KeyGlee's Wholesaling Success: How Josiah Grimes Flips 80 Houses Monthly

Steve Trang: Hey, everyone. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we have Josiah Grimes with Kegley, and he's here to share how Kegley is doing 70 properties a month and even peaked a couple of times at over 80, which is astronomical. I can't even imagine that. If this is your first time tuning in, I'm Steve Trang, broker owner of Stunning Homes Realty, founder of the Offer Fast Homes app, the only app you need for wholesaling.

And I'm on a mission to create a 100 millionaires. So please message me if you ever need any help with your business. If you're excited for today's show, please give me a wave, give me a thumbs up. And as a reminder, I did not charge anything for this show. There's no I don't make any money doing this.

So here's all I ask. If you're getting value out of this show, please tell a friend by sharing this episode right now, tagging a friend below, or tell me the 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.

Josiah will be happy to answer them for you. Cool. Ready?

Josiah Grimes: I'm ready, man. Alright.

Steve: Let's do it. What got you into real estate?

Josiah: That's so I always wanted to be an entrepreneur Yeah. When I was, like, super little. So from, like, probably age age four, something like that Mhmm.

Steve: I was

Josiah: like, lemonade stands, snack bars.

Steve: Really?

Josiah: Yeah. All that fun stuff. So any any stuff like that. My mom owns a business. Yep.

Which is kinda cool. That's like that was awesome.

Steve: How we're

Josiah: connected? Yeah. How we're connected there.

Steve: Yeah.

Josiah: So my my mom owns a music school. And so Steve's kids go to the music school. And yeah. That was that was fun. But, yeah.

So a lot of encouragement from my mom, you know, just in that space. She had she owned her own business. She was successful. So that was super fun. She would play like Rich Dad Poor Dad on audio CDs in the car.

Really?

Steve: Yes. That's cool. Yeah.

Josiah: It was super cool. So, so I always wanted to be an entrepreneur. Super excited, you know, just about business. I was that guy that would sit there, like, in in my high school classes or junior high classes. And, like, literally, I would just write out numbers.

So I'd be like, okay. So the business is gonna look like this.

Steve: You know, like, it's

Josiah: gonna look like this. And I'd be like, okay. But that's you know, this is the product we're gonna sell. The product will sell for $13 a piece. Okay.

If I sell 75,000 of them, our numbers look pretty good. Like, that was, like, that was my life. I The

Steve: eternal optimist started early.

Josiah: Yeah. 100%. So, yeah, that was my life. Right? I just loved I love business.

Was always had a passion for it and interest in it. And then when I was 17, so at 17, I was even though I had done all these little business things

Steve: Mhmm.

Josiah: I was still, like, really quite naive as far as how a real business works. There's a big difference there between, like, what people think it is and then what it actually is. Right. And so I went to I went to an event. Right?

Which is really just like a pitch a thon. Mhmm. So I went to an event, met a lot of interesting people. And really, like, if you've ever been to an event like that, it's basically you get an hour. Like, each speaker gets an hour, and then they talk a little bit.

They give a little bit of content, and then the rest of the hour

Steve: is just like a pitch.

Josiah: Oh, yeah. Like, them selling something. Like, get motivated. Yeah. It's like, get motivated, and then the way you're gonna make a million dollars is by buying this for $15.

I'll see you in the back. Right. Like that type of

Steve: You can write a book for $40. I'll help you all the whole way. Yes. Exactly. I'll help you the whole way.

Yeah. Awesome. So, yeah. Exactly. So I went to that pitch a thon event, and one of the guys talked about

Josiah: he's So I went to that pitch a thon event, and one of the guys talked about he's like, his whole thing was like, I will teach you how to take $10 and turn it into $10,000 in real estate.

Steve: And I

Josiah: was like, wait a second here. Like, hold on. You know, like, I've read Rich Dad, Poor Dad.

Steve: Mhmm.

Josiah: Talks about, you know, talks a lot about being financially literate, but also talks about rentals.

Steve: Mhmm.

Josiah: I was like, dude, like, rentals cost a lot of money. You know, how do you make money in real estate, if you don't have money?

Steve: Right.

Josiah: And so, I actually asked the speaker. I was like, do you mean, like, $10 or you can take $10,000 and make another $10,000

Steve: Right? And he

Josiah: was like, no. Like, $10 I was like, dang.

Steve: So, It's the minimal number for consideration in state of Arizona. Yeah. $10. $10.

Josiah: And so, yes. I was like, dang, that's interesting. At the same time, I was like, that might be false. You know, like, you can be lying to me. Yeah.

Steve: And so I went to,

Josiah: I was talking to the guy who cuts my hair. Okay. I was talking to the dude that cuts my hair. And I said, hey, you know, like this is my circle of, you know, influence here. These are the people that I my advisors.

Right? Right. The guy that cuts my hair, I was like, Hey. So I was at this event and this guy said that he took $10 and made $10,000 in real estate. Right?

Like, have you ever heard of that? Does that make any sense? Like, that's just fake, right? And like my hairdresser, hairdresser, barber, whatever Supportive advisors. That's right.

Boom. Okay. Board member. Here we go. Without missing a beat is like,

Steve: oh, yeah, I cut the hair of a guy that does it all the time. I was like, what? You know, like, dang. Okay. Who's this guy?

He was like, well, you know, I can't give you

Josiah: I can't like give out his information or anything. But like he just started a company, a little company. It's called a Clever Investor. I think that they have like a social media platform. Something like that.

Steve: So I was like, okay, cool.

Josiah: So anyhow, that led to I reached out. He Cody had just launched a Cody, for those who don't know Cody Sperber, but had just launched like a social media website.

Steve: So

Josiah: before he had the education business, he was like, I'm gonna make it big in the social media market. And so I launched a social media website for real estate investors. And so I logged on and I was like, I'll make an account. I was trying to be super active. Messaged Cody directly.

Basically said, like, Hey, you know, I'm really eager to get started, blah, blah, blah, blah. The guy that cuts my hair also kind of like giving me a good word, you know, and said, like, Hey, your size is pretty cool. He might reach out to you through your platform or whatever. And so from there, basically, it was like a long probably a few months of just like following up and being like, Hey. And then I bought the first version of like they had like something like a Fast Track is what the product is called.

So I bought the very first version of that, with like all the money that I had. And then I spent Yeah. All the money that I had. And then, I was working for my mom at the time cleaning the music school.

Steve: And

Josiah: so I can't I think she might have like forwarded me a couple $100 to buy banded signs. I was gonna go put up banded signs.

Steve: That's so cool.

Josiah: Yeah. It was fun. It was cool. It was awesome. So, bought banded signs and then, essentially, Cody gave me a call just to be nice and say like, Hey, you know, let me check-in and help you out.

Gave me a call and said, Hey, what, you know, where you at? What are you working on? I told him like, Hey, I watched all the videos and I just, you know, I'm trying to figure out how to apply this. Right? How do I apply this?

And Cody is like, Okay. Well, really what you need to do is you need to find somebody, that you can kind of follow around or work for for free. You know, so you need to go on to the auctions or something like that. Talk to somebody there, and then find somebody you can work for for free. And, you know, they can teach you, you know, it's worth working for them for free because they'll teach you the game essentially.

Right? Because you don't have a lot of money to invest in coaching, something like that. So do that. And I was like, woah, could I just work for you

Steve: for free? Like, hey, you know, that sounds good.

Josiah: Yeah. And he's like, nah, like, I don't really do that. You know, like, that's not my thing. Like, I'm busy with my investment business, stuff like that. I was like, Okay, cool.

And so I just kept following up and I said, like, Hey, I've got, you know, 200 bandit signs here and, like, I'll put them out for you for free.

Steve: You

Josiah: know, you just tell me what

Steve: to do

Josiah: and then I'll go put these out for you. You know, I'll go out, I'll do whatever. I'll work for free. Just tell me what to do. And so he's like, okay, you got a shot.

You know, like meet me for lunch. So, I met him for lunch. And then God just like literally just hooked me up, opened the door for me. I put out, I think, like he gave me one property to sell. Right.

And it was a lease option. So it was priced like 125% of what market was. And then you put you put a certain amount down, right?

Steve: Or you

Josiah: put a certain chunk down as your option consideration and then they're in the property for two years, then they can exercise their option. And then rent is also slightly higher than what it normally is. Right. Overmarket. Yeah.

And so, so yeah, guys just hooked me up. I put out the signs. I got one phone call in that phone call. So I was

Steve: like, okay, cool. So I drove out there

Josiah: in my dad's car. Right. Like drove out there in my dad's car. I think I was 17. Something like 17.

What year was this? 2010. Yeah, '10 or '11. I think so. Yeah, ten or eleven.

Steve: So,

Josiah: drove out there and, I think it was ten. Yeah. So drove out there. Anyhow, just for the details. Right?

Right. Right. So, but drove out there. I was trying to be, like, super charming and nice. Yeah.

I showed them

Steve: the house. And then, they're like, okay.

Josiah: And so Cody had told me one thing. He's like, if they seem interested, ask them, like, do you wanna see what this looks like on paper? I was like, okay. I got that. Like, I'm gonna I got that.

That's my line. Right?

Steve: Yeah.

Josiah: So we're looking around and okay. Granted, we walked in this house, like, it smells like cat piss. It's in Maryville. Right? It's, like, not not the when I walked in that house, I was like, this is not so.

I'm like, dang it. Mhmm. But they walked they were walking around. They're spending a lot of time looking stuff. You know, this whole family, super nice.

And so they're like, okay. Well, you know, like, it's pretty interesting. So, okay. Well, do you want to see what it looks like on paper? Right?

Like, that was my line.

Steve: And they're

Josiah: like, yeah. And I was like, okay. Great. Well, let's let's set a meeting. Let's meet at Starbucks, tomorrow morning, and I can show you everything on paper, and get that all set up for you.

And then you would just bring a rent deposit. Right?

Steve: And so and they're like, okay. Cool. So they just said, like, sure.

Josiah: It's like, this is amazing.

Steve: It's easy.

Josiah: Yeah. So, next day, they basically, Cody, like, called or I called Cody. I was like, hey. Great news. And Cody's response at first was like, okay, dude.

Like, I don't wanna drive out to the Starbucks in West Phoenix if, like, these people aren't legit. You know, like, this is your first day on the real estate job. There's a solid shot that you think these people wanna buy it, but they don't.

Steve: Right?

Josiah: So are there are you, like, sure that they wanna buy it? And I was like,

Steve: I mean, I think, you know, like, I think that I said your line, you know, like, I think they wanna buy it. My professional opinion is yes.

Josiah: Yes. My professional or my non professional opinion is yes. Right? Yeah. My non professional opinion is yes.

And so, basically, he's like, okay. You know, like, I'll come out and, like, let's do it. Whatever. Let's come out and see how it goes. So we went out there.

They had the check for, like, it was, like, $8 or something like that. Sign all the paperwork. And, like, Cody, like, looked over at me. He's like, alright. Your money will turn.

Steve: I was like, sweet.

Josiah: So then Great job job interview.

Steve: Yeah.

Josiah: So that Yeah. Kicked off, working for free for Cody for a little bit. And, yeah, it's fun.

Steve: So that was 2010. And you were still working under him for how long?

Josiah: I worked so I was an intern, then I was employed, and then I was a partner

Steve: Mhmm.

Josiah: With Cody and his investment business. Okay. So that was my progression through that. And that was that was solid probably four or five years, something like that.

Steve: Okay. And when did Atlas Investments Investments start?

Josiah: Atlas Investments started oh, dang. All these dates. I need to sit down and plan these out. So that way, I can accurately say them. Right?

Right. Atlas Investments. Maybe. K. Because there was Aptus, which I owned with Cody.

Right? Then, my own company when I, like, branched off, did my own company, that was originally Atlas.

Steve: Mhmm.

Josiah: Right? So those are the first thing I did. So that would have been two two or three years ago. Three years ago. Yeah.

I think.

Steve: And then that's soon thereafter, you kinda joined forces with Hunter. Kind of.

Josiah: Yeah. So when I started my own thing, then, Hunter and I started working very closely together. Essentially, what happened was, Jamil was handling all acquisition. Right? And then, so he was sending the you know, sending me properties to sell or more like I was like,

Steve: hey, Jamil. I wanna send me a house.

Josiah: I wanna send me

Steve: a house. I wanna send me a house.

Josiah: Yeah. So he was sending me properties to sell. And then I was like, dang. Like, this

Steve: is too I can't sell all these houses. You know,

Josiah: like, it's too many houses. And so that's when I said, hey, Hunter, I know that you have a great buyers list and you've really been developing this. You're selling a lot of houses.

Steve: Mhmm. You,

Josiah: you wanna help a brother out.

Steve: Right? Right.

Josiah: So originally, we all work separately. We're all like a separate, Jamil was bringing in properties and then Hunter and I were selling them.

Steve: Mhmm.

Josiah: And then, about about two years now, we incorporated into Keely. Yeah. Yeah. So

Steve: Okay. So I'll just rearrange the questions here. So I wanna talk about how we met. Yeah. And I think this is a funny story, is that we you and I, we met at a meth house.

Josiah: Yes. We did. Okay.

Steve: So I got this property tied up in AJ. Mhmm. Nice, beautiful one acre lot.

Josiah: That's right.

Steve: Right? With this house Steve. That was a manufactured home Mhmm. With an addition Yep. With another house.

Oh my gosh. Remember the addition in the back of the I do. Manufactured home. That's very nice. Those were nice.

Another house, another manufactured home. Mhmm. And then there was the tractor, not tractor, the trailer Mhmm. That was just parked there, and no one knows who owned the trailer. Yep.

So I'm talking to the homeowner. Mhmm. And I was like, alright, buddy. I understand that the guy in the front house was evicted or not evicted, arrested by the police Yep. Couple days ago.

Mhmm. But here's the thing. I'm not going in this house. So we need to get an idea of what the house looks like. But unless you get those people out of there, I'm not going in.

Yeah. And he's like, I can't I don't know what to do. I don't know what to tell you. So I called Jamil. I was like, Jamil, look.

I got this property. It's an AJ. It's a crap hole. And we need to get inside. He's like, Steve, I got it.

Don't worry about it. I've got this guy, big dude. He's like a bouncer. He's got the holster where you can put the guns on both sides. Right?

Okay. Alright, Jamil. That works. So, like, let's meet 11:30, whatever. And I pull up 11:25.

I'm sitting there waiting, waiting, waiting. It's like, Jamil, it's like almost 12:00. Like, where's your guy? Mhmm. He's like bad news, man.

My guy bailed on me. But I got this other guy. You're gonna be fine. Awesome. That's so fantastic.

So I'm sitting there and waiting, and I see you and Hunter pull out. I was like, okay. This guy is the opposite of the gigantic dude. Of the bouncer with the two guns. That's hilarious.

Especially because we had Hunter too. Like, Hunter is like my little sidekick. That's awesome. I think I I don't even

Josiah: know how old Hunter would have been then.

Steve: I think he was, like, 19 at that time.

Josiah: Yeah. Yeah. Oh, that's awesome.

Steve: Yeah. So but, like, Jamil was right. Like, you knocked on that first door, talked to that lady, walked around and took photos. I didn't even walk into that house.

Josiah: Steve's out front. He's like, Nah, I'm good. You guys, you handle it. I'm gonna wait up here for the homeowner.

Steve: Well, I was just chilling with Hunter. Right? Yeah. You're the one that did all the artwork.

Josiah: Oh my gosh. So then you went through the trailer. I remember that.

Steve: And then you went to the back house. And I was like, okay. If Hunter's in there for, like, ten minutes, either it's safe or someone needs to rescue you. Yeah. Seriously.

Or I'm dead. Just dead in the van. So let's go find out. So that's when I eventually had the courage. That's awesome.

Josiah: Yeah. I remember that house.

Steve: But it's crazy how we met. Okay. So one of the things we're talking about was one of the benefits you guys can provide to new guys. Yeah. Right?

So if you're new in the wholesale world, this is somewhat intimidating from the outside looking.

Josiah: Super easy. Yeah. Yeah.

Steve: So what what kind of service do you have for like the new guys? Yeah.

Josiah: So the biggest I think the biggest thing that I struggled with when I was like starting in real estate and this is like I have some I have a couple very key examples of this. But you know, like the enticing part is like, okay, I can take $10 and make $10,000 Like, that sounds awesome. Right. Like, sweet. Like, I've got $10.

Steve: You know,

Josiah: I would rather have $10,000 I'm down. Right? So as far as that goes, wholesaling is a pretty easy pitch, right? Like most people want to

Steve: do that. It's the get rich quick scheme, but real.

Josiah: Yeah, but real. Right? Seriously, it's like winning the lottery. And so that part's great, right? Like that part's awesome.

What you don't realize is it's $10 with the promise that you're going to buy somebody's house. Yeah. Right. And then if you don't perform, like you just straight up lied to that person. And that sucks.

Steve: That's suck.

Josiah: That part's not fun. So, it's kind of like a little bit of a bait and switch because you're like,

Steve: oh, $10. I got that. Like, oh, well, you also have to

Josiah: tell someone you can buy their house. Like, well, I have 10. I'm in this because I got $10, you know, like that

Steve: because I have That's all I got.

Josiah: Yeah. Not because I have hundreds of thousands of dollars to buy them. So, so that was a big struggle when I first started. Right. It was like, dang.

Sure, I can get the house under contract. But, you know, where am I at morally here? If I'm telling someone I'm gonna buy their house, they're moving their stuff out of the house.

Steve: They're planning. Yeah. They're planning. That money is already spent.

Josiah: Yeah. Or they put a deposit on some place to go next. They're yeah. Just, you know, all of that that stuff that comes with moving, right, that you would normally do. And especially back then because, like, all of our contracts were, like, thirty day closes and, like, twenty nine day inspection periods, which, like, don't do that.

Okay. If you're starting out wholesaling and you do not have a solid dispositions line, like don't don't have your inspection period go all the way up till the day before close unless you want like a really pissed off seller if you have to cancel. Yeah. Not a good move. Yeah.

Steve: But that

Josiah: was a big issue, right? It was like, dang, as Josiah, I don't, you know, like going to these houses, I don't feel comfortable telling this guy who buys a house if I'm pulling up in a kind of a beat up car and I don't have the money, you know, to fulfill this. So one of the big things that we do now that we've been super successful with and, is I'm really like happy and proud that I get to do this. But and it works great. Like it's a win win win.

But for, like, you know, guys that are, the guys that are out there and they've got the $10. Right.

Steve: And they

Josiah: got the $10. They have some time to go door knock or to dial or to,

Steve: you know, whatever works. Make bandit signs.

Josiah: Make bandit signs, right?

Steve: Yeah.

Josiah: You know, then we step in to be their backer.

Steve: Right.

Josiah: And so they hit us before they go to an appointment. They say, hey, this is the property. What can you pay for this? And I said, that's my buying like, this is my buying number. And then I think we might be able to sell this sell it for a little bit more.

If we do, we'll split that. Right? We'll split that bit over it. That way they know they're going out there with, like, a bonafide buy number. Right?

And then they've got a buy number. They know if we sell it for, you know, a chunk more, we can do, you know, there's maybe a cool split there. Yeah. But yeah, it's just like it makes it easier. Or it makes it like great for them.

Right. They're able to go out, feel comfortable that when

Steve: I tell this guy that

Josiah: I'm gonna buy his house for $150, right? That I'm actually gonna buy it. You know, like, we're actually gonna close.

Steve: Well, that's it solves, like you said, like a great issue you have as a new agent. Like you don't have a buyers list. Mhmm. Right? So now, they already figured out the buyer list problem.

Yeah. These guys figure out the distressed sellers. Yeah. So it solves their problem. Like they get halfway there much faster.

Josiah: Yeah, absolutely. So that's

Steve: a really cool service. So let's just kind of elaborate on that. So I got a property tied up and I say, Hey, Josiah. I got this appointment at three today. And it's 123 Main Street.

Josiah: I texted it to you. And then About two, like thirty seconds to, you know, five minutes later, say, Hey, this is, this is what we think we can sell for or this is our buy number

Steve: or this is what

Josiah: we'll pay for it.

Steve: Yeah. So that's great service, guys. If you don't, you guys should definitely check this out. Alright. So what are two or three things you would tell a new guy to do if they were getting started?

Josiah: Getting started? Two or three things to to tell them? Mhmm. That's an awesome question. It's a fantastic question.

So there's lots of different ways to bring in properties.

Steve: Yeah.

Josiah: There's lots of different ways. I think a huge thing is, like networking and getting to know people. That's important. So not you have to network with people. You have to network up.

Right? Yeah. If somebody asks you to get a cup of coffee, probably not worth it.

Steve: You know? So, like, probably not worth it.

Josiah: Whereas, if you, like, strategically say, like, hey. These are, like, Steve here in Phoenix. Okay. Steve's like a stud. Like, he does an awesome amount of business here.

Runs an amazing brokerage. Appreciate that. Yeah. Absolutely. So that would be somebody that would say, like, hey.

I wanna connect with Steve. How can I do that? And then to do it in a way that adds value. So to say, like, hey, Steve. Wanna grab coffee?

Okay. Well, if you're just getting started, Steve's gonna be like, bro, like, I love you. You know? Like, you're great. But I don't I'm not getting anything out of go going to get coffee with you.

So that doesn't really work. Whereas, like, what we tell a lot of guys is, like, like, hey, if you have

Steve: you know,

Josiah: because our focus is mainly on the sales side. Right? The Dispo side. That's what we focus on. And so it's, like, you know, people will say, like, hey.

I wanna, you know, I wanna grab a cup of coffee. Like, okay. Well, meet us out at a house. You know, like, meet us out when we're looking at a house. We can walk through it.

You know, like, in that that way, it's like, we're already working. They're just showing up to meet and then they're gonna, you know, they'll get something out of it. Right? That way, there's value on both sides. So just you wanna create value or real like, figure out a way to bring value to those situations Mhmm.

Or show up where they're already getting value. So, like, if if okay, guys. So if if you wanna hunt down Steve. Okay? Like, you know Steve is going to be at a particular meetup every, you know, every

Steve: First Thursday.

Josiah: Yeah. First Thursday of the month. Okay? So that's a great opportunity because Steve's gonna be there because it's already value for him. Right?

So that's a great place to meet Steve. Whereas if you're like, hey, Steve. Can I get coffee? I mean, if somebody just consistently pings me to get coffee, I'm like, I love you. Sorry.

No. Like, I love you. I'm busy. You know, like Yeah. It doesn't get anywhere.

But if you if so that'd be, like, one of the biggest things for guys that are just getting started. So network up. Is Is network up and then do it in a way where, like, they're already there for value. And so you're a bonus. Right?

Yeah. Meeting you as a bonus. That's, I think, the way to do it. Because some guys are like, man, no one wants to give me coffee or get coffee with me. It's like, well, duh, dude.

Steve: You know, like,

Josiah: there's no value. So, that's a big thing. And then I think another thing that, especially younger people don't realize is that we're, as humans, we've done actually, like, decent amount of studies on this. Mhmm. But we're more motivated by the fear of loss than, like, than potential gain.

Right. Right? And so I think a lot of new entrepreneurs just in general, but also a lot of new real estate investors, when they're starting, they the reason why there's not as many successful real estate investors as there should be Mhmm. You know, besides, like, lack of good training and stuff like that Yeah. Is really because, they're they're they're not realizing that as a human, you're gonna be more concerned with what can I lose?

Right? So, like, if you have to dial, you know, if you're gonna dial for two hours every night calling people, and that means you're gonna lose two hours with your family, you're gonna really start to think about that as a regular human being after about a week. Mhmm.

Steve: You're

Josiah: like, dang. I'm losing two hours of family time every night. Now, obviously, you're doing that for your family. Right? And you're doing that, and it's eventually gonna reverse.

It's gonna be well worth it. But when you're first doing it, you just gotta realize, like, as a human, you're gonna say, like, dang. This sucks. Right? And how can I avoid this loss?

Steve: It's gonna suck. It's gonna suck for a while.

Josiah: Yeah. It's gonna suck. But it's

Steve: gonna be awesome.

Josiah: And then it's gonna be awesome. Right? Yeah. So I think that's the biggest thing is people don't realize, like, we're naturally more concerned with what can we lose as humans. Mhmm.

Whereas, an entrepreneur has to consistently remind themselves, I'm in it for this gain. Like, I'm in it for this gain. So, yes, I'm taking a loss, but that's okay. Right? I'm in it for this.

Steve: So and I think one of the things that I find interesting about the way you guys do business too is you guys kinda take in this, you know, I looked at I like to look at it as a Ritz Carlton, Nordstrom's kind of like customer service feel. Mhmm. You guys apply to the wholesale Yeah. Which is weird. Right?

Very nice. Very nice. You know? Four Seasons.

Josiah: Literally, I tried to grab

Steve: a bunch of stuff from the way Four Seasons Mhmm.

Josiah: Like Four Seasons and Dutch Bros.

Steve: Okay? Yeah. If you ever go to Dutch Bros, okay, like, everybody there is way too happy. It's always a party. Yeah.

It's always a party. Yeah.

Josiah: So, Dutch Bros and Four Seasons. Both of those, you walk like, Four Seasons, you show up and you're more taken care of than you are anywhere else. Mhmm. So

Steve: Yeah. So, I was really impressed when I walked in because I was walking in. Well, this is a Starbucks cup. But I had another cup just from my office. And I walk in and Kevin's like, hey, you know, glad you can come in.

I want you to have a seat. Mhmm. Let me get you a bottle of water and you want me to top up your top up your coffee. I was like,

Josiah: where am I?

Steve: Yeah. Where that's awesome. I freaking love it. This is not a wholesale operation. This I love it.

So let's talk about how you applied service to your business.

Josiah: Yeah. I love that. Yeah. I love that. So I think, it definitely starts with, like, our hiring mission

Steve: Mhmm.

Josiah: And, like, the type of people that we hire. Right? So honestly, nobody told Kevin to be ridiculously nice people when they come in the door. Kevin just does that. Yeah.

Right? Because he's an awesome person. Right? He's just the nicest guy ever. And so, when we hire, like, the real mission, like, behind our hiring is, like, the belief that God's given everybody like an individual plan and purpose for their life.

And God's given us this company to grow his people, right, for that purpose. Yeah. So, when they come in, they should obviously learn real estate, and be at the top of their craft in that area. But then also be growing as people. Right?

And so, like, love love begets love. Right? So if there if you have that great culture, if you're able to, like, cultivate that culture where people can, like, love each other and that's a regular thing, then when somebody walks in, they're walking into that culture. Yeah. Right.

So it's more it's more stirring up the culture in the correct way than it is, hey, when somebody walks in the door, be nice.

Steve: Nice. You know, it's like, that wouldn't quite work. Well, that's kind of like when, like, oh, we're having a party. We gotta clean up the house. Yeah.

Exactly. Right? Oh, snap. Okay. So you're hiring, intentionally or selectively Mhmm.

The people that you're bringing into Yep. The culture. Yep. So why is that important, though, right? Because there's a lot of wholesalers that are very, what is it?

Transactional Yep. Versus relational. Mhmm. Why are you guys different?

Josiah: That's a great question. So, okay, I think this is one of our one of our very awesome strengths and it's what helps us be so good at dispo, right? As selling houses for like wholesalers that are bringing them in.

Steve: And

Josiah: so, and that's because, like, our guys stay around. Right. And it's because they're taken care of, the like they're one super appreciated and loved. Like I love everybody that we have in our office. And they want to see the team, like, succeed and grow.

But then also, when somebody is around longer, they can build a better relationship with the buyer. Yeah. Right. Like if somebody if you've known somebody for two years and they've always been the same, they've always been consistently like loving, kind, nice. You're way more comfortable like buying a house from that guy.

Yeah. Versus somebody that just shows up, like send you a text blast and is like, yo, here's

Steve: here's, here's this property. You wanna buy it? It's like, I

Josiah: don't know this person. You know? So it's like it's absolutely strategic in that one. That's the type of culture I like.

Steve: Right. That's the

Josiah: type of company I want to run, where I can feel proud of it and just like love walking into work and talking with people. Yeah. So, yeah. So for the culture aspect, but then also very strategically for long term growth. And then also in real estate, I mean, it takes it takes a couple years to get very proficient, you know, to understand even just understanding, like the jargon.

Right? Now, obviously, you can have success if you're watching Okay. If you're watching this. Alright. And you're like, dang, I don't got I

Steve: don't have two years, you

Josiah: know, to spend to get my first deal. That's not the case. Right. That's not the case.

Steve: But to get to a

Josiah: very high level of professionalism, in real estate where you like on the edge that can take some time.

Steve: You know what

Josiah: I mean?

Steve: So Once you get to two houses a day.

Josiah: Yeah. It can take some. Yeah. It takes some time. Right.

And so, that's what we that's why we need, that's why we want that culture. It's because we need these guys to stick around because they have to go through all of that training to really build it up so that they can provide a very high level service, to our buyers. Right? And then, yeah, provide a very high level service to our buyers and just be at that level.

Steve: Okay. And then, this may be an uncomfortable topic, but what Fantastic. With your organization right now, I mean, you're doing predominantly disposition. Yep. But you're in all in the same building.

Right? Primarily. Yep. Keeping the lights on, keeping operations running. What does that cost per month?

It's expensive, man. Yeah.

Josiah: It is expensive. I always defer all financial questions to Hunter. K. Yeah.

Steve: So He's the one with the glasses. Yeah. He's the one with the glasses. Alright.

Josiah: He's also the one okay. Most of the time, I dressed up for Steve. K. I put on this blazer. Yeah.

My white v neck, I I never wear this because I spill stuff on white shirts.

Steve: Yeah. So I dressed up for Steve. But, at the office room,

Josiah: I went shorts and a shirt, t

Steve: shirt, whatever. Right? Hunter shows up. He's got, like, custom fitted freaking custom fitted shirts. Yeah.

Custom fitted pants. His shoes are,

Josiah: like, from, Santoni in New York.

Steve: Okay.

Josiah: Flies to New York

Steve: and has some custom made. Yeah. Nice. It's got good taste.

Josiah: Yeah. Mint. So, yeah, I do for all financial financial aspect questions to Hunter, but it's a

Steve: lot. Okay.

Josiah: It's a lot of money.

Steve: I mean, round numbers?

Josiah: Roundly, it's like a lot. Roundly, it's a lot.

Steve: Okay.

Josiah: And that's because we want to invest in our people, right? We want Yeah. We want it to We want this to be the best opportunity for them. Sure. We don't want this to be like, I'm working here because I like the culture, but really I could get paid more somewhere else.

Steve: We want

Josiah: it to be like, I like this culture and this is the legitimately the best spot for me to be in. Okay. Yeah.

Steve: So what would you attribute your success to? Because this is a competitive market. Right? Yeah. You guys are standing out.

Thanks. Well, not just standing out. Dominating.

Josiah: So Thanks, dude. Thanks, man.

Steve: So what what do you attribute your success to?

Josiah: That's an awesome question. So, I think it's like an umbrella, right? So the top of umbrella. I absolutely attribute it to God. Like, God is just awesome.

He's super. I could tell tons of stories about that. Yeah. So I think under that, like he gives us a lot of, like a lot of things to work with. Right?

Where he's like, hey, here's an idea, right, that I wake up with. I'm like, that's a good idea. Yeah.

Steve: Like, awesome. Let's try that. Right.

Josiah: But I don't think it's, so obviously, we always want we're we're always trying to think how can we how can we do this better. Right? But I think really the biggest thing is, how we handle relationships. So real estate people don't people think it's like a, you know, a property business. Oh, I have to deal with properties.

And that's a part of it. But it's really relationships. Like it's really how you interact with different people. Like one of one of the biggest things that we teach the disposition guys, and this is something that I had to learn. So for everybody that's, like new or getting started, this is like useful.

Is that, like you're not customer service when you get on the phone. Right? People want to buy from their best friend. Yeah. So, how do you how are you interacting with your best friend?

Right? Are you friends on Facebook? Probably. Mhmm. Alright.

Are we you know, do I like your Instagram pictures? Probably. Alright. Do we go out and grab food or something every now and then? Probably.

Mhmm. When we answer the phone, do I say, like, hello. This is no. Right? I say, what's up, man?

Steve: Yeah. What's up, good looking? Like, how are we doing? Mhmm.

Josiah: It's fun. Right? It's fun. It's relaxed. It's goofy.

You care about the person genuinely.

Steve: Mhmm.

Josiah: You don't sell them a house if it's not gonna be a good fit for them and their family. And so that builds a lot of repeat. It gets really relationships. It builds a lot of repeat business. That's like the majority of our business now is repeat business.

Obviously, we always have new, you know, new people come in. Yeah.

Steve: So, you know, again, going to some of us would love to have 10 a

Josiah: month. Mhmm.

Steve: Right? Then you get to, like, 30, then fifty, sixty, 70. And you're like you said earlier, you picked at 80 a couple of months.

Josiah: Yeah.

Steve: What are some of the pains along the way Oh, my gosh.

Josiah: To get there. All types. All types. I will say, somewhere between, like, one okay. Obviously, if you have a zero, that's the worst.

Steve: K? Because zero is like, this sucks. Yeah. And so somewhere

Josiah: between one and like, somewhere between one and five, that's where I think it's the worst. Mhmm. Because or at least that's where it was the worst for me. Yeah. Because it was like, dang.

You know, that's when you have, like, two properties in escrow Mhmm. And maybe a third. But then one's falling out and you're, like, losing your mind, you know. Stressed.

Steve: Yeah.

Josiah: It's just stressful. Right? So it's not fun. That's where I was, like, I don't know about real estate. Like, this kinda sucks.

Steve: Yeah. Like, this

Josiah: is I don't know about like this. So, I think that's like the toughest part. And then just knowing that, like, when that comes about, like, it's okay and it's not going to be that stressful.

Steve: Yeah.

Josiah: Right. Like, it really isn't. And then a big part of it is like who you choose to do business with. So never be never you should be unoffendable. Right.

So if somebody treats you incorrectly, you should never be like, oh,

Steve: no, no, no, no, I'm

Josiah: not doing business with you. Right. Like that's not, that's not what I mean at all. But you should never be, so you should never be offendable or if somebody can, like, say something to you and you get bad and say, I'm not gonna do business with you. But you can strategically choose to do business with people that aren't going to call you screaming.

Right? That aren't going to, you know, make things terrible. But when you're doing one to five, you just kind of do the deals. You know what I mean? So that's the that's like the tough sticking part.

And then, yeah. There's, I mean, there's definitely a process to it. But then it gets, you know, where five I like, obviously now. But, even when it was just me, like, there's a point where I had, like, five in the pipeline. It was like, oh, like, this is kind of low.

But also, I had I didn't I had time.

Steve: You know, I

Josiah: wasn't worried about title or anything like that. Like, I could get all of that done and be focused on other things. Whereas, it took, you know, it took me a while to get there. Mhmm. Whereas, you know, when I was first starting, if I had, like, two deals in escrow, I was losing my mind just trying to handle those two.

Yeah. Like, how could I ever get, you know, how could I how could anybody ever do, like

Steve: It's impossible to do much shit. It's impossible to do more than two. Right?

Josiah: So I think that's the toughest part is getting past that. Once you're past that, a lot of guys will sit between, like, eight 15 a month or eight and twelve, something like that. Mhmm. So a lot of guys hang out in that area, and that's, like, good, healthy business. Right?

I think at that point, you have to decide, do I wanna start hiring for long term? You know what I mean? Like, do I wanna start hiring for long term? Because then you can start turning over some of your high high level roles.

Steve: Mhmm.

Josiah: Whereas if you if you don't, you can run a one man show and have, like, a revolving door and do between eight, you know, like, eight to 12 deals a month pretty consistently. Right? Yeah. You're just always going to be pretty dang actively involved in that business. Yeah.

So and then after that, it just, like, just goes.

Steve: So, I mean, you guys, I think, were doing, like, around 30 at the beginning of year.

Josiah: Right? Beginning of this year. Okay. That we were we've been pretty consistent. I think we were above 50 beginning of this year.

Steve: Okay. So then, let's just say last year when you're in a 30 to 40 range. Yeah. What's difference what's difference between a 30 to 40 range to now the 60 to 80 range?

Josiah: Really, it's the the education of and the fact that they're just insanely awesome, but of the employees. Mhmm. So, now I don't have to handle, you know, things that like, before, like, if a title issue comes up or something happens

Steve: Mhmm.

Josiah: I need to be there. Right? Like, I am the one that has to say, like, yeah. Do this. Now that's not the case.

Right? So now if I don't if I go to the office, like, it's taken care of. Like, there's I don't know how many files in pending right now. Right? And I don't even know I don't really don't know what's going on.

It's because, you know, the employees are now at a very like, they've really worked hard and they're at a high level, where they can handle that stuff. Yeah. So do

Steve: you do there's a question from somebody here. Do you do any business in North Carolina?

Josiah: Okay. So we've looked at North Carolina. I like that market.

Steve: Mhmm.

Josiah: We were right now, we're focused on we rolled out in Florida, so we're doing more there. Mhmm. So it's on it's in sites in our sites. You know, eventually, we'll get there. Yeah.

Currently, we're not doing any in North Carolina, though.

Steve: Okay. Alright. So for NC Note Buyers because he was wondering how he could partner with you. So right now, you're really doing Love it. North Carolina.

So unless you wanna expand out to Florida or Arizona Same.

Josiah: I mean, it's pretty nice right now. It's time of year. It's not bad. Not bad at all.

Steve: Not bad at all. So Alright. So, being that your business is predominantly disposition Mhmm. What What would you tell a new guy on how to build his buyers list?

Josiah: How to build? Okay. So So Keeley is first. Yeah. Yeah.

Steve: After Keeley.

Josiah: Yeah. After Keeley, right?

Steve: Yeah.

Josiah: I think that's cool, right? I think, I think you can strategically choose how you want to do it, right? It's never bad to have a few pocket buyers, by any means. So, and you can strategically choose like there's a lot of guys that do more deals because they use us to sell all their properties. And then there's some guys that are like, Yo, I get one deal every six months.

You know, I want a couple of pocket buyers to hand it over to

Steve: stuff like that. So I think it's good.

Josiah: So, like with that said, best way to get there's different types of buyers, Right? And the ones that you want are ones that are proven buyers. So they've purchased. So you can do that two ways. One, you can see if they've purchased in cash.

Right? Which is great. Cash or hard money. So you can pull those, call those people, you know, reach out to them in all different ways. And then start to build that long term relationship.

And then the biggest thing is just being diligent in that. Right? I think that's that is the biggest thing is, we're insanely diligent about that. Right? Like, we don't miss a beat when it comes to that.

And over time, that pays really big dividends. Right? And attracts other people. Right? Then you start to build a presence and everything like that.

We have a lot of, you know, now we have a lot of investors out of state, out of country that are like, Oh, hey, we heard about you. Right? Then you build Then stuff builds. Yeah. Then stuff starts to come to you.

And it just builds on itself. It's like you hit a tipping point and then starts to be more exponential. Right. So that's like what you're headed for. But the way you do that is just diligence.

Steve: So then, are you you're looking at LLCs that bought in the area?

Josiah: Yep. You can sorry. You can post a couple of different ways. We have a tool that, that does it. But on, Monsoon here, in Phoenix, if you use Monsoon, basically, if you're in, you know, a tax record state.

If you're not, sometimes a data provider

Steve: will

Josiah: actually have the data for you.

Steve: And

Josiah: then you're looking for cash cash Hold on. Got this. Cash purchases or hard money purchases.

Steve: Yeah.

Josiah: Yeah. So you just pull pull the list for both of those. Find the LLC. If you're in Phoenix, azcc.gov. You can pull up the LLC.

Steve: There's no secrecy

Josiah: in Arizona. Yeah. There's no secrecy in Arizona. You can literally just pull it up. See who owns it.

Yeah. Yeah. Grab their name. All their information is

Steve: there.

Josiah: Sometimes their phone numbers listed there or their email. Alright. So you

Steve: can strip trace them knocking their

Josiah: doors. Yeah. It's just. Yeah.

Steve: It's crazy. It's crazy what's available. Yeah. In public records. Okay.

So sourcing deals, you guys get a lot of deals brought to you. Right? What percentage of your deals are other wholesalers bringing to you? What percentage of your deals are you guys sourcing on your own?

Josiah: That's like basically all other wholesalers.

Steve: Okay. So

Josiah: that's our main thing.

Steve: So then how do you connect with those other wholesalers? How do you connect to people that will wanna bring you deals?

Josiah: You go on awesome podcasts. Yeah. Okay. Like one, you know, like this that Steve training might run. I don't know.

Appreciate it. So a lot of networking. Right? Like, that's very much Jamil's forte. So, a lot of networking, going to meetups, especially high level meetups.

I think that there's definitely different levels of meetups. You know, where you can after time, you can figure out, like, these are where, like, high level performers are going to be. Yeah. And these ones are fun, but they're, you know, there's not a lot of performers there. Maybe one or two or none.

Yeah. And so, Yeah. Just a

Steve: lot of meetups. We get a

Josiah: lot of people referred to us. Mhmm. Honestly, which is amazing. And yet really, that's like the main, the main chunk of how we bring in those types of leads.

Steve: And Jamil is an amazing, amazing networker.

Josiah: Jamil is. Yeah. He's so unassuming. He's just relaxed, has flip flops on.

Steve: Just chill with his cup of coffee. Yeah. But like I'm calling people. It's like, hey, you know, I'm looking for some deals. You got anything?

I can send everything to Jamil. I was like, Yes, that's good. Come on. Just leave something for us. I know.

Oh, that's awesome. I love it. Okay. So Hunter, I understand does a lot of operations as far as the escrows and so on. Yeah.

Do you guys have a system you guys like to use?

Josiah: So we use, you mean as far as how we keep track of all that?

Steve: So we

Josiah: use Podio, and then connected to Globiflow. We have some in house tech guys that make that all masterful and awesome. Because at a certain at a certain point, like, really for a long time, you can just use Podio.

Steve: You know

Josiah: what I mean? Or you can set up any of the functionality you want with Globiflow. Globiflow yourself. I think it's pretty simple. But at some point, it's like, okay.

This is, like, too much work. We need somebody that actually knows how to write this and make this flow correctly. But yeah. Podio and then Globiflow.

Steve: Okay. And then I'm just gonna do a shameless plug for an escrow officer that you and I both use. Cool. Go for it. So what is critical to you about the escrow officer that you work with?

Josiah: Oh, my gosh, man. That's such a good question. Okay. And especially because we're doing deals in Florida, you know, where we don't have like, where we're just we're finding out which title companies are great, which ones aren't. So there's a lot.

Right? Obviously, they have to be comfortable with assignments, double closes. And then, the other thing is you have to check to make sure that they're doing them with other investors and have been doing them for a while. So, just because they know how to, you know, do an assignment does not mean they know how to have the conversation when the seller comes to sign.

Steve: Right. Or streamline it. Yeah.

Josiah: Or streamline it. Or that they've, you know Their staff knows how to do it. Yeah. Their staff knows how to do it. I've also had like, signers, you know, when we're not at our chosen title company,

Steve: you'd be like, oh, so they're, you know, they're making so you're selling this for this much? Well, they're making 45, you know, like, they're making $41,000

Josiah: That's not fair. Yeah. Like, that's not fair. What? Like, dude,

Steve: you know, like, what are you doing? Like, you're a title. You're a third party, you know, what are you doing?

Josiah: And so, yeah. And obviously, we always want to make it as as fair as possible. So, but with that, so you want to make sure they have some experience too. Right? So because they can say that they can do them, but then not know how to have the the part that comes with experience are the conversations.

Mhmm.

Steve: And that's

Josiah: what you really care about.

Steve: Right?

Josiah: Yeah. The conversations or how they how they drop the HUD. Right? Different stuff like that. You know, where the fees listed is right at the top.

Is it at the bottom? Are you, you know, adjusting the purchase price to, you know, include the assignment or not include these? Just like all of the, little details like that. Right. So just you wanna make sure that they have,

Steve: Because that can make or break a deal.

Josiah: Oh, 100%. Or or just make you go a little bit insane. Right? Because then the seller's calling you and you're like, firefighting

Steve: Yeah. For no reason at Yes. When you should be having dinner with your family. Yes.

Josiah: And when you wanna do a high level of, you know, like a high number of deals, then, like, once you times that by 10, it really matters. Right? And it really matters then. It also really matters when you have one deal. And if it doesn't go through, then you're like, I can't pay rent.

Steve: That matters too. So That's a big deal. Yeah. So, to answer Jamil's question, so we use Magnus Title. We use, Carrie Persons.

And then, it could be with, I think, Magnus Title East or FTA. Either way, Carrie does.

Josiah: Title West. Yeah. Magnus Title West.

Steve: Title West. Sorry. Magnus Title West or FTA. So Carrie does an amazing, amazing job we all over. Yep.

So what are you gonna do if

Josiah: the market dips? Dude, good question. Move to The Bahamas, call it a date. No. I'm just just joking.

Okay.

Steve: Sorry. Wholesaling in The Bahamas. That sounds great. Sounds awesome.

Josiah: Yeah. I think about that a lot. And it's kind of I'd I'd you know, obviously, normally, like, every eight to fourteen years, we'll see some type of correction in the market. Yeah. So that's or some type of downturn in the market.

Right? So we normally have a bull market for about eight to fourteen years. I think fourteen is like the longest we've had period like where it's been a bull market.

Steve: And

Josiah: then we normally have about a two year bear

Steve: market.

Josiah: And so that's expected. Right? So we'll definitely bump into that. So it makes no sense not to be ready for that. So when it, when it does hit though, it doesn't always necessarily affect real estate directly.

So it'll be interesting to see how it does this time around.

Steve: How it affects real estate.

Josiah: So depending on depending on what happens, there's a lot of different options. Right? So, if it tanks in real estate, it's really cheap. Like we've made sure that we have the cash reserve to really capitalize on that opportunity. Like, I really hope okay.

I don't hope that happens, but I kinda really hope that that happens.

Steve: Well, seeing as how you and I cut our teeth during the recession Yeah. We feel like we're better prepared this time. Yes.

Josiah: K. We missed out. Right?

Steve: Yeah. Last time, I was like, oh, these are all it's

Josiah: a great deal.

Steve: Yeah. They sell this other house for 40,000 that I can't afford.

Josiah: Yeah. I know. Seriously. 100. I remember, like, being I remember being driven to, like, it was and my mom was driving.

We're going like, I was going high school. Right? I was going to, I don't know, eleventh grade or something like that. Yeah. And seeing, like, super eleventh or twelfth.

Seeing, like, super, cheap houses and being like, I know I should buy that. Yeah. Dang. I was like, I wonder how I could get money together to buy that. But at that point, you don't know anybody.

Right? Like Right. You know, zero money, guys. You know, you know, so it's just yeah.

Steve: I remember that. Corey, our friend Corey Gary.

Josiah: Yeah.

Steve: He tied up a property last week and I saw it. And it was over on Thomas. Cool. Right? And he's like ARV is like one fifty, one sixty.

I got it tied up at a 120. He's like really happy. Mhmm. And I'm looking at that because I know that address. Yeah.

Because as an REO agent, I sold one of those properties for 10,500. Yeah, dude. Man, if I bought that for $10.05, how good would I be doing right now? It hurts. Oh, it hurts.

Josiah: Yeah. I know. So that's our that that's easy. You can also be a short sale clearing house.

Steve: Mhmm.

Josiah: You can work really well with REOs. There's a lot of different, you know, there's a lot of different options depending on how it's affected.

Steve: And the good thing is you're licensed. So you you you have even more tools at your disposal.

Josiah: Yeah. Yeah. Exactly. And, I mean, even like fix and flippers, everything gets better when the market does that. Right?

Well,

Steve: the margins are better. Yeah.

Josiah: Everything's better. Yeah. So, yeah. So it's I'm pretty excited.

Steve: Okay. So what

Josiah: is your biggest struggle right now? Biggest struggle right now. So, really, what the biggest struggle, I think, is we're trying to, we're trying to roll out. We really want to, like, air, make our model airtight. Right?

So that when we drop it in some new market, it just rolls out. Right?

Steve: And

Josiah: it's like, boom. Fascinating.

Steve: Beautiful. That sounds impossible. So.

Josiah: Yeah, I know. Seriously. Okay. That's why we took it head on. We're like, we'll do that.

Yeah. So that's what that's the that's the biggest challenge is and, you know, every time like in Florida, right? When we roll out out in a new

Steve: market.

Josiah: So we're in like Tampa, Orlando, Miami, looking at Jacksonville, which will be fun. But, so every time we roll out, we're like, okay, cool. Add this and add this. Right? This needs to change.

This needs to change. And this will get us to, like, like, x number of deals faster. Right? So that's the, that's the, like, the biggest thing that we're working on right now is really honing that in, making it airtight.

Steve: Interesting.

Josiah: Yeah.

Steve: So should we have a stunning home in Florida?

Josiah: Is that I'm just saying I wouldn't complain. Okay? I wouldn't complain.

Steve: What is your superpower?

Josiah: That's an awesome question. That's an awesome question. Well, I have red hair, so I'm digging that. Thank God. I was like, thanks God.

I got cool red hair. Yeah. Superpower. I think the thing that I enjoy, I think the thing that I enjoy the most or maybe like a superpower is actually like building a culture. Yeah.

Right. And really like, what do we have to pull in together? Or what do we have to act like? How do I have to act as a leader? Right?

Or what is needed in order to make this that culture we want it to be? Yeah. Where people can really thrive and do well.

Steve: Alright. Very cool. Very cool. And obviously, like I said, I've experienced this, right? Thanks.

Walking into your office. Thanks, man. What is the greatest lesson you've learned?

Josiah: Oh, greatest lesson. Oh, man. Okay. I think dang. There's so many lessons.

Steve: Mhmm.

Josiah: Should have prepared for this.

Steve: Just the biggest one. No big

Josiah: no pressure. Yeah. No pressure. Just the biggest one. I love it.

I think something that's super important and that bogs down a lot of like younger entrepreneurs or just starting, not necessarily younger, right? Because you could be a starting entrepreneur and be like 85. Right. That's awesome. I got it.

Hands off. Off. Like that or like hats off to you. That's awesome. And so, I think the biggest thing is like you get bogged down with stress.

Just like day to day stress. And so like if somebody's if it seems like a life ending situation, it's definitely not. And then also, what you have to remember is that most people sell a house like one, two, three times in their entire life.

Steve: Yeah.

Josiah: So, we're experts at the thing that causes the most stress for the majority of the population. Yeah. So, since we're experts, it doesn't have to stress us out as much as it stresses them out. Mhmm.

Steve: And

Josiah: so we're gonna get a lot of that overflow or that stress. Like, they sell one, two, or three of these and it's the like a big chunk of their wealth or their savings. Mhmm. They're gonna have a lot more stress than we are where this is like, like dealing cards, right? This is our regular like For

Steve: day to day.

Josiah: Yeah. Day to day. So I think the biggest thing is just, not holding on to that stress. Like just giving that up. Yeah.

Not worrying, right? So. It's interesting. Yeah.

Steve: What is your favorite best or most interesting failure?

Josiah: Favorite best or most interesting failure? Dang. That's tough. Every time I think of, like, failure okay. Let me think.

I tried so I, like, tried to think of failures as a positive thing, for the most part.

Steve: At least. Almost always is.

Josiah: Yeah. It almost or even kind of always is. Yeah. So, I'm trying to think of one where I was like, dang, you know, that was a that was a bummer. I don't know.

There's a ton, man. Yeah. I'm trying to think of something that would be substantial. Most of the time, it's little stuff. You know what I mean?

Like most of the time, it's, like, you know, I had a phone call, like my first phone call with a buyer, right?

Steve: I

Josiah: was like straight this guy had, you know, a couple million dollars to spend. That was the info that I had on the person. It was like,

Steve: they have

Josiah: a couple million dollars that they want to spend to buy properties. And then I was 17 at the time. And some guys like work jobs. I was a gymnast and then went to a prep school.

Steve: And

Josiah: so I didn't like have like, I never took phone calls ever. Right? Or made phone calls. So to make a phone I don't even know what to say. You know, like, it was weird.

And so I was just so insanely nervous and butchered the crap out

Steve: of that call. Alright. Just stuff like that.

Josiah: You know what I mean? Where it's like,

Steve: oh gosh, like, what was

Josiah: I thinking? Or, or like showings, right? It took me a long time to crack the code on how to do a good showing. Yeah. Where the sellers at the house and, you know, we're bringing buyers.

Right? And so That's always an interesting situation.

Steve: Yeah. It's always

Josiah: an interesting situation there. Lots of wild cards. They're selling you the house for 120. You're selling it to your buyer for 130, right? Or 129.9 or whatever.

And they can't talk to each other, but you can't make it weird. So it's like, so I think a lot of fun failures in that area. Yeah. And it's all good. Right?

You learn from them. You're like, oh, cool. And now we got it pretty airtight on how to run.

Steve: Don't do that again. Yeah. Yeah. Noel wants to know, are you licensed?

Josiah: I am licensed. I'm licensed with my man Steve over here at Stoney Homes.

Steve: Yep. It's much appreciated. Yeah.

Josiah: Appreciate it.

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

Josiah: Oh, dang. Okay. I it's the Bible straight up. I have

Steve: a I can give you I

Josiah: can give you some good business.

Steve: Yeah. Suppliers. Seriously. I can

Josiah: give you some good like business ones that I like a lot too. Okay.

Steve: But yeah, I actually have

Josiah: a box of you can buy it for like $37. You can buy like a ton of Bibles. Right. And so, I just hand those out like with like $5 bills to like homeless people and stuff. So it's definitely the Bible.

But, as far as like business book that I think would be useful, depending on what, like where you're at. Obviously, there's like the greats, which are like Think and Grow Rich, stuff like that. One that I like, I really like from this year is Thinking Fast and Slow. That's freaking I love that book. Like it really changed a lot of how I negotiate, Right.

How we have our guys negotiate. And it's been great.

Steve: Right. So, can you give me an example?

Josiah: Like something that. It talks about. So, a lot of it is are things that we know. Right. But then, or, we didn't, I didn't know as clearly.

Steve: Instinctively. Yeah.

Josiah: Instinctively. But then they do like clinical trials. Right. So it's like clinical trials. Like this is how it works.

And there's a ton like, like anchoring. Right. So there's a lot. There's tons of these that I could go through. But anchoring is one.

Or if I say like, hey, how how much older than 114 years old was Gandhi when he died? And then, like, wait a second. I'm like, well, how old was Gandhi when he died? Right? So the answer is like, it's something like 20% different based on if I the first question said 114 or if the first question maybe said 40.

Right? Because you picture 114 year old, like just even for an instant. And so, anchoring, right? Like when you're making an offer, anchoring a price. So Alright.

My partner wanted, you know, wanted me to offer, you know, 65 for this. But we, you know, I was able to get them to 80. Right? And you know that they want 100. Right?

So, instead of saying I know you want 100, I was able to get you to 80, right? You start with 65. I got you to 80. Yeah. And they did the same like some of the tests for like they would ask them, they would spin a wheel.

It would land on a random number and then they would ask them a question. And the answer that was given was directly affected by the spinning of the wheel that had nothing to do

Steve: with the question.

Josiah: So just goofy stuff like that.

Steve: So thinking fast and slow?

Josiah: Yeah, thinking fast and slow. And then another really good one. I didn't originally read this book because I thought it was like, I don't know. I thought it was gonna be too simple. It's never split the difference.

So, I

Steve: just thought, I

Josiah: think it's by Chris Voss.

Steve: It is Chris Voss. Yeah.

Josiah: I thought that was gonna be like lame. You know, I was like, dude, never split the difference. Like, there's times where you gotta split the difference. Okay? And so I originally, I just, like, pushed that book off.

Mhmm. But that was a really great book.

Steve: That was my favorite book of last year. Yeah.

Josiah: It was awesome. Yeah. It was really good.

Steve: So, so anchoring, you know, on that topic, one of my what our guys are trying to do is, hey, Josiah, you know, before you give a number or you're telling me a number or whatever, and Yep. It's my turn. Yeah. Like, hey, Josiah, you know, I can it's like 200. Mhmm.

You know, and we wanna offer $1.40. Yeah. Hey. You know, just so you know, like, investors in the area, they're like between $1.20 and $1.30.

Josiah: Yeah. It's perfect. Right? Yeah. It's perfect.

Steve: But what we can do Mhmm.

Josiah: But what we can do

Steve: Right. I got you. Yeah. That's perfect. It's anchoring.

Josiah: Yeah. You can even do it with, not even talking about price. Mhmm. Just throwing out a lower number. Yeah.

Like, yeah, I bumped into this lady. She was like, hey. I'm 47. It was weird. Anyhow, I can offer you 70 for your house.

Like, seriously, even that works.

Steve: No. That makes sense. But yeah. It's What you're talking about.

Josiah: Yeah. It's fun.

Steve: Okay. So the other thing we're talking about, you know, in relationship to transactional, there's a lot of turnover in our industry in the wholesale side. And, you know, I kind of posted a question yesterday Mhmm. About how many people do we think how many wholesalers there are? Because it seems like there's, like, an infinite number of them in our market.

Yeah. But a lot of them leave. Mhmm. So, what what do you attribute that to? People leaving?

Or people not making it in wholesaling?

Josiah: Not making it in wholesale. Oh, that's a great question. I think it so, obviously, I think maybe you could could wrap it all together and saying, like, spending time in the wrong places. Yeah. So even going back to the, like, coffee, you know, going to get coffee example.

I know a lot of guys are like, man, I tried wholesaling for, like, one, you know, a month or whatever

Steve: or a couple months maybe.

Josiah: Right? And, like, I was I worked on it every day and, like, I just got nowhere. I'm like, okay. Well, what did you do? And, you know, it was a slew of, like, coffee

Steve: dates

Josiah: and stuff. I'm like, bro, if you're just starting like coffee dates are not the way unless you have like a mentor that's like, there's some some guys and gals that are like older,

Steve: you know,

Josiah: and they're like really good mentors and they're now at a place where they're like, yeah, let's grab coffee. We have time. Let's do it. Yeah. Then that's cool.

They'll probably say they might say yes. Right? But somebody that's in the thick of it. They're not taking time out of their schedule to go grab coffee with somebody that's just starting for the most part. Yeah.

Right? So I think being specific specific with your time, right? What am I doing? If I go to a meetup, I talk to, you know, 14 people, right? Yeah.

But if I sit on a dialer, I can call 300 in an hour or a couple hours, right? Okay. Well, that's more that's a better use of my time.

Steve: More conversations.

Josiah: Yeah. More conversations. Yeah. So more

Steve: or less, being intentional on your time, time management.

Josiah: Yeah. And then the last the last little bit. K. I'll just throw this in there. Extra bonus, would be there's like okay.

Wholesaling is easy. You can do it quickly. You can make money super fast. Right? And that's awesome.

At the same time, there's, you know, there's competition just like in anything. Yeah. And a lot of people are like, hey, I'm going to or even with starting a business in general, they're like, I'm going to break into this space. Okay. So, first off, there's not impenetrable competition anywhere.

Steve: Right.

Josiah: Whatever business you want to get into, you can get into. Right? Like people die. The people that are in the business now get recycled about every generation. So you for sure can find a place.

For sure. And so you have to be competitive with them. What are they doing? Right. Okay.

Well, they're working full time at this. Right? So just having the understanding of like, okay, cool. They're working full time. They're not necessarily looking for the next thing because they're comfortable now.

So I'm going to, I'm going to, I have to invest my time. I have to think, what's that next thing going to be? Yeah. That's important, right? Whereas a lot of guys are like, well, you know, I called for a couple hours, a few days for a couple weeks.

It's like, bro, I love you. You know, but that doesn't work. You know, like, you can make it in. Like, 100%. You can make it in, but you have to be you have to realize what your competition is and be competitive.

Steve: And be all in. Yeah. Alright. So, Noah wants to know, how do you protect against how do you protect yourself against wholesaling since you're licensed? That's for you and me, but I'll just let you run with that one.

I was

Josiah: gonna say, Steve, you just take it away, bro. Take it away. Well,

Steve: as a broker, I think it's pretty simple. Right? You just gotta fully disclose. Disclose. Disclose.

Disclose. Right? I'm a licensed real estate I'll just give you guys my example. I write everything on AR contract. And I'm as I put sellers aware that buyers are licensed real estate broker in the state of Arizona.

Mhmm. Seller's aware the buyer is intending to resell for profit. Buyer's buying as is.

Josiah: Yeah.

Steve: What else is there? And buyer's paying all traditional closing costs Mhmm. Less property taxes and other, assessments. And liens. Yeah.

Josiah: Perfect. Right.

Steve: Yeah. So that's how we protect ourselves. It's disclose, disclose, disclose. Don't be stupid.

Josiah: Yeah. Yeah. Just disclose. Yeah. And then, also connect with a connect with guys, connect with a good broker.

K. Like Steve over here. But, yeah. Connect with a good brokerage too. Right.

That has people there that they're comfort like that are wholesaling and that they already understand. If you have to show up and then teach your broker how to wholesale, it's a little it's like you can do it, but it's a lot of conversations. And then, you know, it's kind of like you're the bad guy, which isn't fun. Whereas You're

Steve: the bad guy and take the time of your day to explain yourself. Exactly. Over and over and over.

Josiah: Yeah.

Steve: And I was actually speaking with an, an agent that's doing this, another brokerage. She's like, yeah, these these four disclosure forms that we have to put and it's, you know, it's got the brokerage name on top and this and that. It's like, ugh.

Josiah: Yeah. Brutal. Or some some some brokers are like for assignments, you need, like, 17 pages need to be signed. It's like or they just don't do them. They're like, we don't deal with that.

Yeah. So you just have to have the right broker and then disclose.

Steve: Right. Yeah. Okay. Don't be stupid. So, yeah.

Good lesson.

Josiah: Good lesson.

Steve: Okay. So, we were chatting about this momentarily, coaching program. What's Yeah. What's going on with that?

Josiah: Yeah. So, okay. So we're it's not like a, you know, it's not like a big deal. Right. It's definitely nothing.

Yeah. It's certainly not like a big deal or anything, like, Kegley is at business. Yeah. But I am starting a coaching program. Really the concept behind it is, there's kind of a myth that like once you catch your first deal, like the second one just comes.

Right. That's not how it works. Unfortunately. Yeah, I know. Well, it's just like, you know, you get your first deal in the door and then all of a sudden, you know, you're going.

And that's not the case. So, okay. Check this out. Alright. Alright.

I'm pretty proud of this. Alright. At first, you're gonna think the name's a little goofy and then I'm gonna explain it. So, the program is called Astro Flipping. Okay.

Which just like haven't even put the website up or anything

Steve: like that.

Josiah: But it's called Astro Flipping. And the concept is there's certain strategies and things that you can do, where it's like if you're gonna do a front flip. Right. Okay.

Steve: If you

Josiah: do a front flip on the ground.

Steve: Mhmm.

Josiah: Then, it's know, it's kind of hard to do. Right. It's not super easy. You got to know what you're doing. You got to be practiced.

Then you can do a front flip.

Steve: Well, if

Josiah: you want to do five front flips in a row, like each one after the first one is gonna be harder and harder and harder and harder. And so that's where Astro flipping comes in. Right. And so if you're if you're in a zero gravity situation, you do a front flip. Well, it's just easy.

Right. It just keeps rolling. Yeah. And so it's really honing in and talking about the strategies and things that we, did at Kegeli to get us from, you know okay. We did one, two, and now, you know, now we're doing 70, like 80.

That's the the concept. Right? It's how do you, like, open that switch or open that window so you can just go? Yeah. It's just easy.

Steve: Well, I think it's brilliant. And I'm a very big believer in coaching. I do a lot of different various coaching programs. And so, you know, I don't know what the cost is, but whatever it is, I am convinced it'll be worth it

Josiah: Nice, man.

Steve: To learn from you. Right? Someone has done it. It's not it's not a guru that's not in the business. It's someone's actually doing it.

So that's cool. That's exciting.

Josiah: Thanks, man.

Steve: What is the best way for one of our listeners to get a hold

Josiah: of you? It's a fantastic question, man. So my assistant answers my emails. So if you send an email to Josiah, josiah@Keeglea. So k e y g l e e dot com.

That'll go to, that's my personal email.

Steve: It'll

Josiah: come to me. And then Carly is my assistant. So she is the one that, like, like sifts through and helps with that. Make sure basically, she makes sure that I don't forget to answer emails because otherwise, I will. I definitely will.

But that's probably

Steve: the best way, best way to get a hold

Josiah: of me.

Steve: Okay. And Summer, who you've dealt with, yells at me too for not checking my email. So That's awesome. We both have similar pains Hello. Or at least our admins have similar pains.

Josiah: Yes. Yep.

Steve: Okay, guys. Again, if you like this show, please share this episode right now. And then do join us next week at Dani, with Highest Cash Offer. She's, from what I understand, the smarter or the the

Josiah: Better looking.

Steve: The better Definitely the better looking half of highest cash offer. So do check that out next Wednesday, 02:00. Thank you guys, and thank you. Love it. That

Josiah: was awesome. Fantastic. Thanks, guys. Cool.