Jamil Damji Returns to Share How KeyGlee is Expanding into Multiple Markets

Steve Trang: Hey, everyone. Thank you for joining us for today's episode of Real Estate Disruptors. So we got Jamil Damji again with Kegley.

Jamil Damji: How are you doing, Steve?

Steve: Thanks for having me back, man. No. It's awesome. Pleasure. The honor is mine.

Likewise. And Jamil is here to share his journey or their journey of growing into multiple states, and the challenges they're facing and how they're on the verge of breaking a 100 deals in one month, which is just freaking madness. It's crazy numbers. If this is your first time tuning in, I am Steve Trang, broker and owner of Stunning Homes Realty, founder of the OfferFast Homes app, the only MLS for off market wholesale properties, and I'm on a mission to create 100 millionaires. So if that's something you're interested in, let's connect on Instagram.

I do have an announcement at the end of this show. There will be free shirts involved, so don't tune out. If you're excited for today's show, please give me a wave. Give me a thumbs up. And as a friendly reminder, I don't charge a dime for this show.

I don't make any money doing this. So here's all I ask. This is what it costs for you to listen to this show. If you get value today, please tell a friend. You can share the episode right now, tag a friend below, or tell me your best takeaway from the show later on.

That way, we can all grow together. And don't forget, this is a live show. So please post your questions for Jamil to answer. And we're gonna have a slightly different flavor since he's coming back. Yep.

You ready?

Jamil: I'm ready, man.

Steve: Alright. So let's talk about it. Let's what's changed in the last year?

Jamil: It's been a year. Right?

Steve: We we

Jamil: just talked about that.

Steve: Yeah. It's like just fifty weeks. It hasn't been a

Speaker 2: full year.

Jamil: Hasn't been a full year. Yeah. Congratulations to you. I mean, the show has been fantastic and phenomenal. I think, the community, everybody is really appreciative of everything you're doing.

So, I'd like to extend that Oh, thank you. Your way. What's changed for us a lot a lot. I think the last time we were I was here at least, we were only in one market. Mhmm.

Gosh. I mean, we're we're definitely expanding rapidly at this point. Yeah. Currently, we are in Arizona, Florida. We just launched Georgia.

So Atlanta is our our our our key market there. Mhmm. Did our first deal in Atlanta yesterday, which which was fantastic. We are gonna break the doors down in Texas. We're in Vegas and Utah.

All of Texas? We're really gonna focus on Dallas, Houston, and San Antonio. Gotcha.

Steve: Yep. Okay. And then you said Vegas and then Utah. Correct. Okay.

Jamil: Correct.

Steve: So all those states and then multiple cities in each state? I mean, obviously, Texas got three cities.

Jamil: Yeah. Multiple cities in Texas, and Florida, obviously. But beyond that, I think we're gonna just hit the key markets. So in in Utah, we'll be in Salt Lake. In Nevada, obviously, we're in Vegas.

In Georgia, we're in Atlanta. Although, I've never been to Savannah, but something is pulling me there. So I don't know if we'll do deals there or I might just hang out. I don't know.

Steve: So, what was the first state you expanded into?

Jamil: So the, gosh, the first state we expanded into was Las Vegas. Okay. And, we crashed the car. You know, I think that's the the the best way to put it. I think, when you're expanding into virtual markets, there's a formula that you have to follow or you should follow.

And, you know, we're really ambitious people. You know, Josiah Hunter and myself and and, one of our our VP, Kevin Oswald, he he joined joined us on our expedition into Vegas to kinda, you know, forge the path. When we first got out there, we were really excited, you know. I think like most wholesalers, you start off thinking about acquisitions. You're like, okay.

I gotta start, you know, getting some deals together and laying some infrastructure down. But we didn't have a plan. We had no real expansion plan. We didn't know how it was gonna go down. We felt like, look.

Why don't we just recreate what we did in Arizona Mhmm. Put it in Nevada and and, you know, magic can happen again. Should

Steve: be easy.

Jamil: Right? Should be easy. That's not what happened. So

Steve: so we went to we we we went

Jamil: out there. We started and, we very quickly learned that when you're entering a new market, if you don't get your dispositions in in order quickly, like, I mean, really, really build that that buyer base up, then you you do a lot of what you did in high school, at the dance. You stand around and and look at everybody else. And and that's, well, me at least. And that's what that looked like for us in Vegas.

Right? There's a lot of people moving and shaking out there.

Steve: Mhmm.

Jamil: Deals being done. And, we were standing in the corner twiddling our thumbs wondering how come no one wants wants to ask us to dance. So, so, you know, fast forward from that, there was a lot of lessons. And I think, the three of us had that moment where we thought, do we just stay in Arizona and and really just dial it in over here? And I think for a while we did and that was healthy because it allowed us to really blow up and expand our deal volume in in Phoenix and Tucson.

But, we are not wimps. Right? We Right. We feel that it's necessary to challenge yourself and step outside of the comfort zone. Mhmm.

And so Florida presented itself, you know, with some real data, you know, thought to data and and understanding what that market looked like, we, we made the decision to to enter Florida, but we did it really systematically this time.

Steve: Did you fold Vegas before expanding to Florida? Or did you keep it kinda, like, on life support?

Jamil: Yeah. Well, it was it it was on life support. I think that's a fantastic, way to put it. We're roaring now. Like, we our our list is popping.

We spent a lot of time figuring that out. Mhmm. So it was dormant. Yeah. I I think would be an accurate, Yeah.

You know, way to say it. Okay.

Steve: So then you went to Florida. Yep. So were there challenges there?

Jamil: We went to Florida. You know, challenges there, there as and there were. I think just, understanding how to manage resources. Right? Where do you put people?

Mhmm. Because you need people. Right? Right. You know, there's an onboarding process, obviously, when you enter a new market.

You need to you find out their rules. You need to find out, you know, who are the the right title companies to work with, the attorneys to work with. One of the biggest issues that we had in Florida was, earnest disputes, oddly enough. You know, if you're in a in a contract and, you know, because you're virtual. Right?

So you get a lot of situations where the information that you're presented on a deal isn't exactly or even close to what it turns out to be. And when that happens, I mean, when does that happen? Right? We're wholesalers. That's not a thing that happens to us.

But, in the odd event when it does Mhmm. And you have to, unfortunately, cancel a contract. Well, the way that it works in Florida is both regardless of, the reason, both the seller and the buyer have to agree to canceling the contract for the earnest money to be released.

Steve: Oh. So it's not like a cure?

Jamil: No. It's not well, you know, here we we would just like write a send a binzer and say,

Speaker: hey,

Jamil: you know, there's the representations weren't accurate. And for that reason, our costs are higher and we're gonna cancel. Right? In Florida, that doesn't matter. So you can have fully legitimate reasons for canceling, and they still need to agree to They can't cancel unilaterally.

Correct. Wow. Correct. That's a big deal. And so, there's obviously workarounds.

Right? You have to be careful about how your contract's worded, and you need to really make sure that, you're dialing all that in. And I'd like to give a shout out to Fidelity Title, actually. Mhmm. And I I love Magnus Title because they're fantastic, but Fidelity has a lot of relationships around the country.

And, they really, really went above and beyond to help us really meet the appropriate title companies and the and the attorneys that we were needing to meet so that we could dial in that process a lot lot easier. And, they introduced us to, their title people, their attorneys, and everything since then has been really, really, really smooth.

Steve: You shared a funny story with me about Miami. Yeah. Yeah. So you guys went to Miami and then you pulled out Miami.

Jamil: We did.

Steve: Talk about that.

Jamil: Well, first of all, let me start off by saying Miami is the sexiest city in The United States.

Speaker: Mhmm.

Jamil: I I love Miami. And so this is not, a negative, view point of the actual place.

Speaker: Mhmm.

Jamil: But in real estate, it's tough when you're in a virtual market because you have a lot of trust in those situations. Right? You have to believe inherently what the person is telling you on the other end of line. Mhmm. And so we were doing deals, you know, buying, selling.

But every time we'd get to the point of, you know, completing a deal, something weird would happen. Like like, this person is not a real person. And the titles company says, you know, this person doesn't exist. There's all these documents that are fraudulent. And Wow.

You know, I I I I don't think you guys can buy this house. And so, you know, cancel, cancel, and you're scratching your head wondering, like, what's going on?

Speaker: I mean

Steve: So the seller wasn't real? The sellers.

Jamil: Yeah. You're you're you have to be really careful about who you're dealing with there because there's just a lot of, I wanna I wanna be accurate on how I say it. But there's just there's a lot of different industries, underground industries in in Miami that are flourishing. And, they have found real estate to be, an avenue for cleansing their capital.

Steve: Right.

Jamil: And so when you get involved in large transactions, there's always gonna be I mean, that's gonna happen anywhere. Right? I I can't say to you that that doesn't exist in Arizona or any other state. We just found it happened on every single deal we were involved in in Miami. And so for that reason, we left.

Now, there's some guys out there that are just kicking butt. I mean, there's a a friend of mine, who, Freddie I can't remember his last name, but Mhmm. Fantastic guy. He's crushing it down there in Miami. There's other folks that, Josiah and myself have have been in contact with that are doing well, that have reached out and said, guys, you have the wrong idea.

And I hope I do. I want to plug into the right people in Miami. So if you're watching and you're in Miami and you think I have a completely out to lunch perspective, hit me up because I'd love to change the perspective. I am not, stuck on any idea of what Miami is. But it's just what our experience was.

Right? And, unfortunately, you paint pictures with your experiences.

Steve: Right. And I heard something interesting with with Florida is different than here, was that because their foreclosure process is different, it's just I don't know. Like, hard money is just a whole different story

Speaker: out there.

Jamil: I love that you brought it up. So I actually learned this, from Noah Brocious from Capital Fund. Shout out to them because they're the best lenders.

Speaker: Mhmm.

Jamil: But yeah. So hard money and the,

Speaker: the

Jamil: the prevalence of lenders in a in a market, that will really dictate the activity. Now, it's what you're talking about as a trustee versus a judicial state. Right? In the judicial state, the, foreclosure process can take anywhere from six months to two years. Now, if you're a private money lender, that's murder

Speaker: Mhmm.

Jamil: For your business model because, you know, unfortunately, borrowers bail.

Speaker: Mhmm.

Jamil: Right? And when that happens and they if they duck their head in the sand, which is which is usually what ends up happening, the process of having to track that down and then, you know, go through the legal proceedings to, you know, without that person involved, you know, judges will always give them an opportunity to show up. They'll always allow things to extend as much as possible so that whoever's involved that wants to maybe fix the situation can do so, which is fair. But if you're a private lender out there and your your money needs to get in and get out and then you're paying interest on it, then you can definitely run into problems if you're in a judicial state.

Steve: So it's not so much that they can't

Speaker: do it. It's just

Steve: suicide to do it. It's a pain in the ass.

Jamil: Yeah. Right? I think that's the the key there. You know, I I I asked Capital Fund, are you gonna ever lend in in Florida? And, you know, Noah's answer was absolutely not.

Mhmm. It's not for us. But we do really well in Florida. And I and I can say that there we haven't really dealt with many buyers using hard money out there because the buyers that we've been dealing with are just cash rich. And so they can close and they don't require it.

But when you're in these markets with a lot of other activity like here, volume is is definitely assisted by good hard money lenders being in that market to assist those transactions from happening because they're the money. Right. Right? You're the you're the guts. You're the you're the person taking that financial risk.

You're putting some money down, but let's be real. They're helping a lot in that process. And if they're not around, then you're kinda on your own.

Steve: So are you finding that the margins are larger than in Florida?

Jamil: Yeah. For from Arizona? Yeah. Yeah. I mean, you know, our we've had some downward pressure on our assignment fees here.

Speaker: Mhmm.

Jamil: I think everybody would agree that that's a reality. So we've started to see that number trickle down from, you know, 12 to 10 to, you know, nine to, like, 8,900.

Speaker: Mhmm.

Jamil: And, you know, we I think today, our our lovely, office boss, Lily, she sends me a report every day that tells me the average, that we're getting in a in fees in each market. And there's a little bit of downward pressure there. It's not terrible. But, I mean, every time I see the numbers in Florida, I feel like dancing. Yeah.

Because, like, you can you can do really well on a deal out there.

Steve: Just for, you know, a lot of us in Phoenix are frustrated in in one capacity or another and are you know, everything's greener on the other side. Sure. So if they're thinking about expanding the the Florida, what are the tax consequences since they're not a state income tax state?

Jamil: I think that's a hunter question. You know, I I know that we make money and I know we pay taxes.

Steve: Oh, that sucks.

Jamil: So so beyond that, I know there's consequences. We are, you know, we we have a an LLC or an or an incorporated company in every market we're in. Mhmm. So, I I imagine we pay state taxes there and then, federal taxes, federal tax. Right?

Steve: Right. Yeah. Okay. So after Florida, what was next?

Jamil: So after Florida, we revisited Vegas

Steve: Mhmm.

Jamil: Because now we knew better. And, that's that's moving along. And, Atlanta, man, Georgia, that Atlanta is so if you're a wholesaler or an investor and you're in Atlanta and you do deals, reach out because, we we got the goods out there, baby. Atlanta's fantastic. It's just high energy and the people there are everyone we've talked to and met.

I mean, when we were in Dallas, I met so many people that were in the business in Atlanta and I just found it to be such a positive positive vibe. Like, everybody is happy. Everybody is just so, genuine with their you want to help, to communicate,

Steve: to share information.

Jamil: Yeah. It's great. I it's I mean, it's real. It's 100% real.

Steve: Yeah. I mean, I think Phoenix, for the most part, is pretty friendly. It

Jamil: is. But we're a special case. Right? Like, the the guys that are really doing it in Phoenix, Mhmm. All of us, I think, we we've all come to that conclusion that we don't need to really compete.

We can collaborate. Mhmm. And, you know, all all of the juggernauts in town, I I I know on a first name basis, and I communicate with them in a loving way. And we do business together. I understand.

So I think that if that model could get replicated in in other states and we wanna bring the love to every place that we're in. Right? So, Keeley isn't gonna change when we're in Atlanta, when we're in Vegas, or any other market. The the foundation of our company is love.

Speaker: Right?

Jamil: That's something that we share with our our staff. It's an actual training that we do on early Thursday mornings. It's it's the foundation of love. It's a it's a beautiful, it's a beautiful philosophy of how we treat each other, how we treat the public, how we treat collaborators, how we treat buyers, everything, You know, before you create a conclusion or before you make a story up, just attack everything with love and you see, like, negativity dissolve. Right.

Steve: Yep. Well, I I like that part. I mean, you kinda went through it a little quick, but but the part where you're treating your your staff with love because that's, you know, Darren Hardy talked about it. It's if you look at all the best organizations, right, Costco, Southwest, Ritz Carlton, Nordstrom, they treat their employees better than they treat their customers

Jamil: For real.

Steve: Because if they treat their employees well, they treat those employees or treat the customers well.

Jamil: For sure. For sure. Yeah. It's, look. If you know, when when you expand and I'll tell you, the one struggle I had in in the expansion was delegating.

Speaker: Mhmm.

Jamil: Right? I'm a micromanager type of person. You know, my sister, my wife, they've always jokingly commented that I have an opinion about everything. And that whether or not I say it, I'm implying that they're doing it wrong. Right?

So, and it's not really where I'm coming from. It's not me, but apparently, that's what I put off, right? Yeah. But for delegating, I had a hard time. I really had a hard time, like, letting go and trusting that the people that we had, surrounded ourselves with in in our company would have the ability to, you know, not only carry it, but grow it and do well.

And they shocked me. Not I shouldn't have been shocked. I should have known. Mhmm. Should have known that they were gonna crush it and just, like, be amazing.

But the level of amazing is what was shocking to me. Like, not only did they really do well at it, they innovated and they do it better than me. Right. And that's that is, like, humbling. Right?

To see that you can you can take somebody to a situation, show them what you know, and and then allow them to bring in their own personality and and their own skills to the table. And then they make what you gave them even better.

Steve: Have them take it to the next level.

Jamil: For sure.

Steve: Daniel Perito wants to know, when you go into these other markets, where do you start first? The buyers or the or the or the sellers?

Jamil: I love that. So, we have a process, and I'd be happy to share it with you. So we begin by building the list. So intense data mining. So if we're gonna enter a market, we've actually entered that market seven, eight months before you'll see us.

Speaker: Mhmm. And

Jamil: that's when we're just, you know, that little secret room that we have at Kegley that the door is always closed. Yeah.

Steve: It's like six people in there. Just it's like dark.

Jamil: It's like eight now.

Steve: All is at eight? Yep. You're not allowed in there? You have to have, like, a special password?

Jamil: Yeah. A little bit. There's always a sign on the door. It smells like pizza. That room is, where we we do a lot of our data money.

Right? So, we we build our buyer base. We really dial that in. We make sure that that list is tight, that the buyers are being communicated with, that they have an understanding of the expectation of what we will be bringing to the table. And once that's done, we move to finding the people.

Right? Because key team members are are gonna be important for every, every market you're in. So we begin the onboarding and training process, then we go through licensing, because, you know, as you know, we just don't wanna take any risks. So anybody that we have working in a market is is gonna be a licensed agent, just to kind of keep ourselves safe. And then after the after that, we start our networking process.

Right? So, we will put boots on the ground. We'll start shaking hands, meeting people, you know, showing our value, really just putting our face out there. Yeah. And, and then we pull the trigger.

So then that's when we start talking to sellers. That's when we start doing acquisitions. That's when we really dial it in. And because, you know, once the buyers are primed and ready, you they need inventory.

Steve: Alright. So when you talk about sellers, you talk about wholesalers?

Jamil: Wholesalers. And we've we've started dealing with the general public as well.

Steve: So Okay.

Jamil: I know that was something that in the past we had kind of shied away from.

Speaker: Mhmm.

Jamil: But as you grow and you do, you do more and more business, you tend to attract, that that whole aspect. And so, we have we have started some some key acquisition strategies.

Steve: I would imagine the amount of volume you guys do and and, you know, social media and and reputation that people are probably finding you guys just organically.

Jamil: They do. They do. But we still, you know and and not to get into too many specifics, but our, like, our acquisition process is, like, I'll call it just targeted outreach.

Speaker: Mhmm.

Jamil: Right? That's what we do. You can't just wait for people to come to you. You gotta get out there, and really, really, put your best foot forward so that you can bring the deals to yourself as well.

Steve: Makes sense. Yep. Christian Semiola wants to know, are there any thoughts to coming to DC or Baltimore?

Jamil: You know, I I love the Northeast. I think, I would definitely I would definitely explore it. I mean, yeah. Yeah. Yes.

Yes.

Steve: Well, you know, that's Antoine's backyard. I don't know if he's listening, but, you know, the rumor is and I'm the one spreading his out is that he's trying to go nationwide with these states. So

Jamil: Who? Me? Antoine Campbell. Oh, Antoine Campbell? Yeah.

I hope you do it, brother.

Steve: So Dooley wants to know if someone brings a deal a wholesale deal, like, what's the split on those?

Jamil: It's gonna be deal by deal. Right? So we've definitely got a minimum to keep the lights on, but, we can't work for that all the time. Right? So but we wanna be fair to you.

So if you've got a skinny deal, talk to us. If you've got a deal where there's a bit more meat, share with us. I think the the key is we bring a lot of value to the table and we get deals done that people just can't. You know, I get reached out to by so many high level guys that say, look, man. I got everything is going super well.

I got these two properties that I'm having a really tough time selling. Can you help us out? Mhmm. And we'll get those deals done. Like, we get the really tough ones done.

And and those are the ones where we really usually make no money or lose money. Mhmm. Right? I know sometimes even though you get a portion, you get a split. Right?

So, you know, say it's a real skinny deal and you get a you get a little split. We have so many people now and the staff is so big that we've gotta cover those costs. It's expensive to, to have a really big team that that's that's crushing it for you on the disposition side. So, the splits, I mean, let's talk about it. That's my answer.

Steve: So you got you're you're you're doing data mining. You're pulling the buyers. Correct. What's the first step for pulling that data?

Jamil: I think the obvious that everybody's, you know, does is is, like, tax records and stuff like that. But let's I mean, we've we've got some obvious things that everybody does that we do as well. But let's think outside the box for a second. Right? Like Right.

How many guys do you know that, drive a Ferrari own real estate? All of them.

Steve: Mhmm.

Jamil: Right? So would it not be an interesting place to look at who has bought a Ferrari in your in your city for the last over the last twelve months to maybe potentially reach out to them. Sounds like

Steve: a good idea. There's a

Jamil: lot of good ideas. Right? The DuPont registry is a fantastic place. I mean, you got to think laterally. If you are just continuously focused on, you know, okay.

Steve: This is what everybody does. They go to the tax record.

Jamil: They see who's bought in cash. And everyone's doing that. Right?

Speaker: Mhmm.

Jamil: So then your list is gonna be the same as everybody else's list. And that's not helpful. That's not gonna allow you to really, like, bring in fresh buyers. Right? So you want to expand that thought process to as many different, lateral but parallel industries as possible.

And you'll see that, you know, guys who own Rolexes own houses. Guys who own Ferraris own houses. And finding out the information of people who have that isn't very difficult. So, it's, just some creative looking and some creative thinking.

Steve: Alright. So you talked about you just you went to a Georgia. Correct. And then since Georgia

Jamil: Since since Georgia, we are, knocking on Texas' door.

Steve: Okay. Yeah. So talk about that.

Jamil: So, we're still in the, completion phase of the data mining process there. So, our list is great, but it's gonna be, like, crazy, in the next couple of months. And as soon as that

Speaker: Why is

Steve: it gonna be crazy?

Jamil: Because it'll just be, like, huge.

Steve: Yeah. Massive number of months.

Jamil: Massive. Massive. Massive. Massive. And engaged.

Right? Because we begin the engagement process early as well. So, the people are realizing they know that we're gonna be there. They know that we're real, and they're just excited. They're excited for us to enter the market.

And so, I think, you know, the next couple months, it's gonna be, it's gonna be a really neat time for us in Texas.

Steve: So when I was out there, there were a couple of companies that they did not like. I think one was it's like Northwestern, was it?

Jamil: I think you're referring to New Western acquisition.

Steve: New Western.

Jamil: I have no experience with them.

Steve: Mhmm.

Jamil: I I'm gonna say that I imagine them to be a very good company that does a good job Mhmm.

Steve: And

Jamil: provides a great service. And that's the that's the position I'm walking into, that market with. I'm sure that we will run into each other and my job will be to build a bridge. Right. I know that, for instance, Net Worth Realty.

Speaker: Mhmm.

Jamil: They began in Texas. And, I've got got a lot of respects for those guys. Actually, the guy you know, they sent out a a group of folks to come in and work in Phoenix. Early on, I got to to meet, Aaron and Noah who, have done a fantastic job for for them out here. And I I I respect their process.

I like what they do, and I think that in Texas, they've got a real and and other because they're actually they're all over the place now. Right? So I think that they're doing a great job. You'll always have people dislike the larger groups that have figured it out. Mhmm.

It's impossible for them not to

Speaker: Like, you

Steve: get to the Patriots.

Jamil: Yeah, man. You know, and it's okay. Right. No one's mad that you're mad. That's that's the that's the truth.

Right? No one's mad that you're mad. Yeah. But you should think about that. Why are you mad?

Steve: He's a mad rapper. Right? So we had the the opportunity to hang out in Dallas.

Jamil: So fun.

Steve: That was crazy fun. So, you know, I was so lucky to have you guys all come out and support.

Speaker: We had

Jamil: Oh my god.

Steve: The Phoenix crew. We had Evo, Jesse Yes. Annie

Jamil: Yes.

Steve: Pace, Bryant.

Jamil: Yes.

Steve: Am I missing anybody? Did you say Jesse?

Jamil: Yeah. You said Jesse.

Steve: Yeah. And then and you, I mean Yep. What a fun time. And it was crazy, like, hanging out. And we got to we got to hang out with Dave Aletko with Deal Machine.

Jamil: Yep. Fantastic guy.

Steve: Corey Thompson. Yep.

Jamil: Yep. Yep. Great dude. Dude.

Speaker: So

Jamil: It was it was so fun. I mean, I I knew you all before. Right? I mean, you and I have known each other a long time, but, you know, I I did I knew them all on

Speaker: a very surface level. Right. And I feel

Jamil: like that was, And I feel like that was, like, summer camp, almost. Like, it was like it was like camp for me as when I was a kid, you know, when you get those bonds with people.

Speaker: Mhmm.

Jamil: Like, even Annie, I mean, the, like, the coolest brother and sister team ever. Yeah. And they just joined with, with Jesse Burrell. Right? So their higher offer now, Batch Keep Tracing.

Shout out to those guys because they're cool.

Steve: Great people.

Jamil: Amazing. And their services are great too. But, yeah, man. Like, just getting to really know who they are and and experience them from not just like, hey, you wanna do some business together? But, like, hey, you wanna go get some ramen?

Steve: Right. Get ramen.

Speaker: And,

Steve: Got drunk and We we we did. And, we we And, we found out that Evo is funny as hell.

Jamil: Oh my god. Like, so funny. And the the best part about him is that you don't realize that he has such a, like, you know, he's he's so deeply intelligent.

Speaker: Mhmm.

Jamil: Right? You you always know that he's analyzing everything you're saying. Yeah. But, when he starts throwing the jokes at you, I mean, I there were moments where I I looked up at him. I was crying.

I was laughing so hard, and he was too. Yeah. And seeing Ivo, like, in tears laughing is a sight.

Steve: Yeah. That was incredible. Totally unexpected. So fun. And then we also got to hang out with, you know, like, there was Ben and and Derek and all these other wholesalers from all all across Texas and really across the country.

Jamil: Amazing people. All of them. You know, I and you did a great job. Like, that I personally got to watch you present, and, you know, not only did you look fantastic in that suit, but but the, the material that you presented was, so important.

Steve: Right.

Jamil: I think that we tend to really remove the technique Mhmm. From what we do because we always like, we're we're just thinking of concepts. Right? We think leads, acquisitions, contract, sell, check. Right.

Right? Like, okay. Like, caveman out. You know, let's talk about technique. Like, what what makes you different?

How are you not just that same dude doing the same thing as everybody else? It's Right. It's the technique. It's your finesse. Right?

You absolutely dove into that from the sales training process, and I took so much away just personally. Not like, your examples of how you even, like, negotiate with your children. Right? I mean, for me, I because I have a negotiating child. Right?

And so it's, it's interesting to see how that how that can, like, play out in all aspects of your life.

Steve: Yeah. Well, the human psychology from it is just crazy and it applies I learned it for sales.

Jamil: Yeah.

Steve: I learned it to buy houses and it translates really well to your marriage. Yep. To your kids.

Jamil: 100%.

Steve: To your friends. It's a little addicting because I I found myself doing some friends sometimes. I was like, why am I doing this to my friends?

Jamil: Like Well, how about yourself? Like, don't you need to sell yourself on things sometimes? Like, you gotta be able to, like, get past the subconscious.

Speaker: The

Jamil: what's blocking you is all those fear mechanisms. Right? The things that tell you, look, entrepreneurship is the exact opposite of the subconscious mind. Right? Subconscious mind wants you to keep alive Mhmm.

Fed Yep. And sheltered. Yep. And everything else can go away according to it. Mhmm.

Right? So

Steve: According to your reptile brain.

Jamil: A 100%. And so when you want to explore entrepreneurship and you have dreams, all of that is it means the death of those of those safety nets. Right? It's like, you know, I've been talking about this a little bit to some friends and people, but it's like no parachute. Mhmm.

No parachute. That's life. If you really wanna do it, fuck it.

Speaker: No parachute.

Steve: You gotta go all

Jamil: out. Yep.

Steve: So Dooley wants to know, after receiving a list back from basket tracing Tracing and addresses that came back with no numbers, what other script trace company should I use?

Jamil: I think if it came back with no numbers, I would reach out to Basket Tracing again and find out what happened.

Speaker: Mhmm.

Jamil: I have talked to a lot of guys. And I mean, look. I have no financial consideration or, like, objective here. I have heard from people that that skip trace all the time. And I don't think there's a better service.

Mhmm. Like, I think that their their their data is better than what TLO is delivering, IDI. So Also, they're getting it from multiple places. Absolutely. So I think if you had a problem with the data, I would just reach out to them and and find out, you know, who knows?

Like, error errors happen.

Speaker: Mhmm.

Jamil: I it's surprising to me because, like, I don't think that Evo the Machine makes errors, but he might have. Right? So if you got, the results back came with no numbers, then there's probably, like, something something happened.

Steve: Yeah. Yeah. So Georgia, it's it's in process.

Jamil: Correct.

Steve: And then I think the last one is Utah.

Jamil: Yeah. Which which is gonna be an interesting market to get into. Yeah. It's really tight knit. There's a handful of guys out there that are, like, crushing it.

Mhmm. And there's all kinds of funky dunky rules. Yeah. So Let's talk about those rules. Well, man, I heard I've heard some, like, nutty stuff.

And I I have to be careful because I don't wanna use this forum to disseminate fake information Mhmm. Or, like, hearsay. But I heard some, like, weird things like you can't email pictures when you send out a blast. I think that can't be real, but it might be. Right?

So so we've got an attorney that's really well versed in our business model. Yeah. And that the goal is to get an opinion letter that is binding for us that we feel confident in moving forward with the way that we operate

Steve: out there. So it's it's I I

Jamil: I would love to, present to you some of those real sticky rules that we came across. Mhmm. I'll give that to you to share with the audience at a later date, because I think it's important that we do follow the rules when we're doing our business because Yeah. That's what elevates the the industry and elevates all of our reputations.

Steve: 100%. Yep. You reached out to Cody Holfine?

Jamil: I have not, personally. Brent Daniels has been a real cool, conduit for me for I know he he's working a lot with Tom and Cody out there. Mhmm. I personally haven't had an opportunity to to connect. Mhmm.

I do know that they are the the guys, you know. And, so if you guys are watching, hit me up Yeah. Or I'll hit you up or both.

Steve: So yeah. Because I after our conversation about that and the challenges you have, I actually talked to my buddy, Matt Strong, up there who's a big time hard money lender up in in in Utah. And so, like

Jamil: What'd you find out?

Steve: It it's the department real estate takes wholesaling very seriously, and they try from what I understand, if you're wholesaling, they're gonna try to come after you as acting like a real estate agent.

Jamil: Got it. Now So just be licensed? Be licensed. Okay.

Steve: But, from what I recall in our conversation, which was many, many months ago, no one's been busted successfully.

Jamil: Okay.

Steve: But it's a hard line.

Jamil: Yeah. Yeah. I think, like, if if there's a possibility like, the word busted busted just kinda made me cringe a little bit. Right? Because it's like that it's still I I want one day, like, if I could wake up and and the whatever gray area has that has been, unfairly attached to the industry Mhmm.

Could just, like, go away. I think the only way that that can happen is by, like, we need to man up and and woman up and follow the rules. Like, it's not that hard. Right. You know, and I'm not always a rule follower.

Okay? I just got my driver's license.

Steve: You just got your right driver's license?

Speaker: Yes.

Steve: So Oh, how are you been driving this whole time? You know?

Jamil: I drive.

Steve: The car works just fine.

Jamil: The car works just fine. I've been able to buy multiple cars without a driver's license, which, I mean, you know How did you test drive?

Steve: Dude, when You just

Jamil: show up with a case of

Steve: the cash? No. I just show up, and I'm like, hey. I wanna

Jamil: I wanna drive that car. And they look at you, and they're like, yeah. I think you would have a driver's license. So here you go. And I know there's rules that they're supposed to follow, but, man, people don't.

Speaker: Right?

Jamil: Yeah. I I I got into a Maserati without needing a driver's license, so it happened. I'm just saying. But, you know, again, I have to follow my own advice. Right?

I think you need to follow the rules. You gotta you have to do this right. And so I can't say that and not have a driver's license. So

Steve: Alright. Well, none of your driver's license. You can say it.

Jamil: I can say it all.

Speaker: I was

Jamil: you know what? As soon as I got the license, like, the next day, my I called my sister because I was following her on Lincoln.

Speaker: Mhmm.

Jamil: And I you know, my wife has gotten a

Steve: couple of speeding tickets on Lincoln because of the photo radar.

Jamil: Radar. And so I wanted to, like, make give my sister, like, a friendly call to say, hey, Rima. I noticed you're, you know, speeding on Lincoln when

Steve: I was following you. And she's like, you got a

Jamil: driver's license now, and now you think it's appropriate to call me and and critique my driving speed? Get lost, kid. So, yeah. I mean, whatever.

Steve: So, guys, if you guys got more questions, definitely fire away. So how soon is it up and running in in Utah?

Jamil: I think we should be likely up and running full force in about six months. Okay. Yeah.

Steve: And then in building your business, right, I mean, going nationwide to do all these different states, like, there's gotta be some sort of marketing involved.

Jamil: I think for us, the marketing is like the networking. Right? It's like us getting our boots on the ground and getting out there and just showing up. Because when the sea of blue shows up and all the roads end up leading to Kigley, you wanna know how that happened. Right?

And so I think that's marketing. In our in our sense, we're we're getting out there. We're showing up. We're shaking hands. We're You're

Steve: building a brand.

Jamil: We're building a brand. Right? And it's we are we're lucky that the success that we've had in the markets that we've been in have elevated us to a to a point where no matter what state you're in, if you're doing it, you know who we

Steve: are. Mhmm.

Jamil: And that in itself, I couldn't pay for.

Steve: Right.

Jamil: Right? Like, how could I buy that?

Steve: You can't. You can't. Not without doing it. Yep. Let's see.

Was there any other questions that we missed here? Sorry, guys, that the the YouTube link didn't work today. We got actually, someone out here says that they can land in Florida. So, Joseph Castaneda.

Jamil: So, Joseph, do me a favor and share your information with people. I got a lot of business for you, bud. So get in touch.

Steve: Yeah. I mean, what better way than do business than watching a podcast. Right?

Jamil: Yeah. For sure. Oh, I wanna tell you that, not just a shameless, plug for Keeley here, but, we are going into hard money Mhmm. Ourselves. And, well, I I say ourselves, but we're definitely getting help from our friends at Capital Fund.

Right. But, yeah, I think the cool part about offering or being able to offer hard money, we're going through the licensing right now. So, but, well, we have some of the licenses, but not all of them. But once we're up and running and that's available, the beauty of having that as a one one stop shop where, you know, our our buyer can say, hey. Look.

I want I want I want to take it and I want a loan. Mhmm. So not only can we complete the transaction, but we can underwrite the the loan and take care of all that so that they're not having to go to, like, multiple places. Sometimes it's I have I have heard from people that, there's the odd borrower here and there who would pay 18% interest because the 11.9% interest company made them fill out a form. Mhmm.

Like, you'll pay that many points in interest out out of sheer laziness. Sheer laziness. Right?

Speaker: Mhmm.

Jamil: So I think that if we can, like, create more and more opportunities to just deliver value without having to make people work too hard Mhmm. That that's that that could be a successful thing. So Kigley Capital is what it's gonna be called. We're excited about it.

Steve: That's great because I wanted something like that too. I mean, I figured out Awesome. I don't have enough businesses going on, so I need to

Jamil: Where are we at now? Nine, you said? Nine. Yeah. Nine.

Steve: So we gotta get a hard money company.

Jamil: Cereal, bro.

Steve: Hard money hard money company to be number 10.

Jamil: I think you'd be great.

Steve: And then the media company to be number 11.

Jamil: Yep. So, I mean, there should be no end. Right?

Steve: Right.

Jamil: A 100 millionaires, a 100 businesses.

Steve: Well, it's that, well, we can impact more people, though. I agree. So, it's it's that the analogy. I love this. It's like, you know, McDonald's makes a nickel when you buy a burger, but they made it, like, a dollar 50 when you buy the Coke, another dollar from the fries.

Jamil: For real.

Steve: Right? So you can, you know, double dip, triple dip, and provide excellent service throughout the whole transaction Mhmm. Where they're just dealing with with just Kegley or just us

Speaker: Right.

Steve: The whole way

Jamil: The whole

Steve: way. How much easier is it?

Jamil: I mean, I think that's what it needs to be. Right. Right? I think that's what it needs to be. And in that, that, wish of elevating the industry could potentially, like, be, something that we could we could bring to fruit.

Steve: Right? Well, you wanna hear something crazy. And I think I'm gonna get some flack for this.

Jamil: Okay. Let's do it.

Steve: But one of the things I wanna do in '19 is raise the bar across the industry.

Jamil: I don't I think whoever gives you flack should, like, check themselves.

Steve: Well, the things I'm gonna say because I haven't said this publicly.

Jamil: Okay. Wanna start with one?

Steve: I'll start with one. K. So I wanna have it so that, you know, there's no more walking away on day 30. I think I think thirty day inspections is complete crap. You should be able to tell a homeowner

Jamil: It's a long time.

Steve: Ten days, fourteen days. I mean, we we waive it completely.

Jamil: Yep.

Steve: But, you know, if it takes you more than fourteen days, like, you shouldn't wait until the seller the homeowner moves

Jamil: I agree. To cancel the contract. I've never had a thirty day inspection before.

Steve: Yeah. But it's out there. A lot of contract. I mean, locally, our we got friends Yeah. Yeah.

That do the inspections.

Jamil: I'm I'm not, saying anything negative about them. Yeah. I just haven't done it myself.

Steve: Right.

Jamil: I think that if you, the reason for a thirty day inspection is because your dispositions aren't working. Mhmm. Right? So, shorten your contract inspection time to ten days and call Kegley.

Steve: Yeah. That works. That works. Yeah. So, I mean and you and I, I mean, we we've obviously, collaborated on a lot of different things.

Jamil: Yep.

Steve: Right? And so, you know, our disposition process is there's there's a combination of Instagram Yep. Offer Fast Homes homes app Yes. And Keeley. Yes.

Right?

Jamil: And it works. It works. I saw that it was actually in your plan. Like, I was so it was it was so fun to me that you would put that up there. It was like our offer fast disposition plan.

And, like, Kegley was, like, number five, wasn't it?

Steve: Day five.

Jamil: Day five.

Steve: We're day five. Yeah. So when you take the property down, day one, call and text five people Yep. And put it in the OfferFast app. Yep.

And then if that doesn't work in four days, day five, call Jamil.

Jamil: Love it.

Steve: Put it in Kigly. Love it. And it works. You you say you save our butts on on multiple transactions.

Jamil: Man, I I'm humbled to be able to have the opportunity. Yeah. Thank you.

Steve: Let's see. So Jamil has shared meditation with me. This is Caleb Cruz. It's really been great in my personal business and life. So let's talk about meditation.

Jamil: Okay. You want me to just start? Just go. I mean, it's changed my life, Steve. Yeah.

You know, four years ago, I I started the journey. Mhmm. And, I started off with, like, five minutes a day. And, you know, I don't wanna get too esoteric because it can lose people. Mhmm.

But quantum physics, no. I'm just

Steve: No. Was it?

Jamil: No rats right here? Really. No, Really. The fact is is that I I I believe, we're all energy.

Speaker: Yeah.

Jamil: Right? We vibrate. Mhmm. We move, and even if we don't think we are, it it's what's happening. Right?

Science proves it. And so I feel that if you can live in a state where you connect to a more mindful place

Steve: Mhmm.

Jamil: Like, I'm present. I'm here right now, but I feel like I'm in flow. Right? I feel like I'm I'm listening to you. I'm active in this, and I think that's what meditation allows you to do throughout your waking day.

So if you can start your day with, like, five minutes of just practicing what it means to be there

Speaker: Mhmm.

Jamil: And not, like, you know, thinking about what is to come in the day or what had happened yesterday or happened before you sat down, but truly there. And if you and it's really tough, like, quieting the mind. It's really hard to do that. But if you can put yourself in that place for five minutes a day and extend that over time.

Steve: Right.

Jamil: The value and the the benefits to your life, not only business but your relationships

Speaker: Mhmm.

Jamil: And how you interact with your your family and kids. I mean, I think that, you know, I'm at a point now where I'll I can meditate for an hour a day and I disappear. Like, I'm I'm I don't even know an hour went by. Yeah. Like, I don't even know an hour went by.

I'll get out of it and, you know, I'm always smiling and I get out of it and I feel refreshed and, like, just fantastic. But, you know, aside from that, the way that I talk to my kids is so different. Like, I engage. I want to I'm like, I just have so much more patience. I've got so much more love.

I've got just so much more of me. Right?

Steve: Well, I think the big thing is is being present.

Jamil: 100%.

Steve: Yeah. Totally. People can feel it if you're present. Yep. If you're distracted Yep.

They know that they don't have a 100% of you.

Jamil: Yes.

Steve: It could be very irritating.

Jamil: Yep. I mean, just think about it when you're having a conversation with somebody and they're doing this, you know? Like, it's the worst.

Steve: It is. It absolutely is. I mean, that was I I can say, say, like, you know, having meetings with some of my superiors back in the day Yeah. And them checking their emails while we're talking. It's like, really?

Is this happening right now?

Jamil: Yeah. It makes you feel so unimportant. Right? Yeah. Like, almost not.

Insignificant.

Steve: So Dooley wants to know whether Kegley or real estate disruptors go into all in freedom event. Dooley, personally, I would go. Me too. I would go, and I'd be happy to pay their asking price. It's not even an issue.

Me too. I'm just gonna happen to be out of town for a different event that particular weekend.

Jamil: I have to check the dates, but, Carlos and Sal and, Alex, I think Elijah's on that one this time as well. And they got Brent as a

Steve: They got Brent. They got Krista Sharp. They got Quentin Flores.

Jamil: Awesome. I think Donovan might be in there again.

Steve: They got Donovan Ruffin. Yep.

Jamil: Yeah. Look.

Steve: Real dudes.

Jamil: Those guys are they're fantastic. Yeah. My opinion is you cannot skimp on learning. Right. Like, get in it.

Look, whatever your opinion of of people, personalities, and whatnot Mhmm. Those guys are, like, destroying

Speaker: Right.

Jamil: Their their, niche in the market. Like, they're just they're incredible at it. Right? And so why wouldn't she wanna know what they know? Like, why wouldn't she wanna be involved with what they're involved in?

Right? Same same thing goes for us. We've got a coaching product. Josiah, did a fantastic job on it. It's AstroFlipping.

I don't wanna talk too much about it, but I will say, if you're interested to know what Kegley's doing, you can also check out ours. It's just astro flipping slash chamil. And, there'll be some more details on it. That's it for that.

Steve: But Right.

Jamil: For them, yeah, man. Go. Go. Go. Go.

Go. Go. And and would I go yeah. 100%.

Steve: I would say, I mean, even the $2 VIP, there's no way you don't make that and and more. Just I know, like, they these these guys are incapable of holding back.

Jamil: Agreed.

Steve: So they're just gonna keep giving you information. So Yep. There's no way you don't make that money back. They're asking about DealMachine. Well, that's that was themselves.

Who is going to sit on the Iron Throne? That's from Pace.

Jamil: So my theory is, Dany kills, Jon Snow.

Speaker: Uh-huh.

Jamil: She kills Tyrion. And, she sits on the throne with that, like, really, like, hot, super, like, mean look of hers.

Speaker: Mhmm.

Jamil: And then, the two Starks, Arya and Sansa, will ride off into the sunset to go get their revenge and continue the game on. That's my thoughts. I don't know if that's gonna happen or not. But if it does, then, Pacey owe me a $100.

Steve: Yeah. I have no idea what you were talking about. But straight.

Jamil: I'll you the look on your face was, like, so interested but not. Right?

Steve: That's I have no idea what's going on, but that sounds awesome. Sounds like a great show.

Jamil: Well, so it started off with

Steve: just Dallas Andrews wants to know if you'll be his mentor.

Jamil: I would be honored to be your mentor, Dallas. You're you're a great dude. I, you know, I've thought about it. I've been I've been really, really, considering just stepping into more of a a phase in my life where I can be of service. Right?

Mentorship the mentor mentee relationship is such an important one for many people

Speaker: Right.

Jamil: Who wanna grow. I know, I don't know if you're okay with me talking about it, but I know you're mentoring

Steve: some people.

Jamil: You're doing some coaching. Mhmm. And whoever you're helping is like what an amazing thing. Right? You are so high level.

You've done so much. This podcast, you're Sunning Homes Realty, you're wholesaling, all the other 16 businesses you own. But your family, your children, how you have the time to go to the music lessons, the kung fu, all of it. Like, you wanna be mentored by somebody that not only knows how to juggle, but does it like they're not even doing it. Mhmm.

Right? And at the highest level.

Steve: Right.

Jamil: And so, I think mentors are are amazing. I've got I've got some,

Speaker: you

Jamil: know, and, I I'm sure that throughout the rest of my life, I'll be meeting many, many more.

Steve: Right. And you guys, you know, might have heard me say this before, but Jamil was my wholesale mentor.

Speaker: So

Jamil: I find that so amazing Yeah. That you say that. Thank you.

Steve: Well, because I I've shared it before. Like, I was just, like, flipping. Right? I was just flipping properties. Like, I was buying properties that I didn't even wanna buy, but they didn't wanna list it.

They wanted someone to buy it. Right. So I was like, okay. I guess I'll buy it. And then I ran out of money.

It's like, well, shoot. Now what do I do? Yeah. Hey, there's this guy.

Jamil: I think you listed that and within, like, a couple hours, I was on it. Right?

Steve: Like Yeah. Yeah. There's this guy that's hitting me up on Zillow. He says that he'll buy my properties. Like, alright.

I guess I'll send it to him. Oh, my gosh. So yeah. I mean, you you opened that whole world for me. And I think we was it Clever Coy, I think, is when we started talking about Yep.

How we started doing business together.

Jamil: Yep. Yep.

Steve: So, Quint Quint wants to know, does your business model work in smaller markets?

Jamil: Yeah. 100% it does. I think it's it's, like, it's ideal for larger markets, but smaller markets, I mean, they're the same. Right? It's just a it's a dialed down version of of the, the larger market.

The thing about it is that, what we are big proponents of is to be, like, front runners in what you're doing. So if you're in a smaller market of, like, say, a 100,000 people or 50,000 people, be the best. Like, pick your niche and then smash it.

Steve: Right.

Jamil: Like, just be the best out there at it because when you are, there's magnetism that attracts everybody to you and attracts everybody to your circumstance and that's how you blow up.

Steve: Right.

Jamil: But I'd also like to say, think outside the box, man. If you if you live in a small town and just the volume isn't what you want for yourself, it you have Internet, you've got a cell phone, then you have no excuse.

Speaker: Mhmm.

Jamil: You can be in every single market. I mean, dude, I have never been to Tampa, and I sell hell houses in Tampa. Right? And not that I wouldn't wanna go, you know, but I've just never been. Right?

So you don't need to be living in a in an area that you wanna do this business in. You can absolutely run the model remotely. In fact, if you can really, like, figure it out if you start virtual and you start running it remotely, the whole country is our oyster at that point. Yeah. Because, like, I had to get out of my head to say I'm gonna go virtual.

That when when Hunter and Josiah had the, you know, the thoughts to, like, expand out, part of me, you know, the croc brain really, like, clammed up and said, scary, scary. Not don't like it. I don't wanna do that because it's gonna mean that I'm I'm not gonna be comfortable. We're gonna be spending resources and time, and and energy's gonna be focused elsewhere. And that's scary, scary, scary, scary, scary.

Yeah. No. I mean, like, I had to I had to lose that before I could get out into a virtual market and make it happen. So, like, if you're in a if you're in a little area like that and you and you really wanna blow it up, just, like, be the king. Be king shit in third Island and then, like, take over take over the entire country.

Steve: That's a great lesson. So, guys, last week was our one year anniversary since I started the podcast. So follow me on Instagram. I got a post I posted Thursday of last week. And in there, I put details on how to get a free real estate disruptor shirt.

So, Brian Apolis hooked us up, made it happen where we can get it. Basically, $9, like, this exact shirt. Right?

Jamil: Guys, I'm looking at it, like, right now, and I'm jelly that I don't have one on. On. They're very shiny and, and they're very nice.

Steve: Yeah. And a lot of people wear them for the gym. Like, it's just a super comfortable

Jamil: shirt. Shirt.

Steve: It's a great shirt. And it's a great conversation starter piece, apparently. I mean, everyone's that's what everyone tells me. So, guys, if you want it, it's $9. Just for that's for shipping and handling.

The shirt itself is free. So go to my Instagram to get instructions. And then our workshop, we're gonna stop taking applications on Sunday. So if you guys are still interested in that, text disruptor workshop to 345345. And And next Tuesday, we got Grant Kemp flying in from, from Texas to talk about creative financing.

And then we got Nick Livano and Octavius Bennett coming in from LA talking about how they're doing in California, wholesaling, doing $100,100,000 dollar a month. And, I mean, it's nice. I mean, we can wholesale for 70,000 in LA. Like, why are we wasting our time here? Dude, LA.

LA. I love LA. So, again, guys, if you like the show, please share this episode right now.

Jamil: Last thoughts. Just, real quick. Again, thank you very much. Astroflipping.com/jamille. Check us out.

Keegley. Follow us on Instagram at Keegley, k e y g l e e. That's k e y g l e e. Follow us on Instagram. I'm on Instagram too if you care, at jdamji, j d a m j I.

My final thoughts are, Steve, I think that this year has just been amazing. And, we all look up to you, man. So so thanks for doing what you do. And, I've had a blast today.

Steve: Awesome. Thank you. Thank you, guys, for watching.

Jamil: Thank you, guys.

Steve: It was another great show.

Jamil: Awesome, brother.