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👋 Cold calling got you feeling defeated? Steve Trang turned 100 rejections into $15K paychecks by mastering the art of buying distressed homes in Phoenix. His secret? Never ask "Is now a good time?" Instead, assume it's always a bad time and watch curiosity do the heavy lifting.

Read time: 4 minutes | 875 words

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STORY 

🏠 Steve Trang: The Cold Call King

Steve Trang never planned to become a real estate powerhouse. Like thousands of others, he read "Rich Dad Poor Dad" and thought: I want to invest in real estate.

Plot twist? He got distracted.

"Instead of becoming a real estate investor, I became a real estate agent," Trang admits. The transition from engineering to real estate sales was brutal—he "screwed up for a very long time."

But here's where it gets interesting.

THE $15,000 PHONE CALL

While other agents chased listings, Trang discovered something powerful: the science of distressed property acquisition. His target? Homeowners facing foreclosure, tax liens, or properties the city is fining.

His method? Cold calling with surgical precision.

THE TRANG SYSTEM: 7 STEPS TO $15K DEALS

Trang's approach isn't about being pushy—it's about being inevitable:

1️⃣ THE FRIENDSHIP OPENER. "Hey Jordan"—never "Hi Mr. Belfort." When friends call, they don't use formal titles.

2️⃣ THE BAD TIME ASSUMPTION. "I probably caught you at a bad time"—pattern interrupt that creates curiosity instead of resistance.

3️⃣ THE 30-SECOND RULE. "Can I take 30 seconds to tell you why I called?" Most people say yes to 30 seconds.

4️⃣ THE NEGATIVE TAKEAWAY. "Homeowners who sold to us were frustrated dealing with banks, tired of HOAs... I suppose none of that applies to you?" People correct you when you're wrong.

5️⃣ THE PAIN EXTRACTION. Don't ask for their price—uncover what they need from the sale. Medical bills? Divorce costs? Tax liens?

6️⃣ THE REALITY CHECK. "So if the city takes your house in 60 days and you get zero, that's not a big deal?" Force them to confront their situation.

7️⃣ THE SCORCH PROTOCOL. If they want to "think about it," give them a list of questions to ask competitors—questions that expose fly-by-night operators.

Trang's Phoenix operation processes these metrics:

• 100 targeted calls = 10 real conversations

• 10 conversations = 3-4 house visits

• 3-4 visits = 1 closed deal

• Average deal: Buy at $130K, sell at $145K = $15K profit

Target properties: $180K market value homes in distress.

THE MINDSET SHIFT

"We're not Plan A or even Plan B—we're an insurance policy," Trang explains. His team positions themselves as the last resort that actually delivers.

The psychology? Most distressed homeowners live in denial about their timeline. Trang's job is crushing false hope—not to be cruel, but to help them face reality before it's too late.

Trang built multiple revenue streams:

• Brokerage: Traditional real estate transactions

• Title company: Capturing closing fees

• Sales training: Teaching the Trang system to other investors

• Expansion: Moving into Oklahoma and beyond

THE CONTRARIAN TRUTH

While everyone fears market downturns, Trang thrives in them. During 2007-2009, his team targeted properties at 45-55% of market value instead of today's 75%.

"When everyone's scared, homeowners sell for steeper discounts," he notes. "Back then, people made $40K per wholesale deal regularly."

THE SCALE CHALLENGE

Trang's biggest problem? Training salespeople who inevitably become competitors. His solution: Accept it as the cost of doing business, or partner with the best ones to expand into new markets.

Steve Trang transformed from struggling engineer to real estate disruptor by mastering one skill: extracting truth from desperate situations. His system works because it's built on a harsh reality—most distressed homeowners are running out of time, whether they admit it or not.

Follow the money: While others chase appreciation, Trang profits from desperation. While others avoid difficult conversations, he's built an empire on them.

The Trang Method isn't about real estate—it's about reading people, creating urgency, and positioning yourself as the inevitable solution when all other options disappear.

MEME