$100k in Wholesale Fees Last Week? Keith Everett & Lenny Harrell Share How They Wholesaled $100K.

Steve Trang: Everybody, thank you for joining us for today's episode of Real Estate Disruptors. Today, we have Keith Everett and Lenny Harrell from Alabama Cash Offer. You said what's the other name?

Keith Everett: Hustle Implementers. Hustle Implementers.

Steve: Hustle Implementers. Yes, sir. And they came in from Birmingham, Alabama to sure how they did just a 100 k last week alone in wholesaling, which is Nice. I think stepping it up big time. I mean, you already knew you're coming out here for the fifth.

Yeah. And you guys just went crazy Yeah. To to to pad your stats a little bit, which I respect. I think that's awesome. Yeah.

If this is your first time tuning in, I'm Steve Trang, founder of the OfferFast Homes app, the only MLS for off market wholesale properties. I'm on a mission to create 100 millionaires. One question I do get a lot is how do I become one of the 100 millionaires? Please allow me to answer it here. The information on this podcast alone really is enough for you to become a millionaire in the next five to seven years.

If you take consistent action, I really emphasize consistent, you will become a millionaire. When you hear nugget, just type into the comment section after the show, identify your single biggest takeaway, and focus only on that for the next seven days, and you will make it. If you're impatient like me and you wanna cut off two or three years, if you're struggling to turn leads in appointments, frustrated that you're not closing enough your appointments or angry because some of your sellers going dark just a few days before close of escrow, schedule a call at disruptors dot com. We'll see if we can help you become a millionaire just a little bit faster. And don't forget, I do have the little mini series tomorrow, the second half on how to get more done in less time.

Go to disruptors.com/time, and I'll be sure to let you know how to get there. And then if you get value today, please tag a friend below or share this episode right now. That way we can all grow together. You guys ready?

Keith: I'm ready.

Lenny Harrell: Let's get it ready, man.

Steve: Alright. Alright. So the first question, same question always is what got you guys in the real estate?

Keith: That's good, man. I would say, man, for me, I was a guy, you know, I was working five years at a factory. I started in 2011. I ended in 2016.

Steve: Doing what?

Keith: I was actually in college. Right? I was actually making, like, pharmaceutical drugs, narcotics. I was making permethazine, purple table. Stuff like that.

So, I mean, I know a lot of people when they think of Percocets or permethazine, they think automatically illegal. Mhmm. But it was a 100% legal. And, you know, for me, I was in college, man. I was thinking, like, I'm already making $60 a year.

My teachers really wasn't making $60. So I'm like, do this really make sense?

Steve: Yeah.

Keith: I was looking to get a business degree, and I'm just like, man, my teacher's not making $60 a year like I'm making.

Steve: Mhmm.

Keith: I mean, does me still being in college make sense? So, what I used to do, I used to go on lunch break. You know, I worked twelve hour shifts. I used to pray to god like I know it's something else for me. I know I got a purpose in life.

I know working at this factory, it can't be everything that I'm looking to do. Right?

Steve: Yeah. So,

Keith: you know, he put the vision in my head. I start, following a lot of people on social media, all successful people. I unfollow a lot of people. Like, you know what? It's not bringing me no value.

So I ran to this guy named Nick Ruiz. Mhmm. He had a webinar and said, hey, you can make money with no money. No.

Steve: Y'all still learn from Nick Ruiz.

Keith: Exactly. Okay. So he said you can make money through real estate, no money down. I ain't had no money to put down. So I'm like, this is my cup of tea.

Right? Yeah. So I watched the webinar. I said, you know what? This is exactly what I'm gonna do for the rest of my life.

And, I end up buying his book for $20. I read the book. Every chapter, I took notes before I went to the next chapter. So a lot of people, what they like to do is

Steve: Oh, really?

Keith: They like to watch they like to read the whole book before they take action, but I actually already had an action plan when I finished the book, and I was ready to go. So I started around, like, February 2016. I took action in March. And then, at the April, I got my first deal. And after my first deal, I just quit my job, man.

I feel like if I could do it one time, I could do it a thousand times.

Steve: So a lot of people have a hard time, you know, even closing that first deal for it to be enough to get

Keith: a job.

Steve: So was it a big deal or just just proof of concept? It was

Keith: $5,000, man. We split it I split it with a guy. It was before me and Lenny was actually partners. I split it with this guy, another wholesaler. He bought the buyer.

I bought the seller $2,500 a piece. I said, done.

Steve: 2,500. So you just have proof of concept. You had

Keith: to put my back on the wall, man. You know what I mean? One thing about putting you back on the wall, you're gonna find out exactly who you are. And when you find out exactly who you are, you're gonna be able to perform at your highest level.

Steve: Yeah. I love it. What about you?

Lenny: Yes, sir. So, so I worked on a railroad for for about seven years. So, my schedule went like this. So, so, basically, Sunday, that's the day I left out. So, I would travel.

I'm working in Alabama. Right? So, I live in Alabama, and if I was traveling all over the East Coast, so I would go to Illinois, Massachusetts, all over the East Coast. So, when I get out there, I travel out there Sunday, get out there, work Monday through, Monday through Thursday, and that's when, you know, I work daylight to dark Monday through Thursday. And then that's when, you know, at the end of the day, for me, you know, I'm leaving my family for, you know, all these days in a week.

I was only home eight days a month. So for me What

Steve: were you doing?

Lenny: So I worked on a railroad.

Steve: But, like, you were, like, laying tracks.

Lenny: Right? Yeah. Like, we were a dual rail. Like, so, so, basically, what that meant for me is, like, I was a laborer. So, basically, for almost five years, I eventually upgrade to a machine operator, but I was a laborer for five of those years, basically, you know, you know, working on a railroad.

So at that time, you know, for me, it was it was it was a difficult transition because, you know, my family I was leaving my family for, you know, five days a week. My son, he's asking me questions before I leave. You know, why are you leaving, man? Like, you know, what what's going on? You know?

Keith: And How

Steve: was he?

Lenny: He was at the time like, I started the railroad. He He was born in, you know, in 2011. That's that's that's the, you know, 2010, I started the railroad in 2011. So, I started just basically as soon as right just a few months after he was born. So, you know, for me, it was just it was a difficult transition.

I knew just what I wanted to do. You know what I mean? So at the end of the day, you know, after I, you know, travel for Sunday, Sunday, it was the day I traveled Monday through Thursday. That was when, you know, it was difficult for me. You know, I was working daylight to dark.

Thursday, that's the day we get off work. We go home. We have to travel all the way back to the house, all the way back to Alabama. You know, Friday morning, we wake up. You know, that was the only business day that we actually had.

So we had any any business that I had to perform Mhmm. That was the day that we did it.

Keith: You know what I mean?

Lenny: You know, just your only business day through the week because I was born.

Steve: Mhmm. You know what I mean? Wait. Tell me what you're trying to start your real estate business or something else?

Lenny: No. No. And I'm just in reference to, like, you know, Monday Monday through Friday. It's a typical business day.

Steve: Yeah.

Lenny: But for me, you know, I was doing real estate on the side.

Steve: Okay. Okay. So you were doing real estate

Lenny: at that time? Absolutely.

Keith: So Gotcha. So, like, we became partners in 2017 around, like, February, March. Mhmm.

Steve: You know

Keith: what I mean? He didn't actually, like I used to tell him all the time, like, listen. In order for us to tap into a space and for us to get blessed by god, you know, like we need to be, we gotta be two feet in. Yeah. You know, it took from February 2017 all the way to around, like, like, the March 2017, early April.

And, he ended up quitting his job. In that same month in April, we did a 154,000. No CRM, no office, no team, just me and him. So I just let you know right there what kind of grind that we had, though.

Steve: So you guys were you guys knew each other before you guys partnered up?

Keith: We actually didn't. We actually met on, you know, Facebook because he was putting stuff in the yard sale. We buy houses, little flyers. I was doing the same exact thing.

Steve: And I was thinking, like, man, who

Keith: is this guy doing what I'm doing? Yeah. You know? But, you know, we was doing it so much and he was doing it so much. I said, you know what?

Instead of competing, let's see if we can come together and we can push forward even faster. And that's exactly what we did. We met at Starbucks, like, five, six times. We was filling each other out. I mean, I mean, it was evidence that the first meeting that we had, we really didn't really trust each other.

We was trying to see exactly who we were who we were. And, once we met a couple times, we're like, I'm like, you know what, man? This dude's serious, man. He exactly what I've been praying for. Not looking for, he exactly what I've been praying for, and then we came together, and the rest is history.

Steve: So your first deal you did with some other wholesaler. Yep. Your first deal you guys did together? Or no. You were doing

Lenny: I did I did actually do it alone. So what I what I did was, it was very hazardous for me to have my phone on the track. But what we could do is have our phone outside of four feet outside of the track. So I would step outside the track. I'll post in, like, 15 groups really quickly, hop back in the track, and go back to work.

And I was saying, hey. We buy houses or whatever. We do. And then, you know, when we got done with our work at the end of the day, I would look and see what my results was. Yeah.

And, I was able to schedule an appointment based on my schedule. You know what I mean? So there's really no excuses.

Keith: Yeah.

Steve: So I love that. I mean, you you clearly have motivation. Right? Day labor, you know, sun up to sun down.

Lenny: Oh, yeah.

Steve: What caught you? What specifically about real estate, you know, excited you?

Lenny: Man, well, it's it's wasn't necessarily real estate at in the beginning. Mhmm. You know, for me, it was more so of I didn't like my current situation.

Steve: Yeah.

Keith: You know

Lenny: what I mean? So, like, I was going for my fam I was only home eight days a month. You know what I mean? So, you know, for me to be gone for my family, that amount of time, it wasn't acceptable. Yeah.

So, I began reading books, and, and then I actually attended a seminar, and, that was what really sparked my interest. I know most successful people, you know, had real estate and, you know, it's part of their repertoire. Mhmm. So, you know, that was what actually propelled me to continue to going, you know, with real estate.

Steve: So So I'm gonna say something, and I hope this isn't offensive. Right?

Lenny: For sure.

Steve: But to go from, like, railroad day laborer to being, like, the main integrator in a major operation. It's just big, man. Two totally different things.

Lenny: Yeah. I

Steve: mean, how was that transition?

Keith: And then don't forget he was around me as well. Yeah. I'm the crazy one. I quit my job after my first deal. I'm like, listen, man.

Quit the job, man. We we gonna already make it happen. That's my speed. You know what I mean? Like, I I just I just ain't got no tell.

I'm saying, listen. I'm telling you right now.

Steve: You quit the job. You put two feet in.

Keith: Yeah. I guarantee we're gonna receive a different type of blessings, man. That's what happened. Yeah. We did a 154,000.

No team, no office, no CRM.

Steve: Yeah.

Keith: I mean, Steve, you already know. That's that's extremely hard.

Steve: Oh, that's crazy.

Keith: Especially today. Yeah. You know? But the thing about it is, even though that he was working his job, he always was working. Yeah.

He never slept.

Steve: Yeah.

Keith: He never made excuses.

Lenny: I'll say this. I had this guy in my ear every day.

Steve: You know what I mean?

Lenny: And, like, I I say this. If you have somebody if you have a partner that agrees with every single thing that you say, like, that's not good. You need somebody that that challenges you. Mhmm. You know what I mean?

Somebody that says, hey. I feel like this. When I when I feel like this and he feel like this, that's good. So now we're challenging our minds. You know what I mean?

So that's that's what's that's what makes the greatest version of ourselves. Yeah. It's when we can we can both challenge each other.

Steve: But how was that transition? Right? Like Yeah. Because you're working with your hands.

Lenny: Yeah.

Steve: To now

Lenny: So you're totally separate different things. And, like, when I, you know, I integrate Podio for the guys that come to our two day, you know, and they ask me, hey, Lenny. How did you get so good at Podio? What what did you do? Like, did you were you in tech?

And my answer is no. Like, I you swing a hammer for four years. You know what I mean? The the difference is, you know, I just really wanted to, you know, I just really wanted to understand what I was doing. And I just really that that really meant a lot to me to understand my portion of my role.

Steve: Well, the reason why I wanna emphasize this point is that there's no excuses.

Lenny: Exactly.

Steve: Right? Like, you wanted to do something and you did it. Because there's a lot of people like, well, this is too hard. You know, I can't do this. This isn't for me.

This you know? And I've heard, you know, if you wanna argue for your excuses, you can have them.

Keith: I mean, what ain't what ain't hard? I look at it like this. What ain't hard? Yeah. Everything is gonna be hard.

Wholesaling, I mean, I mean, to me, it's hard. It's simple, but it's hard. Yes. You know, especially now today though because you gotta think about it. Guys like yourself, guys like us, we got teams involved.

When we first started with no team involved

Steve: Mhmm.

Keith: You know, when all this social media involved, we had to pick a couple people, guys like Nick Ruiz, guys like Sean Terry, Cody Sperber, pick pick your poison. Which one you wanna go with? Yeah. But it was to me, even though it was less people to learn from, it was easier. Now it's so hard because guys like yourself, guys like us again, everybody teaching, and people don't know what is what, what they need to go with, what they don't need to go with.

Yeah.

Steve: They know

Keith: how they can tell. Yeah. And that's why I respect your show so much because you say, where the hell is that? Yeah. You're not putting no title without you saying, bring us the hoods.

And I respect it about you for sure. I'm gonna let you know I respect it about you.

Steve: I appreciate that. So So let's talk about your first deal. Yeah. Alright. So you did you know, you you found the seller.

You wholesale it. Yeah. How did you find that seller?

Keith: Band to sign. Band to sign. I rent the band to sign out. You know what I mean? I took action.

You know? I was working at the factory. I was tired of working at the factory. I was tired of getting, a certain amount of money, and I've seen people who was getting, you know, 10,000. You know what I mean?

Steve: Yeah.

Keith: I've seen that, though. So what I wanna do is I want to make a change, and I'm I'm about all action. Yeah. You know, I found a deal, put out a banner sign. Somebody called.

I said, you know what? I'm on my way.

Steve: I ain't

Keith: know what the HVAC was.

Steve: You know,

Keith: I ain't know what electrical was.

Steve: I figured that out.

Keith: I ain't know what plumbing was. So guess what? I found out. I said, you know what? I'm a lock it up for this.

This guy right here, he say he got a buyer. Guess what? Let's see if he can sell it. You know? You gotta fail your way forward, man.

I'm not I'm not looking for no handouts. I'm not looking for everything to be perfect. I hate perfect because it scares me. Yeah. You know what I mean?

I really feel I I wanna know the rough patches is gonna come whatever we doing. So that's what I did.

Steve: Well, and that's key. Right? Like, action. Everyone says take massive action. Take massive action.

Yeah. But it's true. You gotta take action. And it's really helpful to have someone like Lenny Facts. Clean up after you.

Facts. So let's talk about your first deal.

Lenny: Yeah.

Steve: Well, let's start there. So your first deal, how did that come to fruition?

Lenny: Yeah, man. So, you know, as I said, I was working on a railroad. And on the weekends, Friday Friday, I handled my business. The only day I had to put towards real estate really was Saturdays to really go hard, hard.

Keith: Mhmm. Because

Lenny: I was home. I was I was local. Now I can do my thing. So, yeah, I handwritten, hand wrote my business signs. I'm sorry.

My business signs, and, I put them out on the weekends. And, that's actually how I got my first deal.

Steve: So it's not rocket science. So like you said, it's simple. Invent the wheel. It's simple, but it's hard.

Keith: Yeah. It's hard. It's hard. I mean, that's just the the facts of it.

Steve: So let's talk about how you two work together. Because you guys, you know, you got keys in the front. Front lines, he's out there.

Lenny: Yeah.

Steve: Lenny, like, your your name is, like, it's it's it's real estate integrator. Like, you're one Yeah. You only wanna be behind the scenes. You can't even find

Lenny: Yeah.

Steve: Can't even find you. So let's talk about how do you guys work together.

Keith: Yeah. Partnership principles, man, is very, very simple.

Lenny: Simple.

Keith: You know, that's one thing that we did. That's what that was one of our struggles at the beginning. You know? I know a lot of people watching right now. You know?

They probably got partnerships. They may not they may have thought about it. It wasn't easy at first. The first thing we encountered was trust issues. You know?

We didn't know if we can trust each other. You know? But once we got the partnership principles Because

Steve: you guys didn't know each other well yet.

Keith: Exactly. Exactly. You know? Exactly. We're talking it's big money on the table when we talking.

You know what I mean? So, you know, the best thing about it is he do his role, marketer, you know, finances, you know, integrator, you know, everything like that. I'm more of everything that moves in actual time. Mhmm. Transactions, over the sales team.

You know what I mean? So that's that's my role. We don't cross each other road. I don't step in his lane. I respect his lane.

Steve: Yeah. You

Keith: know, anytime and we don't agree on everything. I think a lot of people gotta understand that your part I don't I don't wanna agree on everything that he do. But one thing that we can agree on is we wanna do everything that's best for the company. For

Lenny: the company.

Keith: And I think that that's what makes us so special because we we the same when it comes to grind and when it come to mindset, but we're so different when it comes to skills. I think that's what make it special.

Steve: Oh, I love it.

Keith: And and you can't have no ego. I wanna make it work with them. When you got a partner, you have to wanna make it work. If you don't, then it ain't gonna work. Yeah.

It ain't gonna work.

Steve: So one thing I wanna ask you because Keith and I were very similar. Like I quit my job. Like I didn't even think about it. Right? Well, I thought about it, but, like, I talked to a couple people, but, like, I went for it.

So we're visionaries. We're action takers. Yeah. We're the crazy ones. The integrators have to deal with us.

Lenny: Yeah.

Steve: How is it how how do you keep Keith in line?

Lenny: Yeah. So so it's it's it's it's real simple, man. Like, for us, like, you have to have a thinking place.

Keith: Right?

Lenny: So for us, our thinking place is scarlet. And, like, it's where we come up with so many ideas, man. We we come up with, like, collectively, we come up with a lot of ideas in one time. But as an integrator, you have to you have to say, hey. Like, listen.

We we can't integrate all these things at one time. You know what I mean? Like, we have to have, like, hey. We can do two of these things or we can do three of these things. See, my job as an integrator is to make sure everything functions correctly.

Steve: Yeah.

Lenny: You know what I mean? So, like, that's that's why an integrator in your company is so important because, like, that's really, like, the whole blueprint. Like, you have to make sure that, like, everything is functioning correctly. So with me and this guy, when we meet, this guy has so many ideas, man. Yeah.

He's he's he's always he's always constantly turning. Wow. So, so, yeah, we just got to implement the things that we can implement, and then what we have is like a idealist. Yeah. So everything else goes on the idealist.

Steve: Yeah. So one of the best, piece of advice I got, and because, again, I'm the crazy one. Right? Yeah. Is everyone that works underneath me, I tell them, like, their their role to make things happen, you know, kinda come up with Dreammakers.

Yeah. Is there also like a movie editor? You know, like in movie, like, they'll film all the scenes.

Keith: Yeah.

Steve: But then the good editor removes all those scenes that are unnecessary. Mhmm. Refines the vision. And so everyone on my team has the permission anytime if I'm overloading them to say, hey. Here are our three priorities.

You told me these are three things that are the most important. Mhmm. This new thing that you just came up over lunch, is it more important than these other three?

Lenny: Exactly.

Steve: No, it's not. Then we're not doing it. Right?

Lenny: Exactly. But

Steve: then we always have a top three priority. So

Keith: Yeah. Yeah.

Steve: That's true.

Keith: That's true. And as a visionary, you see the whole world, man. Everything's an opportunity. You know, I just like, last weekend, I was just in Destin, Florida. I was at the beach.

Man, I can't even tell you how many ideas I thought about. Just looking at the water, looking at you know what I mean? Like, I I I like, when when that vision come, you wanna make it. And it's one thing to be just a visionary. But when you're an action taker as well, it can be kinda tough, man.

It's messy. It's tough. Yeah. It's messy. Get real messy.

Steve: So, then was in these cigar sessions Yeah.

Keith: Is when is this when Closers Olympics came up? Man, actually, Closers Olympics came up. I actually was, chilling in my garage, you know, and I was just thinking, like, how can I add value to the game Mhmm? That's not already been added? Yeah.

And I thought about it. I said, you know what? Let's get all the top closers in the game together, one platform, one time. You know, of course, we wanna give back, but at the same time, we want a lot of competition. That's when I gave him a call.

We spoke about it. We spoke about the idea. We're like, man, you know what? This is it right here.

Steve: It's a crazy I

Keith: don't wanna leave nobody out. You know, some people I called, they didn't wanna do it.

Steve: You know what I mean?

Keith: You gotta really talk about too many names. I called everybody who's supposed to be a close just about. You know what I mean? Yeah. So we wanted to get at the top of the top.

We wanna get the best of the best. You know, who's actually in the business, in the game right now.

Steve: Mhmm.

Keith: I just wanna thank guys like yourself. You say, you know what? Let's do it. And you showed your skills exactly what you can do.

Steve: Always love a challenge.

Lenny: Yes, sir.

Keith: Yeah. Facts.

Steve: So you had the idea. You called Lenny.

Keith: Yep. Then we called Elijah next. Mhmm. Then from Elijah, that's when we call Aaron. We call Q or Q and Aaron.

Yeah. You know, we know they was pretty good guys. We're like, you know what? We want y'all a part of this because we was already doing the cold call challenge. Mhmm.

I was like, let's just hit these guys up and see if they wanna do it. And, we made it happen, man. It was

Lenny: classic.

Keith: I think it was Yeah. You know, I think realistic. I'm thinking logical at all times. The Cozy Olympics was one of the best events to me of the year because it was so different, and it has so

Steve: many people involved. Oh, it's crazy crazy engagement. And And I still give people like, man, I can't believe like how much I learned. And we were saying like for $97 you're crazy enough.

Keith: Crazy. Ridiculous, man.

Steve: I have to pay it. So who was more overwhelmed in those responsibilities for closest Olympics?

Keith: I would say, it's easy to say myself. I would say Lenny

Steve: Mhmm.

Keith: Because he was behind the scenes. A lot of people don't understand, man. It's a lot of stuff. It's kinda like a show. You know?

I may come out. I may be the act, but we all know that it's a lot of stuff goes on behind the curtains.

Steve: Right. We're just talking about we got

Keith: I wanna

Steve: I wanna shout some out. Back here.

Keith: I wanna shout out, Aaron's, CFO and Elise. I wanna shout out Jennifer, Elijah's, you know, his lady. Yeah. Man, they put in they put in so much work, man. There's some stuff that we couldn't do.

Yep.

Lenny: Lot of work. Lot of Zoom calls. Lot of, lot of separate meetings, just with integrators only. Shout out to Jennifer, Coronado. Yeah.

And she she really handled a lot

Steve: She did. Of the weight. She

Keith: went crazy.

Lenny: With the closure. Yeah.

Steve: I got to see it all behind the scenes. Sure. No one got to see it right there in the event, but I was on the, you know, on the

Keith: Before you was on the strike. Yeah. Yep. Yep. Yep.

Steve: And that's Stripe, but Slack. Slack. Yeah. Behind the scenes.

Lenny: A lot of late nights. Lot of, lot of meetings.

Keith: Yes, man.

Lenny: Lot of, you know, and and and and I'll say this. You know, if you don't have a good foundation, like, if your family is not committed to be a part of what your vision is, you know, this it won't work. You know what I mean? So, like, I thank God for a good family. My wife, she really holds it down for me.

Same with this man right here. His wife hold it down for him. We ain't we ain't Phoenix, Arizona. We live in Alabama. They're holding it down right now.

Steve: Yeah. Yeah.

Lenny: You know what I mean? So, like, shout out to them, man. It it really takes a solid foundation to get to the next level.

Steve: If you

Lenny: don't have a foundation in place, you know, every everything follows.

Steve: Yeah. Nothing else matters. Facts. What what what was your biggest takeaway from the closest Olympics?

Lenny: Man, just, man, I will say this. We got a lot of groups. We got a lot of guys together, during a pandemic. Everybody was very motivated. Everybody really showed their their skills.

But I would say this, I would say that, you know, it's really it's really a lot of things going behind the scenes that no one will ever see. Mhmm. But that doesn't matter. You know, I think I'll say what matters the most is that, you know, during a pandemic, we was able to get a lot of people together on the best closers in the company, in in the business. And, we we have a lot of value away.

Yeah. So, that makes a big difference, man. You know? And that's what we our our foundation has always been about is, giving value to the community. And, that's exactly what happened, man.

We we gave it a lot of value. Yes. For sure.

Steve: Yeah. So let's talk about you guys partnered up early '17.

Keith: Yep.

Steve: So you did your deal. You did your deal. Eventually, you guys partnered up. Had to. Yeah.

What was that evolution like? Because that's one of the things that, you know, I talk every once in a while. I tell everyone don't do partnerships. Yeah. But just so you know, because I have a partner, It's crazy for that I say that.

Keith: Well, let's let's just put the facts on the table. You know, at the end of the day, you know, like I said, I've seen that he was doing stuff on Facebook, you know, and, I was doing my thing on Facebook as well. I wasn't doing that many deals yet, but I've seen he was doing the same thing. We had met up maybe a few times, maybe two times at that time. But, the reason, you know, we partnered up, I mean, Hidalgo really kicked off is that, you know, we're actually in Huntsville, Alabama.

Right?

Steve: Mhmm.

Keith: Birmingham was an hour and a half away. My My lady was living at Birmingham at the time. She was working a job, and the reason she was working in Birmingham, she took a job is because, you know, I wanted to go on this crazy real estate journey, and she wanted to support me. That's awesome. I didn't know why she was supporting me that she was having trouble, and she was following behind on stuff she had to do.

Her car ended up getting repoed. Right? So I'm like, automatically, like, hey. I know I owe my car payment, but I'm shooting down there. Whatever we need to do, I'm a make it happen.

Her car got repoed. You know, I had my car down there knowing that I ain't paying my car payment in two months. Right? Mhmm. So I end up washing my clothes one, you know, one day, and I was leaving back out because I had a appointment the very next day in Huntsville, which is an hour and a half away.

I went out and put a load of basket in my car. Cool. That's all good. I went back inside to get another load of clothes to put in my car. My car was gone.

Her car got repoed the day before. The next day, my car got repoed. So guess what? I got an appointment that's coming up that same day. Only person I could think of was this guy right here.

I was praying that he didn't backdoor me. I was praying that I hit him up and he'd do it. You know, he'd do the right thing, and that's what he did. We never closed that specific deal. Mhmm.

But guess what? That was the foundation of what we had. So 2017, we end up doing one deal together in this place called Athens. And after that, we did, like, 45 deals. We rolled a hedge fund company all the way through 2017.

Steve: Yeah.

Keith: And after that, it's game time now.

Steve: The

Keith: hedge fund company end up being too slow, so we had to end up cutting them off, and we had to go find some real cash buyers.

Steve: Yeah. That's how it all started.

Lenny: Yes, sir.

Steve: Anything you wanna add to that?

Lenny: Yeah, man. You know, throughout this whole process, man, like, this guy's been solid, man. You know what I mean? Like, it's been it's been a it's been a lot in this journey. We just took a lot of losses, you know.

And and this time frame that he's talking about, we took a lot of losses.

Steve: What kind of losses?

Keith: Man, we just slept on we just I just slept on Box Springs. I got cars repoed. You know, I got so many eviction notices on my door. You know what I had to realize, though? I looked myself I used to feel sorry for myself.

You know, a lot of people out here, they feel sorry for they self and stuff going wrong. I look myself in the mirror. I say, you know what? If I keep feeling sorry for myself, it's gonna push me another day back from getting to the place I wanna get to. Mhmm.

Steve: You know,

Keith: I got so down. At one point, I was gonna sell my apartment complex refrigerator. You know, I feel like I was a hustler so much that I get it back the next week. So I say this to anybody. I sold all my I don't care, man.

Whatever it take to get that gold, you need to do that. You need to put that energy out. You know? Just because you put out 200 bandit signs, that don't mean you won't get a deal from bandit signs. It may come from a a cold call you must did.

Yeah. You gotta be okay with you doing a certain to putting out a certain type of energy in one place, and it may not come back that way. I was okay with that. I was okay with selling my clothes, sitting on a box spring. I get it back, man.

Real hustlers already know what I'm talking about. We get it back.

Steve: What What about you? What was the like, what are the things that your personal or is these all these losses and setbacks in '17? These are personal? Yeah. What what what were some of your personal setbacks?

Lenny: Well, for me, you know, at at at this time that we're talking about, I was still traveling. So, So, like, my personal loss for me was with my family. And and that and and in the beginning, you know, you know, I was I was putting out bandit signs. You know, I was me and this guy was meeting at Starbucks. This is only on my spare time.

So this is only Saturdays and portions of Sundays. Because keep in mind, on Sundays, that was the day I traveled out.

Steve: Mhmm.

Lenny: So, like, me and this guy stay cohesive during this whole time. So, so yeah. I mean, I I in in the beginning, I took a family. You know, I had you know, when you're when you're doing this business, you know, in the beginning, you're starting off. You know, you have to like, there's there's gonna be somewhere that, like, there's gonna be an imbalance.

Right. You know what I mean? So for me, you you know, take it back. You know, my family, you know, that's first. You know what I mean?

But, like, at the end of the day, you know, I had to I had to do what I had to do for the business.

Steve: Yeah. You

Lenny: know what I mean? So that was the foundation. Like, we had a solid foundation. My wife supported me. Has she not supported me?

It would've never happened.

Keith: Yeah. Facts.

Steve: You know

Lenny: what I mean? So, like, it had to happen.

Steve: So you guys did you said 40 in your first year?

Keith: Five deals the first year. We did a couple $100. Yeah. 2018, we did a 109 deals. We did 1,500,000.

2019, we probably did about a almost a 120 deals. We probably did about 1,700,000.0. Yeah. And, this year, we just you know, the the numbers are still adding up. We're actually in the flow right now.

We feel good right now. It's a pandemic right now.

Lenny: A

Keith: lot of people saying, oh, this is the worst year ever. It's the best year ever. I'm a continue to claim that. I'm a continue to live there. We're gonna put in the work for that.

You know? Because one thing I learned is during the pandemic, that's when you see where the real hustlers at. Yeah. I feel I wouldn't even feel right if we weren't one of the best hustlers right now. Yeah.

You know? During the bad times, that's when you know who is who.

Steve: Oh, for sure. For sure. I mean, that's that's Warren Buffett. Right? Like, when the tag goes out, you're saying who's assuming without trunks on.

Keith: And and real quick, man. I know that, you know, we probably won't get into it, you know, about we made a 105 k and a little bit of change last week. Listen. That came from taking losses. Yeah.

You know, back in February, back back in March when the pandemic first hit, we only closed 15 k that month. Mhmm. A lot of people don't wanna talk about that.

Steve: Yeah. Yeah. You know, a

Keith: lot of people got stewed. They wanna make everything look pretty, but no. Everything ain't pretty. Mhmm. No.

You know, but guess what? One thing we did was recalibrate. We made the adjustments. We pushed back our second quarter meeting. We sat back, and we took a look at what was going on.

Yeah. And we requalified the cash buyers.

Lenny: Yeah. You know

Keith: what I mean? We seen what we had we need to get properties at. And after that, we just we continued on, man. Well,

Steve: I think that's a great point. Go ahead.

Lenny: There was times when me and this guy, like, we were sat in my office. Like and, I got a picture in my office that says sink or swim. It's a anchor with some diamonds around it. And, we had to sit there and look at that that picture and it's you know? And and after we had took a bunch of losses and we're like, well, look.

Okay. We can either we can either sink or swim. Like, what we're gonna do? You know what I mean? And that's that's really one of the things that, you know, me and this guy really, you know, we're willing to accept some losses.

And understand that losses, that's what gets you to the wins, man. We we increasing our capacity to understand, you know, what's really going on. You know, what's what this really this business really entails. And you're gonna take some losses, man. Ain't nobody in this business ever not took a loss.

Yeah.

Keith: And losses is just not money monetarily. Right? Yeah. You know, we lost five people during the pandemic. You know?

Yeah. Of course, some people may have been a fire. Some people, you know Staff? You know, yeah. We lost five five people as far as staff during the pandemic.

Steve: Just wanna make sure no one died in our prayers.

Keith: Guess what? Starting over. It's starting over sometimes. Yeah. You know, it seems scary, man.

It seems so scary at times.

Steve: Yeah.

Keith: Especially when you're talking about the pandemic. Mhmm. But man, when you get it together, it's like a slingshot. You go back and you go all the way forward. Man, we feel so good right now.

I'm so hungry right now. We did 100 last week, but I wanna do 100 every week.

Steve: Yeah. So let's talk about this this recalibration.

Keith: Yeah.

Steve: Right? So Marjorie said, you know, it was slow obviously for a lot of people. Slow.

Lenny: Yeah.

Steve: So what well, I guess typically, you know, in your business, like what do you guys normally do a month?

Keith: We do a little bit under 200 k. Normally. Yep. Yep. Normally.

Yep.

Steve: So, because you guys do like one one and a half in eight in '19?

Keith: Yep. And a half mil? Well, 18. 18. 19 will probably do a little bit more over 1 and a half.

Steve: Okay.

Keith: You know, and that's and that's and that's gross. That's not net.

Steve: Correct.

Keith: We're trying to figure

Steve: out a

Keith: way to, you know, to make the net over 1,000,000. So that's what we're working on right now.

Steve: Okay. Yeah. So somewhere in the low to mid hundreds Yeah. Consistently.

Keith: Yeah.

Steve: And then boom, 15 k. And what are you guys' overhead monthly?

Keith: About 30. Probably about what? As far as marketing, he he handles the marketing, so I kinda let him handle that part.

Lenny: Yeah. We spend anywhere from 30 to 50 k, and that all depends on, like, what our team can handle at that time. So, like, we like to keep our team, a little bit more than you know, we we we wanna keep them full of opportunities in the new untouched areas, what we call it. It's the leads that haven't been touched, prescreen leads. We prescreen all of our leads.

So we like to keep our team, you know, full of opportunities. And, based on that, where they're at at that point, that's how we decide, hey. Do we need to go ahead and spend this $15? You know

Steve: what I mean?

Lenny: So, like, that's gonna determine how much market we put out for the upcoming weeks.

Steve: Right. A

Keith: lot of people got trouble with getting leads in. That's not our problem. We we I feel like that we've mastered how to constantly get leads in. Mhmm. You know, everything is is filtered.

Direct mill is filtered. Yeah. RVMs is filtered. Of course, broadcast is filtered. Meaning that we got an answering service that take all the calls before they get into our CRM system.

Steve: That's screened.

Keith: Yep. Yeah. Which is Pat Live. You know, some people use Pat Live only for after hours.

Steve: Mhmm.

Keith: We use it for everything. You know, we want our people talking to the people who actually wanna sell, whether they warm or they hot. We don't wanna talk to nobody that's cold. We don't got time for that.

Steve: Yeah. Gotcha.

Lenny: They're at least warm.

Steve: So in March, you said 15 coming in and then 30 to 50 going out. So it wasn't it was a negative. Big negative.

Keith: Yeah. We lost. That's fine. So that's that's cool.

Steve: So then you guys had to recalibrate. Yeah. What let let's walk through that calibration. What did you guys do?

Keith: Man, I think that we got we had to put our hands back in.

Speaker 3: Yeah.

Keith: You know, a lot of people, of course, I mean, we all know the sexy thing is to delegate everything. Yeah. But who gonna who gonna step in when it get rough? Because sometimes, when you're talking about the pandemic and your team is looking at CNN all day, they're looking at you and say, hey, you know what, Steve? What you gonna do?

Mhmm. Mhmm. We leaning on you. Yeah. We got a family.

We got marriages. We had to get back in the game. Yeah. I'm okay with that.

Steve: So you started hitting the phones more? Yeah.

Keith: Sorry. Hit the phones more. Whatever situation I told him, bring me everything. Whatever situation you need to get handled, just bring it. I'm ready.

Yeah. And that was that mindset. And that's what's the turning point.

Steve: So you were gonna lose that we

Keith: end up losing, you know, in the middle of pandemic, we end up losing one of our dispo or losing our dispo manager. He had to get back in. He got to sell them like hotcakes. Yeah. Yeah.

We got to sell them like hotcakes.

Steve: Yeah.

Keith: Yeah.

Steve: So dispo left the industry, went to compete. What did your dispo guy do?

Lenny: It's it's it's family. It's a family deal.

Keith: Yep.

Lenny: This particular person had to move to another state.

Steve: Yep. You

Lenny: know, I had to step back in Yeah. And get back over to, you know, selling the deals, which I'm okay with that because that's what we did in the very beginning.

Keith: Yeah.

Lenny: You know, we always had roles. You know what I mean? I was over the market, and I was over selling the deals. So it's second nature to me. You know, it wasn't nothing for me to get back into business and, you know, sell these deals.

You know what I mean? Maximize on these deals.

Steve: Yeah.

Lenny: So it it was a easy transition. You know, we just had to get back in the business and we had to perform, you know, and that's what happened. You know, we just had to get back in the business and perform.

Steve: So you guys lots of people?

Keith: You know you know what I like about it? And I I don't mean to cut you off real quick. You know? When you get to a certain level, like now, like when you first start off, like, for people that's watching who knew, they might say, I wanna get one deal. That might be your goal.

But when time start getting a little funny, man, I need a 100 k right now. Mhmm. I need a 100 k in the next week or two. The only type of challenges I like. I wanna see how we can get a 100,000.

Steve: Yeah.

Keith: They give me a rush. They made me stay up at night. They made me can't sleep at 2AM in the morning. Yeah. You know what I mean?

Uh-huh. Man, go big. You know, I ain't gonna lie to you. A lot of people don't like Donald Trump. You know, period of the wild, I'm not gonna say I'm the biggest fan.

Mhmm.

Steve: But I

Keith: read in his book one time, he say, listen, we're gonna go big. Let's go all the way there. That's what we do. We wanna go big, man. I'll go home.

It's that simple.

Steve: Oh, definitely. I mean, I love that competitive fire.

Lenny: So 100%.

Steve: So we're talking about so you you lost some people. You had to get involved. You know, you rolled up six. You got involved. Did you guys adjust your business at all or was it only only staff?

Lenny: Absolutely.

Keith: How do

Steve: you guys adjust your business?

Lenny: Well, initially, you know, we're we're less manpower. We're more lean. So one of the things we did, when we went more lean, we were we were at that point, we were lacking in some areas in our company.

Steve: Mhmm.

Lenny: And a lot of that area was coming from follow-up. So we had actually added a virtual follow-up manager. We're looking to add more at this time, but, actually, from hiring that particular position, they'll hit the, the past due task, discovery, which we call discovery. Those people don't answer the phone after we initially try to contact them.

Keith: Mhmm.

Lenny: And, from that, we actually got a 25 k deal. You know what I mean? Yeah. Just last week that we just closed.

Keith: Yeah. Deal machine is everything, man. Yeah. Everything. You know, I feel like that a lot of people don't take advantage of deal machine.

We we gotta automate it. You know, if I go right now and put in a deal machine, we got a VA waiting to skip tracing and put it into the CRM system. Yeah. His own, in his own web form. Yeah.

You know what I mean? We're taking advantage of everything, man. We're not leaving nothing on the table. We need it all.

Steve: Yeah. You know? So did you guys scale back in marketing at all or your marketing was consistent?

Keith: Scale back. We had to scale back because the returns went there.

Steve: Yeah. So what what did you guys scale back? What marketing?

Lenny: So, it wasn't necessarily the marketing itself. It was more so about how much we spent. Yeah. Because if we continue to spend the same spend the same thing that we were doing previously, then obviously, it's gonna overwhelm three acquisition managers.

Keith: Right. Right.

Lenny: So, we don't wanna overwhelm our guys. We wanna market accordingly to what we have the capacity

Steve: But you can service. Right.

Lenny: So, that's that's about what it was. It was you know, we just wanna make sure that we we're not wasting money. You know what I mean? We wanna we wanna keep them full in the new untouched, but at the same time, we don't wanna overspend. Yeah.

So that's how we determine how much, like, you said, the range of 30 to 50 k. It all depends on where we at at that moment. You You know what I mean? So Yeah.

Keith: Yeah. I think that, I was just thinking about it. I know that, we we was doing a little little bit of text blast. We kinda scaled all the way back on that. You know, the the PPC, we kinda scaled a little bit back on that.

And, you know, direct mail, cold calling, RBM's bright voice broadcast, deal machine, those are bread and butter. You know? That's where that's where the revenue coming in at.

Lenny: Yeah. You

Keith: know what I mean? Like, we, you know, we was in, you know, Huntsville, Birmingham, Atlanta, Charlotte, and Houston. You know, Charlotte and Houston were in newer markets. Guess what? We're in a pandemic right now.

We need to go with what's working. Yeah. We're not taking that many risk on deals right now. You know, at one point, we had, like, 42 to 45 deals on the board. All of them didn't close.

We all know how it go.

Steve: Oh,

Keith: yeah. But right now, you know, we're 19 for 23.

Steve: Yeah. You know

Keith: when I looked last week.

Steve: So we talked about, you know, how you guys did a 100 k, you know, last week. Technically, I guess, two weeks ago. But let's just talk about, you know, it was a five deals. You sent me the hook.

Keith: Actually, it was last. It was last week.

Steve: Was it last week?

Keith: Yeah. It was last week.

Steve: Damn, man.

Keith: Last week. Like Babe Ruth. Yeah. Yep. Yep.

Yep.

Steve: So it's five deals?

Keith: No. Actually, I think it was like seven deals.

Steve: Seven deals. Alright.

Keith: Seven deals.

Steve: For everyone that's listening, let's just break down each of the seven deals. Where do the all those seven deals come from?

Lenny: Yeah. So we're doing a lot of, direct mail at this time. We're doing my personal favorite is voice broadcast. Mhmm. I love voice broadcast because that's very, very scalable.

You set up your IVR. You you cut off a lot of riffraff. And then, the ones that do press, you know, the one the the number that speaks to the representative

Steve: Mhmm.

Lenny: Those go directly to Pat Live, which is our answer service.

Steve: Yeah.

Lenny: When they get to Pat Live, they will filter them, cut off all the additional rental raft. And then at that time, you know, we only talk to the people that's really interested in selling their house. And if you think about it,

Steve: if you

Lenny: have a system in place where you're cutting off all the people that don't wanna sell, and you're only talking to people that wanna sell, like, you can really scale from that. Like Right. If if you can if if I know the the numbers that determine how many people, we need to get, how many how many dials that we need to make, how many contacts do we need to have, you know, how many people are those contacts that we talk to are interested in actually, you know, in our offer range and and how many offers are made. You know, if I know all these KPIs, if I know all these numbers, then I can scale from that. You know what I mean?

I can I can increase the amount of, voice broadcast or whatever marketing source

Steve: Yeah?

Lenny: That I put out. I know that, you know, exactly what I need to be to get to my goals. So it's basically just reverse engineering.

Keith: So KPIs is everything, man. We even got a KPI for dead deals.

Lenny: Yeah. You

Keith: know, every every, you know, maybe two to four weeks, we even recall our dead deals. We may have another acquisition manager. We may have the same manager. Guess what? A lot of people don't keep up with their dead deals.

We've got deals back in contract because it may have been a dead deal because the price is too high. But what about when you leave it when you leave a line of communication open with them? Mhmm. You know what? It don't work right now.

And listen. This is not my favorite thing to happen at this moment. It's not my favorite call to have right now, but you know what I'm gonna do? I'm a follow-up with you in two weeks just to see how everything is. If you sell it, then that's okay.

Yeah. I just wanna make sure that, you know, you get the service that you absolutely deserve. Yeah. You know, line of communication open is everything.

Steve: Oh, it absolutely is. So going back to those deals. So, voice broadcast.

Keith: Mhmm. Direct mail.

Steve: Direct mail.

Keith: Cold calling.

Steve: Cold calling.

Keith: That's simple.

Steve: So which, you know, for a lot of you guys, I saw a couple here like, man, I'm gonna start doing voice broadcast. So which service provider should they be looking for?

Lenny: For voice broadcast, we use miscommunications. And, the reason that we use miscommunications is because it's it's very scalable. Like, it's very cheap for one. And, you know, we can send out, you know, hundreds hundreds, of, voice broadcast per minute.

Keith: Yeah.

Lenny: And and you can kinda just scale accordingly

Steve: with

Lenny: you what you wanna do. So, that's that's the biggest thing, man. Just making sure that, you know, the company that you do use

Steve: Mhmm.

Lenny: Is, that is scalable. So for us, voice broadcast, it fulfills all all the things that we're looking. It checks all the boxes Yeah. For us.

Steve: I'm gonna do a quick pivot. Just this just came back to

Keith: my to

Steve: my Yes, sir. You know, we're talking about the closest Olympics earlier. Yep. You know? And we're talking about offline.

We got I mean, I had some of the funnest times in those group chats.

Keith: Great, man. It was it was awesome, man.

Steve: And, we're we're talking let's let's talk some trash. Right? Let's let's let's fire each other

Keith: up. Yeah.

Steve: And I called you out on a video. Yeah.

Keith: That was interesting. That was very interesting.

Steve: You did not seem to appreciate.

Keith: Yeah. I'm competitive, man. I'm competitive. And that's the reason why, you know, when it was time for me to go, you know, me and my guy, shout out to Adrian Salgado. Mhmm.

King closer, born closer.

Steve: Yeah.

Keith: That's why when I ain't really get the chance to I was more it's not even about winning or losing. Yeah. I wanted to display my skills. I know what I do. Right.

The people that follow me, they know what I do. Yeah. I'm not scared of nothing. I'm very, very fearless. So I get a chance to

Steve: Well, it's funny. Like, you're we're all, like, talking about, like, let's trash out. Let's trash talk. And so RJ was leading the cause. Oh, he was all, man.

Lenny: He was awesome.

Keith: He was awesome.

Steve: He was leading the cause. I was throwing a little bit, messing with each other. But you were, like, dead serious all the time.

Keith: Yeah. I think that I mean, for you, you kinda threw me off a little bit because you was different than I thought you were.

Steve: Yeah.

Keith: You was more competitive than I actually thought you were. Mhmm. And, you wasn't playing. You was very, very serious about it. When you called me out, it was funny, but at the same time, I knew, like, Steve is serious.

Steve: Like, he

Keith: ain't serious about this. And, me being competitive, I I I loved it, man. You know what I mean? I'm glad that we actually got a chance to connect that way, before even to get on the show because I got the chance to see who he really was, man.

Steve: So that

Keith: was dope.

Steve: That was that was a blast. I mean, I still remember. Like, I I think I don't know if we talked about this, but when, like, when Donnie, was cursing out Elijah's mom or aunt on that Classic. Zoom call, I'll never forget that.

Keith: That was classic. That was classic. Shout out to Donnie Ruffin, man. That was classic.

Steve: So, let's talk a little bit about, Carlos. Right?

Keith: My god, man. This is my brother.

Steve: Let's talk about it because

Keith: a

Steve: lot of guys are afraid to sign up for coaching. Yeah.

Keith: Right?

Steve: And you can we talk about and what I actually wanna ask you later on about, like, how how to discern how to pick the right coach.

Keith: Yeah.

Steve: Right? But at one point you decided to work with Carlos. Facts. Okay. Let's talk about that.

What attracted you to Carlos? Because there's a lot of guys out there.

Keith: Yeah.

Steve: What attracted you to Carlos?

Keith: Well, I've been knowing Carlos before we even before real estate. Right? I mean, I knew him because of real estate, but the way we got connected wasn't real estate. We used to do another business together, which is like a a pharmaceutical test strip business. And, you know, he wanted me to sing on the test strips, and he was gonna send me the money.

Where I'm from, you don't see nobody no product, you know, before you send, you know, the money. That was kinda weird. Yeah. This guy paid me my money, and I never even seen him before in life.

Steve: Mhmm.

Keith: So I knew that I can, you know, trust him a slight bit. Right?

Steve: Yeah.

Keith: And, after that, you know, you know, starting the all in group, you know, the the test strip group turned into the all in group.

Steve: Oh, really?

Keith: So, yeah. I remember when they first came up with the all in idea, you know, we was right there. And, ever since then, man, we just took off, man. I've been going to college since 2016. Yeah.

And, we end up sitting down with him in 2017 for, like, an hour and a half. You know, we asked him how can we scale up from 30 to 50,000 to, you know, a 100,000. It was simple. It was marketing. Put more money into marketing.

Then, you know, after we was did at 1,500,000.0 in '18, at the end of '18, we had to we know we had to get our office. We know we had to get a team. Right? Went back out there to Arizona. Well, we in Arizona right now.

He said, you know, we just fresh off the momentum event. He said, come back out here. I'm like, no, Carlos. We just came out there. What else could we learn from you guys?

He said, trust me. You come out here, catch a flight, don't pay me nothing, get the knowledge first, Pay me afterwards, which is very, very rare.

Steve: Wow. Wow.

Keith: We came down there. Me and Lenny both flew out. You know, they they told us, you know, a lot of company structure and what we need to do as we got into a new office. After we left on that Monday, I sent him the whole you know? And it and it was $20, by the way.

I'm a I'm a put it out there.

Steve: Yeah.

Keith: You know, at that time, you know, we paid the whole 20,000. We

Steve: don't set up. We don't set up.

Keith: Yeah. Price is growing. We didn't wanna short change nothing. But, Carlos, he always been, you know, a 100 the whole time, man. He's, like, a brother to us.

Sal, we was with Alex last night. I mean, you know, you know, it's just a big shout out

Steve: to them guys, man. We got

Keith: a lot of respect for him

Lenny: for sure.

Steve: So let's talk about because you've got a product. I've got a product. Yep. Carl's got a product. Facts.

Someone's listening to this show. How like, what should they be asking Yeah. Before they decide which coach because you a Yeah. There's a bunch of goons out there. Right?

Right. Like, who knows what they're doing?

Keith: Simple. It's very simple. Alright. Just like you do. Hoods.

Yeah. Hoods. You know what I mean? Mhmm. Listen.

It's different type of coaches. Different levels of coaching. Yeah. You know, just like just like basketball. You got your middle school coaches.

You got your elementary coaches. You got your NBA coaches. Yeah. So depending on what level that you're looking to coach on, to me, depends on your credentials. But if you're not in the business at all, you need to let that be known.

Mhmm. You know what I mean? Just like you're saying, oh, you know, if people weren't, if you weren't a funnel saying that, hey, this work for my business. If you don't really got no business, that's not, that's unethical. Yeah.

You know, that's unethical. Right. So, we pride ourselves. That's why when you ask for the hoods, I totally 100% respected that.

Steve: Yeah.

Keith: You know, and I feel like that people that's watching right now, if you're looking for a coach, ask for hoods. Y'all deserve that. Y'all spend your hard earned money. Why wouldn't y'all? Why wouldn't you when nobody show they hoods?

Yep. If they scared to show you their hoods, guess what? They'll let you know what you need to be looking for. They'll let you know that person ain't for you.

Steve: Yeah. I love it.

Keith: It's simple.

Steve: I love it. Elijah, like, it

Keith: A lot of people ain't gonna like that answer right there, but that's the truth, man. That's the talking truth.

Steve: I support that. Alright. So Elijah asked why Donnie did my auntie like that. Alright, man. Alright, guys.

Ask your questions. So let's

Keith: Anything, man. Anything.

Steve: So let's see what questions we got in here. But, yeah, that's always gonna be one of my favorite memories.

Keith: I think that's one of the biggest thing that's going on right now is that people it's so many coaches, and so many people that's trying to figure out, like, who I need to go with. To me, it's it's hugs. You know, if you're looking for somebody to teach you how to close deals, then to make sure they're closing deals. It's that simple. I mean, it's really that simple.

Steve: Nigeria Watson, you know, you guys are talking about KPIs. How many offers per contract?

Keith: It all depends though, man. You know what I mean? I'm the one in the company that really, you know, as far as, like, scorecards, acquisitions wise, I take a close look to that. Everybody is different in our company. Some people only need ten ten offers to get one deal.

Mhmm. Some people may need 19 offers to get one deal. So it really depends on that specific person. It's never gonna be the same that week. And, when we feel like that they're not meeting the goal that they need to hit, that's when we step in and we let them know doing our whims every single week.

Steve: You

Keith: gotta meet with your personnel. You gotta know exactly how they feeling externally and how they feel internally. We got a guy in our company, man. My guy, Anthony. This guy, man, he he done been through, like, two funerals.

His his father is sick. And, guess what, man? We as as the CEOs of the company, we gotta recognize that. You know, this guy can be suffering internally right now.

Steve: Yeah.

Keith: So we gotta make sure that we're thinking logically and not emotionally if something not going right. We gotta be able to go to this guy and understand what he's really going through. And I feel like that's very, very important. Yeah.

Lenny: And and for us, you know, we track all of our KPIs through Podio. You know, whatever CRM I feel like whatever CRM you use, you know, you need to be able to track the KPIs from that because that's real time.

Steve: Yeah.

Lenny: You know what I mean? So, you know, for what we do, we have we use KPI tiles. We track, you know, number of dials, number of contacts, number of interests, number of offer made. We track a lot of names.

Keith: Projected profit.

Lenny: Projected profit.

Steve: KPI tiles, is that like Plecto?

Lenny: Well, no. The tiles actually come from Podio.

Steve: Okay.

Lenny: The Plecto, we actually do use Plecto often when we're in the office and other team. You know, we run competitions throughout the office.

Steve: Yeah.

Lenny: Team run up to the board, see where they at, you know, where the numbers at. And, that's how, you know, we do sweepstakes.

Steve: Yeah. Because I'm excited because we're getting a new office, and we're gonna have Stoked. Yeah. We're gonna have Plecto set up for everyone.

Keith: Gonna have Plecto.

Lenny: That's important, man.

Steve: I don't want I

Keith: wanna know what to do without Plecto.

Steve: So Elijah wants to know how did you know Lenny would be a good fit? Because how important it is to find the right individual.

Keith: About it. It was that simple.

Steve: Mhmm. You know

Keith: what I mean? I look at action. I don't look at words all the way. I've seen through his actions that he was serious about it. You know, I prayed to god that I found somebody, you know, who was really, you know, serious just like myself had the availability.

You know what I mean? And this guy didn't have the availability that I wish he woulda had it early on. But his effort, it kinda overlaps his heart ability.

Steve: It's a heart.

Keith: This man ain't make no excuses.

Steve: Was it? Yeah. Rudy Tomjanovic, right? Like, never understand the heart of a champion. Exactly.

He never

Keith: made no excuses. I pull up to this guy house, you know, in, in vans, different real cars. You know what I mean? I remember one time I pulled up in the van. He didn't even know I ain't had no car.

Yeah. And I was scared to let him know I had no car because I thought he was gonna be like, oh, no. I ain't working with him. Yeah. I'm at the rental car place.

They say, listen. We ain't got no more cars left, but I got this van right here, dollars 10 a day. Everybody like, oh, no. I'm not, man. Listen.

Where the van at?

Steve: Yeah. Yeah.

Keith: Because guess what? You know, when you down and when you down and out, you ain't got time to think about what you want and what you don't want.

Steve: What choice do you got?

Keith: It's all about what you need.

Steve: So I'm gonna ask a question here and I want both of you guys to answer this separately. Yeah. I'm gonna start with Lenny. Yeah. No money, no connections, no leads, nothing.

What do you recommend to somebody in that position?

Lenny: Man, draw for dollars. It's easy, man. I think that's the the cheapest, you know, lowest grand entry into real estate. It's a draw for dollars. Look for houses that's faking, look for houses that's in distress.

DealMachine actually has a, you know, a capability in the within the app that you can filter them just for absentee owners. Man, that's that's gold. Yeah.

Keith: You know,

Lenny: you can see a house that's distressed and absentee. It means the owner does not live in the house at the same time. Let's go, man. So, and, you know, with that, I would also say that, you know, definitely, I would say, you know, keep going, man. Anything that you put if you put so many hours into a certain thing, it don't matter what it is.

You know, you're gonna you're gonna get some results out of it if you do it long enough.

Steve: Mhmm.

Lenny: But if you give it up, you never you never gonna give

Steve: it up. No. No. For sure. Yeah.

Lenny: All the energy that you put towards any specific item, you know, just keep going, man. Yeah. You know, that's all we did. You know, it it took me a long time to get a deal. You know, I didn't really talk about that.

But, like, it took me several several months to get a deal because I was only scheduling appointments based on the time that I had available.

Steve: Wow. It's tough. You know

Lenny: what I mean? So like It's

Steve: tough doing on the side. Keep going. That's a tough business full time. People underestimate how tough it is full time. It's tough.

Lenny: Think about this, Steve. If I would've never quit my job,

Steve: you know what I mean?

Lenny: If I would've never, you know, schedule my appointments based on the time that I had available, You know, I wouldn't I we we wouldn't be operating the multi I mean, you know, company. Yeah.

Steve: Keith wasn't screaming at you to quit your job. Exactly.

Keith: Yeah. I'm I'm risky, man. I'm so risky, man. You only wanna be around me. Yeah.

You know, somebody might come around me and say, you think I need to quit? You don't wanna hear my answer. You know? Because I believe in putting you back on the wall and get what you need to get. But to answer your question, definitely drive for dollars.

You know? You can get, like you know what I mean? I'm not telling nobody to do this, but I'm telling y'all to do this. If you ain't got no money, you can get you some free free, you know, subscriptions to REI Pro. Thirty days free.

Put that preforeclosure list, door knock it, you know, direct mail it, handwritten letters, save you some money. Mhmm. You know what I mean? I would say to do a lot of JVs with wholesalers that you look up to, and also be the boots on the ground for wholesalers you look up to to get in the field. So that way, when it's your time to shine, when you go to the properties, you're already warmed up.

Yeah. And I feel like that if you I don't care what market you in. If you're new to the business, be the boots on the ground for somebody that you look up to because eventually, you're gonna be in the same spot and they're gonna be moved on.

Steve: I love that. Someone you're looking up to. Brian Davila wants to know, how often are you training your acquisition guys?

Keith: Every day. I just told my guy when I was on the way here. I said, listen. Anything you have what you having trouble with? What's your struggles?

You gotta know your strengths. You gotta know your weaknesses. Mhmm. The only way you're gonna get better if you just put everything on the table. But I told you next week, we're gonna work together even more.

I'm passionate about that. Yeah. Not just because of money. I'm passionate because I know they I know they married. I know they got kids.

It's important for them to be able to provide for their family. You know what I mean? So I'm training every single it's not a day to go by that I'm not training. And I'm quick that I hop on the phone real quick because I love to show how it's done.

Steve: Yeah.

Lenny: Yeah.

Keith: Before we did the closest Olympics,

Steve: I was I was looking at some of your posts, and I was looking at, you know, you got your sales course. And I was looking and I was looking at the, what's the it's not syllabus, but, you know, it's a breakout. Right?

Keith: Or whatever You kinda let the outline.

Steve: Outline. There you go. Yep. Yep. Right?

I was looking and I was like, oh, man. This guy's got a lot of the same ideas,

Keith: you know,

Steve: the same, methodologies. Yep. So who trained you? Where did you get your training from?

Keith: Man, actually, man, we we just hopped in the field, man.

Steve: Mhmm. You know

Keith: what I mean? We didn't we didn't do the John Martinez. Mhmm. What's the other guy name? The guy that can't ride the bike.

What's his name? Sandler.

Steve: Yeah.

Keith: I never did Sandler.

Steve: Yeah.

Keith: You know, my my sales came from me being broke. Mhmm. You know what I mean? I I didn't even I didn't even think I didn't even think I was a salesman. Mhmm.

Steve: You know

Keith: what I mean? I didn't understand sales until early two thousand nineteen. Like, oh, okay. It's a method to this. Well, I took with everything I already knew.

Yeah. And that's when I say, you know what? Let me listen to these books. Never split the difference. How to win friends and influence people.

Well, that book taught me something, man. Never take nothing personal.

Lenny: I said it. I say this, man. You know, we learn through experience, man. Because at first, like, we didn't we didn't, you know, have partnership principles. Now we used to send out twenty to thirty k, worth of bandit signs.

I'm sorry. Postcards. Postcards. They go out to the to the mailboxes, and when we come in, we just fill them calls all day. Now we're making a lot of money with it, but, like, we had no systems in place.

Steve: It wasn't a business.

Lenny: It wasn't a business. But that's how we we really learned how to, you know, to be great. Like, we and it wasn't till then that we learned, you know, that, hey. We need some process partnership principles.

Keith: Yep. You know, when

Lenny: we had the partnership principles at that point, you know, so you you have twenty four hours in a day. So if we both collectively are doing acquisitions, dispositions, you know, marketing, everything together, that's only twelve hours a day. Mhmm. But if I'm able to do the dispositions, the marketing, you know, whatever I do, and he does acquisitions, transactions, and his thing, you know, we put the the time together. I'm not the smartest man in the world, but if we both put in twelve hours toward those things separately, that's twenty four hours in a day.

Keith: Yeah.

Lenny: You know what I mean? We're able to scale up quicker because we're we're putting our time in the correct places.

Steve: You know

Lenny: what I mean? So partnership principles is very, very important.

Steve: So where did you guys learn partnership principles?

Keith: I mean, we I mean, we had to learn it. I mean, we well, honestly, like, we had to learn it. You know, we had to separate our roles first and foremost. Right?

Steve: Mhmm.

Keith: That's very, very important. You know? Because at first, we was doing this. Like he said, we was doing the same thing. You know what I mean?

But once we say, you know what? Marketing, disposition, finances, that's what he was good at. We never really had to establish that and tell each other that because we already kinda was already in our roles. Yeah. Just like sales, you know, transact.

Anything that got something to do with, you know, whether it's going to appointment, locking it up over the phone, dealing with the title. I was already on that. I'm a people's person.

Steve: Yeah.

Keith: You know, I wanna talk to somebody. Please let me talk to somebody. Please let me hear it now. To answer your question, the way I got good at sales, let me hear a note. Let me be able to control my emotions.

You're not gonna be a good salesperson if you can't control your emotions. You gotta continuously stay logical.

Lenny: That's right. Yeah.

Keith: I'm telling you, man, because when you hear no 10 times in a row, you're not about to tell me they don't hurt you. You're not gonna tell me you're not thinking about, like, dang. Do I wanna quit? But guess what? If you keep going, you keep going, like, three, three from gold say you're gonna end up hitting something.

Steve: Some of the calluses I got, from from for, cold calling. Yeah. So I shared this before earlier today.

Keith: Like, one

Steve: of my first jobs out of high school was co calling.

Keith: That's good. That's good.

Steve: Man, I gotta tell you, there were some days where you just wanna go like, you wanna shoot yourself. Like, literally, it was just brutal.

Keith: So how was it for you emotionally? It was emotional for me. Like I don't know what to do.

Steve: Back then, back then for sure.

Keith: Yeah. Yeah.

Steve: I mean these days like rejections like whatever, right? Like, you know, self esteem, identity is like another level, right? When you're 40. But when you're 20, you really care.

Keith: I wanna say this real quick, Steve, but I wanna admire you on this real quick for the closer Olympics. One thing that I learned from you. Yeah. Right? A lot of patience.

Mhmm. You know, you wasn't emotional. When the guy was coming at you, you stayed logical.

Steve: Yeah.

Keith: So for people who are watching right now, that is so much that's so much gain within gain. Yeah. That if you learn how to stay logical over being emotional when a seller coming at you, you're gonna eventually be a great a great salesman. It's that simple.

Steve: Thank you. Yeah. And that that goes back to, you know, like, just having a positive self esteem, having a positive identity. Right? Knowing what you're doing.

I love that Elijah does affirmations Yep. Before his calls. That's dope. Right? You gotta have strong self belief because man, when you're on the phone, it feels like everyone's against you.

Keith: Yeah. It's a mindset thing. I gotta have it. Yep. I don't wanna deal.

I gotta have a deal.

Lenny: Yeah. See,

Keith: some people just say, oh, maybe I get it, man. I gotta have what a deal at? Yeah. I'm not I'm not about to eat. I used to tell myself back in '18, you know, I'm I'm not listen.

Until I get a deal, I'm not eating. Mhmm. It's that simple. You know, I'm not eating until I get a deal. You gotta challenge yourself.

Steve: Nick wants to know which specific list are you guys having the best success with?

Keith: That's easy, that's so easy. Which, what thing is happening? What are people having trouble with right now? People are not paying their rent. Mhmm.

You know, people are losing their jobs. Yeah. Yeah. Absentee owners, that's the best list out right now. Before the pandemic, they already was getting ready to evict some people.

Steve: No one's talking about a landlord bailout.

Keith: Man, I'm telling you. Absentee has been working.

Steve: Yeah. Easy. So Julian, has got a question, and I'm gonna answer this one first. I'm not a drinker. I don't love alcohol.

My my poison is sugar. So, like, for me Yeah. After a rough week, it's a butterfinger blizzard at Dairy Queen.

Keith: That's good too. I think my son I promise I'll get hey. Listen. I don't get the, the butterfinger, but my son, he like the Reese's.

Steve: Yeah. So how do you guys unwind after a rough week?

Keith: That's a good question, man. For me, man, I just I just like spending a lot of time with myself. It's like I'm a, extrovert, but I'm an introvert at the same time. Yeah. I might listen to some TD Jakes, Miles Monroe, reading.

Steve: Mhmm.

Keith: You know, reading whether it's a business book. I think when I read and when I get a chance to pray, that's when I feel the most power inside myself. Yeah. That's when I get a chance to reset.

Steve: Yeah.

Keith: You know, and spending time with my family, man. I'm a family guy, man. Yeah. I love spending time with my fiance, with my son. That's when I come back and that's when I got the best ideas.

And it's really simple for me.

Steve: How about you? How do you how do you handle a rough week?

Lenny: For me, it's man. Just keeping your subconscious mind full. That's always number one. I like to unwind with my wife. You know, we we always come together at the end of the day, talk about our day.

That's very important. You know, I'm genuinely interested in listening to what she has to say. Likewise, for me, you know, and you have to have the ability to to cut real estate off.

Keith: Thanks.

Lenny: If you don't cut real estate off and you just think about real estate twenty four seven

Steve: Yeah.

Lenny: You know, it's it's like you're neglecting some other area of your life. You know what I mean? So, you know, for us and he's the same way as me.

Keith: Yeah.

Lenny: And we pride ourself on that, and we push each other towards that. But we spend a lot of family time, man.

Keith: Yeah. We and

Lenny: and that's it's that's not I don't hear a lot of people talking about that, and I don't understand why. You know, we we we spend a lot of time with our families. You know what I mean? We're family men.

Keith: Yeah.

Lenny: So so yeah, man. As much time as I can get away from real estate, talk to my son, fill his mind up with good positivity. Mhmm. My daughter, you know, tossing her up in the air. She's only she's not even one month, one year old yet.

You know, that that gets me away from real estate. And, it it also helps me come back the next day refreshed and ready to perform at the best of my ability Yeah. The next day.

Steve: But, I mean, like, the challenges. Right? Because for us, deal's falling out. That's not a challenge. That's just business.

That's that's

Keith: just space. It's going

Steve: on. Right.

Keith: That's just space.

Steve: But five guys quitting on you. That's a rough week or a rough week. That's tough.

Keith: That's tough emotionally.

Steve: So how do you guys unwind from that? Like how do you guys You

Keith: know what? I think you gotta just turn into a different animal and say you know what? We're gonna start over. Yeah. We still got some people on

Lenny: the team. Conversation.

Keith: And let's start over, man. Real hustlers, they know. Sometimes you gotta start every real CEO may have to start over at one point in time.

Steve: Oh, yeah.

Keith: If you're not okay with getting all the way up to the top and coming all the way back down and have to go back to the top, then you ain't no real hustler, man. It's very simple. Yeah. You know, this is not the hardest thing I have to overcome in my life, man. I come from a certain type of environment.

That was the hardest thing for me to overcome. That's the easy part.

Lenny: Yeah. I

Keith: don't think about money all day. You know? Of course, we wanna, you know, be wealthy but guess what? I think about principles. What books I need to read?

I'm more interested in hearing what books Steve train read or what YouTube videos you you reading or you're looking at whether than you just telling me something. Don't tell me nothing just for free. Mhmm. I wanna know where you learned it at. Yeah.

That's what I'm interested in. You know what I mean?

Steve: Yeah. Get that.

Lenny: I'll say this. One thing that really helps us in our business is, is our quarterly meetings. So, you know, we meet every quarter, once a quarter, and, and and we'll have our team, hey. Listen. Bring all of your ideas to the table.

Bring all of your ideas. Any issue that you can think of, bring it. You know what I mean? Let's talk about it. Let's dissect it.

You know, let's let's, you know, discuss and and and resolve the issue. You know what I mean? And that's one thing that really really helps us, man. Like, we like, we we we're not making the calls. You know what I mean?

So we're able to see, you know, okay. What's working? What's not working? What can we do better? Like, they you know, sometimes our team say, hey.

Listen. We might need, you know, just for instance, more availability from you guys.

Keith: Yeah.

Lenny: And, we work towards that. You know what I mean? We gotta talk about the good, bad, and the ugly.

Steve: You know

Lenny: what I mean? So that's that's one thing that we we we open books. Yeah. So that's one thing that really helps us, man, and and continues to, get real time adjustments.

Steve: Yeah. I love it. Maria's question is, what is your daily rituals?

Keith: Wake up early. Yeah. Ready to go. That's where

Lenny: it all start.

Keith: Ready to pray. Mhmm. Ready to read. Yeah. Ready to write down your day.

Yeah. Ready to hop on the meeting. Ready to make the hardest calls of the day first.

Lenny: Yeah.

Keith: You know? Let's talk about that

Steve: because I

Keith: I think people make the hardest calls first, man.

Steve: People don't under don't understand the importance of that.

Keith: Yeah, man. Because at the end of the day, I mean, I was the same type of way. I wanted to drag everything out. I read this book called Relentless by Tim Grover.

Steve: Great book.

Keith: He dealing with Michael Jordan d Wade. He dealing with, Kobe Bryant. And get all the hard stuff out the way first.

Steve: Mhmm.

Keith: And I'll be lying to see her and act like them hard calls. I was just straight to him all the time. I wasn't.

Steve: Yeah.

Keith: But guess what? If you continuously pushing forward, you're gonna grow into that. You know, so we very very disciplined. I pride myself on being disciplined. You know, I think about everything before I do it.

I think about him before I make a sudden move. I think about my family. You know, I think about everything that we work for diminishing. Be disciplined. Wake up early.

Read a book. Make sure you're praying. Make sure you meditate. Write your day down.

Steve: Yeah. Because I learned that if I don't write

Keith: my day down, it's going to go all over the place and I ain't going to really get too much done. Yeah. Yeah. You know?

Lenny: Yeah. What about you? Yeah. Same thing, man. I mean, for me, my biggest thing is, if I don't write my day down, like, now I'm talking about ten.

It's not gonna be executed. So I make sure that I write my day down. I even time stamp it. You know? What I wanna do for that day, if I wake up at 05:30, you know, I definitely wanna, you know, before I even put my feet on the ground, I wanna thank the lord.

You know what I mean? Because that's our that's that's the first Yeah. Core value within our company is faith. You know what I mean? And that and that's why I'm thankful for a partner like this guy that thinks like me.

You know what I mean? So faith, I I thank the lord for another day, you know, and then at that time, you know, after that, I get myself together, and then I wanna make sure I go out, you know, and get a good workout in. And, I get a good workout in, get my day started. I wanna write my write down my day. Def definitely listen to listen to a lot of Miles Monroe.

Shout out to Miles Monroe, man. Real keen. He's how I start my day every almost every day. DD Jakes, whatever it is. I like to get some inspiration going.

And then, you know, I write my day now. You know?

Steve: Yeah. Yeah.

Lenny: At that point, it's still before our meeting. It's still seven, 08:00. I have everything that I have to do for that specific day. And then at that point, it's just a execution thing.

Keith: Yeah. Yeah.

Steve: You know

Lenny: what I mean?

Steve: Well, I think I love that what we're talking about because a lot of what we're talking about here is not some big secret.

Lenny: Right.

Steve: Right. All the successful people do the same thing. They've got a morning routine.

Keith: A morning. Yeah.

Steve: Right? They meditate. They pray. They read. They plan their day before the day started.

So I but I love it. I love that you guys are saying, like, it's not a secret. It's just Yeah. Just do this consistently. Secrets on here, man.

Tony Thomas or Tommy Thomas wants to know what strategy are you guys using to implement your virtual business to make sure you guys don't get backdoored, on your deals?

Keith: Man, I would say, I mean, we got good boots on the ground. We got great relationships with the sellers. Mhmm. If you're getting backdoored, I mean, you ain't build that trust that you need to happen. I just talked to a seller earlier.

Well, well, actually, it was yesterday, street called Piney Branch. The cash buyer had been reaching out to the seller and set up appointment for 10AM. I wasn't happy about that. You know what I mean? I instantly told the seller, hey.

All communication go through us. He is one of our financial partners. We don't say it's a cash buyer, but he is a financial partner, and everything must go through us. And we called him. And then he actually gave him a call and told him about it.

Lenny: Yeah. You

Keith: know, it can happen at any time. But guess what? If I didn't have a trust with this specific seller, if I wasn't adding the specific benefits to the seller that needs certain type of things, they got to the back door that's easy and could've got the deal off. Yeah. So I would say build up trust, man.

That's very, very important.

Lenny: And I'll say this, you know, for us, one thing that we do, we we set a lot of expectations within our company. You know, one thing that we like to do is, you know, we'd like to send out a company policy, to our to our buyers. Let them know, hey. Like, whatever the circumstances is for that particular deal, whether that is, they're paying all closing costs, whether they're responsible for the clean out, you know, earnest money is five k, you know, whatever it is. You know, we set the expectation upfront.

Steve: I love it. You know

Lenny: what I mean? Of course, you're gonna have people that's still unethical.

Steve: Mhmm.

Lenny: You can't control that.

Keith: Yeah.

Lenny: But that's instant removal from our buyers list. You see you see

Steve: what I'm saying? Yeah. We got a very quick blacklist. Yeah. Yeah.

Keith: I wanna say this real quick too, man. I wanna just drop this out there for everybody that's watching. You know, one thing that's been working for us, you know, of course, it's been absentee on the list. It's been cold calling, but this specific strategy right here, seller hold back. Most of our properties, if not have, has a seller hold back involved.

Steve: Mhmm.

Keith: Where if the seller wants a 100,000, we give them 90,000 upfront, you know, two weeks well, basically, in two weeks, we may give them two extra weeks to be able to give them the rest of the funds, which is 10,000. And then, you know, that's just been helping us out, man. I sell a holdback. That's I'm talking about half of our properties. We give somebody some funds upfront, close on the property, and give them additional time.

That's very important, Rene.

Steve: Yeah. Why do you think that is?

Keith: Because I think the situations people are going through. You know, people are not working right now. You know? People are trying to find a nest destination. So it's important for somebody to be able to get the funds upfront.

Yeah. And some people are older. They can't move as fast.

Steve: Mhmm.

Keith: So guess what? That's a part of being a problem solver.

Steve: Yeah.

Keith: And we take pride in that.

Steve: We've been doing more, releasing earnest money.

Keith: Yeah. See what I'm saying? Yeah.

Lenny: Exactly. And the biggest thing with that is, man, we stay involved with the transaction the whole time. So even though we've already received our assignment fee, we still have the integrity.

Steve: Right.

Lenny: To, hey, assist the buyer, assist the seller in whatever they still need, within the transaction, man. That's very important, man. You gotta be ethical in this business.

Steve: While you're maintaining the relationships too.

Keith: Facts. Exactly.

Steve: What, Noel Challenger wants to know what's the best mindset book?

Keith: Oh, I like that mindset book. And I won't be on that. I say Bible, Proverbs.

Lenny: Yeah. Yeah.

Keith: I was right. Like, what I like to do is I like to listen to Proverbs every time I go to sleep. Yeah. I want, I wanna feel something. I don't wanna just read something.

I wanna feel something. Yeah. I wanna feel God inside of me at all times. I want him to tell me when I'm wrong, when I'm right. You know, it's been Proverbs, man.

I've been reading Proverbs lately, Ecclesiastics. A lot of people gonna say a business book, but I I feel like when you get in that Bible, man, you feel a certain type of way. So that's just my answer.

Steve: If you look at, like, they did a survey, right, all the most successful, people and consistently the top two books was the Bible Okay. And Think and Grow Rich.

Keith: Yeah.

Steve: So, actually, real quick, you know, we're talking about relentless. You know what surprised me?

Keith: Understand.

Steve: What Tim Grover said was the most athletic person he he coached. Do you remember who it was?

Keith: Was it d Wade?

Steve: It wasn't d Wade. Barkley. Wow. Barkley. Barkley was like while he was, you know, after a surgery, he was still in a cast

Keith: Yeah.

Steve: And he was still dunking off of one leg while wearing a cast. Man, Barkley, you know,

Keith: I think Barkley was most impressive about him. When he came into the lead, he was a certain amount of weight. And, he end up, you know, getting on a a certain type of diet and working out, end up slimming down, man. And that really helped his career.

Steve: Well, he got fat, so he wouldn't get drafted by the Sixers. Exactly. Elijah wants to know, what are you guys' next steps? What are you guys transitioning to? What's the next move for you guys?

Keith: I would say, man, a lot of more passive income, you know, a lot of, you know, we wanna get into the development field as well. You know, of course, we wanna be able to touch as many people. I like what you say. I wanna create as many millionaires as possible. Yeah.

It's always the mission. Our course, you know, we just sold, you know, well over a 100 copies of our course. No funnels.

Steve: Mhmm. We

Keith: haven't ran a funnel since we did the webinar when we first introduced it. It's not a good thing, of course. But it just lets you know, man, word-of-mouth is everything. So I would say probably just touching more people with the course.

Steve: Yeah.

Keith: You know, and just, you know, we got our two day transformation coming up next week. We wanna teach people how to actually, you know, build businesses up. It's a lot of, you know, courses out on how to get into wholesaling. There's not a lot on on how to scale up to possibly 6 figures a month for somebody.

Steve: Yeah. How can they find out more about that?

Keith: You can you can you can reach us on Instagram. As far as the course, you can DM us on Instagram, Real Estate Diddy, D I T T Y. I got a Linktree in my bio, Master of Acquisitions one zero one, Facebook. We got the Linktree in the bio. So, if you're looking to purchase the course, you can reach us there.

If you're you're looking for the two day transformation, you can always shoot us a DM. So that's that's fine as well. We actually got a website that's being worked on literally right now. So, you could just reach out to us for right now. We're very, very active.

Alright. Good serve.

Steve: So I'm gonna wrap this up so you guys gotta come up with your final thought, and I'll just make a couple of quick announcements. So guys, we had, I think, a 180 people last week on our call for the productivity training. And, we're doing part two tomorrow at 03:00 my town at 06:00 eastern. You guys are interested, disruptors.com/time,time. So last thoughts.

Lenny: Yeah. So I'll say this, man. Like, whoever, you know, whoever's in this business, whoever's looking to inspire to do this business, you know, just keep going, man. Because, like, I swear, like, it was times when I was on the railroad, you know, and I've I just really felt discouraged. Like, I had people telling me, like, listen, man.

You ain't you're not about to do real estate. You like, you swing a hammer every day. You know what I mean? So, like, it don't there's no excuses, man. If you just be persistent in what you do and you continue to keep God first.

You know what I mean? That's so important. And, and and just keep your subconscious mind full. That's that's that's the biggest thing, man. Because if if your subconscious mind is full of people that's that's talking to you at work and not with align with the vision that you're going, you know, you you're gonna be stagnant.

But if you still if you're continuous continuously growing, continuously learning about the things that you're looking to do, You're consistently putting work towards what you're trying to do. You're gonna eventually get to your destination. And and when you go all in, there's one thing we didn't talk about. When you go all in with what you're trying to do, which means either you quit your job or whatever that is, you it's a certain amount of blessings that you're gonna get from that. So don't be don't be scared to, not only just quit your job, but just to have faith.

When you do quit your job and do things like that, now god what you're doing is you're showing god, hey. I got faith in you. You know what I mean? So, like, when you give god the more faith you give god, you know, the more he's gonna give into you. He toss you a crumb.

That's that's that's a lot.

Steve: Yeah. You

Lenny: know what I mean? So, like, that's for us for us. Earthlings, that's a lot. So, man, just keep the faith, man. Stay focused.

Keep your subconscious mind full. That's very, very important in this journey, man. It's not always gonna be, you know, even me and this guy, we don't always have conversation over coffee and donuts. Right. You know what I mean?

Like, sometimes we have some hard conversations that we gotta have. Yeah. But this is business. You know, we understand that. But at the end of the day, we both have the common task of achieving our goals and what's best for the company.

So that's gonna be a part of it, man. So I just say just stay focused. Don't let don't let nobody to allow you to get off your block.

Keith: Yeah. Yeah. Awesome. It's simple with me. Some people wanna win, I gotta win.

You know what I mean? You know, it's a different mindset. If you wanna win, that mean you I don't really have a man, I gotta win. It's that simple. Some people wanna win.

I gotta win, and that's what I'm aiming for. You know? It's that simple. If you wanna learn about sales, hit the link in my bio. Mhmm.

It's that simple. You know? Whether you get it or not, we're gonna keep rolling. And we'll keep doing exactly what we say we doing. You know what I mean?

If you wanna if you wanna come to the two day transformation, you wanna learn the blueprint, you know, I will say 6 figures a month. We just did it in a week. Mhmm. You know, we did a 105,000, almost a 106. We had another week.

We did 98. Yeah. Next week, right now, we probably almost do a 100 again. It's simple, man. If you wanna learn about it, hit us up.

If you don't, it's okay. Keep grinding. Yeah. Much love and bless us.

Steve: You know, I like, what I've said before is some people, you know, the world happens to them. But it's like you, you happen to the world. Facts. Alright. It's gonna happen.

Keith: I want it, man. I want it.

Steve: Yeah. So if someone wants to get a hold of you, how do they do that?

Keith: You can get a hold of me again. You know, Facebook is Keith Everett junior. You know, you can, DM me. You can reach out to me. You know, Instagram is real estate Diddy.

I actually just went viral on Twitter. I had, almost 22,000 likes of a post I did off the 100 ks that we're talking about now. It went viral, 22 k, likes. Real estate diddy on Twitter. It's that simple.

Reach out to me. I mean, I'm not I'm not the type of guy. I'm not booed you or nothing like that. You talk to me, I'll talk back.

Steve: Yeah. You

Keith: know, if you come at me and you're just asking for something, you introduce yourself properly, I might not hit you back. It's that simple.

Lenny: Yeah. And for me, Facebook is Lenny Harrell Junior, in Instagram. You can follow me at real estate underscore integrator. And, I'm dedicated to posting a lot more content. I've been talking to this guy about that a lot.

You know, I just I'm looking to add more value to the community, looking more to add more valuable to to value to everybody that's listening to this podcast. Shout out to Steve, Steve Train too, man. Appreciate you. Thank you.

Keith: For having us on the show. Man. We posted content, man. If I get one like, I'm good. I get one comment, I'm good.

We ain't gotta I'm not looking for twenty, thirty, forty, fifty. Listen. If one person feel it, I feel it.

Lenny: Yeah.

Keith: That's all I care about, man. That's what it's all about.

Lenny: Yes, sir.

Steve: So

Keith: that's what we're looking to do. Awesome.

Steve: Alright. Well, thanks guys for coming. Yes, sir.

Keith: COVID nineteen right now. We got COVID nineteen.

Steve: Thank you guys for watching.

Speaker: Yeah. See, we real estate disrupt us. Can't nobody touch us. And yet we about to give you game. Shout out to Steve Train.

Will it say disrupt us? It cannot touch us. And, yeah, we about to give you game. Shout out to Steve Train. Jump on the Steve Train.

We about to give you game. Already ass flowing through my veins, and you don't have to look no further. See right here, you're gonna learn everything. Shout out to Steve Train. Jump on the Steve Train.

We real estate disrupt us. See, we real estate disrupt us. Can't nobody touch us. And, yeah, we about to give you gas. Yeah.

See, we real estate disruptors.