so many things along the process of like doing a deal that you can ruin it or make it not work out. So anyway, I'm way more involved than I was when I first started teaching people. I'm like I pretty much do it all now. Yeah, it's crazy. 

49:21 - Preston Zeller (Host)
That's a good. That was a good story too, by the way Crazy. Yeah, man. 

49:26
Kind of wild all the twists and turns to. By the way, yeah, kind of wild all the twists and turns, but I, you know that's I've said this on some other episodes we've had but just that that's a very common theme of you know people realizing like wait a second, you know you'd have someone who's been through this and you know, if there's any shortcuts in life, in your career, that's probably it is just someone who's been through it. You can be like don't do this because it's just stupid or whatever. 

49:59 - Nathan Payne (Guest)
Or you know relationships is what's going to get you to the next level. Right, yeah, which I've learned and this makes me just think about Donald, because this is not something I do now, but when I was new I thought it was so cool because, like you, when you buy a house as is, they leave like all their stuff right so I was like Donald, are you going to be leaving? 

50:17
like, are you planning on leaving a lot of stuff? He's like, yeah, you can have it all. So I remember like after we bought it, like I went in there and my wife's like don't take anything. And I was like, no, they got. He's got some stuff. Like I went in there and just started grabbing, so because it was ours right, like we told still it. So I grabbed like shovels and rakes and just like zip ties and random, so just because it was my first deal, and I was like man, you can people just leave this stuff anyway. I just thought that was hilarious, because now I'm like I'm not going to that house and getting stuff. 

50:46 - Preston Zeller (Host)
Yeah right. Well, I mean, I think when you're, when you're starting out and you're, there's a lot more. Yeah, it's more scarce for you. You just, I was all about grabbing that it's got yours a little bit, you know I was like you're going to leave that table. Yeah, uh, that's like you know. There's like towns you drive by or whatever you drive through and there's like a ton of junkyards. Yeah, people I love. Actually sometimes you fly into cities and you go, holy cow, there's like some people hoarding. 

51:19 - Nathan Payne (Guest)
That was me in the beginning. I was like, let me take that. 

51:21 - Preston Zeller (Host)
Yeah, so you are coaching today. You guys are, you said, kind of transitioned more into flipping. Maybe that's more all-encompassing, but it's kind of curious since you know there has been a lot of change the past few years. You know what is that. How have you guys kind of pivoted your strategies? 

51:52 - Nathan Payne (Guest)
Well, um, what we're doing is like way more involved, right, like, and when I first started coaching, it was more of like what I, what I learned going like through getting education, was like here's some information and good luck, right, and I didn't ever really like that. So I was like when I, when I made my thing it was to solve the, the issue of like, hey, not getting enough attention or not getting enough connection, like I wanted to to do that. So, um, that's way more involved in like doing deals with people and uh, like, and when we say flipping like, we do it all right, like if it's a wholesale deal, it's a wholesale deal. Innovation, lease option, creative financing, flipping hotel, it doesn't matter like. I've learned that like you take the situation and the seller's in and you help them find the best way out of it, right, and then you monetize it with the best exit strategy, right, but yeah, that's kind of like, how have we pivoted? I used to have a bigger team right. 

52:44
So I used to run like a big wholesaling company and then I got into coaching like on the side, so I used to run like a big wholesaling company and then I got into coaching, like on the side, and because, like I would say, interest rates like got really high and marketing spend was getting too expensive and I didn't really enjoy running the big team model, I like I've pivoted and I'm like, hey, let me just do deals with students, right, so it's fulfilling, I can help people. 

53:05
And my overhead is super low. So that's how I pivoted. So I don't run like a big wholesaling company anymore Like I used to, and it's I get to keep more piece of the pie because there's expenses are low and overhead's low. Um, and I'm not really concerned with just doing like tons of volume, just to say I do tons of volume. I don't need to do tons of volume. So uh that's. That's how I pivoted. Just I've gotten smaller and I've kept more. 

53:29 - Preston Zeller (Host)
Yeah, I mean, what, what, how profitable are you at the end of the day? That's, that's kind of what matters. And there's definitely people who will brag about my employees, my deal volume, you know. Whatever you know all that kind of stuff. But you're like, you did a hundred transactions, made you know 30 grand Cool, exactly, yeah, made you know 30 grand cool, exactly. 

53:46 - Nathan Payne (Guest)
Yeah, and that's. I think that's kind of. The difficult thing with wholesaling is, like there's a part of like trying to scale to doing a ton of deals where, like it's not that profitable. You can be profitable like pretty profitable, like if you're small, but the learning curve to get like big and do tons of volume like yeah, it's going to cost you a lot of money, it's going to cost a lot of time. So anyway, I think keeping it, keeping it smaller, is a good thing yeah. 

54:12 - Preston Zeller (Host)
Cool. What's, what are your sort of near-term goals or ambitions with what you're doing? I mean? 

54:20 - Nathan Payne (Guest)
I just want to get better at helping people get results. That that's my main goal. Like student wise, because, like in the coaching program, because I've there's so many people that sell coaching that they build their businesses around like monetizing and like making more money. Like hey, how can I make more money off of students? And like that's not really I don't care about money and I don't care about like making some business. That's just really good at getting people to give you money like more and more students. 

54:48
I want to get the students that I do work with deals. I want them to excel and grow. So everything I'm going to be doing as I go forward is just helping. Unfortunately, I can't help everybody right, but the people that I do work with is like helping them get the results they want and feeling good and confident with their growth and where they're going in their future. That's my, my vision and my goal is just to help people succeed Cool. 

55:13 - Preston Zeller (Host)
Um. Where can people find you? 

55:15 - Nathan Payne (Guest)
Uh painless. Flippingcom is a where you can reach out to us. I have a free Facebook group called uh real estate and it does. The name does change sometimes, but Facebook group basically is a real estate wholesaling pain the painless way. So those are the two ways you can find me. I'm obviously on YouTube under my name, Nathan payne, but those are the three places I check Facebook group, YouTube or um the website. 

55:39 - Preston Zeller (Host)
Okay, cool. Well, thanks for coming on the show, Nathan. I really enjoyed uh getting to uh learn more about your background. 

55:46 - Nathan Payne (Guest)
Yeah it was cool. 

55:49 - Hope  (Announcement)
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