Jamil Damji shares how his dream became a reality. How a few friends created KeyGlee

Steve Trang: Hey, everybody. Thanks for joining us for today's episode of Real Estate Disrupters. Today we have Jamil Damji, four time repeat offender. Amazing. I mean, I'm honored.

Jamil Damji: Thank you. I'm honored. Thank you, Steve. I appreciate you having me on again, and, it's been a journey. It's been a journey.

So today, Jamil's gonna share

Steve: how an idea became a dream and then became a reality. The story how Kegley became a franchise. If this is your first time tuning in, I am Steve Trang, founder of the OfferFast Homes app, the only MLS for off market wholesale properties. And I help entrepreneurs create businesses that support their family lifestyle and goals through mentorship. I'm on a mission to create 100 millionaires, and we've got our workshop in actually two weeks.

So if you guys wanna check that out, disruptors.com/workshop. The feedback we've gotten is, there's way more information than they expected and way more transparent than they thought really possible because they've never seen anyone expose their business that much. So, again, you wanna check that out, disruptors.com/workshop. 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 the show. I don't make any money doing this. So here's all I ask. This would it cost for you to listen to this show. If you get value today, please tell a friend.

You can share this episode right now, tag your friend below, or tell him your best takeaway from the show later on. That way, we can all grow together. And this is a live show, so please ask your questions for Jamil to answer. Are you ready? Born ready, bro.

Alright. So number four. So let's talk about it.

Jamil: What's going on? Man, it's, a lot has a lot has happened. Right? Since the last time I was on the show actually, the last time I was here, I was with Pace. Mhmm.

And that was amazing. We we went on tour. It was beautiful. I mean, my brother, you know, he's, just that that PACE in Jamil Do America was probably the most fun I had because I got to get out into the country Mhmm. And see and meet people that are watching us and watching the show and

Steve: and seeing the gospel.

Jamil: And preach the gospel of collaboration. And, it was life changing. And then COVID happened. Mhmm. And

Steve: Little little minor inconvenience.

Jamil: Little little minor inconvenience, global pandemic. And And, but, you know, I I I was I'm really thankful for that time. And, you know, Pace is going on tour again

Jamil: Mhmm.

Jamil: With Laura. They're gonna be riding their r RV around The United States and visiting bus or whatever they call it. Yep. Yep. Their Airstream.

And, you know, I'm sure he'll be cooking Korean barbecue in there. But, guys, if any of you, know pace, follow Pace, go out and meet him. He's gonna be in in America and wanting to meet everybody. So hit him up on Instagram and and catch him when he's in your town.

Steve: Yeah. So I think that, you know, a lot of people know your story. Right? They watched an episode before, but I just wanna do a really, really quick recap. Right?

So, because I posted this, I think, on my on, on Instagram. Right? The OG mentor. Right? You're the one that coached me, kinda showed me what was showed me what was possible.

Even though I had, you know, someone else I knew doing it, I was like, some really work. I don't know. But you were the one that that helped me, you know, kinda see this, like, wow. You know, it really, you know, a lot of people say that, the first one you do is the ones like, man, this is real. Right.

So you're the first one to help me make a 10 k assignment fee.

Jamil: I love it.

Steve: Right? And so kinda walk me through it. So, we met around '1, like, 2013?

Jamil: Yeah. 2012, I thought. But, yeah, 12/13. 12/13. And so when we first met,

Steve: you were on your own.

Jamil: Right.

Steve: I was this little broker. Right?

Jamil: Not a little broker. Scary broker.

Steve: Right? But then, you know, we kinda evolved to a friendship, and then at some point, you had this idea. I did. Yeah. What was this idea?

Jamil: Well, the idea was for something big. Right? And so I remember it very clearly. Josiah and I, had been and Hunter, my sister included, so the four of us. We had been loosely doing deals with each other for about six months, and Josiah and I met at Kitchen fifty four in Phoenix.

And, I I said, look. I wanna talk to you. I've got an idea and, you know, hear me out. And so I said, I wanna build a national wholesale company that is doing deals all across the country branded name that everybody knows, everyone trusts, and everyone works with. And I wanna call it HomeX.

I remember that. Yes.

Steve: Yeah. Because And we were like, well, that sounds a lot like CarMax.

Jamil: Well, that's

Jamil: the point. I know.

Jamil: I but

Steve: I remember these conversations.

Jamil: Right. Right.

Jamil: The point was I wanted it to sound like CarMax. I was biting CarMax for sure. Right? And so I go and I go and register homeax.com. It cost me, like, $10 to do it.

Yeah. I was really ambitious. And so, Josiah being Josiah, he's like, I love it. This is amazing. Yes.

We can do this. Let's go. And he contacts a trademark attorney, and the trademark attorney is like, yeah. No. The trademark's taken.

So Josiah calls me and says, so your idea about growing something big, national, that's branded, that's everywhere can't happen with HomeX.

Steve: Not original.

Jamil: Not a, not original, and b, like, it's already taken. So so I I sold the domain for a loss, and then we literally batted back and forth, Hunter, Josiah, myself, my sister, trying to figure out what to call this thing. Yeah. And, after meditating one one evening, my wife and I were laying around and we came to the conclusion that we needed to have a word that wasn't a word. Mhmm.

Right? In order to to get a domain that's a .com, we needed something that we mashed together but really was the essence of what our business was. And the the essence of our business is trading keys for happiness. Mhmm. Right?

And so, the concept of Key Glee came out of that. And so I I floated the name to Josiah and Hunter and Rahima, and all of them were like, that is the cutest name I've ever heard in my life. It's super neat. And, and that was it. That was the the birth of the idea.

And, I mean, our first office was not even Josiah's living room. It was SIP coffee shop on Indian School in 36th Street. Like, that was that was the OG office of of where things really began. And, thinking back to the fact that it was just a few guys hanging out in a coffee shop doing deals, which then morphed into a few more people in Josiah's living room doing deals Mhmm. Which morphed into a few more people in a small office doing deals, which morphed into taking over the next office with more people doing deals and then now doing deals across the country, helping people do and learn this business.

I'm I'm I wake up every day and I can't believe it.

Steve: Right. So when was this? I mean, you you probably remember what when exactly you guys incorporated. When exactly do you guys incorporate it?

Jamil: 12/17/2016, I believe.

Steve: So 2016. So but it was an idea for how long?

Jamil: I mean, you know, I had been meditating on growing the most successful wholesale company for about a year prior to that Yeah. Where that was what my focus was in, you know, in my mind when I would meditate in the morning. That was my goal

Steve: Mhmm.

Jamil: To was to to build to create and build the most successful wholesale operation in The United States. And that was my mantra. I'm not not joking. Like, that's what I would say to year before that was when the idea really started to take hold of me, and then, you know, the universe conspires to make your dreams real.

Steve: It's amazing. If you think about it and you dream about it, you can make it happen. Yes. Now I'm gonna make this a little personal. I was sharing this with you earlier.

Jamil: Yes. Don't make cry. Don't make me cry.

Jamil: Oh, I'm

Steve: not gonna make you cry. Okay. My goal is to make you feel guilty. Remember? Okay.

So, so a lot of you guys have heard, you know, the watch shows that I'm totally against, you know, partnerships. Right? And, when you and I are talking, we're talking about I was gonna be part of this. Nat Kegel at the time was like, hey. Let's join forces.

Right? Yes. Me, you, Rahim, and Josiah. The Vig.

Jamil: We were

Steve: at the Vig. Yes. Right? And with with Natalie. Yes.

Right? And so we're talking about, you know, the five of us combining forces, and I got greedy. Right? So, because also, you guys weren't the first one and we shared this. Right?

We're talking about Opendoor, Offerpad Right. And these other companies, like, you know, how do we compete against these guys? And so for me, like I said, I've always been opposed. The partnership is like, you know, splitting this this many ways. I just don't know if this makes sense for me.

And, I've shared with you personally. I've never shared this publicly, but, like, I was also recruited by Offerpad. Right? They were gonna give me part of it, and I was like, it's too small. Hindsight, Opera passed that pretty well.

Yeah. Key was doing pretty well. So a little bit of, like, you know, you know, like, the girl that got away.

Jamil: Yeah.

Steve: Right? So, just, I think I don't I don't know if there's a lesson there, but, you know, for a lot of people that are listening, you know, like, sometimes you I say note a lot of opportunities. Sometimes it's wrong, but you live with it.

Jamil: Right.

Steve: Right? But I don't know if, you know, Josiah and Hunter know that I was part of this conversation. But if Yeah.

Jamil: They they they absolutely do. Yeah. In fact, everybody was really open to to Steve Trang being around and and and being a part of us. Right? You're a likable person.

You do business, honest. You know, there's they're all of the things and the the characteristics that make somebody a viable choice to do business with or be a partner with, you have. Right? And so, yes, by all means that, you know, everyone will remember that, and I'm sure Josiah Hunter watching right now will be like, oh, yes. Snap.

I can't believe that.

Steve: Right. You know? So, I wouldn't say that Greek can necessarily get in the way, but just sometimes, you know, you make the best decision you can make and live with it. But it's something I wanna share because this is a big part not a big part, but it's part of the story.

Jamil: Right.

Steve: Right? And, Alex Sines says, I'll scream in your name here on Facebook. So 2016

Jamil: Yes.

Steve: Awesome guy. So 2016, we're saying, okay, we wanna be the biggest. What did it start what did it look like when you guys first I mean, what kind of volume are

Jamil: you guys doing? I mean, our first month, so in December,

Steve: I

Jamil: think we had seven deals.

Jamil: Mhmm.

Jamil: So it was like, you know, dun dun da dong. Yeah. Right? But not bad. You know, seven deals is respectable.

A lot

Steve: of people would want that.

Jamil: A lot of people want that. And I and I don't wanna minimize or or, like, you know, be weird about that. Like, seven deals is a lot. Right? And, and that's great.

But it wasn't exciting at that time for me. Right? And so we did seven deals. We we made some good money, but then, like, you know, Christmas happened and the break happened, and then we got back to it in January. And January was just, like, I think we might have done, like, 25.

Mhmm. And then February, we might have done, like, 30 or 35. And then it was, like, we got to when we got to a point

Jamil: where

Jamil: we're doing a deal a day, because I remember that was the mantra in the office. Right? Guys, a deal a day, a deal a day, a deal a day. And everybody would scream that. Right?

We gotta do a deal a day. And and we did it. Right? When we hit that deal a day mark, it was it was amazing. Right?

We thought, wow, the pinnacle. We've we've broken through. We've broken through a volume record. We're doing things that people aren't doing and this is amazing. Mhmm.

And then we started to understand that there was no record. That there was no ceiling. That we were really paving a path. Right? And that we were really just competing against our own numbers and ourselves

Steve: at that point. We really are competing against ourselves. Right? Yeah. I'm president.

Jamil: Yes. Yes. So then you start to get weird about it. Right? So it's like you're really trying to like beat neck your last record or your last record, and then that became the the culture.

Right? That became what we're trying to do is just excel and get more efficient. And again, I can't I can't give enough gratitude and, and thanks to my business partners different to the table. I mean, you know, Rahima's a, like, a an on the streets problem solver. She'll she'll, you know, deal with tenants and terrible things and, you know, hoarder houses and craziness.

Nothing we would do. Mhmm. Hunter deals with the math and making sure that our numbers line up and that that we're efficient. And beyond that, making sure the systems that of each department are efficient and that people are doing the things that they're supposed to do. And, like, that's not something I wanna do.

He's

Steve: the metrics guy.

Jamil: He's the metrics guy. Right? Yep. Josiah is, a world class visionary. Right?

He is the man who who sees tomorrow. Yeah. And that's incredible. And I am, a street fighter. Right?

Like, I'm on the front line doing deals. Like, that's my love. Yeah. I love doing deals so much that that it's become a part of my DNA. Yeah.

So I I and I still do deals. I I love it. Right? I I remember when COVID happened pre COVID, I was traveling around and I'd kinda gotten away from doing deals for, like, six months or whatnot. Mhmm.

And then when COVID happened, I was like, you know what? I'm not gonna just sit on the back burner here and let my team kinda look around and say what's happening. I'm gonna get out and do deals. I'm gonna be the one on my team that's gonna post in Slack that I sold a deal today. Right.

Steve: And When I remember, because we have our our weekly conversations. Right? Yes.

Jamil: Some of

Steve: you guys that don't know, like, Jamille and I have our Sunday accountability call. And I was talking you know, we were talking about what's going on, what are you doing? And you're like, I'm I'm hustling. Like, what do you mean you're hustling? Like, I'm calling agents, I'm calling other wholesalers.

Like, Jamil's prospecting. Yes. And no one thinks about that. Right? Like Yes.

We all have this goal of, like, you know, we wanna get bigger. We wanna hire people and, you wanna hire VAs to cold call, which is great. I'm not saying there's anything wrong about that. But it's in your DNA.

Jamil: It really is.

Steve: You're wired for it. And if you're wired for it, then you're you're you're never gonna lose that. You're never gonna wonder what's going on with your business per se.

Jamil: Right. Because I can always just know that I can pick up my phone and make money. Yeah. Right? I can pick up my phone and do deals.

There's power

Steve: in that.

Jamil: And there's power

Jamil: in that.

Jamil: Right? It it's it it gives me it really just makes me feel like I I can always control my destiny. Yeah. And I'm not gonna let a pandemic affect that. Not in the way.

Not at all.

Steve: So I wanna take a step back real quick because we're talking about, culture. Yes. So, some people have said when you go to visit Keeley, it kinda feels like a cult. Right? And I look at that as a compliment.

It is. Right? In fact, I gave a presentation in Houston about how to build your own cult.

Jamil: Right.

Steve: And the reason why I say that is if you guys look at the root word in culture

Jamil: Exactly.

Steve: It's cult. Right.

Jamil: And if

Steve: you don't have a cult like atmosphere where everyone's drinking the Kool Aid, things can get kinda out of hand. So, like, having a cult means everyone's rowing the boat in the same direction. Everyone is bought in on the vision. So can you talk about how you guys are are are building your culture, maintaining your culture?

Jamil: Yes. So it always goes back to the core foundation of the company culture and it's the foundation of love. Right? There's two things and we believe there's two things in this world that are real. Fear and love.

And you can build a company based on fear.

Steve: You could. Where where and

Jamil: it and it happens, you know, Wolf of Wall Street for instance. If you watch that movie and you think of the way that that atmosphere looked, it was fearful. Although everyone was scared of something. It was like scared not to win, scared not to make money, scared not to this, scared to look bad, scared, you know, the fear, fear, fear, fear, fear. It's a driving force and it's very powerful.

Jamil: Yeah.

Jamil: But it's negative. Right? And and at the end result of fear isn't what you want. No. And and so we looked at it and You

Steve: think you want it. You think you

Jamil: want it because it does come with the cars, the house, and the things the material things that that success says you have. It's supposed to look like. Yeah. But inside, you feel like dog shit.

Jamil: Mhmm.

Jamil: Right? And that's what happens with fear. On the other side, love, which is a more powerful, a much more powerful, and and universally binding emotion and and and in my opinion, the only thing that's real. We start there. And so everybody in the company comes to their job every day and they say, how can I support and how can I love the people that I work with, my the people that I work for, the wholesalers that we're selling deals for, the sellers that are behind that deal

Jamil: Mhmm?

Jamil: And the buyer that's buying that deal. How can I bring my best to the office every day so that I can show them I love them? Right. And that is where the business happens.

Steve: Yeah. And and I think you absolutely need to have this because if you have 30 people and they're not all believing in the same thing. Right. This is gonna be utter chaos.

Jamil: Utter chaos. Yeah. That and then, you know, there isn't there is an abandonment of, like, this sense of I can't do this. Right? Look, there's there's a a guy on my team, Andrew.

Right? He's one of my best friends. He moved here from LA, on on on a hope certificate that I signed. Right? I said he he was, you know, he was needing a change in life.

He was out of a, leaving a situation or leaving a a a job, and he was like, yeah. You know, if you know anybody in property management, because that's what he was doing, like, luxury property management in Beverly Hills, You know, if and know of anyone property management, I could use a change of scenery. I'd like to come out and see stuff. And I was like, drop everything, sell your shit, and come work with me. Yeah.

And he did. And then his first three months were terrible for him. Right? He wasn't making the money he wanted. He wasn't having the things the success he wanted.

It didn't look the way he expected it to look. And he called me and he said, let's chat. And so we met at native New Yorker because I love chicken wings. And I and I just said to him, Andrew, I I I you to do me a favor. I want for the next little while, even though this may be something that you don't wanna do, I want you to wake up every day and I want you to meditate on what you want.

Like, how much money do you wanna make? What do you want your life to look like? And I want you to forget that that feels weird to you and may might sound stupid and and, it's crazy and is and is complicated as you think that can be. Do it. Do it for me.

Do it for you. And I and telling you no word of a lie, everything that he wanted to transpire, he is living right now. That's awesome. And and that is is so powerful to me that I can tell somebody this is how what I did. They do it and they and and they achieve.

Right? Right. That that is like that is what the culture is. Yeah. The culture is that we're not trying to, have anybody sell their dreams to come and work for us.

No. It's how what do you dream of? What do you want? Come work with us and make them happen.

Steve: Right. Right.

Jamil: We can

Steve: do it together. Exactly. So I'm going to take a quick detour here, because you were on, I guess, this was also hotline, part of Pace's marathon. Crazy Yes. Crazy marathon.

And there was something you said there. Someone had asked you about the legalities of wholesaling. Yes. I think that's an appropriate topic for this podcast. Sure.

You wanna elaborate on ways. Someone's asking you, do you think wholesaling will ever be illegal?

Jamil: I don't believe that because I believe in the inherent, value of a contract. And and America is built on contracts. Right? The Declaration of Independence is a contract. All of these are contracts.

These are ideas signed and ratified by people who say that we are believing in this contract. And those contracts can always be assigned.

Steve: Mhmm.

Jamil: Right?

Steve: Right.

Jamil: And so, I can assign my interest in the contract and that is just what I am allowed to do as an American, capitalist, as somebody who believes in in what we do here. I can always have that available to me. Yeah. I do believe that regulation is around the corner.

Steve: Yeah. We've we've seen it in Illinois. Yes. Potentially in Oklahoma. Oklahoma.

Jamil: Yeah. I believe that regulation is around the corner, and I'm not opposed to it. I really am not.

Jamil: Mhmm.

Jamil: As you know, because you're a broker.

Jamil: Yeah. Everybody at Keeley's licensed, and we did it that way from the beginning

Jamil: because

Jamil: as you know,

Jamil: because you're a broker.

Jamil: Yeah. Everybody at

Jamil: Kegley is licensed and we did

Jamil: it that

Jamil: way from the beginning because of that. Right? Because we wanted to have our team be cognizant of the rules, the regulations, the way to, do this business in the most genuine and and and really above board way as possible. Right? And if you do that and if you come with that spirit, I think that there should never be a fear of regulation.

Regulations are fine. Yeah. Right? But no, I don't believe wholesaling will ever be illegal. I think it'll be regulated, and I think that we'll we'll all have to get licensed.

But guys, like, getting your real estate license is not rocket science. Right?

Steve: It's I wish it were, but it's not.

Jamil: It's not. It's it's like getting the your driver's license.

Steve: Maybe even easier. Yes. Right? Yeah. I mean, it's like passing a breathalyzer.

Yes. Well well,

Jamil: you know, there's like there's either you pass or fail on a breathalyzer. Right. But, but but the real estate exam is is is passable, and you can do it. And it doesn't take a lot. You just gotta study, get some practice tests, learn the practice tests, and and get your license.

And then don't think about it anymore.

Steve: Right. And I'm just so just a quick plug for you, everyone that wasn't in case you guys didn't hear, Kegley's licensed at Stunning Homes Realty. Yes.

Jamil: Because Stunning Homes Realty is the best brokerage in Arizona. Hands down.

Steve: Country. But I don't I don't put words in your mouth. Country. So let's take a, again, you know, a step back again. So you guys partnered up twenty sixteen, wholesaling operation in the country Correct.

While everyone's happy in the process. So what was the road map or, like, you know, like, having an idea is great, but you have to execute it. You have to have

Jamil: a plan. What that plan look like? You know, it started with really Josiah and Hunter at in the beginning wanting to extract the things that were in my mind and in Hunter's mind and in their mind and then systematize it.

Steve: Mhmm.

Jamil: Because they were doing, a lot of great things, but they were, you know, really rudimentary systems at the time. Right? Like copying pasting text and, like, not things that you could really scale with, myself included. And so, after really interviewing ourselves and getting, taking an account of what we did all day, Josiah and Hunter then thought about ways to systematize it. And I have to again, that wasn't me.

That's not Jamil. That is not me. Right? I didn't do that. That was all them.

And so, they systematize it and they built it. And then we started hiring and then people were plugging into those systems and then those systems started to work.

Steve: Mhmm.

Jamil: And that was good. And we felt success from that, and then we just continued that over and over and over again. And as we've grown, Josiah has by by far, taken on the role of of really taking the initial idea and giving it this, like, brilliant vision. Right? Right?

That that that didn't come to my heart. That came to his. Yeah. And and I believe it came to his heart from God. Like, that's I what I truly believe in as does he.

And so, he he approached the hunter and myself and and my sister and said, I have this idea of of how we can expand this nationwide because it was an idea that we wanted to do. Mhmm. We wanted to do deals across the country. That was one of my goals was to do a deal in every major city in The United States. Yeah.

Right? How are we gonna do that? So there's the offer pad open door path where you get venture capital and and you scale that way. You lose a bunch of money for many, many years and

Jamil: Mhmm.

Jamil: Try to, you know, capture market share and and and win. And that's cool. But when I was with you in Dallas Mhmm. I had an opportunity to talk to Gary v. Right?

And I asked Gary v that question.

Steve: I remember you asking him that question.

Jamil: And I said, how do you feel about us, Keeley, taking venture capital? And he said, don't. Don't do it. Unless you want your company to be fixed and flipped, don't do it. Because that's exactly what venture capitalists will do.

I think he said don't sell out. Well, that but really, like, you know, because he he knew that he was talking to an audience of flippers. Right? And so I I remember the analogy and it hit me right in

Steve: the chest

Jamil: Yeah. That he they would literally would come into our company, not care about the culture, not care about anything that we had built, and and drive it towards their ultimate profits. Not ours, but the investors profits. Right?

Jamil: Yeah.

Jamil: And then what happens to all of us in the process is not their business or ours anymore.

Steve: Yeah.

Jamil: And and there was a fear that Josiah and Hunter had that bringing in outside funding even though we didn't need it, that that was what's gonna happen. Right? And so He validated it. He validated it. Absolutely.

And so we're well capitalized. Right? We don't spend our money. We don't take our money home. We take paychecks, but all of us.

But, you know, we've kept a lot of the funds in the company. And so we looked at it and said, well, our P and L's are amazing.

Steve: Yeah.

Jamil: Right? Our cash balances are great. This is a very replicable model. And I think that's what we should do. Right?

And so Josiah brought that to the table and so franchising became an idea. And then I don't know if you've ever looked into what it takes to become a franchise.

Steve: I've looked into the ideas of buying a franchise. So, you know, for a while, this is pre real estate. You know, I was like, well, I need to as an engineer, w two income, I can't rely on this to get wealthy. So I looked at franchises, and every franchise was, like, a 150 to 300,000 Yes. Before you sell your first smoothie.

Jamil: Right.

Steve: And I remember, like, the application. I went to look at Jamba Juice. Okay. Awesome. It's like, okay.

So, like, part of the application is you have have had to have had Sony five successful businesses prior. Yes. What?

Jamil: Right? There's a lot of there's a lot of, hoops that you have to jump through as an applicant. Right? But for Jamba Juice to become a franchise, it is like, dude, though it is a complete checkup. Right?

It's federally regulated, first of all. Mhmm. So the government's involved. Yeah. This at a state level, they're involved.

Your your finances are audited. Your business model is audited. Mhmm. Your, you have to create what's called an FTD, which is a 200 page document that outlines everything we do from basic, you know, from start to finish. We have to provide our our p and l's.

And then we're not allowed to make any projections. Yeah. Right? So if somebody calls me and says, hey, I'm interested in a franchise. How much can I make on this?

My answer is, I am I am unable to give you that answer based on federal law. And I that is the truth.

Steve: That is the absolute truth.

Jamil: And then when somebody wants to buy a franchise, so say we're on a conversation, they say I wanna buy a franchise. I'm ready. Mhmm. I can't sell it to them for fourteen days. Because for fourteen days they have to take time and think about it and read the FDD and talk to their attorney and talk to their lawyers and talk to their wife and talk to God.

And if all of those things line up, in fourteen days, we might be business partners. And so it's a complete shift from what, you know, partnerships or, you know, traditional businesses look like or Yeah. This is this is real. And but it's amazing.

Steve: Yeah. So when did Josiah have this vision of franchising?

Jamil: You know, I think that he he it was probably always in his head like there is a seed there that was that was planted. It's been about a year, right, since we started the process. So I'd say he probably had that thought or that inspiration about a year ago. And, and then it was just like all of us were like, yeah.

Steve: Yeah. Well, I remember, like, you were so giddy. Yes. You couldn't even, like, keep it a secret. No.

It was like, Steve, Steve, Steve. I gotta tell you something. But you and you close the door and you whisper, like, hey. We're getting a franchise. Right?

But that's awesome. Yes. And I think it's great. So, I think this is a really important story to share because a lot of people are they're listening. Right?

They might be trying to do their first deal or they've gotten a couple of deals and they're trying to figure out what the the the future holds, what it looks like, where they can get to. Right? And the reason why this is an important story for me to share is that anything's possible. If you you know, it's it's a think of a word. Right?

Whatever man can can see if he can achieve. And so you have this vision of being the biggest wholesaling company in the country and you're just moving towards it. And, yes, Josiah has the vision of franchising a year ago, but that's just part of the original dream.

Jamil: Right. Right?

Steve: And so I think everyone needs to understand, like, yes, there are struggles. Yes, there are a lot of days that suck in business. Like, 95% of the business times business just sucks. Absolutely. It can.

It can. But, man, when the things are going great, what you can achieve, that that 5%, like, most people will never even be able to conceive it and even dream about it.

Jamil: Right.

Steve: And we can actually live

Jamil: it. Right. So It's amazing. You know, you you know I love Tupac. Right?

Jamil: And he

Jamil: has this song staring at the world through my rear view. Right? And so that's exactly what that was. And and what he was trying to tell people is that you gotta look at the world from it being behind you.

Steve: Mhmm.

Jamil: Right? And and that never really made sense to me until I was like, oh my god. If it's behind me, that means I have what I want. Mhmm. And if I'm living in that, that means I'm living in faith.

Yeah. And if I'm living in faith, I can do anything I want. Right? And that's the power. Because when you live in faith, who God's got your back.

Yeah. Right? Like, you can walk off the you can walk off a building and don't do that. But, like, you you know what I mean? Like, that's how you feel.

Steve: Well, you've got all the, faith, confidence. You've got belief. And when you've got belief, anything is possible.

Jamil: 100%.

Steve: Yeah. So we've talked about the journey to franchising. If someone wanted to be a franchisee, what does that even look like? So Well, if we I still wanna be this first franchise in Phoenix. Just I want to put that out there.

Jamil: I've got your name written down Okay. On the list. And you're first. I think base is second. Okay.

So, so what it looks like is, we start off by having a conversation. Mhmm. Right? So well, actually, it starts off by you emailing franchise@Keely.com. And in the subject line, you write, I wanna talk to Jamil about a franchise.

Yeah. And you'll get an application. And that application asks you some fundamental questions. Right? Just about your your past, your history, not your, like, past past, but, like, your past in business.

Right? Your history in business. What your, what it looks like for you right now.

Steve: By successful businesses beforehand.

Jamil: Not we it's not that's not necessary. We're not that robust in that sense. But we'll get an get an understanding of if we think just on paper you make it you're the right fit. And then I hop on a call with you.

Jamil: Mhmm.

Jamil: Right? And we chat for about an hour and I I I ask you questions and you ask me questions and and I try to I try I I start off those conversations by saying, ask me the most uncomfortable questions that you think you can ask me. You're not gonna offend me. And if you offend me, we shouldn't be business partners.

Steve: Mhmm. Right? I can I can confirm it's it's nearly impossible to offend Jamil?

Jamil: It I I've been offended, but I I have to once I, like, start to realize I'm offended by something, I have to understand why I am offending myself.

Steve: Mhmm.

Jamil: Because it's my reaction anyways. Right? Like, you can't do anything to me. I do it to me.

Steve: Right. You allow it to happen.

Jamil: I allow it to happen. And so, but I but I have that conversation because I want people to understand and feel open to just say what they want or ask what they want. And we have a conversation and we determine whether or not we're a good fit for each other. And if we are a good fit for each other and you can meet the financial requirement, which is a $100.

Jamil: Mhmm.

Jamil: We then, make a soft commitment. Right? So a person would make a soft commitment and say, I'm interested in moving forward, and I'd like a copy of the FDD. And then we we there's, you know, some things that they have to sign. It's a soft commitment again.

You know, they can back out. Right? They get the FDD, and then over the next two weeks, there's things that they have to do. Right? So they gotta talk to their attorney, and we're checking in with them continuously, see how that's looking.

But it's really a time to ponder, a time to think about really take inventory if this is really what you want. Because I don't want a half partner.

Jamil: Mhmm.

Jamil: Right? We don't. We we want successful partnerships. We're putting our all into it. And I want the person who's sitting on the other side.

A $100 is nothing to us. I don't mean to sound that's, you know, I don't mean that in a in an arrogant way. I'm just saying that's not the the the root of this. Mhmm. The root of why we're doing this is our partnership.

Right? That's where we're all gonna get money. That's where we're all gonna change our lives and and feed our families and and and grow the value and the worth of the company. Right? And so that's what I'm interested in is how will you do as a partner?

Yeah. And and in that fourteen days, you have to make that self determination of am I gonna be a good partner in this? And I've got to think, is this person gonna be a good partner? And and, you know, unfortunately, we've turned people away. In fact, when I first announced that we're franchising, 200 people raised their hand and said, I have the the funds.

Mhmm. I'd like to to be a part of this. And, you know, that, unfortunately, we didn't we didn't allow a lot of people even to the the phone call stage. Right? Because it's it has to be the right fit.

And, It goes back to the culture piece. See what

Steve: you're talking about.

Jamil: 100%. Yeah. And so you you get to that point and, and say, for instance, you know, you're you're you're in the fourteen days and things look great. You talk to your attorney. They love it.

Talk to your accountant because they have to look at the p and l's and they love it. You know, accountants love our p and l's because Hunter is so so good. Right? And they're real. So that's awesome.

Right? So your accountant loves it. Your wife loves it. Your husband loves it. And then you pray on it.

You know? And if and if you feel good about it and and we decide to become partners, I mean, it's amazing. Right? The next step then is is the deliverables and the things that we have to do Mhmm. In order to ensure that our franchise is gonna be successful.

What are some of those deliverables? Well, glad you asked. So, the first is as a franchise owner, you operate as the Kegley brand in your town or your city

Jamil: Mhmm.

Jamil: Or market. Right? And so that's power in itself. We've done a very good job of building the brand and there's an inherent goodwill of incoming leads that come just being Kegley. Right?

And so there's that leads and there's that there's the there's that asset there. The second asset, which in my opinion is the tangible asset, is that Kegley actually builds your list. Right? So what we're known for, our core competency is our ability to build buyers list, better buyers list than anybody can build. Right?

Yeah. Not only the list, but the training and the capacity to be able to get the depth of relationship required in order to sell those deals to those people. Right? And so, that second deliverable is evergreen. Meaning that month after month we add to that list.

Yeah. The third deliverable is who do you do businesses? Where where the deals come from? And so every month we deliver it to you new lead sources on where the deals come from. The fourth deliverable is is access to our entire office.

Right? And so they come in, they shadow, everything that goes on in Kegley, corporate, and then we send them home with, onboarding for their team in order for them to replicate at a scaled down version of what Kegley corporate looks like

Jamil: Right.

Jamil: In their own home office. Right? Or in their own office. The fifth deliverable is that they plug into Kegley creative, which is a nationwide distribution of creative deals. Mhmm.

And then they're personally trained by our friend, Pace.

Steve: Yeah.

Jamil: Right? And so He

Steve: knows a thing or two about

Jamil: And he he absolutely does. Right? And so just within that, the deliverables are are stacked Yeah. In in order for you to do, volume and tremendous business. And then if you're also one of those homevestor types, I'm not, you know, talking to any homevestors here, but if you're a homevestor, and, you like belly to belly sales, you want seller direct leads, there is an ad spend component that you could tap into.

Steve: Mhmm.

Jamil: But that's not Keyglee's core model.

Steve: Right.

Jamil: Right? So the that is a side deliverable that we offer, and, and you could get seller direct leads that way through a monthly ad spend. But we believe that all that you require in order to do the business at the highest level possible, will be available to you through those four deliver through those five deliverables. Yeah. Yes.

Steve: Amazing. Amazing. Alright. So we're gonna go with some questions here.

Jamil: Awesome.

Steve: Warren is asking if I wanna be k w as well. I'm not gonna answer that question. A lot of people really resonate with you.

Jamil: I love it.

Jamil: Love it.

Steve: Thank you. Fogtown King wants to know, how do you find, institutional buyers to buy deals from you?

Jamil: Great question. Right? So, we do a lot of deals with institutional buyers. And, really, it's about reverse engineering where the deals are going. Right?

So institutional buyers can come in different packages. They're not just hedge funds. They're also portfolio owners. And portfolio owners, as as sophisticated as it sounds and as and as, deep as those portfolios can get, they're really just regular people. Right?

For instance, Zach Keeps. He's an individual you had on the show here, and that would be somebody I would call a portfolio owner. Right? Mhmm.

Jamil: So

Jamil: how would you meet Zach Keeps? It's not as hard as it is meeting somebody from a hedge fund. Right? Now you can do business with hedge funds. Hedge funds are a little more difficult because their buying requirements are a lot harder Stringent.

Stringent than portfolio owners. Right?

Steve: Mhmm.

Jamil: And

Jamil: so we do both. We reverse engineer to find the hedge funds that are buying, and then we reach out to their representatives. We build relationships with them, and we sell them deals. Fortunately, they will buy a a high volume of deals. Unfortunately, as wholesalers or small wholesalers, their buying requirements will typically involve inspection periods longer than your inspection period, refundable earnest deposits

Jamil: Mhmm.

Jamil: And sometimes closing day shenanigans. Right? And so if you're

Steve: Well, not just closing day shenanigans. You might have to take the deal down.

Jamil: 100%. They may require it. Right? And so that and I when I say shenanigans, let me let me rephrase that. Closing day surprises.

Challenges. Challenges. Right? Because they're not shenanigans. They're real.

Right? But but there's challenges on closing day and that's tough. But the portfolio guys, those those individuals that own deep deep real estate portfolios, but they're managed by a really accessible person. Mhmm. We're really good at uncovering who those people are, through our multitude of of outreach messages or outreach avenues and verticals.

Some of it's social media, some of it's tax records, some of it's other proprietary, channels. But, but ultimately, we like to focus on portfolio owners at a higher degree because selling properties to an individual like a Zach keeps is a lot simpler. And and when you make a relationship with someone like that, they buy from you for good.

Steve: Right. Right? Human element. It's not a it's not a computer.

Jamil: Correct. I had Zach over at my house two weeks ago, and we were chatting and having a nice time when Ty was in town. And, he was saying, you know, he had bought in, like, 50 something houses off, Doug Hopkins. Right? And so, you know, I had a twinge of a little bit of, like, FOMO because I'm like, oh, why doesn't why can't I sell 55 houses to Zach?

Right?

Jamil: Yeah. He's

Jamil: you're in my you're in my kitchen right

Jamil: now. Yeah.

Jamil: Right? But but it's cool. Right? It's like because there's a depth of relationship there. Now I have a great relationship with Zach.

We've We've sold him many houses. Mhmm. But I didn't sell him 56 last year.

Steve: No. Me neither.

Jamil: Right? And so, so that's it. Right? You find who they are. And and the reason why Zach buys from Doug as often as he does is he loves Doug.

Mhmm. Right? They get along. They know each other. They trust each other.

And so, the answer to that question is you can uncover who they are based off of what they own, but you can keep them by building a deep relationship. And so, so depth of relationship is really the key to to being able to make that work.

Steve: Got it. His follow-up question is and I don't know if you know the answer to this question, is who where is Keeley licensed in Florida?

Jamil: Which brokerage?

Jamil: Mhmm.

Jamil: I I we are licensed but I don't know.

Steve: Yeah. I didn't think you're the person that

Jamil: asked. Sorry.

Steve: Diane wants to know what is your morning routine? Oh, I love that.

Jamil: So my morning routine is, still the same. Mhmm. I wake up,

Jamil: routine is, still the same.

Steve: Mhmm.

Jamil: I wake up, I meditate, and, then I have some coffee, pet and love my dogs, and I go to the gym, and I work out with a trainer, I sauna after that. I come back. I sit down, hang out with my wife for a little while, and chitchat. And then, you know, those are I'm I'm in meanwhile, I'm doing deals. I'm talking to people.

I'm on my phone. I'm in business, but the meditation, the gym, and the conversations with my wife in that time where we're all fresh, those are non negotiables for me. Mhmm. Right? So you'll know and other people know like you don't schedule a meeting with Jamil before 11AM.

Steve: I know. Well, I didn't know that. I just knew every time I said 9AM, it was always a hard no.

Jamil: And, you know, it's it's because for me to be at my optimal Mhmm. All day, I have to make sure that those things are are taken care of.

Steve: Yeah.

Jamil: And so that's just what it is. Right? And my morning routine is it's non negotiable. It is what I do every day. The pandemic did throw me through a tailspin a little bit.

I slept a little bit later. I slept a little bit longer. I didn't meditate every day. Even though I had all the time in the world, I More time

Jamil: Yeah.

Steve: Does not help.

Jamil: More time does not help.

Jamil: It makes

Steve: things worse.

Jamil: It was weird. I I I definitely, saw myself kinda unravel a little bit. Yeah. But that was also fun. It was also fun to see, how I can tailspin or the things that I could do or but again, I saw a lot of people, like, really drink a lot over over, the pandemic time during the lockdown, and I didn't do that.

So I feel good about that. So

Steve: That is good. I wanna, hit you you mentioned the the gym. So you're on my you wanna talk about why you're at the gym? You're on my show the first time. What happened?

Jamil: Well, what my doctor said to me? Or what are you talking about?

Steve: There's another investor in town that called you.

Jamil: Oh, Tim. So yeah. So Tim Tim has been like that, you know, in movies where where, you know, somebody like an angel or God comes and shows up as the janitor or something and, like, and kind of pat you know, moves you along Yeah. In the right directions. So for those of you who know my story, Tim Wynn is the first person who brought me to Phoenix to do deals with and then and then invited me to hang out with him for a week, showed me around town, opened my eyes to Phoenix, and then did deals with me for a year after that until I struck out on my own.

So Tim Wynn is someone I truly and dearly love. Mhmm. Because because he changed my life. Right? And so what happened is, I run into Tim again, and I'm fat.

Right? I'm like I mean, I'm chubby guys. Like, let's not let's not beat around the bush here. Right? I'm not a skinny man, but I was like ultra fat.

Right? I was about forty pounds heavier than I am right now. Really? Yeah. And I was unhealthy.

I didn't feel good. I was harder to move. I was breathing heavy. And he saw me and he was like, hey, bro. What's up?

How you doing? Where you been? And, he actually also sold me the lot on the how the house that I just built. Mhmm. So Tim is, like, weird.

Like, he brought me to Phoenix. He sold me my house, and he made me go to the start going to the gym. Right? So, like, Tim's awesome. Everyone should know Tim.

Yeah. So or have a Tim. And so Tim said, hey, we should do some deals together. And being Jamil and being a deal junkie and always wanting to find deals and do deals, I'm like, sure. When do you wanna meet?

Let's let me see what you got. Right? And he's like, well, this is what we should do. Why don't you meet me at this address at 8AM on Monday, and we'll work out together, and then we'll we'll meet up afterwards, have breakfast, and do some deals. And I'm like, yay.

Right? So I have no idea what Tim is doing. Right? Where he's gonna send me or what this is gonna look like. I think we're gonna go to a gym.

We're gonna putz around, you know, do some machine weights and, you know, I might be on an elliptical machine and, like, half ski for, you know, twenty five minutes and call it a day. So so I show up at a high intensity interval training studio. And, I'm I'm, for the next forty five minutes, murdered. Right? Mhmm.

I feel like I'm so mad at him. I'm so mad at the person yelling at me to to, you know, move. I'm I'm so mad at myself for being so out of shape. And at the end of the workout, all of the anger that I was feeling was gone.

Jamil: Mhmm.

Jamil: I was exhilarated. I could breathe well, and I felt alive.

Steve: Yeah.

Jamil: And I was like, wow. You know? Like, thank you, Tim, for doing that. And what he did then is went to the, reception while I was still trying to get myself up off the ground, and bought me a pass for the rest of the month. Wow.

He just bought it, and he's like, hey. So I just bought you a pass for the rest of the month. So now you're gonna come here every day. And I did.

Steve: That's a friend.

Jamil: That's a friend. Right? And so, he got me into it, and and I haven't looked back since. Like, I I'm addicted to the exercise now. I love the endorphins.

I love, all of that. The feeling, it's amazing. You know? Health is is great and health is not how you look, guys. Health is how you feel.

Steve: Yeah. Health is absolutely how you feel. It's awesome. Mister Jackson wants to know what's the key differences between the Kiwi franchise and the AstroFlipping program?

Jamil: Great question as well.

Jamil: So AstroFlipping is our education program, which I head now.

Jamil: AstroFlipping is our education program, which I head now. And, and we, in that program, teach you what to do. But we're not doing it for you. Mhmm. We're not building you your list.

We're not bringing you the leads. Right? We're not building your systems. And we're and you're and you're not in our office, you know, replicating our our systems and replicating our infrastructure. And so, I would look at it like, AstroFlipping is the blueprint of A franchise is the house.

Mhmm.

Steve: Makes sense. Yeah. Perfect. Let's see. Warner wants to know, how did you get so good at meditating?

Jamil: Oh, my god. I was not so good at meditating. So I started off by doing five minutes a day with a hangover every morning. I'm just being real.

Steve: We all start somewhere.

Jamil: And, and I wasn't in the best place. Right? Like I was not in the best place and But I but I had read Jensen Saro's book, You're a Badass. Mhmm. And she talked about how everyone she knew that was successful meditated.

And she didn't know why, and she didn't know how, or what was about what it was about. But once she started meditating, her life changed. And so she literally book, like, I don't understand it. I don't know why. I don't know what it's all about.

But everybody who has anything or does anything good does this. So I've done it and now I'm doing good things. So based on empirical evidence, I can say you should do this. Right? Essentially, I'm paraphrasing what she said, but I I bought it.

Jamil: Mhmm.

Jamil: I I thought, okay. I'll take that. And so I downloaded an app called Headspace, and they start you off when in five minute intervals. And and so I started off really just doing that, the five minutes of meditation with a pounding headache. But what happened was the the length of time increased and my drinking stopped.

It naturally fell off. Right? Everything in my life started to naturally find its right path. Find its right frequency on where it needed to be. And this was without me having to force it.

And I think that that's the thing. Like, so I started off really small and I started off really forgiving of myself because it's a hard thing to do. Controlling your thoughts

Jamil: and

Jamil: then removing them

Steve: Mhmm.

Jamil: Is is what ascended masters do. Right? That's the work of masters.

Steve: Yeah.

Jamil: And so don't beat yourself up that you can't do it because we have a subconscious that keeps us alive, but it's the loudest thing in our lives. Matthew Ferry, who is, a coach, a mindset coach, he calls it the drunk monkey. Right? Mhmm. And and I wholeheartedly ascribe to that.

If you guys don't know who Matthew Ferry is, look him up. He's a great dude. What's up, Matthew? So Matthew talks about the drunk monkey, and, that drunk monkey is real. It's your subconscious it's your subconscious telling you no.

Mhmm. Don't be an entrepreneur. It's not safe. Don't take that risk. It's not safe.

Your nine to five is safe. I love that. That's great. It it it literally does all the things it can to keep you small and alive. Keeps you safe.

And safe. Yeah. Right? And I and I I I'm thankful to my subconscious because I still don't know how I get to work every morning.

Steve: Mhmm.

Jamil: Right? Because I'm so distracted while I'm driving. I don't know

Steve: to this.

Jamil: What got me from my house to my office, but I'm there. No one's dead.

Steve: Mhmm.

Jamil: So my subconscious serves its purpose. But when it comes to my hopes and my dreams, it needs to sit in the back seat and shut up. Right. Because now I want my spirit to take the driver's seat, and that's what I think drives it. So that was a long answer to that question, but how I got good at it was just doing it and being forgiving of myself for not doing it well.

Alright.

Steve: And I don't think you need to be perfect at it. You just need to do it.

Jamil: Yes.

Steve: Is there an app that you prefer?

Jamil: So now, I, I'm I'm really into, Insight Timer. It's an app that I I use and there's a, a subgroup in Insight it's a free app, guys. So download it today if you can. And then there's a subgroup within Insight Timer called Stress Fit. And it's all one word, Stress Fit.

And and they have guided meditations in there that range anywhere between eight minutes and an hour. And I'm really digging them. I think that there's a lot of power there. So if any of you are looking to embark on that as something that you're looking to try or do, I'd start there.

Steve: Awesome. Let's see what else is there. What you said would you say it would be highly beneficial for someone to get a license if you're in the business of wholesaling?

Jamil: Yes. I do. I think that having a license opens many doors for you. I think that when you're in seller appointments that you can wear a different hat when you're in those seller appointments. That you can go for the the cash buy.

Mhmm. But you can also if you if you walk into a retail house, trying to buy give them a cash offer doesn't work.

Steve: It could be offensive.

Jamil: It could be offensive. Right? And it's not the right thing to do. It's not the right solution. You wanna find the highest and best solution for your seller, not for you.

Steve: Right.

Jamil: Right? And so having a license gives you the opportunity to choose another path that could be the highest and best solution for your seller. So I I highly recommend doing it.

Steve: Yeah. And even even if you don't wanna list it, you can get

Jamil: paid legally. Yes. Yes. Staying out

Steve: of jail is one of those priorities.

Jamil: Right.

Jamil: But you

Jamil: need a license to refer it.

Jamil: You need

Steve: a license to get paid

Jamil: legally. Right?

Steve: So And that's something that, you know, I still see all the time. You know, people talk about bird dogging fees and and and so on, like, paying your mailman a thousand dollars. I'm with the opinion that's highly illegal.

Jamil: It is. It's not an opinion. It's the truth.

Steve: But everyone preaches it. Everyone pushes it. And, you know, we're talking about regulations coming down. Like, we don't need regulations. Like, that law already exists.

Jamil: Right. But it's not enforced today. Right. Until it is.

Steve: Until it is. Until someone's made an example of. Yep. See what else is there. Warner wants to know what's your biggest struggle right now?

Jamil: Oh, my biggest struggle right now, finishing my book.

Steve: I already I already chalked that off. Jamil Jamil's writing a check for $12,000 to me

Jamil: I'm not writing a check.

Steve: On 08/31/2020 because this book won't be done.

Jamil: So I've talked to Josiah about it as well, and I'm bringing in bigger guns to help me as well. Not bigger than you, but I'm bringing in other additional guns Backup. To help backup, to help me make it happen.

Jamil: Mhmm.

Jamil: And so I hope so.

Steve: Well, actually, I kind of hope you don't because I need my

Jamil: I am going to write the book. I'm gonna finish it. It's I mean, it's it the skeleton is there. I'm filling in the pieces right now. Yeah.

It's called The Energy of Money. Awesome. And, you guys are gonna love it. Yeah.

Steve: But if you don't, everyone needs to know. August 31, send Jamil a message of whether he's finished the book or wrote a check to Steve.

Jamil: Well, they have reckoning will come.

Steve: Let's see what other questions there. Guys, don't be afraid to ask questions. I w assault. I'm guessing that's not their real name. Would you recommend finding buyers searching records for who big wholesalers are and quick calming their deals to quick claiming their deals to them.

Jamil: So is he asking how to find buyers?

Steve: Would you recommend, searching records

Jamil: for big wholesalers? Sure. I recommend that. I I also recommend getting onto wholesalers lists. But I gave, I did a YouTube video the other day where I gave a tip about that, I got a text message about last night where a student of mine made a $47,500 assignment fee.

How much? $47,500 assignment fee on, on a tip that I gave him where, he needed to find a buyer. And and so I'm gonna share it with your audience as well. So the tip is guys, if you're looking for a buyer for your deal right now. Right?

And that's right now. Not not a buyer who's ready tomorrow or a buyer who's ready last week because they're still real buyers, but timing is huge on in a buyer's life. Right? And so how do you find a buyer that wants to buy today? And so what I do and what I've been, and this is one of, you know, a 100 things that our intake team does to find buyers so I can share it.

Right? Because we got 99 others. But, here's one. So what we'll do is we'll look at the daily listings on the MLS. So brand new properties that are listed on the MLS that appear to be flips.

Mhmm. And why that's important because usually people would skip past those. Right? They'd say, oh, that's a flip. I don't care.

And they keep looking. They look for the garbage house because that's the one they wanna buy. But the reason why it's important to look for the flip is that investor who'd listed his property today is ready to buy today. Yeah. And how do you know?

Because I just got beat out by, a a smaller wholesaler who sold to my buyer because he actually was looking at the taking my advice and and looked at the MLS, saw his listing, got listed, reached out, sold him a deal. Mhmm. And, so it works. Yeah. The timing there is the timing hack.

Right? You are literally getting in front of them the day they need the deal.

Steve: The right time.

Jamil: The right time. So so that's what I do. And how do you find if it's a flip or not? You look at the pictures. Are they professional photos?

It's a TV. Right? Are you know, has it been greatly updated, and are the closets empty? If there's no clothes in the closet, that's a flip. If there's clothes in the closet, it's just a a nice house.

Yeah. Right? So, what I do then is I find the owner, skip trace them, call them. I also reach out to the real estate agent because if she's representing one flipper, she's representing five. Mhmm.

Or he's representing five. And I reach out to them and I say, I know that you represent, rehabbers. I have a property and actually one very close to the one that your seller, it just listed today. And would you like to do another deal? Or would you like to send them the opportunity?

And guys, it is gold. Like, you know, Curtis Harvey shout out to you and your assignment. That's so dope, bro. But $47.05 $47,500 off that tip. Right?

So I hope all of you, can start building your cash buyers list that way. You know, it's awesome. We're Kegway's not in every market right now, but I still want you to sell your deal.

Steve: Yeah.

Jamil: So so be proactive and and build your list.

Steve: Awesome. Very cool. Jason Toledo wants to know, other than meditation, what would you recommend for people that are trying to get it together?

Jamil: I think how you speak to yourself is really important. You know?

Jamil: How

Jamil: how you talk to yourself and how you talk to, even other people, but mainly yourself

Jamil: Mhmm.

Jamil: Is is really an indication of of where things are right now. So are you hard on yourself a lot? Do you say negative things to yourself? Do you say, oh, you're so stupid. I'm so stupid.

I'm so ugly. I'm so fat. I'm worthless. Nobody likes me. I have no friends.

I'll never be able to do this. This is so hard. I don't understand. My brain doesn't work. If you if any of those things I just said right now are are phrases or or feelings that you have about yourself.

I would take inventory of them. I would make make yourself aware of them first because a lot of us aren't aware. Right. So awareness is the first thing because it's a dark place. Right?

So shine light on it with awareness. And then I would start really chipping away at trying to change that. So when you catch yourself saying something to yourself that's negative, that's hard, change it. Change it up.

Steve: Mhmm.

Jamil: Say the exact opposite and it doesn't need to be believed at that time. But when you start changing the internal dialogue that you're having with yourself, you'll start to change how you feel about yourself. When you start changing how you feel about yourself, you'll start changing how you feel about others. Yeah. When you start changing how you feel about others, you'll start attracting them to you.

Right. And when you bring them to you, you bring opportunities and those opportunities become what you're looking for.

Steve: Yeah. Yeah. I love it. And one thing I'll add on top of that is just having a gratitude journal. Just writing down one to five things you're grateful for every day.

Jamil: Love that. Love that.

Steve: Because you can't be you can't be grateful and unhappy.

Jamil: You can't.

Steve: I don't think it works.

Jamil: You can't.

Steve: It's like, what was it Daniel Tosh? Like, you never seen anyone, like, on a jet ski, like, frowning.

Jamil: No. Right?

Jamil: That's awesome.

Steve: Warner Carroga wants to know, aside from wholesaling, do you wholetail? Do you wholetail?

Jamil: We don't. Okay.

Steve: And then the follow-up question is, if not, how come?

Jamil: I'm fast jack, baby. You know, I, wholetailing is is a is a totally different thing. It requires cash. It requires, not that we don't have it, but it requires so much. Right?

You gotta buy it, close it, hold it, sell it, list it, wait for the flip rule. Like, there's so many things. It ties up money for so long and there's opportunity cost to that money. Right? For us also, we're a b to b wholesaler.

Right? We're a business to business wholesaler. We're not a business to consumer wholesaler. We're business to business. And so, because we're business to business, we have to be in alignment with our deal partner.

Mhmm. And if their goal is not a hotel, their goal is to take their assignment fee and move it. Then our goal is to take the assignment fee and move it. Right? And so, the opportunities don't present themselves as often as you might think they do.

And secondly, I personally love the burden hand ideology. So if I can wholesale a deal and get my $10 now, I'm way way more likely to do that than to, you know, look for maybe a higher profit margin waiting.

Steve: Yeah. And I have I subscribe to the same philosophy even though we are taking more deals down now. Yes. You know, I'd rather take 5,000 today than 20,000 in in three months. Right.

Right. Because the amount of time you spend to get that 20,000.

Jamil: It's a lot. And there's things there's brain damage in in in retailing, you know. Yep. There's binzers. There's inspections.

There's agents. There's lenders. There's title. There's so many things.

Jamil: There are

Steve: a lot of pieces involved. I'm gonna this is the last question, and this is from Foxtown King. How can you find out how much a wholesaler made on a deal looking at public records? Or is there some other way to find out how much a wholesale made?

Jamil: So Foxtown, I'm gonna challenge that thinking and I'm gonna say, why does it matter? Yeah. It doesn't. It doesn't matter how much a wholesaler made and you shouldn't be looking at what other people are making on things.

Steve: Yeah.

Jamil: It's not for us. If that's not your money, it's not not your money. Right? And so, you know, I don't I don't focus on that. I focus on what I can make.

I focus on what I can do. And so I would I would suggest, Fogtown that, change focus off of others, off of what they've made. Try to find who they are. If your focus is finding them, that's great. But finding out what they made, that's a little bit intrusive.

Yeah. Right? Irrelevant. And it's irrelevant to the to what we're doing. So I would I would stay focused on the important things, who they are, how you can connect, and how you can do business.

And and then focus on how much you make.

Steve: Yep. Awesome. So I'm gonna let you take a minute, think about what message you wanna leave everyone with, and I'll make a couple quick announcements. So guys, workshop is June, tenth through twelfth. So I think that's is that two weeks away?

Yeah. Two weeks away. June. If you guys wanna see if it makes sense for you, go to disruptors.com/workshop. And like I said, every everyone is gone.

The feedback has been overwhelming positive. I don't think anyone's ever gone and it's like, oh, that was terrible. So if you guys wanna learn how we build our business, we're gonna share anything and everything, in those two and a half days. And then in two weeks, Ryan Pineda is coming back

Jamil: Yeah.

Steve: And he's gonna talk about, I mean, all sorts of different things, but I think how to be a TikTok how to be amazing on TikTok. Yes. What's going on in the market and, what his team did during COVID and how they're crushing it in Vegas while everyone else thought the world was crashing. Yes. He crushed it in Vegas.

Jamil: So I love Ryan Pineda. Yeah. Like, he is he is such a cool dude. Yeah. When we were in Vegas, he was the best host.

We chat every once in a while, but we just chatted a couple weeks ago. And he's working with our Vegas franchise pretty pretty closely. Awesome. He's also a new dad. Yeah.

And, again and, I just think he's the coolest guy. So, follow-up. And can I just double down on the workshop? Mhmm. Because I attended first part of it.

And I'm telling you guys, in terms of value, there's nothing that I've seen that matches that. It's a it's a powerhouse situation. Steve has the the connections to bring the the the connections to bring the brightest minds in the business into one room, and then he makes it all about you. Yeah. Right?

And, I witnessed it, and it was special. And so I highly recommend it to anybody that is on the fence or thinking about it. I endorse it and I think it's great what you're doing. I applaud you for it.

Steve: Awesome. Thank you. And for you guys that are still watching, make sure you guys send a message to Ryan Pineda. Let them know that

Jamil: Steve thinks his Tesla looks okay.

Steve: Awesome. Starting a little bit of beef. Trying to raise our followers.

Jamil: Love it. Love

Steve: it. Alright. Last message.

Jamil: So, my last message is, guys, your dreams can be real.

Steve: Yeah. I mean, it's dreams can come true. Do come true. It's not just Disney saying.

Jamil: They do. And, it's really it starts in your heart, starts in your your mind. And, beyond that, you just say yes to the world, and it happens. If you're interested in a franchise, reach out to us please at franchise@Keegley.com. Send an email.

Again, in the subject line, say I want to talk to Jamil. Yeah. Because I want to talk to you personally. I don't want to have a salesperson speak to you. I want to speak to you.

If I resonate with you, if if for whatever anything I'm saying is is hitting you in a way that that feels right, let's chat. And, I look forward to being your partner. And if not, I look forward to the conversation. But I just thank everybody who supported us all this time, and, I can't wait to see what tomorrow brings.

Steve: Awesome. Someone wants to get a hold of you besides email. How would they get a hold of you?

Jamil: You can find me on Instagram at at j damji at j d a m j I. And guys, give me some love on my YouTube channel. I put out some fire content there. I'm I have a video that's that's done really well where I train people how to comp. And I think that knowing how to comp houses is probably the foundation of being a good wholesaler.

Because if you can know what value is, then you don't make mistakes.

Steve: Credibility is so important. Yes. And you can be dismissed.

Jamil: Yes.

Steve: And it's unrecoverable. You make a

Jamil: bad first impression. 100%. 100%. So if you, if you feel inclined, go to YouTube. Write my name Jamil Damji, j a m I l d a m j I, in YouTube in the search, field and subscribe to my channel and watch the videos.

You'll make me happy.

Steve: And yes, Diane. Sorry. July. I don't know what I said earlier. But, guys, thank you for watching.

Thank you. Thank you.

Jamil: Thank you, Steve. No handshakes. My man.

Jamil: Can't nobody touch us. And, yeah, we about to give you gains. Shout out to Steve Tran. Real estate disruptors.