Hunter Runyon on Wholesaling From 18 Years Old to 80+ Per Month

Steve Trang: Hey, everyone. Thank you for joining us for today's episode of real estate disruptors. Today, we have Hunter Runyon with Keeley, and he's here to share how he started wholesaling on his eighteenth birthday and is now handling the daily operations for Keeley. If this is your first time tuning in, I'm Steve Trank, broker and owner of Stunning Homes Realty, founder of the OfferFast Homes app, the only app you need for wholesaling. And I'm on a mission to create 100 millionaires, so let's connect on Instagram.

And again, as a reminder, I will be speaking in Dallas next month. So if you guys are interested, definitely check it out. Be sure to use my code so I can, work with you to create your own personalized blueprint. If you're excited for today's show, please give me a wave, give me a thumbs up. And, I don't charge a dime for this show.

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That way we can all grow together. And don't forget, this is a live show. So please post your questions for Hunter to answer. You ready? Awesome.

I'm ready. Okay. So what got you into real estate?

Hunter Runyon: It's a good question. I think when I was younger, I had a I had a really big interest in architecture and construction. I didn't really care so much for entrepreneurship or residential real estate, but I really, really loved architecture. As I got older, I did learn though that architects don't make very much money, and I didn't really wanna go to school, and I didn't work with somebody else. So I was okay.

What else could I do? I ended up getting more interest in business, and then I learned about, like, okay. Well, rehabbing houses seems really fun. Mhmm. But that requires money.

And I was like, okay. Well, how do you get money to do that? And I learned about wholesaling. I learned a lot on bigger pockets. And I was probably about 16 at the time.

Mhmm. And so I figured

Steve: out when you were 16.

Hunter: Yeah. Yeah. I was. Yes. And so my mom put me on a BiggerPockets.

Like, you just look there. They have a lot of knowledge in real estate. So I figured out pretty early on, like, I was 16 when I realized, like, okay. That's what I wanna do. So, you know, when do I wanna start this?

How do I start this? And the biggest thing is, like, okay. How can I sign a contract? I'm not an adult. Mhmm.

So I was like, okay. I got I have the

Steve: Technically, you could.

Hunter: You're gonna

Steve: be an avoidable contract.

Hunter: I learned this later that there could have been a loophole. But at the time, my only option in my brain was, okay. I gotta wait till I'm 18. So what should I do in the meantime? It was basically a lot of research and learning.

I've you know, there's a lot of people in Phoenix that obviously teach that here.

Steve: Mhmm.

Hunter: End up figuring out what Clever Investor was. And it was super funny. My mom actually sold, Cody Sperber's wife furniture, like, twice. She was like, I know who they are. And so she messaged them.

This this was, like, three or four weeks before I turned 18.

Steve: Mhmm.

Hunter: And she's like, yeah. When you say 18, just have them sign up. Like, who are we ready to go? Who do really great? And then I signed up for that, and it's been off the races since.

But

Steve: So on your eighteenth birthday, you signed up

Hunter: for the birthday? It was on my eighteenth birthday.

Steve: Yeah. Wow. That was your birthday present to yourself or your mom's birthday present?

Hunter: That was my birthday present to myself. Yes.

Steve: Alright. So you started 18. What was your first transaction?

Hunter: My first transaction was actually it followed three months later. It was really quick. I was super blessed. It did not take me long. So I started, like, March 8, the day of March 8.

And I set up, like, the LC and all that fun stuff, and I learned all about deeds and all that fun stuff. I didn't know writing contracts. I did a round of postcard marketing, which didn't work. Mhmm. Right?

That was not working at the time. So I was like, well, that didn't work. What else can I do here? And, like, okay. Well, maybe you should try meeting some of the wholesales and selling some of their houses.

And this is where my niche where I really found my niche was, like, okay. So I need buyers to do that. So I'll stop focusing on anything else, but I'll just focus on buyers. I'll find buyers. Then I ended up selling a house, like, a little over three months.

It was, like, three months and four days after I started.

Steve: So you're saying you built out a buyers list

Hunter: Yeah.

Steve: Yeah. Before getting your first deal.

Hunter: Correct. Yeah.

Steve: Yeah. You're

Hunter: It was I changed the shift to, like, within the first three weeks of signing up for that mentorship with Clever. I really made a shift to, okay. I'm gonna focus on actually building buyers. Nothing other than that. And then I will sell other people's houses, and that will be my my avenue.

I wanna go that path.

Steve: So you decided, like, a few weeks Yeah. That you did around postcards. That didn't work. Yep. Screw this.

I'm gonna be disposition guy. Yep.

Hunter: I wanna be dispositions.

Steve: And then so you built out your buyers list.

Hunter: Yep.

Steve: And then after you built out your buyers list, you found what did you what what was the next step?

Hunter: I found I started, like, networking with other wholesalers here. Right? So a lot of it was done through, like, Facebook groups or things like that or Craigslist even. Like, there was a lot of people posting on Craigslist at the time their deals.

Steve: Mhmm.

Hunter: So I called them, like, hey. Like, I have buyers. Mind if I try selling this? And I introduced myself. But that was my that was my approach.

And I the buyers list, I definitely built it for a long period of time, but I started it in that period of, like, after three weeks of starting.

Steve: So there's this thing, right, that that happens in our mark in this industry

Hunter: Yeah.

Steve: That is generally frowned upon, which is selling other people's deals. Yep. So were you, like, forwarding other people's deals and attacking your fee? Or at first, yes.

Hunter: So at first and that that is where, like, adversity hits you. Right? Okay. What do I do here? Because now this isn't working because I'm getting flack Mhmm.

For marking up someone's house isn't selling. Even though I get one or two every once in a while, it's causing a reputation damage, and the list unsubscribed right, and it's bad for poor. Mhmm. So my next approach was, okay. I'm gonna find someone that I can, like, make an actual working relationship with them Mhmm.

To where they're like, I offer a service and they pay me for it. Yeah. So that was that didn't happen though for about six months. Oh, it was probably six, seven months into being dispositions Mhmm. For me to find them, to build a rapport with them, and to show value that, okay.

Well, we can pay Hunter because he's worth it.

Steve: Okay. Yeah. So then how did you develop your buyers list at that time? Right? Because you're, like, 18.

Like, what the heck do you know? Yeah.

Hunter: No. That that's a good question. The the biggest thing that I did was, honestly, Craigslist to start Uh-huh. Was really, really great. And I don't I don't know.

I haven't done it in a long time, so I can tell you the quality of buyers still on Craigslist. But at the time, it was really good. And, also, BiggerPockets, I learned about tax records and, like, cash transactions and fun things like that. So, you know, we went down that road. The biggest thing was, like, once I got them, I was able to keep them by keeping rapport.

I was very good at following up, figuring out what they needed. I was good at collecting data on what they told me and rec keeping record of that and then giving it exactly what they wanted Right. When I got it. So that that helped a lot. So I didn't have to get as many as, let's say, you know, someone else would have.

That's just mass blasting.

Steve: Interesting. Yeah. Okay. So, only a few weeks or a few or or a a few months into your first wholesale deal. What was that transaction like?

Because you normally, right, you get this nightmare scenario with the seller. So your your your first experience must have been totally different.

Hunter: It was. So the seller was obviously handled by the original wholesaler that got under contract. I sold it to this guy. It was funny. He was a really he's a really, really nice guy.

I sold more houses to him as well, but he's got a thick accent. I didn't know what I was doing. He didn't really know what he was doing. He's a doctor normally. He owns, like, five, physical therapy practices.

Steve: Okay.

Hunter: And he just buys houses on the side. And so it was his first wholesale he ever bought. And so I sold it to him.

Steve: It's the first wholesale I've ever sold. So for him, this is, like, this

Hunter: is just

Steve: how it goes.

Hunter: Yeah. Yeah. It was. Right? And so I had get help running the contract from the original wholesaler.

He writes it up for me, sends it over. I made an awesome $500. It was great. Totally worth it. And so we're it's like I'm like, cool.

It's done. I open escrow. He gets earnest in, and I'm done at this point. I didn't know anything about managing escrows or title or any of that fun stuff. Right.

I get a call from the guy the day of closing. He's like, hey. So no one's heard from the buyer, like, one time. Mhmm.

Steve: I was like, what

Hunter: do you mean? He he put escrow. And he's like, no. No one's heard from you. You need to call him and get him to send lender docs or cash or whatever he's doing.

Call him and get him to close it because it's today.

Steve: Wow.

Hunter: And so and he was really nice too. So, like, I keep straight walking through the call. I called the guy, and I was like, okay, dude. So I was supposed to close the day. And he goes, what?

I'll phone right now. And he hung up, and he closed. Yeah. It was, like, it was great. I was super blessed that this guy was paying cash Yeah.

Cash Yeah. And that he was really, really cool and was like, I'm on it. And he just closed it. Wow. But, yeah, it was fun.

It was I thought, like, the whole, like, two week period of the close that it was gonna be going fine. Didn't have to do anything.

Steve: No. Not the case. But I think a lot of new wholesalers

Hunter: Yeah.

Steve: Do kinda have this impression, like, oh, yeah. I got a buyer. I got a seller.

Hunter: Once earnest is in, I'm done. Right? I sign I sign it away and they handle it. Yeah. And the responsibility is no longer mine.

Steve: Right. Unfortunately, that's not really true.

Hunter: Not as if

Steve: it didn't go well. What were some of your early struggles?

Hunter: Yeah. I think my one of my biggest early struggles, like, a personal one is thinking that everything needs to be perfect. Mhmm. So, that would get in my way a lot of, okay. Well, I want to, like, you know, I wanna build the CRM, put the data in.

If I can get the data perfect, then I'm just gonna focus on that. And then once I'm done, then I'll sell houses. Mhmm. I think that now, like, looking back, it'd been much more beneficial for me to just push the envelope until something breaks and then fix it. Right?

Like Right. Just to get out there and sell houses is more important than trying to make everything perfect on the back end. It so that was one of my biggest struggles. Another one would obviously be, like, a thought in my mind that could come too young, right, which is also one of the reasons that I pushed toward, a disposition model as opposed to a seller model. Mhmm.

Because meeting sellers, it can really destroy some confidence if you're young or so I thought at the time. But I think there's some big misconceptions in my mind.

Steve: Right. Just some limiting beliefs.

Hunter: Yeah. Limiting beliefs.

Steve: So the part where you're talking about, having to be perfect Yeah. Is that still a struggle today?

Hunter: Oh, it's always a struggle because I'm an affectionist. But Yeah. I now I'm more able to be aware of it Okay. Where it's used for fun, where it's not.

Steve: Yeah. Because I think you're you have analytical mindset. I do. And that's just one of our Yeah. It challenges.

Yeah.

Hunter: It's a gift. It's a gift gift that can become a curse of taking too far. Right? So you

Steve: have to know

Hunter: the limits of what is good and then what is not good.

Steve: Right. So Yeah. Like, 90%. 95%. That's good enough.

Hunter: Yeah. Exactly. It also depends on the capacity, like, of what you're doing at the time. Like, if you're selling houses, you should focus on selling houses because doing data work doesn't make you money. And if you have employees that are helping you in the process of selling houses or doing data work, well, you're screwed.

Steve: Right. Yeah. Okay. And then you tried flipping at nineteen.

Hunter: I did. I bought my first house at nineteen. So how was that? It was it was an adventure. I did it with a a partner.

I, like, used all of my money as a down payment pretty much. Mhmm. And then she was supposed to cover the rehab well, most of the rehab. Mhmm. And then she got in a pinch.

And so we we bought the house in August. We tore it apart pretty quick, like, by ourselves. Tore it apart by ourselves. What year was this? This was 2015.

Okay. Yep. This is August 2015. We bought it, like, the hottest day of the year, I swear. And so it has Sawtayo tie.

We're, like, jackhammering it all up, and and there's no AC on because you can't suck the dust in. Right? So it was just hot. It was horrible. But it was fun.

So we tore it apart. After that, she had another project going on, so she kinda got distracted with that, and I didn't know what to do. So we just sat there for, like, a month doing nothing. Like, this is bad. So I went over there and started working on it by myself learning.

It took forever. I think we didn't finish rehab until December, like, eighteenth. Mhmm. And then what did we do? Like, not, like, total new people listed it December 18.

Okay. So then all of the, like, all of the new energy we get from houses branding this on the MLS, gone. Right. And so then we're waiting and waiting, and January goes by, and we finally sell it the February.

Steve: Mhmm.

Hunter: But, no, it was good. I think the we we didn't make much money. I overstayed myself for eight months or whatever that would be Mhmm. Or six or seven months. And yeah.

Steve: And that's how you became a flipper.

Hunter: Yep. And that's when I decided not to become a flipper. It's much more fun to sell houses.

Steve: Okay. So I think one of the really important topics here is, limiting beliefs as far as being too young.

Hunter: Because Yeah.

Steve: You know, at my brokerage with all the agents, we have a lot of agents. I mean, I think our average is 29, but we have a whole bunch of people between, 19 Yep. And 29. Like, that's a really big chunk. And if we look at our demographics, our analytics here, the average age is between 25 and 34 that's watching the show.

So, that said, there's this mindset or there's this limiting belief. I'm too young. I can't do this. Yeah. So talk about how if, like, whether you had it and with when you said you did, how did you overcome it?

Hunter: I don't think that it's worth hiding. I don't think you need to hide it. I think that you can carry yourself with a certain maturity Mhmm. That it'll negate the fact that you are young. Yeah.

I mean, for starters, depending on how you speak, you can come off as very young on the phone or very old. Everyone thought I was very old in the flight. Thought I was 30 years old on the phone. Right? Yeah.

Nobody knew. In person, they would see that I'm young, but because I already built up that rapport and I had the reputation of being, you know, mature for my age Yeah. That was never an issue. They didn't see me as, like, okay. He's young, and he sounds young, and he acts young.

Steve: Mhmm.

Hunter: I think a lot of it is the way that you want to portray yourself to the world. And if you do that in an immature way Mhmm. Then you're going to have a little bit of flack or a little bit of resistance because of that. But if you really are I wonder if you're yourself with older people, you're going to to pick up on their traits. Mhmm.

It does help. But I think that, that carrying yourself in that way will really negate the fact that you are young. It it's it'll

Steve: So acting as if you're 25 or

Hunter: 25. Right. Like, forgetting the fact that you are young and and remembering that, like, age is really just a number

Steve: Mhmm.

Hunter: And that depending on or just, like, you can make anything happen that you want regardless of your age. Right? So I can have a conversation with you, and it can be about things that you don't care about and maybe are, like, kind of immature, or I can try to speak with you in the same level and learn and try to grow in the same things that you are. Right. Yeah.

And then I provide value that way.

Steve: Absolutely. Yeah. And then one of the funny stories I heard from Jamil was that when you were getting started, you used your mom's Facebook account to reach out to him.

Hunter: I did. Yes. That's which is awesome. I love that it was to Jamil. That's the best part is, like, now that Jamil got it, and then now we work together every day.

Right?

Steve: But Yeah.

Hunter: It's funny. No. She, my mom was really great. She helped me a lot in her spare time. I was off to doing it on my account too, but hers got much better, response.

So I definitely utilized hers more than I as much as I could.

Steve: Right. So you would message people as pretending as your mom pretending to be Yeah. As you pretending to be your mom. You are correct. Yes.

Hunter: And you do it sometimes too in her in her free time. But, yeah, it works well.

Steve: And so talk about that. Like, what was that, exchange like to people?

Hunter: With them? Yeah. It was it was a very templated conversation. So it was it was, like a reach out template. They would respond.

I would respond, basically. Yeah. So it was never any, like, corresponding.

Steve: It was, like, you know, have has my son reached out to you? What

Hunter: Yeah. No. It was funny. They, some people thought yeah. They thought, like, great.

Like, I know your mom. Okay. So there's people there's so many people that know my mom because of that. Mhmm. And it's so funny.

And she's friends with them now. And she, like, corresponds with them, and she does, like, nutrition stuff. And she talks to them. It's hilarious. So Yeah.

She actually has friends from it, which I think is funny. So yeah.

Steve: Okay. So Millennial Investor, that was so what you started wholesaling. You did a flip. And then when did Millennial Investor come about?

Hunter: Millennial Investor came about 03/08/2014.

Steve: So it

Hunter: was the entity that I started right when I began. Mhmm. And so I used that entity from basically March 8 all the way till 12/07/2016.

Steve: Okay.

Hunter: As that's when that's the range to which I worked for myself before I formed Kiwi. But

Steve: Okay. So what were your responsibilities, you know, with millennial investor? What did you what did what did it do? Yeah.

Hunter: So I think my main, responsibilities when I was doing Millennial was keeping I was had a few relationship with wholesalers here in town, and I didn't want anymore. I wanted to utilize those fully. So I wanted to be like Josiah, was a good example of one, but I had a few other ones. So I just focused those three. I had three of them.

I'm like, okay. I'm gonna make do everything I can to sell these guys houses.

Steve: Mhmm.

Hunter: So I'm gonna keep working on relationships always. And after that was, okay. I wanna build a bigger buyers list, and I wanna improve the quality of it. So I wanna have a lot of data on these people of what they're really looking for. So when I get something, I can be very targeted and sell it right away.

Yeah. So and then after that was, obviously, selling the houses. I would do the email glasses and, like, taking the emails or the text and selling the houses. Yeah. So those are, like, those are my three focuses with So finding buyers.

Yep. Finding buyers. Refining them. Finding and refining buyers

Steve: or

Hunter: maintaining the wholesome relationships and also doing the selling. Okay.

Steve: Yeah. And then, how did you promote like, how do you find the buyers? I I think you reached out to me on LinkedIn and Facebook.

Hunter: Yeah. So a lot of it is, like, a lot of it was groups. So I think I saw you on a group somewhere. Or, like, you're probably involved with a LinkedIn group and a Facebook group, is why I reach out to

Steve: you there.

Hunter: Right. A lot of I did really well on Facebook groups posting ads on Craigslist and on Facebook. Mhmm. I never did reas because I was introverted, but I think that reas would be great to do it. And also tax checkers were great.

Mhmm. And then

Steve: also

Hunter: getting other people's email list and then, like, seeing what they're blasting. Like, that seems cool. And I'll reach out to you and then be like, hey, Steve. I noticed you bought a you blasted out a house. Mhmm.

Steve: You know,

Hunter: like, I have houses too. I have buyers you're interested in, you know, maybe letting me try to sell one.

Steve: Right.

Hunter: Right? And so or, like, are you interested in buying more or whatever it might be?

Steve: Yeah. So and then one thing that you shared with me before was that you because you were, you know, there was you're a little self conscious because of your age, you did a lot of calling and texting.

Hunter: Yeah. Yeah.

Steve: So talk about that.

Hunter: Not even calling, but just texting, emailing. Yeah. So I sold my first so I I every house I sold in Manila, but at least the first 70 houses I sold, I never took one phone call. I met one person, like, in person ever. It was, like, my voice mail so you called me.

I literally let the call go to voice mail, which led you to text me. And if you didn't text me within, like, a few minutes, I would text you. Mhmm. And then I would email you. But I would never take a phone call and I'd never go in person.

Steve: So you you wholesale 70 properties?

Hunter: Yeah. The first 70 were all

Steve: And you didn't call one person? Nope.

Hunter: Nope. I didn't start calling till I met Josiah. And then he's like, hey. Let me tell you how to do calls. They're better.

And I'm like, I don't know if they're better. They're much faster. But Yeah. Yeah. It did work.

I sold, like, at least the first 70 houses that way.

Steve: Okay. So you sold your first 70 houses, texting only.

Hunter: Yep. Then after that,

Steve: how many did millennial investors sell in total before you joined forces?

Hunter: 70. The first it was I sold 70 houses flat in millennial. Okay. Yeah. The first two years in the

Steve: So then when you partner with Josiah Yeah. Is when you started actually picking up the phone.

Hunter: Yeah. Because Josiah Josiah is, like, an amazing salesman. Right? He I mean, he's he's very good on the phone. He's very he's very good people.

And so he's able to it's, like, so into me, like, how how to properly do it. Where I was more introverted and reserved, he was the opposite. Right? So we we play everything pretty well there.

Steve: Okay. So how do you connect with Josiah?

Hunter: I met Josiah when I was I was a student for a club investor, which is an industry company here. And Josiah was I think he I don't know if he was working for Cody at the time or if he was already partners with him in his real estate business. Mhmm. I met Josiah through there. We didn't really hang out too much for the first year that I met him.

So this has been 2015 now, and we started going to a, like, a young Christians group at church. Mhmm. Hung out there, and then we started our own little morning bible study, which Josiah, because he's Josiah, decided to do it six in the morning. Yeah. So I made it, like, one third of the time.

Mhmm. So we did that. But after we after those bible studies, him and I started going to coffee every morning. Yeah. And then that with or, like, it was every Tuesday.

So every Tuesday, we go to coffee, and we'd hang all day. And that went from being just Tuesday, then it was, like, also Monday, and then it was also Wednesday, and it was Thursday. And next thing I knew, it was every single day Monday through Friday.

Steve: You know,

Hunter: morning tonight, just I and I were working together.

Steve: Mhmm.

Hunter: And we really started to slowly morph into that, like, sort of friendship and business relationship.

Steve: So his post about, you know, are you gonna, hang out? Are you gonna be texting your girlfriend the whole time? Yeah. Are you that girlfriend? Is that what that is?

Or You know? No. No? Okay. Yeah.

So when he was

Hunter: Josiah had the girlfriend at the time.

Steve: Okay.

Hunter: Yes. Which he was not going to.

Steve: Like, he was always texting. Yeah. Yeah. Okay. So then

Hunter: But, no, that he is referring to me in that post. Yes. You're right.

Steve: Okay.

Hunter: Yeah. Yes.

Steve: So then, after that, you guys then decided to kinda merge. Yep. You and Josiah, not officially, but pretty much.

Hunter: We were liking this this weird thing of, okay. So we're two separate things. Mhmm.

Steve: But

Hunter: we're working to the same goal, and the line's murky. Like, okay. So Josiah and I help each other things. He would sell house, and, like, he'd pay me rides to house, and I'd pay him because we were working so so closely together. Mhmm.

Steve: Like,

Hunter: I was handling a lot of I was helping Josiah with a lot of analytical things, all the paperwork, all the escrows. Josiah was doing a lot of the sellings, helping me take calls, working through, like, test situation with buyers or whatever it may be. He was also getting in all the houses. Mhmm. So because he was working with Jamille.

Yeah. And and so, like, our line, we were different things, but we were it was a very, like, thin line of what was not one and what was not.

Steve: And then, eventually, you also merged with Jamille Yep. And became Keely.

Hunter: Yep.

Steve: So what prompted that? Because you already had, obviously, company. Yeah. What encouraged you to do that?

Hunter: Yeah. So in May 2016 is when Josiah and I decided, like, okay. Like, we're we both have what each other like, we're both good at different things. Mhmm. We each have different things that each one of us needs.

So, like, let's work at a more, like, uniform capacity and try to help each other out here. Just I already knew Jamil. I did not judge Jamil this time at all.

Steve: So I

Hunter: think Jamil knew who I was once. Like, he knew who I was. I reached out to him. And I also sold one of his houses. I went through somebody else.

So he kinda knew who I was. And so we're like, okay. Well, we get a lot of houses from Jamil. Like, let's stop focusing on everything else and just focus on Jamil's because Jamil gets so many houses because he's so good at networking, eating so many people to give him houses. Mhmm.

Right? So we were like, okay. Let's focus on Slang's most houses. Let's help him perform, and let's build a really good really good relationship with Jamil. So that started May 2016.

Steve: Mhmm.

Hunter: And that went on all the way up till December when we actually, like, formed. But I by that time in December, it just made logical sense. It it was we were so intertwined. Mhmm. And so we're lining to it.

Like, we did nothing else with anyone but ourselves.

Steve: Yeah.

Hunter: We were every single day was just us. Right? We were partners, but not but not legally. Yeah. So it was really easy on December 7 just to, like, make it official.

Steve: Okay. So how would you say, you know, in your words, how is your operation different than all the other peers in town?

Hunter: Yeah. So I think there's a few things. The first one is our, like, internal our internal I don't wanna say processes, but our, like, our culture and then also, like, our employees. We have lots of really we've been in this for two years and two months ish now. Mhmm.

And no one's quit. Right? So we have really skilled people now.

Steve: Yeah.

Hunter: And a lot of I think a lot of other hostiles here, like, they lose employees. Like, employee turnover or even just in general, industry turnover is really high. Or burnout. Yeah. Burnout.

Right?

Steve: Mhmm.

Hunter: And so we don't have that problem. So when Kevin you answer when Kevin, like, picks up the phone, Kevin's been selling houses for two and a half years. Mhmm. He's really experienced now. Yeah.

Right? And so, like, we have a very healthy culture where, like, Kevin gets to thrive and also, like, people will also get to thrive, and he does a really good job just because of, you know, all that experience. So I think that's one thing that makes us different in terms of, like, internal internally. It's really just keeping the employees.

Steve: Yeah. Yeah. Yeah. Kevin was shocked to find out that we that he got traded for Costco membership. Oh my gosh.

Yeah. That was, we I texted him on on Monday. It's like, hey. You work for us now.

Hunter: You work for us now. You just signed the contract over. It's like a signed he just has to go work for you now.

Steve: Yeah. Yeah. Jamil hadn't told him yet. So he's like, what?

Hunter: We can't lose Kevin. I'll fight for him.

Steve: Okay. So you're, again, you know, going back to this point about being different. So culture, obviously, but, you know, you guys have this way. Like, your your wholesaling business Yeah. Is different than everyone else's whole business.

Yeah. So what role, like, you know, you guys kinda have, like, this middleman type?

Hunter: Yeah. I think so yeah. I'm thinking of what it I'm trying to figure out how to answer your question about there's, like I always kinda put it in, like, okay. So an agent, like, provides a service. Right?

Steve: Mhmm.

Hunter: I think a lot of wholesalers provides provide a service and they may sell, like, you know, five, ten, 15 houses a month. You can do a lot that way. We took the approach of trying to take a more corporate structure Mhmm. That provided a really, really, really good type corporate structure. It was very organized.

It take a lot of volume. That was kind of our approach. So instead of taking the I have a client kind of approach, we took a, okay, overall scheme of, like, we can be a big corporation type of approach. So I think, like, setup wise.

Steve: Yeah. Well, what I like about what you guys do is that, you know, like, you look at a lot of companies, a lot of wholesaling organizations in town. Right? You got the cold call. You got the acquisition guy.

You got the distribution guy. And you guys are just basically a Record disposition.

Hunter: Yeah. Company. Yeah. Right? Where

Steve: a wholesaler calls in you guys Yeah. For the property and then you guys move it. Yeah. And then within that structure, you got Jamil, the pretty face. Right?

Pretty face.

Hunter: Yep. Everyone loves Jamil's face.

Steve: Yeah. And his beard. Josiah, who does a really good job of of it looks like from the outside looking in, like creating a company culture

Hunter: Yeah.

Steve: And then you managing the day to day operations.

Hunter: Yeah.

Steve: In fact, there were a couple of times where I was asking Jamil, I was like, look, you know, why don't you guys move all everybody over at Sunny Homes Realty. We're gonna use my title company, this and that. And he's like, I like the first half of that, but, Hunter will not let go because he's got his systems in places systems in place where, like, with with with this escrow officer and this system. Yeah. So talk about what does your system look like?

Where what is your role within Keeley?

Hunter: Yeah. I think it's funny because, like, changing anything with Kiwi too is it can be difficult because you're moving so much volume now

Steve: Mhmm.

Hunter: That if the change is not coming, okay, this is gonna be a lot of work. And then if the person is not good, it could be very bad. Yeah. But, yeah, my position is I handle like, so I handle all the logistics of, like, a business, like, payroll and finances

Steve: Mhmm.

Hunter: And legal stuff, all that fun stuff. Right?

Steve: I was saying you're never talking about disclaimers.

Hunter: Yeah. Exactly. Right? Like, I handle the disclaimers, and I make sure I do quality control and make sure that people are, like, getting what they need or that their jobs are right or that they're there on time. Whatever it might be, I do all that fun

Steve: stuff. Mhmm.

Hunter: Like HR? Yep. Like HR. Right. And we have a lady that does HR for us, but I'm very much involved.

Mhmm. Especially because we're, like, we're definitely have employees now, but we're not at a point where we have, like, five HR people.

Steve: Right? So 11 employees? We have 36. 36 employees.

Hunter: Yeah. 30 Right.

Steve: We don't

Hunter: have we don't have, like, 11 HR people. Right? So Yeah. Like, there's only one, and she needs help. Yeah.

So a lot of us I wear a lot of different hats. So I help with, I set up all the, like, the CRM the CRM processes, what data to collect. You know, I do a lot of templates and the email templates, things like that. I handle all the title work. I've helped train the escrow officers, like, for our process.

Because we do so much volume, it's really cool to have an escrow officer that just knows us. Mhmm. And then, like, they know we can trust they know that I can trust them and that they can trust me and vice versa. Right? Right.

And so when something happens, like, okay. Cool. No worries. Like, push aside. We do the next thing.

So I I'm in charge of all that stuff. But

Steve: Yeah. So you don't build out the podium.

Hunter: I I don't do the actual work because I'm not I'm not that nerdy. But Yeah. We have a few tech guys that are really good at that. I come with a lot of ideas, and then they make it, like, actually work for me.

Steve: Gotcha. Yeah.

Hunter: Yeah.

Steve: And then you kinda shared with me earlier, like, Josiah's Law is pretty much, like, the visionary.

Hunter: Yeah. He's pretty much the ideas.

Steve: And you're the integrator. You make it happen. Yep.

Hunter: I keep it I keep it together. Like, he'll set the course, and then I keep us on the course.

Steve: Yeah.

Hunter: I'm interested to put it.

Steve: Yeah. Because we're talking the other day where, like, I'm the impatient one. I've got all these ideas. Like, let's get it done, done, done.

Hunter: That's Josiah.

Steve: And that's Josiah. Yeah. And my my cousin Wayne is like, no, guys. We gotta do this right. We gotta do that anyway.

Hunter: That's literally Josiah and I. We'll get in, like, we'll get in these debates. We're going back and forth, and we'll, like, we always settle on the happy medium. That's great. Yeah.

Yeah. It's a perfect, like, like, counterbalance.

Steve: Yeah.

Hunter: It's awesome. Because if it's just him, like, he can go too far. I can go too

Steve: far. Right.

Hunter: Right? It's it's just funny. It's a good balance. We do really well together.

Steve: Cool. So how much. Is Kegley doing right now as an organization, units per month?

Hunter: We're averaging between, like I think the last I checked, our average was 70 if I just did it, like, an average of 72.25 a month.

Steve: Over how many of

Hunter: That was the previous three months of December. So we had, like, in or of last year. My bad. So we we started off last year hitting 75 sold Mhmm. Which that was up from being, like, 55 at the beginning or at the 2016 or 2017.

So 2018, we had, like, 20 more houses. Mhmm. Well, okay. That's insane. But then we dropped back down to our what was our average, and then we worked back up there through the whole half of the next year of last year.

So now we're averaging, like, 72.25, which is an average of those, like, final months. Mhmm. And that's that's the average we're holding steady now.

Steve: Okay. And that's in how many markets?

Hunter: That is in that was all those houses were sold in either Phoenix or Orlando. Majority Phoenix.

Steve: Phoenix and Orlando.

Hunter: We did a few in Tampa. So, like, they're Florida's definitely picking up more now. Mhmm. But the majority of that time was because we started Florida the 2018.

Steve: Mhmm. And

Hunter: it took us it was a learning curve. So it took us quite some time to actually get the point of running there.

Steve: Yeah.

Hunter: And now we're getting to a point of we, like, figured out title, and we got a bunch of earnest disputes and how the contracts work. Could've been a good title company. I can go on. But, yeah, it was it took a while for us to learn we're really getting those kinks worked

Steve: out. So there's a lot of people that love virtual wholesaling. You know? Yeah. It's kinda funny.

I look at the analytics for what's how people are finding my YouTube page. Okay. And virtual wholesaling is one of them. Really? Right.

Which is interesting because we don't really talk much about virtual wholesaling. So if someone wanted to virtually wholesale, like, what bits of advice would you give them? How to sell something in Florida, from Phoenix, or Yeah.

Hunter: Vice versa? It's honestly not that much harder.

Steve: Mhmm.

Hunter: The only thing that's more difficult is learning the cultural difference between Florida and Arizona. Because there's a there's a people culture different in how you communicate, so you have to figure that out. Two is, okay, contract law and, like, what is what is, like, the standard there. You don't know going into it. So, like, I know how an earnest dispute works in in Arizona.

Didn't know how it worked in Florida. Mhmm. I didn't understand how the contracts worked. I didn't understand how escrow worked. Even little things like calling an earnest deposit here is an escrow deposit there.

If you call earnest, they're like, what? So that that that the biggest thing is, like, getting intertwined and working really hard and figuring out the the nitty gritty thing so you sound like you know what you're doing.

Steve: Yeah. That I

Hunter: think that's the biggest thing. Otherwise, you're killing confidence when you call a buyer and you say something that's totally off, and you're like, what? Yeah. And then also learning the areas. Like, learning how when someone says I want a house, you know, in, like, winter wood or whatever.

But they'll be like, hey. Well, where in the heck is winter wood? I don't even know if that's good. Right. So you have to do a lot of market research to really to figure out, okay, what's, what's good, what's bad.

Yeah. Okay.

Steve: Like, I

Hunter: didn't know about seawall. We didn't know that okay. Well, Florida has seawalls. Arizona doesn't have anything similar to that. What the heck is a seawall?

Steve: No. We're like we

Hunter: we just build the houses up a little bit so if it rains, it doesn't flood.

Steve: Oh. Yeah. But like Makes sense.

Hunter: Yeah. But so it's like we didn't know all these little things. Mhmm. And that really hindered us a lot.

Steve: So, I mean, obviously, you're you're going to other markets, so you're learning those lessons. So what lessons have you applied in Florida from Florida Yeah. That you're applying in the next markets? Yeah.

Hunter: So I think when we roll into our new markets, one mistake that we made was because we did have a scale that wasn't just us going there. Like, if it was Jamil and Josiah, it'd be different, but we hired employees and put them in those new markets. Mhmm. But we didn't put anyone experience there.

Steve: Hired locally. Hired locally. Yep. To handle over there.

Hunter: To handle over there. Right? And we have to we have one person that is a driver there that he'll do a lot of our showings, and he'll do awesome. But he does a lot of our showings and all the pictures and stuff like that. So we need one guy there, and then the rest of them are here in Arizona.

Steve: Okay.

Hunter: If it was just Sinai's starting, it would have been different, but we hired employees. And then when we put them in Florida, we didn't have a good system to teach them. Right? There was no one experience there. We're in we're in Arizona.

Like, if we wanna sell a house, like, Walker was like, Walker can help out Jesse or whoever that may be. Right? Mhmm. In Florida, that was not set up. So they're spinning their wheels trying to figure it out when it took me years and Josiah and Jamil years to figure it out.

So the going experience respond having to be responsible for that market and those employees that are put there, and his job is to focus on figuring it out. Right? Because if we put Jamil there, he could sit there and he could figure out Orlando really quickly. If it's a new person with no experience, it's gonna take them some time. Yeah.

And time is not a friend. So I just spent time doing that is not a good

Steve: like a good So you say an experienced person? A person that's experienced in the Phoenix market?

Hunter: Correct. Yeah. We'll take someone that we like, has done the work for us here. Right? And then we'll we'll have him start actually working on establishing that new market Mhmm.

With those new employees and making that, like, his baby so that he can really, like, water it to grow. Right? So he can make it work. Interesting. Yeah.

Yeah. That was that was I think that was our biggest thing because we didn't have a good communication structure internally

Steve: Mhmm.

Hunter: To handle the volume of, like, newbie type problems from Florida that we're not used to in Arizona. Right. Right? So it overwhelmed us. So we have to really have a good communication structure of leadership and then also putting someone experienced over that responsibility that'll be very focused on making it work.

K.

Steve: What were some of the newbie type problems?

Hunter: A lot of stuff I already mentioned too, but just, like, verbal things or, like, not not being able to figure out, okay, how do we find suppliers? Like, I could sit down. I could figure it out. Right? But the new person like, it took me years to to get good at that.

Right?

Steve: Person that's not experienced.

Hunter: Yeah. Yeah. So, like, oh, I've already done this. Right? I know how to do this.

We're like, yeah, they're asking me or Josiah. We're already busy, so it's taking us longer to get back to them, and it's just delaying the process more and more and more.

Steve: Right. Gotcha. That makes sense. So Jamil shared a funny story, in one of our in one of our masterminds about, all the all the stereotypes in Miami being true. Because you guys were in Miami for, like, a minute.

Hunter: Yes. We were in Miami for a minute.

Steve: And then you guys pulled out Yep. Because of stereotypes. Yep. Wanna share some of those stereotypes?

Hunter: Yeah. I guess stereotype the biggest one is that everyone's a criminal. Right? That everything's fraudulent and that everyone's scary, basically.

Steve: Yeah.

Hunter: And, yeah, it was it was interesting. And, also, like yeah. We didn't have the best success at, like, getting people that were capable of doing their end of the deal, if that makes sense. Like, a supplier being able to okay. Well, we sold your house.

We're like, well, what do I do now? Like, sign a contract. And then ten days go by, and they would never sign the contract. And we'd lose it literally because the person wouldn't sign and just disappeared. It was the weirdest thing ever.

Really? We sold multiple houses, and another went through because the person just would not sign the contract. That's weird. Yeah. I was like, what are you doing?

Steve: So one one of the, things that, Jamal brought up was that you never knew where the money came from

Hunter: Yeah. Which is

Steve: a little bit of cause of concern. Yep. And then I don't know. That was your guys' house or another wholesaler, but someone getting shot opening a door.

Hunter: Oh, I don't remember this one. I don't know. There's so many there's so many stories that I can't keep them straight. But it would not surprise me if that was a story from Miami.

Steve: Yeah.

Hunter: Yeah. Tampa and Orlando were great.

Steve: Right.

Hunter: Yeah.

Steve: Yeah. No. I hear Orlando. And I

Hunter: think that there's

Steve: a lot

Hunter: of options in Miami too. It just needs to be tackled differently. Mhmm. We weren't ready for it. So it's it's a it's a massive city.

Right? So it requires us to restructure, take the experience we learned from doing the northern cities in Florida Yeah. Reapply that back into Miami eventually in the future. But Right.

Steve: Yeah. So are there any particular marketing techniques that works best for you?

Hunter: In regards to what?

Steve: For I mean, for you guys, building your buyers list, building your wholesaler database? Because you guys are marrying the two. Right? Yeah. So is there any one thing that you guys like to do that's worked best for you?

Hunter: Yeah. On the, on the supplier side, that's definitely Jamil's baby. Right? He's like something he's very good at. And I like, you obviously wouldn't say it right.

He's like, that is Jamil's forte. Mhmm. With with buyers, it's a lot of the stuff that you would I mean, you would think of. Right? Like, you wanna click on data, find a lot of cash transactions.

You wanna do run a lot of ads even on Craigslist and Facebook and LinkedIn, all that fun stuff.

Steve: Really? Yeah.

Hunter: And then eventually, you get to a point though where, like, where, like, a momentum gets in your side. Right? And word-of-mouth at that point is actually worth something because, like, we'll keep these good deals, and agents are referring you, wholesaler's referring you, whatever it may be. Mhmm. People are just it's naturally building.

So Yeah. We're at that point now where people, even the floor a little bit, like, we're getting to that size where people recognize us. Really? So yeah. That's pretty cool.

Yeah. I think that's that's the target. So you just you have to stay very, consistent in it.

Steve: Right.

Hunter: I used to don't lose the focus or don't think that, like, okay. I got I got five buyers last year. That's good enough for me. Like, I gotta stay pretty consistent, stay proactive at it. And, eventually, when you get momentum, you'll realize when you have it, and then you can, you know, you know, you can reap that reward.

Steve: Right. And I thought it was, interesting. I went to a probate auction, and I'm going there.

Hunter: You know the great place. Yeah.

Steve: Yeah. Another great place. And I'm and and I'm there, and I'm about to bid. And, like, oh, yeah. The highest bid is Keeley.

I was like, shit. Do I wanna go against Keeley?

Hunter: No. You don't. Never.

Steve: No. So, so that was interesting. So I'm like, I'm calling to you. I was like, dude, what the hell? Like, I'm buying this house.

Why are you buying this house? That's hilarious.

Hunter: That's so funny. I love Phoenix because it it's it's a very tenant group. Right? So you cross through a lot, and it's fun. There's a lot of cool people here.

Steve: So do you guys pull any data?

Hunter: We we definitely we pull transaction data. So we or we wanna figure out the the finance type. Right? So we wanna find well, like, when we go into markets, we wanna find hard money lenders. Obviously, you can refer this to our buyers.

Two, we wanna find buyers.

Steve: Mhmm.

Hunter: So that's kind of the data we focus on there.

Steve: Yeah.

Hunter: Yeah. And, of course, we do, like, market research data to figure like, what houses they're selling for and all that fun stuff.

Steve: But Right. Do you guys do any kind of skip tracing?

Hunter: No. Do you guys have any cold callers?

Steve: Nope. No. So when you guys are following up with these hard money lenders, like, who's making the introduction then?

Hunter: I guess that could be considered, like, a a cold call. I wish I wouldn't consider it because they are a company. They're used to people reaching out to them for their service.

Steve: Yeah. I guess that's true.

Hunter: So I wouldn't really consider that one too much of a of a cold call. Yeah. With with the buyers, it's done in a way, like, we'll find them, like, online or something. Right? And we'll reach out, like, hey.

You know, like, I know she bought houses. We try to do it in a way that's organic, that is natural. Because if you just put someone on a list and you

Steve: blast

Hunter: them, they're they're unsubscribing. Right. Right?

Steve: And they're

Hunter: gonna, like, report you. Yeah. So you just you have to organically build that relationship. Yeah.

Steve: Because I get those. I get I get the the voice Yeah. It doesn't work. Right? Voice mail.

I get the I get it in the mail. I'm like You have

Hunter: to do it organically. Yeah.

Steve: It all goes in the trash. You have

Hunter: to do it organically. You have to present yourself as a person. Like, oh, that guy's that guy can provide some value. That's cool. He seems normal.

So yeah.

Steve: Who's in charge of your KPIs?

Hunter: Two of our employees and our officer are in charge of it. Okay.

Steve: What are some of the major KPIs that you guys track?

Hunter: Some of them are obviously, like, units sold per month. Mhmm. Units sold off the app.

Steve: Mhmm.

Hunter: And then the c and then also, like, how many houses we're getting from suppliers in. Right? Like, or, like, new sources. Yeah. So we're very simple.

I don't focus much on the KPIs, but, you know, there's just some of them that we focus on. And also, like, getting houses closed on time is one of them. Yeah. Things like that.

Steve: Right. Makes sense. That's that's an important one.

Hunter: It is. Right? Because we're doing high volume. You need things to come in and out. Because they get stuck and most of the time you have, like, 90 pending houses, and then that's a problem.

Steve: That's a major problem. Oh, yeah. For sure.

Hunter: And because it sounds like a good thing, but if they were closing, that's when you get paid, and there's no problem after that.

Steve: Yeah. So so, Matthew wants to know what marketing channel do you use? So I think it was Hard Money Lenders, right, was the marketing channel you guys, like, have the most success with. In regards to, Whether building a buyer or a seller list.

Hunter: Yeah. So not a we we would take hard money lenders for the for the purpose of referring them to our buyers. Mhmm. But I think one of the best ones that I used or, like, was, like, pulling data for, like, cash transactions or hard money. I guess, yeah.

So hard money transactions as well. Right?

Steve: Yeah.

Hunter: Even those people are buying for investments. Right. Yeah. It's like what you're saying now. Do

Steve: you guys have any, like, services you guys offer besides the wholesaling piece?

Hunter: Not currently. No.

Steve: Okay. And then roughly, like, overhead, what do you guys spend roughly?

Hunter: I'm gonna have to defer that question back to Josiah since he deferred that to me in his podcast.

Steve: Okay. What resources, are are you guys finding to be most useful for you?

Hunter: The app.

Steve: The app?

Hunter: Yeah. The app tool.

Steve: Talk about that.

Hunter: The I think the reason the app works so well is because it pings your phones. Like, I don't know. Like, an ad notification has a different effect than an email notification. And a

Steve: lot of people have

Hunter: their emails turned off because they're getting blown up by a lot of things besides just houses. Mhmm. The I think the house app, because it is just houses and people know that's all they're going to get, and they can set, like, a very generic target range when they get a notification. Like, okay. Cool.

They open it. So that that is like, a third of our our sales last month have shifted from we used to do almost all email and text.

Steve: Mhmm. Right?

Hunter: It was, like, very large majority of email and text. I think it was 32% or 33% of our sales last month went were from the app

Steve: Mhmm.

Hunter: Which allows us more marketing room on the emails and text because as well as houses

Steve: to work.

Hunter: Alright. So I think the app tool has been very, very beneficial

Steve: to us.

Hunter: Okay. Yeah. I think that's our biggest because, obviously, everyone does email. Everyone does text. But Yeah.

The app has has been great. Alright. Yeah.

Steve: It

Hunter: needs some improvement, but it's been great.

Steve: What CRM tools or systems could you not live without?

Hunter: We would die without Podio.

Steve: Okay.

Hunter: So And so, like, so Podio has, like, the back end globey flow, right, that helps it flow. Mhmm. So I don't know how to do the flows, obviously, but our tech guys do. Being able to Is that

Steve: the back room that you guys have, like, the door closed?

Hunter: Yeah. You you see that the one with the window? Uh-huh. Like, the the one you first walk in? Yeah.

Yeah. There's, like, three lofts. There's the first one on the left. Mhmm.

Steve: That's the tech room.

Hunter: Yeah. Right. So, yeah, I knowing how to in there. There there is. There's three.

Yeah. One's virtual. So he's, like, on the screen. And he's just, like, a real programmer. Right?

He's, like, in computer world. Just kidding. But then there's two that are actually there all day long too. But they do a really good job. The biggest thing I think is being able to first, like, build out, like, okay.

Like, these are my, like, my data. Like, that's how I want my data to look. Right? That's what I wanna track. And then, like, being able to click something and it, like, updates the next thing, right, or updates the next thing.

Because if you're manually having to go through and click, click, check, check, done, write a note, it it get work you especially when you're doing high volume. Mhmm.

Steve: It

Hunter: can work when you're smaller. But when you're doing high volume, it has to end. Right. So knowing how to take just something as simple as Podio and using, like, GlobiFlow to automate a lot of those day to day to day processes that don't need to be there.

Steve: Yeah. Any other tools or systems?

Hunter: I don't think so. It's it's very simple.

Steve: Yeah.

Hunter: Yeah. I mean, you need a good, like, email or a good email provider, like, some of those in, like, email blast? Mhmm. But other than that, is that a reason for for VoIP numbers.

Steve: What are you guys using right now for email blasting?

Hunter: We're using Mailchimp currently. Okay. It's very simple. So it it it allow it's like if you're not super versed, which I am not, in, in, like, building out email templates, it's very easy for the user.

Steve: Yeah. Do you do you hook that up to your Podio as well?

Hunter: It is hooked up. And, like, when you can add a buyer into Podio and it'll, like, zap them over to Mailchimp.

Steve: Awesome. Yep.

Hunter: Which, like like, every little thing matters. Right? So when you're doing something at volume, when you whatever you can do to automate, it helps. It adds up to, you know, minutes, hours, days over a period of a certain amount of time. Right?

Right. So

Steve: what would you do if the market dipped?

Hunter: I would go to Hawaii. No. I'm just kidding. I don't know. I don't know much of us.

Obviously, like, the market is going to correct. Right? Mhmm. But I'm not a speculator, so I don't say I was gonna correct in, like, two years. I just didn't correct here or there.

It could be a lot of things. Right? It could be stocks. It could be corporate debt. It could be the banking system.

It could be real estate. It could be student loans. Who knows? But it will have an effect on real estate. Right?

Yeah. And so I think that in that in that time frame, you have to step back and, like, really observe what's going on Mhmm. And then say, okay. You're waiting up you got to wait a certain period for the correction to resolve itself to where it reaches its bottom. Mhmm.

So surviving that that little time period is the key. Our biggest thing is, like, we set aside, like, a large cash reserve that, like, we can survive that correction

Steve: Mhmm. And

Hunter: then still have a decent amount of, like, assets available to start buying houses again once it corrects. Because you don't want to survive that and then have no money and then you can't buy any houses. Right. So our biggest thing is just having some sort of safeguard or having up safeguards

Steve: Mhmm.

Hunter: For when that does happen, we can get through it.

Steve: Do you have those safeguards today? Yes. Currently. Okay. I heard a weird thing about ketchup.

Oh,

Hunter: you did? Yeah. Jamila shared this thing about ketchup?

Steve: Yeah. Jamila said something I'm gonna

Hunter: give you a lot of stuff.

Steve: Jamila said asking about ketchup. That's all he said.

Hunter: Yeah. That's it? I've never had ketchup before.

Steve: That's weird. No. It's not weird. Is that a fear?

Hunter: I'm a decent person. That's fine. No. I don't like I like dry food. Wet food wet food is for savages.

Steve: So I I guess you'll never be joining me for dim sum, as a as an Asian brunch thing.

Hunter: I don't know. I can do, like like just like Asian chicken and then, like, rice. That's fine.

Steve: But no sauce.

Hunter: I'm a very picky eater, but no sauce. No. And definitely not ketchup. It just smells gross, and it looks weird. Eat a tomato if you want that.

Steve: That's just weird.

Hunter: That's just weird. I know.

Steve: What is your why?

Hunter: My why. I I think it's changed over time. The first the reason why I originally started doing real estate was Mhmm. I really wanted to help my mom. Mom.

And then I think as time went on, like, I first wanna help my mom, then I got like, okay. I just wanna make money after that point. Right? Mhmm. I was like, that's totally wrong too.

And now my why is like, I really want to like, God's given us this opportunity. And so it's for it's our responsibility to take what he's given us and to steward it in the proper direction for his good. So that that involves things like helping not just my family, right, but every one of our employees and all the partners, everyone involved from the supplier to the buyer to the title company is being a blessing to them. I think that's that's my why now. Mhmm.

Steve: So making a bigger impact.

Hunter: It is. Right? Like, stewarding, like, if you we're given a really good opportunity here and we're doing very well and how to steward that properly in a way that's beneficial to, like, to everyone, not just us or not just to the employees, but everyone. That can be a true blessing when anyone interacts with us, then it's good for them too.

Steve: Yeah. Yeah. Awesome. I love it. So what is your single biggest struggle right now?

Hunter: Biggest struggle? Delegating task away from myself. Yeah? Yes. I'm a control freak sometimes.

So getting rid of things, that's something I gotta work on. Otherwise, I get buried. But, yeah, for me, delegating is a task that I'm that Josiah is hounding me on right now, especially. But

Steve: So have you taken any of the Darren Hardy courses? Mm-mm. So I highly recommend Insane Productivity. He talks a lot about being more productive. I I understand you're very productive already.

Yeah. But one of the things he talks about is delegation. And he says that scare

Hunter: a word.

Steve: He says you gotta do it. Yeah.

Hunter: I know you gotta do it.

Steve: Yeah. I think what he says, and this is gonna come across really strong, he says it's arrogant to think that you're the best.

Hunter: It really is. Or that you can do everything. Right. I think my thing is not okay. Yeah.

It is that I think I can do better. But also that, like, I I can do it better, but I can do it faster. And that's not the truth. That's not the truth. Because it gets

Steve: do it faster Eight

Hunter: for now. Yeah. For now. But it gets to a point where all of a sudden, you can't you're gonna do one thing faster, but there's 10 things. Right.

Right? Or, like, there's or someone else is very much capable of doing that thing for me. Mhmm. Like, Preston handles all of our escrows now. I don't know if you've ever talked to Preston.

But he he does he does that job better than I did. Mhmm. Because it's his like, he's he's so focused, and he does an amazing job. And if I never let that go, then, like, I I'd be hold one holding Preston back and two, like, it would not be as good.

Steve: Yeah. So So you know it.

Hunter: I do know him.

Steve: You just gotta do it.

Hunter: It's just doing it. Oh, well

Steve: I come

Hunter: up with a thousand excuses why not to do it. What is your superpower? My superpower? Oh, jeez. I think my biggest superpower is I'm very focused, and I'm very determined.

So I don't deviate from a plan. I set a course, and I just go. And I don't get discouraged. I just keep going and going and going and going. So when I first started, when I decided to go the path dispositions, I did not stop until I didn't stop.

Ever sudden stopped. Right?

Steve: Still haven't stopped.

Hunter: But I but I never got discouraged. Even when I didn't sell houses, I still kept going and going and going. And that's that is my my superpower just not deviating from what I know I need to do. I just keep going. That's powerful.

Yeah.

Steve: What's the greatest you've learned? Greatest lesson you have learned?

Hunter: Oh, that's a good question. That's like when someone asks you, like, what was your summer like?

Steve: Mhmm. I don't know what

Hunter: my summer was like. I didn't know there was summer. But, no, I think my greatest lesson I've learned personally is, like, the value of not being perfectionist. I think, honestly, like, that held me back a lot in life from doing things. And so learning like, seeing success from not doing that, right, from avoiding that, like, train of thought Mhmm.

Has honestly helped me a lot, not just in business, but in my personal life. It allows me to really enjoy myself a lot more.

Steve: Yeah. I think

Hunter: that's my biggest lesson, like, that I've learned so far. Yeah. And then communication too. I've learned a lot about communication.

Steve: What do you learn in communication?

Hunter: How to. I've I'm really like, I was I was introverted. Yeah. Okay.

Steve: Is there a favorite best or most interesting failure?

Hunter: The rehab, I think. I think the rehab was my favorite most interesting failure because I wanna do it so bad, and I was so optimistic. And I didn't really have realistic expectations of what it would take. And I wouldn't do it all fun, and then I got totally beat up the whole process, and it sold. And I was like, wow.

That's not what I wanna do. Like, I I thought I wanna do that my entire childhood or, like, my entire, like, teenage years. Finally did it, and it sucked.

Steve: Yeah. I think that's everyone's experience with rehab.

Hunter: Yeah. Right?

Steve: It's And

Hunter: some people do really well at that. Right? But There

Steve: are a lot of people to do or there are a number of people that do it really well. Mhmm. But it always sucks a lot more than you think it's gonna be.

Hunter: It does. Yeah. Especially if yeah. No. It does.

And so

Steve: Especially if your expectation is set by reality TV.

Hunter: Yeah. That's true. Yeah. I I think the first show that I watched, like, I'm interested in rehabbing was Property Wars. Do you remember that show with, like, Doug Hopkins and John Reynolds?

Steve: No. I never watched that one.

Hunter: And that was, like that's what I think, like, like rehab houses. Like, that's so cool.

Steve: Right. And then you find out later on.

Hunter: Yeah. But you just see you just see them buying the house a lot, and you don't see them rehabbing it. And it's a whole different process.

Steve: Right.

Hunter: And I don't enjoy it. Yeah. Because the rehab

Steve: is really easy, really quick. Because when they Yep. They they just move the screen across.

Hunter: Yeah. And it's done. Yeah.

Steve: And it's done. Yeah. You're like, wow. Yeah. It looks like

Hunter: it works. A problem. I just show the problem, then it's fixed. Yeah. Yeah.

They don't show that takes six weeks to fix it or that you have to ship something in or you can't find the person, that people quit or don't show up.

Steve: Or the or the payments.

Hunter: Yeah. Or, like, I painted that entire house myself, the entire thing, ceiling, walls, everything.

Steve: Oh, really?

Hunter: Like, I like painting, but never again will I paint. Yeah.

Steve: What book have you gifted more than any other?

Hunter: It's a good question. I'm not really a book reader. I do not enjoy reading books. I fall asleep.

Steve: Oh, yeah.

Hunter: I'm a documentary watcher. I love I started reading a ton of articles and I watch a lot of documentaries.

Steve: Any favorite documentaries?

Hunter: I think the one that I really enjoy the most is I think it was called Four headed Horsemen or something. It was about all the documentaries I watch are regarding geopolitics or economics. So if you like that, that's cool.

Steve: No. Yeah. We talked about it last week.

Hunter: You know

Steve: what? You love history.

Hunter: I love history too. Right? So geopolitics, history, things like that, I love. But the four headed horseman documentary, it talks about the relationship from, like, the it talks about the monetary policy and how the Fed's at the center of that and how it works.

Steve: Mhmm. So it

Hunter: really breaks down, like, fractional reserve lending and how, like, the bailouts works and all that fun stuff. And I think it's really interesting to know that how the world is functioning Mhmm. Like, in the finance space. It's nuts. It is absolutely insane.

Steve: Right.

Hunter: Doesn't make any sense, but it's I think it's cool to know.

Steve: But it's there.

Hunter: Yeah. I love that one. Four what was it? Four headed horseman, I think it was called. Four headed horseman.

Yeah. Okay.

Steve: Is there any I'm wrong.

Hunter: I apologize.

Steve: Oh, Jamil wants to know if you know where all roads lead.

Hunter: If they don't read the if they're not leading to Keeley, you're going backwards. So or to Jamil's phone. I don't know. You know either one.

Steve: Yeah. Yeah. Is there any message you wanna leave everyone with?

Hunter: I think the biggest thing is is you probably have a lot of new people in here too. Right? Mhmm. I think that someone like us, we can provide a very good service to new people or even to establish people where, like, you're able to, like, get a house in a contract. Not just I had touched on this too, but your contract in a house you cannot perform on.

Right?

Steve: Yeah.

Hunter: Like, let someone like us, be the like, help you perform on those, like, agreements you're making. Yeah. Or, like and, also, I think a big thing is don't be distracted by shiny objects when you're new. Right. You, like, find something and then go that path.

Don't try to find buyers, sellers, wholesalers,

Steve: and

Hunter: the new fancy system that the, like, the guru guys, like, selling and all that fun stuff. Like, find something, don't overcomplicate it, and go. Right. Yeah. Don't get distracted.

Steve: Absolutely. Yeah. Focus on one.

Hunter: Otherwise, yeah, you're just you're just spinning your wheels. So

Steve: Yeah. Definitely. Alright. So with that, we'll end it, guys. Don't forget that, you know, if you guys are looking for help with valuations or or, closing the the sellers, definitely reach out to me.

We're we're we we wanna wanna help you with that. And then I guess that's basically it. Join us next week, 02:00. We'll see you guys then. Thank you for watching.

Hunter: Thank you.

Steve: Pleasure to see you. Thank you. That was great.