The Mortgage Punk Show

From Corporate B2B to 5.5 Million in Side-Hustle Sales

Share episode

Use Left/Right to seek, Home/End to jump to start or end. Hold shift to jump forward or backward.

0:00 | 1:04:25

In this episode of the Mortgage Punk Podcast, I sit down with Shana McCain, a dedicated Realtor at Berkshire Hathaway with six years of experience in the industry. Shana’s story is incredible. Coming from a background in business-to-business sales where she spent 25 years with Ashley Furniture, she transitioned into real estate to help offset her children's college expenses. Her journey is marked by a unique blend of business acumen and psychology, which she uses to build deep, trust-based relationships with her clients.


From her upbringing in Northwest Arkansas to her successful career in Wichita, Shana shares the lessons she learned from her father about the importance of being relational in business and catching the "sales bug". She discusses her transition from flipping houses to becoming a top-producing Realtor, achieving over $5 million in sales during her first year while still working full-time. Shana also delves into the mindset that drives her success, including her recent shift to full-time real estate and her focus on implementing higher-level customer service and delegation to better serve her clients.


🔥 If you’ve ever wondered how to turn a background in sales into a thriving real estate career or want to hear how intentionality and legacy-building can drive professional growth, this is the episode you need to hear.


👉 Don’t forget to like, comment, and subscribe for more disruptive conversations with real estate rockstars and Wichita home experts.


🔗 Learn more about Shana McCain:


Phone: (316) 312-4000

Email: shana.mccain@penfedrealty.com

Facebook: https://www.facebook.com/shanalee30

Instagram: https://www.instagram.com/shanamccainrealtor/


🙏 Huge THANK YOU to our sponsors:

Pillar To Post Home Inspectors http://pillartopost.com/territories/us/ks/wichita/

Glass Guru http://theglassguru.com

Quality Granite http://qualitygraniteandmarble.com 

Vortex Air Duct Cleaning http://vortexductcleaning.com 


💥 Subscribe to The Mortgage Punk Show for more conversations with disruptors, leaders, and community builders changing the face of real estate and homeownership.

About Mortgage Punk

Home of the suck-less mortgage process. Get pre-approved, ask questions, or just come for the checkerboard vibes. 

Linktree: https://linktr.ee/mortgagepunk

 Chris Waipa – Mortgage Punk

Powered by Neighborhood Loans

☠️ Phone: 316-776-4125

🧨 Email: teamchrisloans@mortgagepunk.com

#MortgagePunkPodcast #WichitaRealEstate #KansasRealEstate #RealTalkRealEstate

SPEAKER_00

Hey, what's up everyone? It's Chris with the Mortgage Punk Show. Welcome to today's episode. I've got a very special guest here to introduce you to, and I'm super duper excited because we both were at a conference together last week. So we're both kind of on fire about real estate at the moment. Um so listen, uh, before I introduce our guest, I do want to remind you to like and subscribe to the show. Uh we've got great content with the best producers in the industry. And so um, anyhow, I've got one of them here in front of me, which is Shanna McCain.

SPEAKER_03

Hi, hi, thanks.

SPEAKER_00

Bertshire Hathaway. And um I met Shanna. Let's see, when did we meet?

SPEAKER_03

Probably maybe two years ago.

SPEAKER_00

Two years ago.

SPEAKER_03

Two and a half, maybe.

SPEAKER_00

Yeah, we met about yeah, two, two and a half years ago. I actually got a call from your team lead. Yes. Is that what you call a team leader? Yeah, a team lead or a team team leader. If you don't know what that is, it's a realtor that works with a group of realtors, and the one that's running the show is the team lead. Yeah. It's kind of the head, head honcho or whatever you want to call it. Um, but yeah, your your team lead called me and said that uh there were some marketing opportunities. Yes. With uh she specifically named you, and that is literally how we got introduced. Like I wasn't chasing you down, like you weren't looking for me. Uh she facilitated that. Right. And I'm super glad she did because I really feel like I uh gained a friend and a great business partner who just does a fantastic job.

SPEAKER_04

Thank you. Which you do likewise.

SPEAKER_00

So, all right, let's see. I have a few questions I've got cooked up here for you, Shanna, because you've been what what how many years now have you been a full-time? Well, I shouldn't say that yet, should I? How many years have you been in a realtor, a licensed realtor?

SPEAKER_04

Year six.

SPEAKER_00

Year six, okay. Six years as a licensed realtor. Um, tell us a little bit about who you are. Like where are you from?

SPEAKER_04

Okay.

SPEAKER_00

How'd you grow up? What was that like? Are you from Kansas?

SPEAKER_04

Okay, Kansas is not home. I grew up in Northwest Arkansas, so around Fayetteville area.

SPEAKER_00

Okay.

SPEAKER_04

Um, my parents moved here my freshman year of college. So I was going to college in Arkansas. After I graduated, I got a degree in human resource management. After I graduated, I did not want to be that far from home. Um, so moved here after college.

SPEAKER_00

And for a job opportunity or what?

SPEAKER_04

So I actually I went to work. My dad was amazing. I did lose my dad four years ago. Um, but he was amazing in business and he worked for Ashley Furniture Corporate Office. So I immediately I pivoted, I did an internship my senior year in college, and I had only seen him work and I had worked for him. And I did an internship where I was behind a desk every day. And I was like, I'm very relational and I'm always on the go. So I was like, this is probably not gonna work. So I actually um business was growing with him, and I said, Do you think there's a spot for me? And so he ran it past corporate, and I actually graduated and went the next month to the factory in Arcadia, toured and went on the road in business to business sales. So I did that for years and then pulled back a little bit when my first child was born and then went back into it years later. So always a history uh background in sales, business to business sales.

SPEAKER_00

Was that what your dad did? Well, he was in in B2B sales for Ashley too. Yes, yes.

SPEAKER_04

Interesting for 37 years.

SPEAKER_00

So was he was he uh like a sales manager?

SPEAKER_04

No, or he was just really the way that they did it, he you manage your own territory, you basically run your own business. Um it's basically sp by state. So he developed the entire state. Um and of Arkansas. No, Arkansas or Kansas. Yeah, that's why he moved here. Back when Renta Center was gone, they were a big corporate account, so we had to relocate.

SPEAKER_00

Interesting. Yeah. I remember Rent a Center.

SPEAKER_04

Yeah, yeah.

SPEAKER_00

So So you you're you you have like uh you have like the traditional college degree path right into right into a career. Yes. Basically, that you planned intentionally.

SPEAKER_04

Well, except that it was a pivot away from human resources, which I did not like.

SPEAKER_00

That's so interesting. So how how how did you um how did you get through a degree in human resources not knowing what it would feel like and be like and experientially, I guess?

SPEAKER_04

No, I don't think they you know, I was part of it was like you're just having fun, right? When you first start and you have no clue what you want to do. Um, and then I actually that's a long story, but I I kind of pivoted from my original degree, which was going to be I wanted to be a therapist, like a like maritime family therapist. So I had a lot of psychology classes, but then I also loved business. That was kind of like that's what I'd been in. So I had this unique blend of business and psychology. Interesting. And I decided I did not want to go on to grad school for two more years to become a therapist.

SPEAKER_00

So I or an MBA.

SPEAKER_04

Yeah. Right. So human resources was like a nice combination for my classes, but then when I did that internship, I didn't love it. I did not want to be in one place stationary. So I didn't think about real estate at the time. But what a perfect fit. Right.

SPEAKER_00

Like what could I do that involves people and business and not sitting still for too long?

SPEAKER_04

The thing that I loved about what I did for all those years with Ashley, which I just I just um exited that in January after all those years um is just the relationship building.

SPEAKER_00

Is that is that why is that maybe why you picked human resources? Did you think that that was like customer service oriented or like just real very people?

SPEAKER_04

I think people.

SPEAKER_00

People oriented.

SPEAKER_04

Um but it I mean, if I'm honest, it may be. Um so there were just things in there, and then I was working on policies and insurance, and I was like, this is just not, it was not relational enough for me. Um I think I chose it just because it was the right combination of what I had credits for. Right. If that makes sense.

SPEAKER_00

Sounds sad, but yeah, walking into the room with five to ten or twenty packets in your hand.

SPEAKER_04

Yeah. That's not very it's not, it was not the right combination.

SPEAKER_00

I saw that happen in my I saw that happen in the 2008 housing crash because I was working for a national home builder.

SPEAKER_04

Yeah.

SPEAKER_00

And there were, I think at the time that I was in sales for Lenar, um there was like, I want to say 60 to 70 salespeople in the whole Denver, Colorado division. And like the day we had a sales meeting and the HR, our our our our our HR director walked in with all these packets in hand after the market had tanked.

SPEAKER_03

Yeah, yeah.

SPEAKER_00

Like they literally they they they were like, uh, if your name was chosen, go to that room. If your name wasn't chosen, go to that room.

SPEAKER_04

Yeah.

SPEAKER_00

And it was like awful. Just a max, a massive, yeah, you know. Yeah.

SPEAKER_04

I I did not want to be in that position. Yeah. I didn't want to.

SPEAKER_00

So although I wasn't mad at my HR director, she was Yeah.

SPEAKER_04

I mean, you know, it's just a job. It just was not active enough for me, I don't think.

SPEAKER_00

So uh so what was your upbringing like? So you're raised in Arkansas. Do you have siblings?

SPEAKER_04

I do. I'm the middle child. I have a brother out of three. I have an older brother. He's in Scottsdale. He wow he actually works for Ashley also.

SPEAKER_02

He does.

SPEAKER_04

And um, yeah, it kind of became a lot of things.

SPEAKER_00

It's probably a nice territory to work.

SPEAKER_04

Yeah, he's got Nevada and Arizona.

SPEAKER_00

Wow. So um did he know you were there last week? He didn't.

SPEAKER_04

Yeah, but he was so busy and then we were so busy, I just couldn't make time. But he actually um lives on a horse ranch. Is that right? And he trains and rides Arabians.

SPEAKER_00

Wow. Yeah. Were you well, how far were we? About an hour from an hour, yeah. Yeah, in Tucson. We were in Tucson, so yes.

SPEAKER_04

And then my younger sister's a speech pathologist. She's married to an attorney out in Dodge City.

SPEAKER_00

Oh, really?

SPEAKER_04

And they have four kids. Yeah.

SPEAKER_00

Oh wow. And you have how many? I have three. Three kids.

SPEAKER_03

Three, yes.

SPEAKER_00

So you uh so you went and got a degree, then you got out and went to work for Ashley Furniture because your dad was involved with the company, and you that's really your only main career. Yeah. For how many years?

SPEAKER_04

I don't I mean 25. A long time. Yeah. I took a little break. Yeah. So you had like um, I think we had 85 independent retailers in the state of Kansas.

SPEAKER_02

Really?

SPEAKER_04

So we all traveled, we divided up the territory. So at one time when my brother was here before he moved to Arizona, we all worked together. Like, and they were pretty nice to me because I had kids.

SPEAKER_00

Family business without owning the business.

SPEAKER_04

It was really nice.

SPEAKER_00

Interesting. Yeah.

SPEAKER_04

Hmm. So I did that for a long time.

SPEAKER_00

So, um, what did you love about that? Like, what was the best part of doing B2B? Because you you're out visiting retailers, right? Yes. That sold sold the furniture. Yes. And so your relationships were with the owners, the management, owners, management.

SPEAKER_04

Sometimes, yes, managers of the floor. Uh the thing I loved the most was the relationship. Really? Getting people. I mean, and you know, as as I got to go to market all those years, like international market, it was all different places. Tupelo, North Carolina, um, Vegas. Every six months we were to market.

SPEAKER_00

And did you have to travel to those states too?

SPEAKER_04

Just to see new product. It was new product introductions. So we forecast, right? You buy for the next season. So that was always fun. You get to have friends from literally all over the country, hundreds of people. Yeah. It was small when I started. And it was very male-dominated. Like I think, I don't know, maybe fifty fifty, fifty marketing specialists, sales reps when I started. There's probably 500 now. Um as it grew. You know. Yeah. When it started, we were only one division of companies. But it's not a publicly traded company. Yeah, it's privately helped.

SPEAKER_00

Yeah. No kidding.

SPEAKER_04

So I love the relationships with coworkers when I saw them, and then just with business owners. You really get to know how to, you know, you try to meet their needs. Right. You try to be partner in business with them to help their business grow, help your business grow. That's my favorite part. So did that entail like a lot of lunches and dinners and when we were at market, but otherwise, I mean, you know, if you brought like if you had a sales training in the morning, you knew to bring donuts, you knew to bring things. Um you would do those.

SPEAKER_00

You would go in and do a training session with their sales team.

SPEAKER_04

Yes.

SPEAKER_00

At the at a retailer.

SPEAKER_04

Right. That was part of the job description. You would work with the owner on placements, you'd track your placements to see what was selling, what wasn't, then you kick it off the floor if it's not. And then training sales personnel how to sell the product.

SPEAKER_00

Very cool. Advertising. Your favorite part is literally just the people, the connections.

SPEAKER_04

You just get to know they become like family. Well, as I mean, I was going with my dad sometimes in the summer when I was in middle school and high school, just learning. I didn't know. I used to tell him, Dad, please tell me, teach me how to sell. And he's like, You just gotta catch it. I can't teach you. Just watch. And and yeah.

SPEAKER_00

That's what he said? Yeah, just watch.

SPEAKER_04

You gotta catch it. Just learn. Just watch and learn. You'll catch it. I can't teach you.

SPEAKER_00

That's interesting. Did you f did you uh did you ever come to the conclusion that it's uh really like you said, just very relationship driven? Like when you develop people that builds trust and you really don't have to force someone to or shove your product down their throat type thing.

SPEAKER_04

That's the thing. When they trust you and you have to produce it and yeah, you genuinely have their best interest because you feel like your dad was right, or do you do you have some adjustments to his You know, his his philosophy was he really wanted me to kind of wing it. Like he's gonna just throw me in the deep end and you learn to swim. And that's what he did. He's like, Well, here's your here's your territory, you just go. And I mean, I did know enough from the back office end of it when I was in high school and learning, and I was dealing with the phone calls back when we would do faxes and he'd handwrite orders and things like that. But then he was like, You can't, you're just you've got to go and do it and you'll learn it. And so I didn't appreciate it at the time. I do appreciate it now.

SPEAKER_02

Yeah.

SPEAKER_04

You know, there wasn't, it wasn't very pushy. Like you just go. You're just gonna learn, you're gonna make mistakes, but then you'll learn what works and what doesn't.

SPEAKER_00

Interesting.

SPEAKER_04

Yeah.

SPEAKER_00

Well, speaking of furniture, I want to take one second to thank one of our sponsors for the show, and that's Joe Warren with Quality Granite. I don't know if you've met Joe, but he's his family, uh, I think he's third generation in real estate and development, new construction. Um, but he's the new owner of Quality Granite uh off of West Street in Wichita, Kansas. And um, if you are looking for your home, or or if you're looking for like a home makeover of some kind and you need countertops, or you need you need like a whole kitchen remodel. That's that's how I like to think of Joe. He's like your guy when you want to remodel a bathroom, re-remodel a master bedroom, remodel a kitchen. He's got a showroom, he's got countertops, flooring, cabinets, designers, you name it. So he can kind of he's kind of your whole home makeover uh type guy. And so I just want to take a minute to thank Joe because he's one of the sponsors for the show. And if you are listening to the show and you're looking at doing some kind of remodel work, give Joe Warren a call at Quality Granite. Tell him that Chris from the Mortgage Punk Show sent you. He will take super good care of you. So, Joe, thanks again for supporting the show. Um, and then you can buy some furniture after you remodel to spend more money. Right. To make your your space look amazing. Um, so anyhow, okay. Well, that's that it sounds very simple. Like your path in into a career was just a one-stop. Really a one-stop.

SPEAKER_04

Yeah, it worked out that way.

SPEAKER_00

Show. Are you glad?

SPEAKER_04

Yes. I mean, I didn't intend to stay that long. Um, but 25 years. It's a long time.

SPEAKER_00

Now, was the break you got three kids. Did did uh that break you took, was that in that 25 years? That's beyond 25 years.

SPEAKER_04

So I was still trying to do it um when my oldest Annalise, when she was a baby. So I did go the first couple of years to market. I was still doing it, but as Ashley, the company grew, it got harder. Like, so they had just spun off a division, made a new division. Um, before they did upholstery, they they started into upholstery. So it was more responsibility. So somewhere around, I think she was about two years old, I was like, I can't. Like my mama heart could not leave her. I did not want to go. I didn't want to invest the time that it was gonna take. Yes. Um, to be overnight, the the amount that I needed to be. So I pulled back. And then I don't remember exactly what year it was. I was out for a while and then I went back into it. Actually, I when about the time that I stepped out, my brother joined with my dad. And somewhere a few years later, he was like, Would you just do the rental accounts in Wichita? Would you just do the paperwork?

SPEAKER_00

And I was like, So they kind of held your spot for you? No, not really.

SPEAKER_04

I think it just kept growing. And then the more that created more opportunity. And I didn't honestly want to go back. I was like, don't put me on corporate email. Just I'll I'll do it, but don't, you know, because I still I love being a mom and that was my priority. So it started small and then it kind of grew. And then I started having to go back to my own.

SPEAKER_00

That's amazing that you happen to work for a company that experienced significant growth.

SPEAKER_04

Significant.

SPEAKER_00

And so when you stepped out to become a mom, have three kids, you you all you had job security without planning it. Yeah. Really.

SPEAKER_04

It worked out that way. That's what and I would say a lot of um just world-class like training, you know, all those years, the things I was exposed to for building a business when you're working for a company like that is pretty incredible.

SPEAKER_00

What's uh uh are are either of your kids uh moving in a sales uh driven direction?

SPEAKER_04

My son is a little grinder, like he can sell, like yeah. Um, but my girls, you know, my oldest uh she is a second year nurse. She's on a heart and lung transplant floor down at UT Southwestern in Dallas. Right. Using that talent, but did call me last week and say, Mom, I think I might get my real estate license. Like let's pay for nursing school first. Um, and then my middle one, she's very, she definitely has the sales part of her personality. She's a recruiter for her university. Okay. And I've gone, I actually went a couple weeks ago to Chicago with her to watch her work like a like a high school college fair.

SPEAKER_00

And she likes to be with people and she's kind of extroverted type.

SPEAKER_04

Very extroverted, loves um, she has a three-state territory. Um, but I watch her work behind her table and I was like, wow. Like I think she caught kind of the bug for it. Yeah.

SPEAKER_00

And then recruitment is sales.

SPEAKER_04

It is sales.

SPEAKER_00

Really?

SPEAKER_04

And then your son is Yeah, he he's graduated from high school and trying to figure out if he doesn't, you know, my girls like as much college as you can get they wanted. My middle daughter got three degrees. He's like, Mom, I just want to, you know, he's he started a lawn, lawn care and landscaping business a few years ago.

SPEAKER_00

Maybe he's an entrepreneur.

SPEAKER_04

He's very entrepreneurial.

SPEAKER_00

A lot of them don't like school.

SPEAKER_04

He's been, he'll buy a car, he knows how to fix it, he'll turn around and sell it. Like he's he's a wheeler dealer. Yeah, he's I don't know what he's gonna do, but it'll be great.

SPEAKER_00

That's cool.

SPEAKER_04

Yeah.

SPEAKER_00

Well, you can always go to business school. You can leverage that into sales.

SPEAKER_04

Yeah.

SPEAKER_00

From a college perspective, anyway. That's cool. What what's the hardest thing that you encountered working for Ashley furniture over 25 years? Hardest thing.

SPEAKER_04

Hardest thing, you work on a one-year contract. You're a straight 1099, you have one year. If you fall behind, is that right? Yeah. It's I mean, it was pretty they're serious about their numbers, serious about growth. There's a lot of accountability.

SPEAKER_00

So you're self-employed.

SPEAKER_04

You're self-employed.

SPEAKER_00

Interesting.

SPEAKER_04

Well, don't think that, but yeah, all of your expenses you're self-employed.

SPEAKER_00

Um you manage like a PL for yourself or what?

SPEAKER_04

Yeah, you just did it. Right. You just you knew where you had to be, you had to hit your sales goals. Um but they were great to work for. But that I think challenging when the focus is always growth. There wasn't there's not a lot of grace for when the market's down. And so you just learned you learn to push through. It was stressful at times. Um, and maybe the hardest part as my as I had kids was just the amount of travel, right? Which is why I exited again.

SPEAKER_00

Yeah. So so where was the pivot into real estate? What what happened? Was there a life event? Well did someone sell you on this or what?

SPEAKER_04

Well, I have been a single mom for 13 years. And when my oldest went to college in Oklahoma the first semester, I I thought I was prepared. And then I kept looking at my bank account and I'm like thinking, which I didn't maybe tell her, hey, don't be, you know, she was used to me taking her to Target, me taking her to eat, whatever. And all of a sudden, I literally thought someone had picked up my card and it was fraud. And I was like, I don't know what in the world happened. So we joke about it now because she was go, I I literally called my Target red card and I was like, it because it's connected to my checking account. And I was like, what is happening? And they're like, Well, it's jeans, it's perfume, it's snacks. And I was like, Oh. And so I called her, I'm like, Ann. And so she's like, I'm sorry, mom. So I just thought, oh my goodness, that was about November. And I literally was thinking, okay, I've got to do something to help offset college because college was a hefty expense on top of everything else. So I literally Googled, how do I get my real estate license? Because of something someone had said um earlier that summer. So prior to when I was married, we did we would buy a house, completely remodel it, flip it, sell it for sell my owner. So I was like, okay, I can do that. Like, I mean, if I ever couldn't be an agent, I'm great at painting. I can I camera a floor, like all that stuff. So I thought, you know, maybe real estate, maybe I could. I I honestly thought I was gonna try to flip, is why I wanted to get my life.

SPEAKER_00

Because you and your ex-ex-spouse did this. How often?

SPEAKER_04

Uh, about every two and a half years, three years.

SPEAKER_00

Really? And you would just go hunting for a house? Or do you have a realtor you worked with? Or how did you engage?

SPEAKER_04

We literally just would look and um I mean part of it is we moved to Dallas. We were living in Oklahoma City for a while. We we moved around, but we would buy I can see past, maybe because of the furniture background and the you know decorating and all of that. I could always see past like ugly, like if it the carpet was bad or walls or wallpaper. So we would always go in and buy the probably the ugliest aesthetically house on the street in a great neighborhood. Uh huh. So we did that and we it was well it we did well. Is that right? Yeah. So I kind of fell in love with it.

SPEAKER_00

I don't think Shanna. Maybe you've mentioned it before vaguely, but I didn't realize that. Every two about about every two years. And you'd Make money doing that. Yeah. How amazing. We live together. And you're just looking for ugly houses on animation street.

SPEAKER_04

Ugly house on a gray street. So that's a really that's the most simple philosophy.

SPEAKER_00

Do you know how many people in our market, Shanna, who are like trying to crack the how to be an investor in real estate code? Right there. And that is the most simplified uh approach I've ever heard of to use it the next time someone says to me, Chris, where do I find all these houses? I'm just gonna say, look for the ugliest house on the nicest street. That's what my friend Shannon says. And then go work on it. She's a great realtor.

SPEAKER_04

Rip off the wallpaper yourself. Do it all yourself. Yeah.

SPEAKER_00

That is I I love I love any kind of approach to business that you can just write on a napkin. Yeah. Like something real simple. Yeah. Not complex and not super hard. Like I didn't know. It's just amazing how many things you can do in life and profit from just super simple things. Yeah. It blows my mind. So so you're trying to offset some college expenses, make up some extra money, you're a single mom, raising three kids. Yes. And your mind went to, hey, I have flipped houses before. Yeah. I think I can do that. So it wasn't I'm gonna become a realtor.

SPEAKER_04

No.

SPEAKER_00

It was just I wanted access. Yes to help make us some some extra money really on the side. Yeah. So then did you do that?

SPEAKER_04

Uh actually, no. I I started well and I had to s I started on a team. Tiffany, who is my team lead and dear friend.

SPEAKER_00

We we had kids in So you went and got did you go get r licensed so that you could flip homes? Yes.

SPEAKER_04

So I literally Googled. I was like how to get a real estate license in Kansas. And I think there was a class starting the next week. So I literally just jumped in and did the class.

SPEAKER_00

Um what made you uh want to do that when you didn't have to do that before?

SPEAKER_04

Well, because I didn't want to move no, but I would buy it and live in it. Fix it up, live it. So I didn't really want to move that much. I mean, I was a single mom and I had three kids, and I was like, I didn't want to do that. And my mom, you know, I at the time I had lost my mom. My dad had cancer. I just did not have the bandwidth to be wanting to move off.

SPEAKER_00

So did you get your license so that you could just save on the commission cost?

SPEAKER_04

Was that I I don't know if I was thinking that or if I was just thinking I'd have more access to the MLS. Like I could understand and maybe I could find off-market deals or I could network and yeah, more deals.

SPEAKER_00

That makes sense. Got it. That's fascinating that you got into this for not the reason that you're now where you are now.

SPEAKER_04

So I jumped on a team. Tiffany, she talked to me about it because I didn't realize everybody's talking to you about it when you first get your license. And I was like, well, and she's like, please just come over here. I trusted her because I'd just known her a long time. Our kids were in preschool together. And um, so I went on a team, and a team structure worked really well for me because Ashley didn't really want me doing it, didn't want me out there. They thought it was kind of confusing to my clients, but I was like, Well, I have kids and I have to pay for college, so it's fine. So I just kind of flew under the radar and I went on a team. And I it was January when I started. So I licensed, I took my class in October and November, and then I got licensed. Um started January at Berkshire and went on a team, and I I was given a cold lead. And they're like, here, see what you can do with that. And I think it was from the day I started until I got it under contract was 20 days, which I heard was pretty fast for a first transaction.

SPEAKER_00

Very first lead you ever received.

SPEAKER_04

Yeah. Because my lender at the time, he goes, uh, that's pretty fast for a new agent. I was like, hey, I I don't know, I'm gonna make some money. So I loved it. And then it was kind of addictive.

SPEAKER_00

Really cool.

SPEAKER_04

And so I kind of I think in that I kind of forgot about flipping. I've always thought I might do it, but I haven't yet.

SPEAKER_00

So let's take a minute. I gotta do another sponsorship break here for uh shout out to Jason Hancock from Pillar to Post. Um, he's a a great home inspector. Yeah. He's just he's so all of these sponsors, Shanna, I make sure they're all rock stars or they don't get to be on the mortgage punk show. So um anyhow, Jason's one of the sponsors for our show. So if you are purchasing a home or selling a home, uh you definitely want a home inspection. It's kind of like a car facts report if you're buying a car. You want to make sure everything checks out. Um and if you're looking for someone who's trustworthy, has integrity, who's above board, runs a really good business, is responsive, communicates well. He's a rock star. That would be Jason Hancock. So, Jason, just want to give you a shout out, pillar to post, uh, home inspections. Uh, thanks for supporting the show. If you're looking for a home inspector, call Jason and tell him uh Chris from the Mortgage Punk show sent you. So anyhow.

SPEAKER_03

Yeah, he's great.

SPEAKER_00

So you have used him before. Yes, I have. You have? Yeah. Okay. I love I like Jason a lot. Yeah. He's really cool.

SPEAKER_03

He's a very good guy.

SPEAKER_00

So um, okay, that I, you know, after knowing you for two years, I'm picking up bits and pieces of your story that I've never even asked you about before. Yeah. So it's blowing my mind. So you took a lead, you sold and you got it in your contract in 20 days. Yeah. And then you completely forgot about house flipping.

SPEAKER_04

Yeah.

SPEAKER_00

Yeah. You're having so much fun. That's what it sounds like to me.

SPEAKER_04

Well, I I was like, oh, hey, I think I can do this. I think I like this.

SPEAKER_00

So it's interesting how you got on this team and you got license with the intent of flipping houses to make side money. You probably didn't even know what they were gonna throw in front of you.

SPEAKER_04

No, I had no clue.

SPEAKER_00

Going in the door.

SPEAKER_04

Yeah. And you know, in class they tell you, like, set a goal, what you think you'll do. I had no idea. Will I sell one house? Will I sell any house? Will I sell five? I didn't know.

SPEAKER_00

You didn't have an agenda anyway.

SPEAKER_04

You're just like, yeah.

SPEAKER_00

I just need to make some side money.

SPEAKER_04

Yes. It was gonna be a completely a side thing.

SPEAKER_00

I'll do it flipping houses.

SPEAKER_04

Yes.

SPEAKER_00

That's wild.

SPEAKER_04

Yeah.

SPEAKER_00

So did that first transaction just completely shift your mindset and give you a taste of Yeah. Because I was like, what it's like to work with people through a real estate transaction?

SPEAKER_04

Because it's kind of it's weird because they're kind of similar, right? Because when you're working with the furniture account, that is their it's usually in Kansas, it was kind of a mom and pop kind of like a or a family business. And so you realize it's so valuable to them. And then even the end consumer, when I was working with the retail salesperson on how to reach that end consumer, you're trying to meet the need of the place they call home. Right. So they kind of tied together in that I realized, and that's the thing I love about real estate, and I became passionate about it because it's like you meet people in life, right? They're either they have a loss, they have a gain, they're either adding to their family, they've you know, you're just all the triggers that trigger a real estate transaction. It's so important. It's so important.

SPEAKER_00

A big deal.

SPEAKER_04

It's a big deal. And so like I learned really quickly, oh, like I I think for me, for work to be successful, it has to, I have to be giving something valuable, like it meaningful.

SPEAKER_00

Yeah, you won't go sell snake oil. That's the great thing about Shana. She is anti-snake oil salesperson. Right. She's about as genuine as it gets.

SPEAKER_04

Yeah, I just love it.

SPEAKER_00

That's awesome. Yeah. So then what happened? What so you you went through that first transaction and your mind shift started? Your mind started to shift. Yeah. And then and then then what did you think next?

SPEAKER_04

Did you think I just wanted more? Just like give me more. And so I think I did five and a half million my first year on the side.

SPEAKER_00

Which is crazy. Shanna, yeah. For listen, I don't know if you're listening and have no idea about real estate numbers, but to have someone work in a full-time, full-time career job, a career job, not like, you know, bartending on the side or working at a restaurant. I mean a career-oriented job full-time and then closing five million dollars in your first year ever in real estate, that's that's phenomenal. That's huge.

SPEAKER_02

Yeah.

SPEAKER_00

Uh, especially when the average realtor closes two million or less in real estate a year. So you beat the average realtors by two and a half times, Shanna, yeah, with a full-time job and three kids, and it'd be in a single mom.

SPEAKER_04

Right.

SPEAKER_00

I give up.

SPEAKER_04

God thanks.

SPEAKER_00

That's phenomenal.

SPEAKER_04

A lot of a lot of work and prayer. Good job. Yeah, thank you.

SPEAKER_00

So ever since then, you have your your production trend has always been up.

SPEAKER_04

Always up. I've never gone backwards yet.

SPEAKER_00

Never gone backwards.

SPEAKER_04

Yeah.

SPEAKER_00

But what's one thing that's changed drastically in your business? You're six years in. Most of that, right, was on the side.

SPEAKER_04

Yes, always on the side until this year. This is the first year not on the side.

SPEAKER_00

As of the first of the year, right? Yes. You were you resigned from Ashley Furniture after 25 years to pursue.

SPEAKER_04

They wanted to add more territory. Um, I I 2024, they added a division, and I was in that division, a new division, and they wanted to add it got to where the territory was literally the entire almost the entire state to the border of Colorado. And then at Christmas, they sat down and said, we want to add part of Oklahoma. Would you take 19 accounts in Oklahoma? And I think he could see it on my face because I was like, I I was already stretched so thin. And I didn't ever talk about real estate because they didn't want me to know about it, they didn't want to do it. Um, I was able to do both somehow. Um, I would literally travel in the morning through the afternoon and then I'd show houses. Um, but I yeah, I stepped out. I just I gave it my resignation that day. I said, listen, I'm not gonna be, I'm not gonna, I can't. My heart was divided on it too. Like I just felt like even though my youngest was 18, I did not want to be gone that much. And I didn't, I don't think I could do it a new division, the service it deserved. And I also love real estate more.

SPEAKER_00

Yeah, you like dipped your hand in the candy jar, Shanna, of real estate. And it's just been an uphill run for you ever since. And you're you're uh you're you're uh set to to to go over 10 million this year.

SPEAKER_04

I'm already yeah, I'm already over 10. Um if I could sell a couple of listings that I have, I'll be. I mean, I think I hope, and I've got a I've got a lot in the pipeline. I think I'll end around 12 or 13 maybe for this year.

SPEAKER_00

Which is fantastic. This is your first year full-time. Which you actually put all of your efforts and energy into real estate now.

SPEAKER_04

Yeah, I want to do more though. I feel like I was really close to those numbers last year, even part-time, which it was never part-time. I joke it real estate was never part-time, but without the distraction of Ashley. So I definitely have big goals for 2026. I think the market's been a little bit off this quarter.

SPEAKER_00

It is. Right now, the market, the housing market, I don't know if you heard those stats. Yes. At uh the summit last week um when we were together with a whole bunch of real estate people and lending people, but um the housing market's down 13%. Yes. So if your numbers are up or the same, you're up, period. Yeah. Across the board. They are up outbeating the market. Um what the I I've got a quote in front of me here. I'm gonna read it to you. Tell me uh what your thoughts are in response to this. Um, don't fear starting small. Fear staying small.

SPEAKER_04

Oh, yeah, absolutely.

SPEAKER_00

What do you think about that?

SPEAKER_04

How does that well if you want to start anything new, if you want to try anything new, anything worthwhile, you usually have to start small. You have to start, right? And you don't know what you can accomplish if you don't try. And don't be afraid to be a beginner, right? My dad used to tell me that all the time, don't be afraid to start. Like some they had to start. Everybody had to start somewhere.

SPEAKER_00

Yeah. And you grew I mean, you you worked with a company that grew tremendously.

SPEAKER_04

Tremendously.

SPEAKER_00

I mean, that's that's significant growth that you watched over 25 years. Yes.

SPEAKER_04

Um You know what I learned from that a lot too is a continual reinvestment back into their business. They analyzed it and then they reinvested back into it. I don't know if I can tell this. I should probably tell it, but when Ashley started, it was so small. And everybody always asked, Where did its name come from? And he said, Well, back when we used the Rolodex, we wanted to get paid. So we picked a name that starts at A. So, you know, they started small, small, and now they're a multi-billion dollar global company.

SPEAKER_00

Yeah, I love that I love that quote. Don't fear starting small, fear staying small. Why do you think it's good to get big? I some people, some people say, I don't know, I meet people, Shanna, that say, I don't want to get I don't want my business to get that big. What what do you think about that?

SPEAKER_04

Uh I think it's well, it just depends. I guess how should people think about that? I guess it depends on your goals. Like I feel like the bigger I get, the more opportunity I have to give back or make impact for positive right? Yeah. So that's my goal for being bigger.

SPEAKER_00

Any thoughts on why someone would have a different approach?

SPEAKER_04

I don't know. Maybe if they haven't seen it handled properly, but maybe if people get big and it changes their attitude or changes the way they live or we have some negative perception about growth.

SPEAKER_00

Um I think everything should go. I mean, I think all of life, I think we watch it every day, don't we? Don't we? We watch children be born and grow. Yes. We watch trees grow. We watch, you know, growth is just a part of of life. I think I think that to uh not grow is to I I like what you're I like where you're going with it. To not grow is to prevent yourself in a sense from from being all you can be for yourself and to others, right? Don't you think?

SPEAKER_04

Yeah, I mean we have a finite amount of time here. Like I I want to know what all I can do and I want to use my talents for good.

SPEAKER_00

And if you give it away, great. Give it away. But at least utilize your talents and your gifts and maximize them. Right. You know, if you don't want to keep it, fantastic. Give it away, give it away. Um, how about how about this one? Uh, your habits decide your future more than your hopes ever will.

SPEAKER_04

Oh, 100%. What do you think about that? You can sit at home and hope and nothing's gonna change. It's like I tell my kids, you if you want it, you gotta work for it.

SPEAKER_00

Yep.

SPEAKER_04

You have to try.

SPEAKER_00

How do habits affect your daily life?

SPEAKER_04

I'm working on my habits, actually.

SPEAKER_00

You are okay. Tell tell us about that. Let's hear it.

SPEAKER_04

I, you know, like I I was not aware of how loose my calendar was because I really wasn't working on one.

SPEAKER_02

Right.

SPEAKER_04

Um, I mean it was all up here and I got it done. It's just I think the consistency of knowing what you're doing when and prioritizing and protecting your time, like I'm working on all of that.

SPEAKER_00

Yeah. What do you think that's gonna do in your life personally? And then of course, business.

SPEAKER_04

Um, I think it's gonna give me more balance personally. I think I've been out of balance because I just worked a lot and I was always there for my kids. Um, but I think it's gonna give more balance and I think it's also going to allow me to serve my clients better. I think my business is gonna grow a lot.

SPEAKER_00

Yeah, I agree with you. And that's a habit. I never, until I got into business coaching, I never managed a calendar. I never literally set everything on my calendar that I'm going to do in an eight to nine hour period. But it but it but it is interesting how it draws boundaries. Yes. Like it gives me boundaries like this appointment's gonna go here, and then that's it. You had another one. Yes, there's there's no option. Cut it. Yes, move on on to the next. And uh I even have uh now I am working on this one, Shanna, but like I've even got my I'm trying to start time blocking into my personal life better.

SPEAKER_04

Okay, yeah.

SPEAKER_00

I've got I've got the business side of it down, but you know, like on my calendar for Friday night, it's date night. Yeah for my wife. That's a good goal. For my wife and I. Um, but I I've been challenged lately to take the time blocking and carry it over into the whole weekend.

SPEAKER_03

Okay.

SPEAKER_00

And I can see how that would make me probably more productive when I sit around on a Saturday night and probably blow off a couple hours of just doing nothing when you're over.

SPEAKER_04

Yeah. Intentionality. It makes you very aware of how you spend your time.

SPEAKER_00

What are some other habits that you are working on that are new to you that um you're excited to jump into and then see how that affects your um one is my morning routine?

SPEAKER_04

Well, my morning routine and my after work routine. Yeah, what's a morning routine like?

SPEAKER_00

Why do you think that's important and what does that look like for you? What do you do?

SPEAKER_04

Uh well, so now I'm trying to, because I've ordered my morning um starting at like nine or nine thirty. Okay. Depends on which day it is. Um, I'm forcing myself to go to the gym or to Pilates. Yeah. And I'm also forcing myself to read something. Okay. My diva time, whatever it is in the morning. Right.

SPEAKER_00

So that's a devotion or something in inspirational or whatever. Uh you do you're loving that. Or fiction. Are you talking about like really self-improvement or spiritual? Yes. Um devotional. Yes. Got it. So you're gonna work out your your physical body, and then you're gonna work out your mind and your soul and your spirit, just your whole being.

SPEAKER_04

I think it's a great way to start the day. And then I'll and then I'm moving personal stuff, which I used to scatter throughout the day. I like last night after work, I ran errands. It's like seven o'clock. I don't like it. Well, it opened up my day today to where I didn't have anything. Oh, I need to go take care of that. So yeah, I think it's gonna be a great thing.

SPEAKER_00

That's awesome. I can't wait to watch this. Um I think that's a very powerful quote. I think that the most successful people have habits. Have you read Atomic Habits before, Shannon?

SPEAKER_04

It's on my list.

SPEAKER_00

It's on your list. Okay, when you when you read, do you read um what kind of reader are you? Do you want a physical book to hold?

SPEAKER_04

We do.

SPEAKER_00

No audio book.

SPEAKER_04

Well, I don't pay as much attention. Like, I mean, I've done audiobooks. And I used to do that when I was traveling a lot. But it's like after about 30 minutes, I'm either like, eh, you know, I yeah, I like to I still like to underline, I still like to highlight or like, oh, that's a great point. You know, and then I can pick it back up and look at it. It keeps you engaged. I like personally, yes.

SPEAKER_00

Do you have a copy of these? But do you have a book list with a copy of each book? Uh that I've watched. Yeah. Yeah. You do. I do. So you already have them.

SPEAKER_02

Uh yeah.

SPEAKER_00

They're just on the shelf waiting to be read. Gotcha.

SPEAKER_04

My nightstand gets a little clogged. I'm not gonna lie.

SPEAKER_00

Okay, I want to do another shout out, Shanna, to Michael Gaum. And I specifically picked Mike because you've worked with Mike and have great things to say about him. Uh, Michael is one of the owners of the Glass Gurus of Wichita. So if you got windows, glass, mirrors, even dog doors, you name it, Mike with glass gurus will will make it crystal clear. That's my little little uh, what do you call it? Um jingle for Mike. But anyhow, uh, so if you're looking, if you're looking to um uh not only replace windows, but just do window repair, Mike can come out like you can literally repair a hole in your glass without having to replace the whole glass panel. Um, he does a fantastic job. His family, he's got a family owned and run business. He does a fantastic job. He's super fast, very efficient, um, very serious with his business. And and I just love him for that. So if you're looking for glass repair or glass replacement, call Michael Gomm at the Glass Govers of Wichita. Tell him Chris from the Morgunk Punk Show sent you. And I said to hook you up. He needs to hook you up. Thanks, Mike, for sponsoring the show. Appreciate you so much. Okay, so last week we were together at the summit. And uh, for those of you watching, this is uh a coaching program that I'm involved with and been involved with for a few years. Shannon just got into coaching less than a year ago. Yeah. Um, and so we were at a summit conference last week in Tucson, Arizona, where the weather was absolutely phenomenal. Um, but uh when we go to these conferences, it's kind of like having your mouth plugged into a fire hydrant on the street and having the entire, you know, fire department just undo, undo the top of it and blast you. Um what did you pick up from last week? What are like one or two or three major takeaways about your life, personally, business, whatever that hits you the hardest?

SPEAKER_04

Well, uh it's a lot, right? Like I it's like you came home with a list. I came home with a list. Um, I think one, I have a lot of growth I want to do. You see it done at a very, very high level. I mean, I might think I do okay. Right. But to see things done at a very, very high level, like from the bottom of your organization, how you run your business, your daily life, all the way to the amount of sales goals that you set for yourself. Um and thinking outside the box on how you serve your clients. Huge for me, like a lot of a lot of things that I'm gonna try to implement.

SPEAKER_00

Like uh white glove-oriented just aspects of how to take better care and really serve people better than the average.

SPEAKER_04

I think because I've never handed over any part of it. I don't have a transaction coordinator, I don't have any help with any part of it. I felt like I was holding on to my business and making sure everything's done the right way. But I think you could do yeah.

SPEAKER_00

Only you could do a great job at it. Is that kind of your mind or was that your mindset?

SPEAKER_04

I felt like, oh, that's my my responsibility. But I think that there are things that I do need to delegate that will allow me to take actually better take care of my client than if I hold on to everything.

SPEAKER_01

Yeah.

SPEAKER_04

So that's one is hiring, you know, hiring an assistant and a transaction coordinator to free me up to actually do the stuff. I mean, they don't care. Yeah, they don't care if my paperwork's perfect. Right, right. You know, they want to know how I interact with them. So I think that's a huge thing that I'm gonna do differently.

SPEAKER_00

That's a really I like I like the way you're saying that because you're not saying, hey, I want to hire more people because I want to make uh I want to hit higher production numbers. I I know that's there when you're wanting to grow a business, but like that's not what you're saying is the driving factor behind this. You're saying taking care of people better is the motivation, which is phenomenal.

SPEAKER_04

And learning, I think, like they talked a lot about you know, doing life with people. Like there are people, and I don't love to say it, but they're I mean, I've got a lot of repeat clients this past year, and I mean it's grown every year that I didn't seek out. They reached back out to me, and I'm embarrassed to say that because I should have been doing that. But in doing so, I'm like, I need to, I need to have those relationships there. Like there's there's things of value that I could hopefully add, and I know they add a lot of value to my life. So maybe instead of looking at transactionally, but more much more relationally.

SPEAKER_00

Yeah, which you already love because that's what you went to get a human resource degree for was to get to build relationships with people. Right. And look at where it's taken you anywhere but HR. That's so funny. Right. Um, but hey, that's what uh that's what got you to where you are. Yeah. That that was the road for you, which is really cool. Yes. Okay, so so delegating, building a small, starting to build a small team to take better care of your clients. I love that.

SPEAKER_04

Keeping a cautious eye on what you're doing, right? Some of the questions I got asked, I was like, I don't really know the answer to.

SPEAKER_00

Um just questions about your business that you think you should probably know.

SPEAKER_04

Yeah, just like, well, you know, just stopping long enough to look at it.

SPEAKER_00

Like, um, I mean, I'm thinking, you know, I have some rental properties and like I don't I sometimes am running and gunning and it's almost like saying, I I got money in my bank, I just I don't know how much there's just money there somewhere.

SPEAKER_04

Right. I I it's just like keeping a bet, just looking at looking at everything I'm doing with intentionality.

SPEAKER_00

Yeah, yeah. Yeah, it's it's the difference between, yeah, I got money in the bank. I know it's not negative, I just can't tell you how much is there to I have exactly this much money in the bank. Right. And here's exactly what I'm going to do with it.

SPEAKER_02

Yes, yes.

SPEAKER_00

And I don't want it to stay the same size, so therefore I'm gonna do this, this, this, this, and this, and it's gonna, yeah. So so measure you're measuring running metrics on your business or measuring your business. So higher level customer service. Yes. These are all the best things you could ever hear from a realtor. If you're looking for a realtor, if you're a realtor watching this episode, take notes because this is the hallmark of the best of the best of the best. Serving people at a high level, taking super good care of them. Um, number two, um, measuring your business.

SPEAKER_03

Yeah.

SPEAKER_00

You can't get if you don't measure it. I I think one of my favorite quotes, Shanna, is um you cannot measure, oh no, I'm sorry, you cannot manage what you can't measure. Yes. If you can't measure it, you can't manage it. And if you can't manage it, you can't it's just like wandering around in the desert. Right. You know, and just kind of aimlessly shooting in the dark and hoping for the best. Yeah. Type thing. Okay. So those what what's the third?

SPEAKER_04

Give me a third big takeaway that um set big goals.

SPEAKER_00

Okay.

SPEAKER_04

Yeah.

SPEAKER_00

When you got into real estate, you said that they that was a that question was presented to you, right? When you first got licensed, joined Tiffany's team.

SPEAKER_04

Yeah.

SPEAKER_00

But you had, did you have no answer back then?

SPEAKER_04

I didn't because I had no clue. Yeah. I hadn't, I'm like, well, people said, you know, the failure rate of an agent is really high within the first three years. Yeah. Significantly high. And I thought, I have no idea if I'll be good at it. I don't know if the skills will transfer. I don't know if I'll like it. And so I did I literally didn't know. Will I sell one house? Will I sell five? I couldn't have dreamed of five and a half million. I I just didn't, I didn't know what to set. So yeah, I think this past week made me think, oh, I need to dream a little bigger. I need to set higher goals.

SPEAKER_00

Did you did you get did you write anything down?

SPEAKER_04

Yeah.

SPEAKER_00

What what uh what percent? Do you have a percentage number? Like next year I want to grow by this percent.

SPEAKER_04

I just really want to bust past the 13 million. I think, I mean, my goal for 2026, I'd like to do 20 million.

SPEAKER_00

Okay. Yeah, that is the goal, isn't it? Which that would be significant growth. Yeah. But I think you're gonna I think you're gonna do it. I think that um uh I don't know if you picked this up at the summit last week. Uh someone was talking. I don't know if it was uh on stage or if it was a side conversation, but someone was talking about um that you can grow significantly up to a point, and then you not you know plateau, but you the the sharp growth curve starts to it's not linear, tape, yeah. Yeah, and then it looks more like a stair, stair step, stair stepping from there. So did you pick up on that?

SPEAKER_04

Yes, for sure. Like I don't think it's realistic to think you're just gonna catapult straight up. But I do I do think that like part of my being maxed out is just not not delegating anything. So I think that that's where some of the growth will come from from sh for sure, is having a TC, having help on that side of it. So I'm not you know bogged down on all the paperwork, but then going out and proactively doing the things that we were talking about. Right.

SPEAKER_00

I think I I think the biggest takeaway for me at this, this is my sixth. So this is your first. This was my sixth. Okay. And and also if you're watching this episode, just to give you some context on the summit that that Shannon and I were at uh last week, you have to already be a pretty sizable producer to even receive an invitation and attend. So this is not a conference for beginners or intermediate players. This is for like like it'd be for the like the major leagues if you were thinking of it in athletics. Um so so Shanna's right. When when we go there, we go down to the size because you see all these other incredible athletes, realtors, blenders at banks that are just um just doing business in ways unimaginable. But they're taking good care of people. Yeah, they're measuring their businesses. Um, so I I think the the biggest takeaway for for me, I focused a lot on my team because I have a team and we are constantly just trying to make our team efficiencies better because our customers feel it. Yes, our clients feel it. So we're we're just like you, we're we're doing everything that we're doing to serve people at a super high level. So it's very depressing when we don't hit those goals. Then I end up making phone calls. And Shanna, I always tell my clients if there's a little bit of a rub or a bump in the road, I just uh say, hey, I'm like the Chick-fil-A manager. I will come give you free ice cream cones. Like if I have to. I other banks probably won't do something like that, but I will come around the store with free ice cream cone gift cards if for some reason we fail to deliver perfect perfection, you know. So we're constantly trying to attain that. So I I focused on taking classes that were all team, yeah, team oriented, team efficiencies, team processes. And you are just about to step into the door of that world for the first time. What are some things that you fear? What's your biggest fear in taking steps into next year with a big goal that's higher than you've ever attained and looking to possibly bring on a team member?

SPEAKER_04

Um I'm very competitive with myself, not necessarily other people, but I have very high expectations of myself. So, you know, I think there's always that fear is like, oh, you know, I want that. Am I gonna how am I gonna do? Because it's new, haven't tried it. Yeah, I don't wanna I don't wanna disappoint myself. Um I don't want to disappoint anybody else, but I mean, you know, I'm saying my goal, um it's a big number, and I'm gonna have to do things that force me out of my comfort zone. And even the you know, like I run my nobody's looking at my anything. And to be completely vulnerable and transparent at the level that as you move up, like I have my interview for level two on Monday. You do, yeah.

SPEAKER_02

Okay.

SPEAKER_04

And so I it's you know, it's a little nerve-wracking to open up your whole life. Okay, this is Who's your interview with?

SPEAKER_00

Do you know?

SPEAKER_04

With Rick.

SPEAKER_00

Well, at least you've met him. Yeah. So that's good.

SPEAKER_04

Yeah. That's fantastic. I'm so excited. I am excited about it because, like, you know, what it what is the sign I kept reading when I walked past it every day? Information is free, but accountability is priceless.

SPEAKER_00

Oh, yeah, yeah.

SPEAKER_04

I think that, you know, opening yourself up to growth and growing pains and even putting this out here like this, you know, if I didn't tell anyone, it'd hold you more accountable because you told someone.

SPEAKER_00

Like, yeah, say that again, because I love that quote. And I took a picture of that banner at like the first summit I ever went to. It's information is free, but accountability what was it? Accountability is priceless. Accountability is priceless. That is I love that quote because it's a difference between thousands of people attending some conference and doing absolutely nothing with it but wishful thinking or hoping.

SPEAKER_04

Well, and you could even hide behind, you could take the strategy and you could just not set yourself up to be coached to where you expose yourself to, I mean, to criticism, to accountability, right? To you're gonna perform those steps because it's it's it's good for you to grow if you want to grow and and serve other people.

SPEAKER_00

I I never believed in coaching before in my life until I got into business coaching.

SPEAKER_03

Yeah.

SPEAKER_00

And then I started to learn, okay, if I want to be a high achiever in my life in any area, I I need accountability because all of us by human nature are pretty lazy. Like we don't want to form habits, we don't want to get up when it when you don't feel like it. Or do what you're supposed to do when you don't feel like making that call or whatever. But I but I love what you're saying. Your your biggest fear is yourself. I it makes me think back at this quote that I threw out here in the episode earlier. The don't fear starting small, fear staying small. Maybe that quote would be an encouragement to you to shift your fear from yourself to, hey, you know what? I I would rather be more afraid of just staying small and doing nothing.

SPEAKER_04

Yeah. And I mean, you know, they talked a lot about leaving a legacy, what and not that necessarily being financial.

SPEAKER_02

Yeah.

SPEAKER_04

Like so, and I think I I I've thought a lot since I've been back and I thought, you know, I've I've wanted my kids to do that. I've pushed them out of their comfort zones, I've encouraged them. Hey, you've got to keep growing. You're gonna try to continually improve. You're not always gonna hit the mark, but you've got to put yourself in situations that it's gonna make you better today than you were yesterday, even if it's a little little bit. And I look at both all my kids, but like they're all doing things that a few years ago they would not have thought possible that are hard. And so I think I can't give, I can't give good advice and not take advice. I mean, I keep doing the same thing. You know, and you want to leave a I want to leave a legacy of that. Like I want to be a good steward of my talents, of my money, of opportunities, of I love it.

SPEAKER_00

Yeah, you're gonna change. You're not only gonna change, but you are going to change and affect your kids as they watch you change the way you run your life and your business and take it to a whole nother level. It's gonna be I am just so thankful that you're letting me have a front row seat to sit down with some popcorn and it's because of you. You introduced me. So thank you. Yes, a hundred. Thank you.

SPEAKER_04

You have called me every every week for two years. I have. And you did not give up, and I'm very grateful.

SPEAKER_00

Any other lenders call you for two years every week? No, no, um, so uh I gotta I gotta do one more sponsorship spotlight here for Matt and Natalie in Body at Vortex. Are you familiar with Vortex? I am air duct cleaning services. So listen, um, Matt and Natalie with Vortex keep homes clean and keep your air fresh from ducts to vents, uh, these guys make your home breathe better. Uh I promote them to almost every home buyer that does a mortgage with us. But essentially what they do is they come into your house and they bring these gigantic trucks up to your house and they suck everything you could possibly imagine that exists in your ventilation system out of your house. So if you just want a good cleaning on your house and you want the allergens or whatever exists in your HVAC system and all the air ducts, uh, they are awesome. I love them. They're the owners of the company, they're phenomenal people. Um, just they have a lot of integrity. They take care of people, they care about people, they run a really good business the right way. Um, but also if you're buying a house and you don't want to even consider what might be in the ventilation system left by the previous owners or the previous two or three owners, call Matt or Natalie at Vortex. Tell them Chris from the Mortgage Punk Show sent you, and you want them to bring their sucky trucks up to your house to suck your ventilation system out. So, Matt, Natalie, thanks for sponsoring the show. We appreciate you. I appreciate you big time. Um, okay, so we're gonna close here. Um remember, like and subscribe. Uh, we're trying to get those up this year. We're at the end of 2025, so we're trying to get more subscribers to the show, more realtors out there. A lot of realtors watch this show, Shanna, and get a lot of inspiration from um big producers, you know, people that are really driving their business towards uh success. But um, but we're I want to leave on the legacy note. So uh what what do you think? Uh what's what's one thing that you you could say to people listening to this program who might not really be thinking about what legacy is, what it means, and maybe not be factoring it into their life or their business at all. Because I think that I think that in our generation, in our day and age, I think people are not I think they're not thinking about what it is to build wealth in America or leave a legacy to a family and to kids and affect generations down the line, affect grandkids. I don't think people think about that I uh as seriously maybe as they used to. I don't know, maybe I'm wrong, but what what what's one thing you could say going out here today?

SPEAKER_04

It's pretty broad. Um about leaving a legacy. Um I I kind of think like back to what my dad said, you know, I can't teach you, but you're gonna catch it. So whatever we're you people are always watching you, your kids, your family. Um you are leaving a legacy, whether you like it or not.

SPEAKER_00

You're watching, somebody's watching, even though we're a bad one, right?

SPEAKER_04

Yeah. And and I do think that sometimes in our culture we're just going, we're just on autopilot, and that's not necessarily a good thing. So just slowing down and thinking about what kind of impact do I want to make? Like life is a blink.

SPEAKER_02

Right.

SPEAKER_04

The more chronological years you get, you look back and you're like, whoa, um, that went fast. And so you think about you just gotta seize the day and what do I want it to look like going forward? And what what legacy, not necessarily financially, but also financially do I want to leave for my kids, my family?

SPEAKER_00

Yeah. So so would you say the definition of a legacy is how you live your life and how that impacts those closest to you and around you and what you leave for them? Would that be a good definition of a legacy?

SPEAKER_04

I think so. Like, how do you want to be remembered? Like, what did you do with your dash, right? Between the start date and the end date. What did you do with it? How well did you use your talents? How well did you, you know, love and teach and all the things that you want to be remembered for when someone talks about you?

SPEAKER_00

Right.

SPEAKER_04

So yeah, the legacy of and and financially, I guess, too.

SPEAKER_00

So I've got a quote I pulled up here. Um the greatest use of life is to spend it for something that will outlast it. What do you think about that?

SPEAKER_04

Yeah, absolutely.

SPEAKER_00

The greatest use of life is to spend it for something that will outlast it. So some effect that we make when we go out out the door. Right. Right. Um, do you feel like coming back from the summit last week, do you feel more encouraged than ever that you're on that trajectory and that you're going to be making more of a profound exit now?

SPEAKER_04

Yes. Because you kind of, if you have a plan, right?

SPEAKER_00

Yeah.

SPEAKER_04

The plan and thinking about thinking big picture, thinking outside of just your day today or even this year, but thinking about long term. What is your goal? Sitting down and thinking about where do I want to be in five years? Where do I want to be in 10? Lord willing 20, you know, whatever it is.

SPEAKER_02

Right.

SPEAKER_04

Um, yeah, I think for sure. Because it makes you think about every aspect of your life, spiritual, financial.

SPEAKER_00

Yeah. I'm I'm glad you brought that up because I don't think I've talked about legacy with anyone on this podcast yet. And um you're you're uh you're challenging me now because it makes me stop for a minute and think about all the things I do uh and how it's gonna impact my kids and my grandkids. I don't think about that that often. I think about what's right in front of my face most days.

SPEAKER_02

Yeah.

SPEAKER_00

I don't stop and think what I'm everything I'm doing is impacting those around me. And even if I didn't want to grow real big, you know, could I do it for them? You know, I don't know.

unknown

Yeah.

SPEAKER_04

When you're brave with your life, it helps other people be brave with their life.

SPEAKER_00

I love it. Well, we're gonna end on that because that's a great quote. Shanna, thanks for coming on the show today. I appreciate you so much, and I love your business. Likewise, thank you. And I love your heart for people, and I just can't wait to see what next year brings. And I can't wait to see what happens in your interview on Monday with Rick.

SPEAKER_04

I know, I'll let you know.

SPEAKER_00

So, anyhow, hey everyone, thanks for watching the show. Thanks for tuning into Shanna's story. I hope you find a lot of encouragement from it, and I hope that you're challenged to leave a legacy. So, all right, see you later. Thanks uh for watching. Um, Chris with Mortgage Punk out. See ya.