Pace & Jamil Do America

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we have my great friends, Pace Morby, Jamila Damji, repeat offenders for this show. They got three three people over here. Wow.

And they got a very special message today. If this is your first time tuning in, I am Steve Trang, broker and owner of Stunning Homes Realty, founder of the Offer Fast Homes app, the only MLS for off market wholesale properties. And I'm on a mission to create 100 millionaires. So if you'd like to join us, let's follow let's connect on Instagram at seve dot trang. If you're excited for today's show, please give me a wave.

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Pace and Jamil have agreed to be completely vulnerable and transparent. 100%. So ask your questions for them to answer. You ready?

Pace Morby: I'm ready, man.

Steve: Alright. So, I guess we'll just start off right off the bat. You know, I just waking up this morning, I saw a whole bunch of posts about collaboration, and there's the the hashtag collaboration.

Jamil Damji: Right. Can I jump into that real quick?

Pace: Do it. I'm looking right at you.

Jamil: So yesterday, Jamil was on a show. He was actually on Antoine's show. Amazing. Did a great job. Both of you guys did a really good job.

But Jamil said something really specific. He said, if you have a problem with somebody making money or them taking care of their family because it was a deal that you should have got in your mind, you need to change your heart. And it I knew we were coming on the show to talk about this Mhmm. But it just impacted me so hard this morning, and I was looking at a couple of things, and I just started looking. Actually, you know what I looked for was I looked at our photo in Dallas where he was you were wearing your suit.

You were looking sharp.

Steve: Thank you.

Jamil: And I was looking for that photo, and through that, I started looking at all these people that we get to hang out with, and we get to collaborate and do deals with. And I'm like, these are technically my competitors. I know. I was so blown away by it that I just decided to blast all over Instagram and just tell everybody, technically, these are our these are my competitors, but together because of the way we actually act. Not like competitors.

Steve: Mhmm.

Jamil: But we actually make money together. And then when we ran together, I told you there's no no doubt you made me a million dollars plus this this year just because of who you are. Wow. That's crazy. But you're my competitor.

Steve: Yeah. Absolutely. We're a competitor.

Jamil: So that was the reason I blasted Instagram, and I was talking about collaboration and all that stuff besides the fact of of what why we're here.

Steve: We're actually We're competing on a deal not that long ago.

Jamil: Oh, yeah. You called me. I was in, West Palm Beach, and you said, we have a problem. Right. You

Pace: know who doesn't have a problem there? Kegley, because we'll get to sell it. Oh. Alright. Absolutely.

That's

Steve: 100%.

Pace: That's beautiful.

Steve: But, you know, in the grand scheme of things, though. Right? I mean, how many transactions are you doing? How many transactions are we doing?

Jamil: Yeah.

Steve: And that's the first time that we've ever actually bumped into each other Right. Talking to the same homeowner.

Jamil: Really good point.

Steve: Right? So So I think that's something that to put perspective, there's we always say there's more than enough opportunities out there.

Pace: Right. And that's

Steve: the reason why we act the way we do.

Jamil: What was crazy about that as well is that when you called me and you said, hey. We have a problem because we have a loving relationship. We truly did have a problem. Mhmm. But we worked it out with a five minute phone call.

And at the end, everybody wins. Everybody's happy. Yep.

Pace: Right.

Jamil: Whereas, when there's other people in town that are not they don't have the collaboration heart

Pace: Yeah. The phone

Jamil: there is no phone call. Yeah. It's just lawyers and this and that and animosity and whatever, blocking each other on Instagram and Facebook. And that really is not the nature of our city. Yeah.

Right? City Of Phoenix is a completely different city. And so it's fun to be able to have those phone calls and solve stuff in one phone call.

Steve: And what's terrible is I knew he was busy. Right? In West Palm Beach with Tom Kroll and some of those other, like, big stars.

Jamil: I was with Brent and all these guys. They were all ordering dinner, and you're I'm out in the parking lot of this fancy restaurant talking to you to solve that problem.

Steve: But the text message to Pace because I knew his business is, hey. We have a problem.

Jamil: Of course. And you

Pace: know he's gonna call

Jamil: you. Oh my gosh. 100%. Total dick move.

Steve: But you want,

Jamil: I mean

Pace: To add to that, you know, looking at the way that we operate in Phoenix. Right? So, So, Pace and I have a great relationship. Other wholesalers that we work with as well. And I and I brought this up on Antoine's show yesterday too, and I'd love to bring it up again.

We literally are getting sent addresses from people before they've got the deal locked up, before they've got any contract. And, like, there's they are the most vulnerable situation that they could possibly be in, and they're sending us a lead. Right. Now you can look at this in two ways. You can be like, hey.

I'm gonna be that super jerky dude, and I'm gonna take this address, and I'm gonna go send a you know, be super subversive and and terrible and try and

Steve: Snake the guy.

Pace: Yeah. Try to snake the guy, and that happens one time, and that's the end of the story. Right?

Steve: Mhmm.

Pace: Or you can actually deliver a service and be helpful and not knife your your friends and collaborators in the back and just find ways to win together. Right. Right? I think, and I'm I'm gonna share an example here. When Pace and I, you know, started doing a lot more deals together, we started finding that there was so much entanglement between people we worked with that it was tough to understand, well, who you who works with you?

Who works with me? And how how does this work? And and what happens when a guy who sends a deal to pay who typically would send a deal to me sends a deal to PACE. PACE buys it, and then how does does he feel weird about that? Do I feel weird about that?

And that was happening.

Jamil: Mhmm.

Pace: Right? And we got to a point where that would it was happening, you know, enough times. Right? And and you can look at this and and have two opinions about it. I could sit there and and be irritated, or he when it's happening to him, he could be irritated, and we could be irritated with each other.

And then when we're in each other's presence, we're gonna be irritating, and that's just gonna suck. Right? Right. Or we can say, you know, and for me, when when the first time that happened, the first instance that happened to me, I gut checked myself. And the moment anything outside of love for my friend and brother to get out there and feed his family and be able to crush it, whatever anything else that was outside of that feeling, I put I, like, it had to go.

Because my focus is on, look, All of that's coming from fear.

Jamil: Mhmm.

Pace: Anything that why does why should I be scared if if somebody I work with sent pays a deal? It's not feared. That's not a fear thing for me. Yeah. That is okay.

Maybe he had more of an opportunity. Maybe he woke up earlier. Maybe he was on his Instagram earlier. He got the worm before I did. Yeah.

Hands down. And instead of looking at his plate and seeing, you know, sussing out what's on his fork and what he's chewing on, focus on me, love my bro, and everything will work itself out.

Steve: Now, I completely agree with this, right? But I think it's a lot easier said than done. This is mostly a foreign concept. Yes. So how do you, what exercises, what are your mantras, Like, what are you doing to put your head in the right place?

Jamil: Can I can I answer that? So I think, when we were in Houston at the whole scaling event and I was on stage and I did that contest. Right? Jamil was the one who chose JJ Simmons and, what's Jonathan. Jonathan.

Pace: Jonathan. Yeah.

Jamil: So I'm up on stage. I say, hey, whoever asked the best question, come out to Arizona. Right? We're gonna pay for your trip and you're gonna come out and do a ride along, visit Kegley, visit Brent Daniels, the studio, all that stuff. Alright.

JJ Simmons had such a great question. His question was basically, I don't naturally come from that place. And I think the answer to why people don't naturally come from that place is because they haven't seen the fruits that it actually bears when you do.

Steve: Yeah.

Jamil: And so the advantage that we have is that because we are brothers just because we're friends regardless of business, we naturally do business together. And what happens is the fruits start bearing, and what happens is it just perpetuates this amazing cycle of more and more deals and sharing things back and forth of, like, oh, you know what? That might be not be a great deal for me. These guys are a better fit for that. Or Yeah.

Hey, they I know PACE BUY is subject to. Call PACE. Right? So now we figure out how to work with each other because we know it actually benefits us long term. Right.

In fact, the guys in town that have that attitude of what Jamille was talking about, that say, I'm gonna take your address and I'm gonna go around you, those guys don't stay in business long.

Steve: They don't last.

Pace: They've been driven out of town.

Jamil: Yeah. You know? You watch what happens in our industry. Our town is continually getting better and better and better. The people that we collaborate and hang out with is getting better and better and better.

It's like your mastermind or Brandon Simmons' mastermind.

Pace: Mhmm.

Jamil: The two best masterminds ever, by the way. The collaboration inside of those circles is so unbelievable. Right. Can't I can't imagine anything else. So Well that's just how Phoenix is.

Pace: When Brandon Simmons starts his mastermind at Go Giver. Right? The first thing he asks is, who in here has done a deal with each other? And if you look, every hand

Jamil: is up. Right? Right. I don't have

Pace: enough hands. Yeah. Right. So so that in itself is is telling. If I walked into a mastermind or a Ria in a different town because we hear this.

Right? When we travel together, the three of us, and we go to places, what's the one thing that people say? The energy of the Phoenix people is intense. You guys are so loving. It's so different from what we have.

Steve: Right.

Pace: It's so it makes me look at it and say, well, how how animalistic is it in these other places? Right? Like, how how dirty can it get?

Steve: Well, you know what's what's crazy, you know, is that I can't remember who asked us. Like, man, that's so awesome that, you know, your entire team came and flew out together. We're like, no. We're not.

Jamil: We're all competitors. We're flying and driving hanging out Yeah. Eating dinner. And the whole time we're driving in the Suburban together, we're texting each other deals and sharing and making money together.

Steve: Right. When you and I were driving to the Propeller studio when that Uber that horrific Uber

Jamil: Yep.

Steve: We were selling deals to each other. I I'm on the phone with Max. Like, well, Pace, I'm negotiating with you in the back seat.

Pace: It's crazy town.

Jamil: Yeah. Yep. Yeah. That same at the same event, I was sitting at it was actually Max's Max Maxwell's event. Mhmm.

We were sitting at our table, and I was sitting across from Jamil, and I was selling a a multi year deal to them. Yeah.

Pace: We just while we were there, just sitting there doing everything.

Jamil: We made, like, $45 sitting at this table together.

Pace: I mean, that's that's the power. Right?

Steve: Right.

Pace: And I and I feel because of that, and because I I've sensed city to city that we've gone to, it's broken.

Jamil: Mhmm.

Pace: And that's not because of anybody or anything. Right? It was broken here too.

Steve: Yeah.

Pace: It just evolved into something better. And I and I think that there's tools, and you'd ask what are some of those tools. Right? Right. Self awareness, first of all.

Let's be real. If you can't really, really true okay. You've seen those situations where somebody wins, and everybody hears about it, and you get five smiles. Right. Right?

Do you think there's five hearts that feel that smile?

Jamil: Not naturally. No.

Pace: Maybe one or two.

Steve: Right.

Pace: But three of them are like

Steve: Yeah.

Pace: Yeah. So unhappy happy. Right? So if you feel that in yourself, you're not bad. It doesn't make you wrong.

It means that you're still living in a survival mind. You're still living from this place of there's not enough, and I gotta I gotta hoard, and I gotta keep it. Go go go go go go. Me me me me me. That's okay.

Read some books. Right? Fig understand what abundance is. Right? Just there's so many books on it.

Take a five minute, app break and go download a meditation app. And and mantra to yourself, I I I live in abundance. I live in abundance. I have an abundance mind. If you don't change yourself, focus on the opposite of what you're actually feeling, and it'll become that.

Yeah. Anytime you're negative, think about, like, if I'm if you've done something to me that I feel, okay, I'm mad at Steve right now. Right?

Jamil: Mhmm.

Pace: Not that that's happened, but let's imagine it did. If I'm mad at Steve, you know what I'm gonna do? I'm gonna mentally focus on what I love about Steve, and that's all I'm gonna think about.

Steve: Yeah.

Pace: Then, naturally, whatever it was that was bothering me falls off. Right. So I think the first key is be self aware and and know that nothing is static. If you feel this way right now, focus on the exact opposite and you change it.

Steve: Yeah. I think, there's a quote I read, you know, and this is really one of those, you know, cheesy Instagram memes, whatever.

Pace: Probably on my page. Could be.

Steve: Maybe you know who posted that because I can't remember for the life of me. It was, you know, the only time you should be looking in your neighbor's bowl is see if there's enough food in there. Wow. Right? And that's the abundance mindset.

And I think, you know, going back to what we're talking about earlier, like, it's we know that you need abundance mindset to win. We know that. Right? We've experienced it. But how does someone like, we can say it and we can appreciate it.

And they're gonna be like, these are just, like, you know, weirdos.

Jamil: Yeah.

Steve: Yeah. For food. Yeah. Like, so, like, how do how how does someone

Jamil: Let me I'm gonna I'm gonna answer that just from a personal experience. Yeah. From my personal side. So in my iPhone, I have to drop the word iPhone. Anybody that knows me.

Android Android hater extraordinaire over here. But, in my iPhone, I've got a notes app. And in that notes app, I've got my personal goals. Right? And they all relate to basically taking care of my family at the end of the day.

But one of those goals specifically says, I want this is one of my goals. Too many opportunities, not enough time. K? And a year ago, anybody that knows me saw the transformation of where I was a year ago and where I am today. 100% of that, I can equate to my relationships.

A 100% of that is my relationships, but what I put into those relationships is, I hope you guys can attest, I read The Go Giver two years two years ago before I ever even knew Brandon Simmons. I had read read it, and then Brandon had me read it again. But in The Go Giver, it basically said, you have to give to receive. Right? So I said, I want so many opportunities that time is my problem.

Right? Most people out there are saying, I want more opportunities. I want more opportunities. I have too much time. I want more opportunities.

I wanna fill my calendar. I'm the opposite. I now am hiring people specifically to handle all of the opportunities I have in abundance Mhmm. Because I believe, and this is not me trying to gloat, I spend 80% of my day trying to help other people get from their position into a new position. Yeah.

And it started out just because I had resources in construction or I had resources with a lender. I had resources with whatever. And I just said, here you go. Here you go. Here you go.

Here you go. Here you go. And now a year later, a lot of these relationships are bearing fruit. For example, when you and I first started our relationship, what was that relationship? I was your contractor.

Steve: You're my contractor.

Jamil: Right. And did we provide a good service to you?

Pace: Yeah.

Jamil: You're correct. I did I did crap for you nobody else wanted to do.

Steve: Yeah. No. My client's like, hey. I need my roof looked at, and he came out. I was like, dude.

That's a $600 job, but I'm happy to do it. Right. Right. Just think of me.

Pace: Mhmm.

Steve: Remember me when there are bigger jobs, but you were happy to do the crap jobs.

Jamil: Right. Yeah. And I was I was running around all over town doing things. I had 65 projects going at that time. I made sure I took care of you even though we were it was a new relationship for us.

And then as I made my transition into wholesale, the number one person that helped me in wholesale was Jamil. Right. The number two person that helped me not just in wholesale, but in my personal life, like, my wife sits in our house or when we're on dates, and she's just like, we are so lucky to have Steve in our life. And it started from me giving value

Pace: to you.

Steve: Yeah. I hope. Oh, absolutely. Absolutely, dude. And I think the other thing too.

Right? Like, we're talking about collaboration, and we're not just trying to, like, you know

Pace: Force feed?

Steve: Or we're not trying

Jamil: to, like, you

Steve: know, just, like, blow ourselves up. But I'll just give a perfect example for you guys that don't know. Jamil's got his own title company. I've got my own title company. And this morning, PACE is in our title company's office helping me map out how to make a better title company.

Jamil: Right.

Steve: Right. With no benefit to you. You're not getting any monetary benefit. Like, man, if you could do this, this, and this, you guys will blow it out of the water. Right.

And I think that just goes back to, you know, that abundance mindset. Like, you could be going out there, like, just trying to stop this. Like, no, you know, everyone should be sending it to my title company.

Pace: Right. But you're not even Dude, when he called me and told me that he was gonna be bringing deals and that you guys were working something out for an assistant and whatnot. Mhmm. Right away, the first question is, hey, man. What if I do, like, half here and half there?

And I'm like, no, bro.

Jamil: He's Literally, this was a conversation. Yeah. I I forgot all about this. What if

Pace: I do half of Magnus East and half at Magnus West? Yeah. And I said, no. No. Steve is going out of his way to be extremely helpful to you.

He's he he really wants your business and he's he's going above and beyond. Right? All Magnes East. Yeah. Go that path.

Because I know that that that doesn't matter to me. Those the that to me is not gonna hurt me. I want to see you succeed. I wanna see your title company do well. There's so many benefits that we all get from that title company being being, you know A

Jamil: 100%.

Pace: Yeah, well funded because we get the meet ups and so many amazing opportunities come our way. I mean, dude, he's in a relationship right now, with with Greg. Right? Greg Ellsworth. He's he's subject to these guys are buying subject twos left, right, and center.

Pace was telling me this morning, he walked into a house in Tempe.

Jamil: Dude, I could cry. I could almost cry right now.

Pace: He has he had to pay no money for. He walked into home ownership with it. It gets cash flowing you how much?

Jamil: Probably $400 a month.

Pace: $400 bucks a month in perpetuity through a relationship that I introduced him in, right? And this is a relationship that he's probably gonna make millions and millions and millions of dollars with over years and years and years. And my what I say to him is, I'm so happy. I love you. I'm so thankful that you guys connected and you guys are able to do business together.

Full stop.

Jamil: We I was in, your meetup, which is hands down best meetup in the country, I feel. Amazing. I was in your meetup, and I go up to Jamil, and Jamil sells me probably one of my best cash flowing properties. I just walked up to him and say, what do you have? Right?

Sells me a house right there before it goes on his list. Great benefit there. Then that meetup, that was I think that was at the Phoenix Ria. So we're at the Phoenix Ria and Jamil goes, there's Greg, there's Pace, these two guy guys need to meet. Right?

And Greg was doing his own thing, but when you put him and I together, we went he went from buying maybe one or two houses a month to now we're buying 12 houses a month. Wow. We're being and we have private money coming in like crazy. We have a great system. You guys see how many houses we're buying.

Yeah. I mean, we've, like, overwhelmed the title companies that we're that we're utilizing.

Steve: Companies, plural.

Jamil: Right. So we've overwhelmed them with how many we're buying. And, bro, I am not joking. It will make me $1,020,000,000 dollars in my life because of a relationship you gave to me that you could have easily just taken for yourself.

Pace: Yeah. Awesome. I love it.

Steve: So you wanna pass this message on to other parts of the country?

Jamil: It doesn't feel like work. It feels like I we have a cheat code to life. It feels like we have the ability to go out and just play this amazing fun video game and just go play and go, how can we help you? And how can we help you? And how can we help you?

And how can we help you? And when we go into other cities, it's crazy. Like, we went into Dallas, went to the Propelio event. Shout out to those guys, amazing guys. Yep.

We go to this event and we're sitting there talking to these guys and we're like, there were these little clumps and clusters of people kinda staying away from each other. And we're grabbing people from other groups and bringing them together and saying, why are guys doing deals together right here at this event?

Steve: Yeah.

Jamil: Right? At least to the magnitude at your event in Phoenix, Rio, and other events here locally in in our in our Phoenix market. It is so fun to take what we I haven't created this. I'm just a little cog in the wheel. I've benefited from a lot of these relationships that have created this world that Phoenix Phoenix gets to live in.

Steve: Mhmm.

Jamil: I just wanna go and share it with the rest of the country.

Steve: So how's how what's the plan?

Pace: How are

Steve: we gonna share it with the rest of the country?

Pace: Well, you ready? Yeah. So, the graphic that that has been being shared, over and over and over and over and over again all over social media. So, that's a real thing. Pace and Jamil do America.

We are we we wanna see you. We wanna meet you. We wanna come to your RIA. What we would like you to do is if you live in a town that's broken, where you feel that people aren't collaborating, that you've got, you have to watch your back, that it's that it's, you know, cutthroat, that it's dog eat dog. If any of those words resonate with you, find us on Instagram, tag us, tag your Ria, so that we know where you are and what Ria you want us to attend.

We will reach out to the organizers of that Ria and we will come to your city.

Jamil: Yeah.

Pace: We will meet with your groups. We will sit down with you and we will figure out how can you all benefit each other. How can you make money together, and how can you adopt the mentality and the energy that we have in this city in your own town. Yeah. Not only that, we'll also talk about the beautiful things that we do, like how we're great at dispositions and how pace is awesome at subject two.

We might even do some ride along. So we're gonna bring with us the added information that we typically love to talk about. But first and foremost, it's gonna be how can we mend whatever is happening that's causing you guys not to work with one another? Why let's let's let's deal with the the heart of the matter, and then we'll deal with everything else.

Jamil: You know what's amazing about our local market is that I've been in other businesses, and I've gone to other Rias or whatever across the country in real estate, and it doesn't seem like people are excited to be at these events.

Pace: You're not.

Jamil: They almost are like, should I go? Shouldn't I go? My you know, I gotta, you know, Netflix. I got this great show. I'm not gonna you know, I'm gonna catch up on my team.

Whatever excuse, they don't go up to the thing. For us, it feels like at our meet ups and when we're all together in Phoenix, it's not even a question whether I'm going or not.

Steve: Yeah.

Jamil: It is on my account. I am going. It's like going it's like I feel like how

Pace: I felt in middle school going to

Jamil: the school dance. 100%.

Pace: Like, that's how much I'm looking forward to it. Because I get to see all my friends, and we're gonna chat, and we're gonna eat whatever food. Everybody's sitting there doing deals. Yeah. What's so fun about

Jamil: it is, like, the new investors, the newbies, as we call them, they start, like, kind of we had this conversation at at one of your meetups where they were all Hanging out. Hanging out in one area. And you're like, you went to all the guys that, you know, are doing deals. You go, go get those guys and let's bring them in. Let's get these new guys and start doing deals with them and finding out what do they need in their business.

Right. And the act I think the conversation that you had was, please go to my new people and say to them, what do you need from me to be successful in business? And that's the the the whole mentality behind everything that we're trying to do here. Yep. Is how do we take a room full of people and make sure that these people are doing deals together, whether it's learning about, disposition or whether it's, dude, I would love to go on a ride along and, like, I don't know what our first state would be, our first city would be.

I think we have some people already kind of chirping in his ear. But

Pace: Yeah. We got some people, but I'm we'd love to hear from you in Orlando, Tampa, Atlanta, you know, any of these towns. Like, any of these Houston, Dallas, San Antonio, North Carolina, Salem, wherever.

Jamil: Right.

Pace: We're just, like, reach out if you feel like there's the necessity or it's the energy isn't right. Yeah. Tag us. Tag your Ria. We're coming.

Jamil: I think I think just to paint a picture for people that don't quite understand that is that let's say that we fly in on Thursday and we go to a Ria on Thursday. We wanna hang out, meet other investors in that local area, and then the following Friday, maybe Saturday, is I I wanna go on ride alongs. I wanna go into appointments, or I wanna go into somebody's acquisition department and say, give me your 10 worst leads. I wanna call them live right now and show you how I pitch a subject to. Meanwhile, Jamil is sitting there teaching the their team how Kegley, who does a hun close to a 100 deals a month, how they do do dispo.

Like, we wanna bring our skills and our abilities to the table and see what we can do to help other people's businesses in other markets.

Steve: Yeah. And I would I would say that if you're in a market where you feel like your RIA is not able to to do this, like Do the meetup yourself. Yeah.

Jamil: Just create a create a meetup. Absolutely.

Steve: You know, one of the feedback I've gotten at our meetups is that I'm I'm so glad I can go to a area where I'm not being pitched. Because I think part of the reason why they're so standoffish or, like, you know, their arms are crossed is because they're just getting ready to be sold something. Right. Right. Right.

There's I mean, especially, you know, all the different areas I've gone to, locally, it's just feel like, alright. When when is the sales pitch coming?

Pace: Right.

Jamil: Right. You

Pace: know? Who's got a book?

Steve: Who's got a book?

Jamil: Ours are so weird.

Pace: We don't

Jamil: do that. You have, like, you have a meetup, and then there's a meetup outside of your meetup. Yeah. It's just like a high school dance. It's like the dance was cool, and everybody's having a good time.

And then they say, okay. We're shutting this down. You guys need to leave. And everybody goes in the parking lot and hangs out and does deals together. Right.

It is crazy fun. Yeah.

Steve: So I think that for you guys here that if you guys have a great Ria, fantastic. If you guys don't have one, start one. Because just kind of the message we're talking about here, just being the leader and being the one with abundant mindset, you will be the one that has the success if you're finding that your Ria is not so open or receptive to this idea.

Pace: Be the Steve Trang of your town. Like

Jamil: Really?

Pace: For real.

Steve: Right. Well, following the examples from a lot of other people.

Pace: But I

Steve: think it also goes back to, you know, the books you talked about going back and reading books. Yep. Because I think the abundance mindset as a leadership principle and I posted something a couple of nights ago. Right? That guy just jumping around bouncing whatever.

Jamil: So good.

Steve: But I did my best to write the skills in the order that you need it in. And the skills that you know, the first we our evolution is we're trying to find deals like, god, how how do I find a seller?

Jamil: Right. Then

Steve: after I find a seller, how do I get them on the phone? After I get them on the phone, how do I close them? Now that now that I've closed them, how do I make that repeatable? Now that I made it repeatable, how do I build an organization to make that repeatable? And then after that, it's how do I keep the people there

Jamil: Right.

Steve: To not be my competition. And leadership is that last step, I think, the most valuable skill. But I think that is the the abundance comes with the leadership. And if you guys want to, you know, have this successful Ria, you gotta have to have that abundance mindset to lead Right. Your community.

Jamil: 100%. We had this idea one time. I don't know if we'll still do this or not. But we had this idea about having a competition between Jamil and I Mhmm. Where we go into a a random city.

We get rid of our our existing phone. You just give me Burner phones. A burner phone. Like, we're drug dealers.

Steve: I think this is I I know where you're going. Continue, but I love this idea.

Jamil: Right. And we have a competition to see who gets the the first wholesale deal with no resources that we currently have. Yep. Money, knowledge, whatever. And me utilizing my resources here and him using utilizing his resources there, completely two different flavors and then having people follow us and learn how to do a deal.

Like, if I'm a newbie and I'm watching us just boom, getting deals, it breaks the paradigm that people have of,

Pace: hey, this is really hard. If two dudes fly into your town with nothing Right. No resources, no contacts, nothing

Steve: No Instagram,

Pace: no Instagram. I mean, we're talking burner phones, and are able to put together a deal in a couple of days. I mean, that should blow the socks off of anyone who's been doing this for nine months

Jamil: Mhmm.

Pace: And hasn't gotten their first deal yet. And no nothing against you guys. If you're sitting there listening right now, you're like, that's me. It's like, that's cool. But that's just it's there to show you that, hey.

It's whatever you're doing right now, you're creating your own limitation. You're stopping yourself. We literally could do that. We could walk into a city, in two days, we'd have a deal. I have

Steve: no doubt that you could do that. But it's that years and years.

Jamil: Do you think do you think I would get a deal faster or Jamil? Be honest. He's been doing this way longer than me,

Pace: and he's way smarter.

Steve: Jamil is just a lot more likable than us.

Jamil: 100%.

Pace: I think what would happen is pace would have, like, a few contracts, but he wouldn't be able to sell it. And, I would have

Jamil: to all Jamil and Beak. I'd get sell my deal?

Pace: I'd get one contract, and I'd sell it. Is that is that the is

Jamil: that the way we should do the competition? Is that

Pace: It's gotta be

Jamil: sold out. To dispo.

Pace: Yeah. It's it's it's not a deal if it's not a check. Alright. Right?

Jamil: Because I just go knock on a random door.

Pace: Of course, you would be like, how can I solve your problems? I'm Pace Morbby and I'm here to solve everything. And that's awesome.

Jamil: You will. Well, let's not do that. Do you think that'd be a good idea?

Steve: I think it's a great idea. I think that's probably the first thing you should do when you go

Jamil: fly into a city. You know what's fun is that at some point I don't know when this transition was. I gotta think about it. But at some point, how many deals I'm doing on a monthly basis was no longer important. Right.

It's how many people I'm helping get their first deal is super important. Yeah. So whether I'm making money or not, there's a there's a couple guys, Scott Bigelow. Nobody quite knows him in in wholesale, but he's trying to break into wholesale. They got a couple of deals recently.

I didn't make any money on it, but I was so proud. I put on my Instagram, like, these guys are making money on a ride along, getting some some some knowledge, and going off and doing deals. All I wanted was the emotional income. Just give me a pat on the back and attaboy and know that tell me I did a good job. I have so much more pride in that than doing 30 deals a month.

Steve: I know that's so crazy to me because you spoke about it at Whole Scaling Life. You know, Elizabeth and Charles event, which is a fantastic event.

Jamil: Oh, yeah.

Steve: You're about to hang out.

Pace: Shout out. Shout out. Shout out, guys.

Steve: But you're like, yeah. I just want emotional income.

Jamil: I was like, that guy's crazy. Yeah.

Pace: But is he? I mean

Steve: No. It it it's a great ROI.

Pace: We've we've all been filling our cup with emotional income for the last, you know, year and a half, two years.

Steve: Yeah.

Pace: And that to me is what is keeping my life exciting. Well, how many cars can you have? How many things can you buy?

Steve: At least 20.

Pace: Well, I mean but even then, it's boring. Right? It's boring. It's super boring. But, like, how many times can I see Corbin, his little girl's face and smile?

A billion. And anytime I see it, it's gonna be like the first.

Steve: Right? And for that for those that don't know that aren't following these guys, you know, Jamil is Corbin's godfather.

Jamil: Yes. Absolutely.

Steve: Right? I mean, that's the epitome, I think, of collaboration.

Pace: I right. That's awesome, dude.

Jamil: Love you, bro. Love you, buddy.

Steve: So, alright. So I'm not seeing a whole lot of questions here. Charles Charles wants to know what what meditation routine are you following?

Pace: I love it. So, I download an app called Insight Timer. You can essentially download it for free. There's no cost, and there's hundreds of thousands of meditations on there. So, I like to mix it up.

I'll basically do, like, a guided one one day, and then another day, it'll just be, like, timed. There's a there's a group called Stressfit, s t r e s s f I t, Stressfit. They're a channel on that app. They're the meditations are just amazing. I I typically do between thirty to forty five minutes in the morning.

Steve: I feel so bad.

Pace: Before anything else. Right? So I wake up, I drink coffee, do my thing, and then, like, it's into the room. Room. And I just get still for that time.

And everything else that happens for me in the day is is flowering from that place. Right? And that's not to say, guys, I'm walking around like a monk being a complete weirdo. Right? I I still have, like, breakdowns.

I still get irritated. I things happen. But my reaction to situations is completely different today than it was Longer guy.

Steve: Five years ago. Absolutely. Yeah. Charles Southwick says his aria his rhea no longer exists. And, Charles, I think going back to what I was saying earlier, I think this is fantastic because when I started my meetup, it was really simple.

I called all my friends. Jamil spoke at the first one. You did, man. Can you do

Pace: the first real estate disruptors meetup?

Jamil: How how many people came to your first one? There was,

Steve: like, 30. 30. I

Pace: I walked in with my coffee cup.

Steve: So what I did is I just went to meetup.com, created one, put it as a monthly recurring so I don't have to think about it again, reached out to a few friends, posted on Facebook. We started with 30. We're at a hundred hundred ten to 140 pretty consistently now.

Jamil: Yeah. Every it seems like every time we have we go I shouldn't say we. Every time you have an event, see, I feel like it's my event. Like, I I get to share it. It's awesome.

Every time you have another event, you have to change venues probably once a quarter because of how fast it's growing. Yeah.

Steve: Yeah. We we're on our fourth. Fourth venue. Fourth or fifth venue. Yeah.

Jamil: It's crazy.

Steve: Yeah. I mean, the goal is to get it to fill up the the Sun's Arena, I think.

Pace: That's great.

Steve: That'd be pretty tight. That'd be cool. So, yeah. Charles, I I think that's a great thing. If you if you feel like your town is is locked out.

Jamil: Honestly, if it's just a meetup, it doesn't have to be a RIA. If another local investor, even a newbie, who cares? Like, if you've never done a deal before, let's get twenty, thirty people together, and let's have a hangout. And let's talk about how we're getting our deals and how we can help each individual person get their first deal or, you know, magnify how many deals they can get on a monthly basis.

Steve: And I think, you know, just to add on to that whole collaboration mindset, you know, I already knew I was already familiar with wholesale, but Jamil mentored me a lot further. I took what I knew about wholesale and added poured, you know, a lot into my cup.

Jamil: Dude, can you even imagine how many people you indirectly helped because of this show?

Pace: That's crazy.

Steve: And then that's crazy to me. I I was a terrible closer forever, and then I meet with Pace and just to get more deals, just to get more business. I wasn't trying to get better at sales. Like and Pace is saying, well, there's this place where all those home investors are gonna hang out. Right.

And I said, what? And so I I hounded you because you didn't just tell me right off the bat, and I had to I had to pull it out of you. Right. But because of our relationship, you know, I get to meet Brad. I get all the training.

And now I'm a sales coach

Jamil: Oh my god.

Steve: And I took one of my greatest weaknesses into my one of greatest

Pace: strengths.

Jamil: It's it's fun watching your students because, you know, I've we're really good friends. So your students will call me.

Steve: Yeah.

Jamil: And I tell you to have them call me. I'll take them on ride alongs. I have conversations with them. It is so fun to hear them talk about them getting their first deal, their second deal, etcetera, etcetera, etcetera. Dude, you realize how cool this is?

Pace: It's incredible. It's just like a mushroom. It is amazing. A mushroom cloud.

Steve: But I don't level up if we're not creating relationships. Right. And we don't come in with an abundance mindset. And it's not just the three of us. There's more of us.

Right? I mean, there's Jesse, Annie, Ivo, Brent, Brandon. There's a whole bunch of us. We're all getting better. Our group is getting better cause we're all helping each other.

Right. So, you know, the message I want to, impart on, Charles and some of these other guys is that the sooner you level up and raise the abundance mindset, the more other people can pour into you.

Jamil: Right. How how would we, pick the city? How are we gonna do that?

Pace: So, I I guess it's gonna have to be from just, you know, audience participation. Right? So Yeah. The more people that that reach out to us from a specific town, the more need we're gonna feel exist there. Right?

And, you know, guys, this isn't gonna be a thing that's gonna cost the RIA anything. It's Right. Like, we're gonna come out there and and and serve. But That's

Jamil: a good point. You know? There's a lot of people ask us all the time, well, how much are you charging for this and how much do you charge for your ride alongs? I we do I do it all for free.

Pace: Yeah. We're coming to serve, guys. This is like we we are coming to serve. And so, let's let's remove that from the equation and let's let's see. Tag your friends.

Get your friends would do you want us in your town? Do you want us to come and show you guys how to get your first deal? Do you want us to come and show you guys how to be friends with each other and and work together in an appropriate way? Tag us. Have your friends tag us.

Get let us know what town you're you're you're coming from, and we will figure it out from there. And I think let's say in the next thirty days, keep your eyes open, and we'll start announcing cities and and, and dates. We've already got Salem, North Carolina, scheduled.

Jamil: Wow. Yep. That's Max Maxwell.

Pace: Mister Max Maxwell. Yeah. Yes. So we're gonna, make make that one of our stops. Also, we're starting.

We're kicking off, in Bama.

Jamil: Yeah. Brian Trips event.

Pace: Brian Trips event.

Steve: Oh, you are?

Pace: Yeah. Absolutely. Yeah. So shout out, Brian. Days.

It's been a couple of days.

Jamil: We're we're flying out to Birmingham. We're hanging out with some pretty amazing people. Brian Tripp dude, thanks for inviting me, by the way.

Pace: 100%.

Jamil: This is

Pace: what this is about.

Jamil: And then we're gonna be doing ride alongs on Sunday, which will be pretty cool.

Steve: Yep. Let's see. What are some other questions?

Pace: Roll tech.

Steve: There

Jamil: was a

Steve: so Josh Pardoe wants to know what is your best advice for staying consistent as a one man show?

Jamil: Show? Does he want let's ask him a question back. Does he wanna stay a one man show?

Pace: Right. Become a two man show.

Jamil: Right. Because there are people that are like, look. I'm happy where I'm at. I just wanna be more consistent.

Steve: Mhmm.

Jamil: But I gotta understand if that's where he wants to be. That's one piece of advice. Or if the other piece of advice is I wanna grow a team. I just don't know how.

Steve: Yeah.

Jamil: Right? So have him reply back. Is there another question we can

Steve: Alright, Josh. So we need a a follow-up question, on that. And Annie's is requesting that you guys all, bring her along.

Jamil: Oh, Annie's always invited. Yes. Best. Yes. Yeah.

Steve: I mean, she's the great mom that puts us all together. You know, she's just responsible. Although, she is a little bit of a troublemaker too.

Jamil: She is a troublemaker. Always playing pranks and whatnot.

Steve: And Antoine's requesting DC, naturally.

Jamil: Oh, yeah. I would love to hear that.

Pace: Billion percent.

Jamil: Dude, you guys did such a good job on his show yesterday.

Pace: That's awesome. What's up, Antoine?

Jamil: Here, I'll I'll while you're looking for questions, I'll answer that question. If I'm gonna stay a solopreneur, here's what I a solopreneur as a wholesaler. What I would do personally, just because this works for me really well

Steve: Mhmm.

Jamil: Is I would go and collaborate with probate attorneys. Not as an investor, but as a problem solver. So most of the deals that I get, I'll actually put a video of this up on my Instagram, but the best deal I got this year came from a probate attorney. Shout out Rilus. Rilus is amazing.

He follows most of what I do, but it came from somebody he he'll call me and go, I have this weird thing where somebody needs to sell a car. Right? And, I don't know what to do with it. Great. I'm not just a real estate investor.

I'm a problem solver. Mhmm. So what's what's the problem? I'll help them locate a buyer. I'll help them do this.

I'll help them do that because I'll solve six problems unrelated to real estate for his clients, and then I'm gonna get a deal out of it.

Steve: Yeah.

Jamil: Right? I got a deal that you guys probably saw the yellow bug that was on my Instagram.

Pace: Did you give it away?

Jamil: We gave it away to an autistic kid, and I didn't pronounce it because he asked me not to. Awesome. So, just for anybody that's on there, I I we we handed him the keys. He didn't have a car to get to work. He's, he's on the spectrum.

He is pretty high functioning, but he didn't have a car. And so we we got him a car and

Pace: hooked it. Beautiful.

Jamil: Yeah. That car came free with a home purchase that I made $35,000 assignment on from a probate attorney. And if I had no resources, I had no money, I had nothing else, I would go in and I would solve probate attorneys' problems, not go in and say, I'm a real estate investor. Cash who everybody's a cash buyer. Right.

Everybody. Yeah. Go in there and come up with a solution, and I have 18 of them. I have them in my phone. If anybody wants to hear them, I will tell you all 18 of those problems that I solve for probate attorneys' clients nonrelated to the house.

Right. And so we bought a deal. Funny enough, last year, we had an attorney goes, hey. We you you came in my office, and you told me that, you guys do locksmithing. Yeah.

We do locksmithing. I'm not a locksmith. I just called my locksmith. Right. But here's what happened.

He had a locksmith who's Jewish, and a lot of locksmiths, for some reason, are Jewish here in Arizona. They don't work Saturday. So he has a client that they're sitting there referring to their normal, locksmith, doesn't reply, calls me. Hey. I've got a client that's going down the property.

I need your help. I go, no problem. I call Papa Lock. I drive down there. I meet Papa Lock.

I meet the seller. And what do I say? What are you doing with the house? Yeah. We made $37 on

Pace: that. Awesome. Yeah.

Jamil: Solving a problem for people without the the thought process. So I would stay there's 600 probate attorneys in the in the state of Arizona and or not state of Arizona, Maricopa County. Mhmm.

Pace: And

Jamil: there's 800 probate the probates that happen every single month. As a solopreneur, I could just go out and do 10 deals a month just by attaching to probate attorneys and solving their problems, not doing cash offers.

Steve: Right.

Jamil: Hopefully, that helps.

Steve: Not send me your deals.

Jamil: These are, like, I have I have a 100 tips like that that I'd be I I cannot wait to tell people across the country.

Steve: Devin Burrow wants to know how you guys build out build an out of state buyers list.

Jamil: Oh, that's a great question for you, bro.

Pace: The same way we build one in state. It's it's a lot of data mining. Right? So if you guys have ever watched, anyone who's done a walk through at Kegley, we got that little secret room that people keep chirping about.

Steve: It's really dark.

Jamil: I've never been in there. I heard it has I heard it has whips and chains.

Pace: There's light bulbs

Jamil: in there. There's no light bulbs in there. There's light bulbs. Oh, there aren't

Pace: there's windows. Yeah.

Jamil: Shh. Guys, I

Pace: guess we're getting complaints. No. And there's lots of Little Caesar's pizza, but, no. What we do is the same process. Right?

So, we are reaching out on social media. We are looking at key indicators, like, what pages are these people liking? Do they like Rolex, Ferrari, and medical equipment? Awesome. I I probably know I have a a doctor on my hands with high disposable income.

I'm going to send that person an outreach message and find out do are they interested in real estate investing and would they be interested in buying properties with instant equity

Steve: right?

Pace: The answer to that question from anybody who understands money is going to be yes Right? And so, that's what we're doing. We're really looking at key indicator key indicator factors like what are the things that these people like? Then we paint a picture. We make a profile of who these people are.

We do an outreach and and we bring them into the stable. Once they're in the stable, then it's relationship building. So the the buck doesn't stop there. I had a conversation with, Javier and and and, some of Rafael's people last night, and we were talking about, you know, if there he asked me if there's one one piece of advice that you could give me, on how to, like, really, help the dispo team, I'd say go deep. Have your team go deep.

Transactional conversations are terrible. Yeah. Right? Like, nobody cares, man. Nobody cares what deal you have.

No one no one no one's everyone's too busy doing what they're doing in the day. How are you gonna impact somebody's filter? Their the the things that they're pushing out of their their their sphere of, attention. How are you gonna do that? But by them caring that you're calling them.

There's 15 buyers that I cannot shake, that I cannot make work with anybody in my team because they refuse to buy from anyone but Jamil. Yeah. So I still have to sell houses. Even though that's not what I do, that's like what my team does, I'm still working to do that because those people need to be served. So, yeah, man.

Take a look. Make sure you're you're paying attention to the things that they're they're liking. Reach out and then go deep.

Steve: Carl's asking about the 18 solutions. So I think maybe if you reach out to PACE later on, what's your Instagram handle?

Jamil: PACE j morby.

Steve: PACE j morby.

Jamil: Here's what I'll do. This Saturday, Jamila actually, are we staying in the same hotel? Yep. You're letting me bunk with you?

Pace: I think so.

Jamil: Did they get a bunk bed for the hotel room?

Pace: I don't know. We'll get something for you. So what we'll do is when

Jamil: when I'm hanging out at nighttime with Jamil, what I'll do is I'll do a video. I'll have I'll have Jamil I'll have Jamil record the video or something, and I'll upload it on Instagram.

Pace: Oh, it's gonna be a redo with Dallas. No. Oh my god.

Jamil: You know what?

Pace: Here's what I'll here's what I'll do. On,

Jamil: on Sunday night, here's a selfless plug. On Sunday night, I do a Sunday service call. Mhmm. So Sunday night, 7PM Arizona time, I have an hour long, phone call with my business partner, Cody

Pace: Mhmm.

Jamil: And myself. And what we do is we just tell everybody for free the deals we did, where they came from, how we're making money, what we're doing with them, are we doing subject to, blah blah blah blah blah. And then we open it up to q and a. What I'll do this Sunday is I will tell everybody the 18 problems that I solve for probate attorneys on that Sunday service call. Beautiful.

Steve: And Farhad Hariani wants to know, is texting for deals legal? I'm not gonna have you guys answer that question. You need to talk to an attorney. Is it happening? 100%.

Is it legal? You wanna get a attorney's opinion on that. You wouldn't want ours. Greg Ballard wants to know, you're door knocking preforeclosures. When you're door knocking, are you letting the seller know the house is in foreclosure?

Jamil: Yes. 100%. What I here's the opening line when we knock doors because we have a door knocking team, and we're we're going out. And that's the other thing that I'm planning on teaching people is how to go get your first deal by door knocking. We're gonna Jamil and I maybe do ride alongs, and I'll knock doors with people.

So, the first thing that I say to a seller when we walk up to the door is I say, excuse me. I I'm aware that you're getting called a thousand times. I'm sure I'm the fifteenth person that's knocked on your door. However, I have seven ways to solve this problem for you, and the first four involve you staying in the property. That's my opening line.

Mhmm. So a 100%. I don't dance around it. Anybody goes on a ride along with me, I will flat out. Like, if if anybody saw my IG live yesterday, like, I'm at a seller's house yesterday, and I'm I have the IG live.

Did anybody did you guys see this? I was in an appointment, and I'm like, I go, hey, ma'am. You're on IG live, and I'm just blatantly talking about her popcorn shirt. And I go, yeah. All my look.

My followers love your popcorn shirt. Right? I will just go right to it with the seller.

Steve: Mhmm.

Jamil: And so it's the same thing with knocking pre foreclosures 100% full transparency my sales pitch requires zero games. Yeah and I felt really icky taking other people's scripts right what I like about you the scripts that you and and my team follow is I don't feel icky when I do it. Yeah. Because I truly am guiding them to a solution. I'm not hiding anything.

I'm not going to the house and saying, excuse me. I'm in the neighborhood, and I know my cousin wants to buy your house. I just flat out tell him, hey. I have seven solutions. Yeah.

I know you're being inundated. I know you're in a stressful situation. Let's talk for two minutes. Talk to me through the screen door. But, yeah, that a 100%.

Steve: Carl wants to know where do you post your Sunday service call?

Jamil: So if you service call? Sunday service. So where that comes from is I love Kanye West, and Kanye West does a Sunday service every Sunday. He just does a concert like a gospel music, and I just love Kanye West. It's just us giving and, being abundance mindset.

I post the link on my Instagram every Saturday and Sunday just telling everybody it's a it's a free phone call. I I can tell everybody the phone number, but I'll I'll post it somewhere.

Steve: Yeah. And then Cody says zero filter is accurate.

Jamil: Yeah. Zero filter. 100%. Yeah.

Pace: You hear all about Korean barbecue and the results.

Jamil: Percent. Yeah. The results of Korean barbecue.

Steve: And there's the I mean, I I was laughing about the you know, if you were serious, you wanna repeat that?

Jamil: Serious about what? I

Pace: don't know.

Steve: You're a serious seller.

Jamil: Oh my gosh. Yeah. I told I just told the seller the other day. I said, she goes, yeah. This happened in a in an appointment.

The seller goes, well, I need to talk to my 15 year old or I need to talk to my kids and see what their opinion is. And I said, okay.

Pace: Well, if we're gonna play games,

Jamil: why don't I just take my take my number and drop $20? She said, I'm not playing games. I said, yes. You are. You're playing games.

You're 30 years old. You don't need permission to sell your house. Flat out told her to that. And we and we record when we I record all my conversations with the sellers. So and then I post them on Instagram so other people can hear them.

So if you guys wanna hear our appointments with sellers, I that's not we ended up getting that deal. And the way we got that deal is that that lady just need to be flat out told. And same thing yesterday, or Monday. We got a contract on a mobile home, and the seller goes, I want $70. So we get to the property, and I go, okay.

So if somebody was able to come up to $70,000, what would be the next step? Right? That's the closing line. That's the nail in the coffin. Yeah.

And she goes, well, I've gotta call my husband. I go, interesting. So you guys are already made a decision to sell it at 70. I go, is your husband maybe another buyer? Because why don't you just call the buyer right now?

I'll wait for you. Yeah. I'll just wait. And if they're willing to go up to a higher number, let's figure it out. But I'm here, and I've got a contract, and I I'll go take it down to title right now.

So she calls the sell the other buy she was, yeah. You're right. It was it's another buyer.

Pace: Shocked. Shocking. Liars.

Jamil: So I just called it right out as it is, and I just said, look. It's okay. Let's just have an honest conversation. I won't see you in forty five minutes. So let's just be let's hurry this process up and not play games with each other.

And she goes, wow. I really appreciate this. This is, like, refreshing. Yeah. So she calls the other person and goes, hey.

You didn't show up. I'm probably just gonna sell the house to this other guy. Are you willing to come up up on your price? And the other person goes, yes. But I wanna see the house.

She goes, okay. Done. Hangs up. Signs a contract with us. But if I was if I didn't understand how to call that person out, what would have happened is I would have felt insecure about my number, and I go I would have said, okay.

Well, I'll give you $75.

Steve: Mhmm.

Jamil: And now I'm desperation. I'm commission breathing all over this person, and now I'm bidding myself up because I don't just call out the problem as it as it really is. Look, ma'am. Obviously, it's not your husband. It's another buyer.

Steve: Yeah.

Jamil: Let's just call him right now, and I'll wait for you.

Pace: Hey, guys. Watch your tone when you guys are using any of these lines with people.

Jamil: Oh, yeah. This this is not a bad tone. If you say

Pace: it, in a way, it it you're probably gonna get punched in the nose. Right? So, like, so make sure you're you're being mindful of it.

Steve: Tonality is really important. So and I think that part of it too and for me, I liken it to we were talking about this on Monday. You know, I've put in over ten thousand hours at the poker table. Right? Like, at the poker table, I know when you're doing something, I know I have a pretty good idea what that means.

I know when to do what to do, what to do,

Jamil: what to

Steve: do, when to do it. And I think that's the same thing. Your first time you were on the show, we talked about the reason why you wanna go on all these appointments is you just wanted to get better Still. In the house. To this day.

Right.

Jamil: I'm I'm going on appointments with my acquisition people. I didn't set that appointment. My my team is doing that. But I look at the calendar. I go, I wanna go to that one.

I wanna go to that one. And my wife goes, you probably, at some point, should kinda slow down on how many appointments you're going on. I go, I gotta keep the act sharp.

Steve: Well, but and that's the reason why you can say your husband sounds like a

Jamil: buyer. Right.

Steve: Right? Whereas a newer guy says that. Right. And it's like, no. It's a real husband.

Jamil: Right. Yep.

Steve: Makes you really interesting.

Jamil: Right. Right. Right. Yeah. Sorry, guys.

That's bad advice.

Steve: I know. It's great advice. I'm it's just it's it's the repetitions. It's the experience.

Jamil: Right. Right.

Steve: So, and then Josh elaborated. So how to stay consistent as a solopreneur?

Jamil: So that's where I would go, and that's another question too. Right? Here's the here's the other question. Anytime I'm talking to a newbie, somebody comes and does a ride along with me, I ask them at the very beginning, what do you wanna learn today? Because I can talk.

There's no that's my one thing I don't have a problem with is talking. Right? Sorry, guys.

Pace: No. You're good. So I

Jamil: I have no problem talking. So I'm gonna fill don't say. Sorry. So I'm going to fill your day with whatever you want. If it's subject to, if it's door knocking, whatever it is that we're good at as a company, I wanna make sure I fill your day, which is typically twelve hours straight of you in my car going on appointments.

I I mean, they're meeting with my attorney. They're meeting with my appoint my, partners. They're meeting on construction sites, going on buyer appointments, everything. What do you wanna know? Because in between appointments, I'm gonna fill your noggin with all that knowledge.

Right? Yeah. So the first question they I ask is, do you have money, or do you not have money? But I'm gonna answer this as if you don't have money because I think most people that are listening to your show are trying to get started. Mhmm.

If I have no money and I wanna get started, the two ways as a solopreneur to get super consistent without spending any money other than gas. Right? You gotta go to the probate attorney's office. That's number one. Number two is I would, door knock preforeclosures.

Yeah. We're doing, like, four contracts a week on preforeclosures. I mean, you see how many files we're opening with your title company. We are absolutely crushing it. Our team is amazing.

My my, my our door knocking team or I actually he's I consider him a partner Mhmm. Is Matthew Beard. And Matthew Beard runs our whole door knocking team, and I am surprised if we don't get two or three contracts in a week. Surprised. So there are so many deals out there, and our cost basis to get in the door and our cost basis to talk talk to these people is almost zero other than gas.

Steve: And so my collaboration, Matt Beard is another guy that came through my coaching program.

Pace: Alright.

Jamil: Did he really? Yeah.

Steve: So it's just just this circle

Jamil: Thank you, bro.

Steve: So Thank you. Crazy. Any of your

Pace: Consistency, though, that to I wanna distill that down because I think what he's trying to do is just, like, figure out a step process. Right? Right. Right. Routine, man.

Like, be unapologetically stuck to your routine. Mhmm. There should be nothing that shakes shakes that from you. So so map out your ideal day. What time are you gonna wake up and wake up at that time?

Are you gonna use a restroom? Time that. You're gonna drink coffee? Time that. What's the next thing you're gonna do?

Are you gonna do some form of, you know, personal development, some kind of clearing of your mind so that you're in a good state? Then pick three activities for the day. Do a pay set. Call, probate attorneys and figure out how you can help them solve their problems. One I love is call for rent by owners.

Right? For rent by owners are amazing opportunities for you to get out there and get deals. They're free. You don't gotta buy data. You don't have to buy a dialer.

You go on zillow.com and find for rent by owners in your city. You'll know they're by owner because there won't be a real estate logo with the listing. There's just gonna be some dude named Amy, some girl named Amy, and her phone number there. Right? And so, and then, you know, another another thing they could do is drive for dollars.

Right? Whatever the pick three things, make them a part of your routine, be unapologetic, and and do not ever stray from that routine. Jesse Burrell tried to have us all meet, what was that, two weeks ago at the batch office, and I told you guys an you know, I'm with you guys are the highest level people I know. And I'm in a that text thread, and they're like, 9AM 9AM, and it's like, confirmed confirmed confirmed confirmed confirmed. Sorry, guys.

I can't because I have to go exercise at that time. And it's like everyone must have been thinking, oh, good, Jamil. You're gonna exercise it. You know? But it's I'm sorry.

If I don't do that, my entire routine is bumped. Right. I can't bump my routine.

Jamil: That's a really good point.

Pace: Because I love you guys so much. I want to be my best self when I show up to that meeting. Mhmm. So, no, it's gotta be 10:00. And that's it.

Steve: And for you guys that weren't in that room, I did have a conversation with both of these guys by respecting my time.

Jamil: He he did. Love it. Love it.

Steve: But, yeah, I think to add on to that, the consistency. Right? I think if you guys if you haven't picked up the book yet, Josh is, Miracle Morning. You know? Like, Jamil did an amazing job summarizing it in a couple of minutes, but if you wanna go into greater detail, I think Miracle Morning is great.

Jamil: Another point on that real quick is that if I'm a solopreneur, I don't know what market he's in, but I would also go to these meetups or even create a meetup on your own, and instead of you knocking doors or going going to probate attorneys on your own, go with somebody else. Right? And say, hey, do you wanna pal around? Let's hang out. Because it's more fun to collaborate and talk while you're in the car and eat lunch with somebody else and talk shop the whole time.

Yep. Even if talking shop is like, have you ever done a deal? No. I've never done a deal either. Great.

Let's go get our first deal together. I would find somebody in your local market that you wanna build a friendship with and go do those things together even though you're not partners. Right. We do that stuff all the time in Phoenix where we just tell people, hey. Come over to our office.

Come do this. Let's go hang out. Hey. Hey, everybody. We're going and having a lunch, and we just collaborate and hang out.

So I would do that as well because accountability of having another person involved is going to keep you consistent. We know that.

Steve: A 100%. Yeah. We're accountability partners for business.

Jamil: Yep.

Steve: We're accountability partners for running. Right. Yeah. Nice. 100%.

Let's see if there's any other questions here. I think Sonia is reliving time where I busted out of the tournament with the pocket aces.

Jamil: Nice.

Steve: So Elizabeth wants you guys to come now.

Jamil: To Houston? To Houston. We would love I love Houston. We wanna go back to Houston.

Steve: Her very first meetup. So I guess she's doing an official one.

Jamil: Oh my gosh. We should we

Pace: love Elizabeth so much.

Steve: You guys need to Kristen in that one.

Jamil: She's so great. For sure.

Pace: Let us know, Elizabeth.

Steve: So, guys, keep firing away, on your questions. Is there is there a book or resource? I know we talk about it. Alright? We're preaching on the abundance mindset.

Is there a book or resource that you would would I guess Go Giver probably is the one.

Pace: Go Giver is a great one. I mean, I think the simple stuff is, like, the real there's one book I read. I think it's Jen Cicero, I believe, is her name. It's it's called You're a Badass. It's written I think it's it might even be written, like, for women.

I didn't know that when I bought it, but I read it. And, you know, it made me cry a couple times. I gotta say, like, it was great. It was fantastic. There was a lot of really great nuggets in there.

I always tell people that are beginning their journey in entrepreneurship, read that book. Mhmm. Read Think and Grow Rich. You know, again, another fantastic book that really talks about how to just change your thoughts. Right?

Be protective of your thoughts.

Steve: Thoughts are things.

Pace: And, 100%. Right? And if you can if you can just start the journey with the most simple approaches, like, those few books, they will serendipity serendipity will take over, and you will find yourself in situations and other learning, capacities. You'll you'll learn about some other, great book from a friend who says, oh, I didn't know you were into that stuff. Let me tell you about this great book I'm reading.

And your knowledge will grow. Yeah.

Jamil: I would say my favorite book for all this kind of stuff, it all floods into one thing, is understanding your own superpower.

Steve: Mhmm.

Jamil: Right? I if I could submit surmise what my superpower is, it's opening minds when I open my mouth. And I wish I knew that when I was 25 because I would have been able to help a lot more people and I would have been a lot further in life. But the way the way I think a lot of people need to start figuring that out is reading the book Rocket Fuel. Yep.

Am I a visionary or am I an integrator? It doesn't mean you can't be a little bit of both. But what do you naturally want to do? Mhmm. And then go hire it out those other things and go focus on that one thing.

You're gonna be a lot more consistent because you naturally wanna do those things. Right? I don't naturally wanna sit in front of Excel and punch out numbers. That's not what I naturally wanna do. I naturally wanna go out and talk to people and solve their problems.

So I need to go find those other tasks to be offloaded. So the guy who asked the question about being a solopreneur, what are you? Are you an integrator or are you a visionary? Right? Focus on that, and then you're gonna be a lot more consistent because you're gonna have a lot more fun during the day doing what you naturally wanna do.

Steve: 100%. And to add on to that collaboration theme, you know, when we I think one one of the things that we mentioned before, it kinda, like, crystallized our friendship was was Dallas, We Live at Max Maxwell's event.

Pace: But I

Steve: was the only one speaking.

Jamil: Right? Yeah.

Steve: It was only about me, and you guys all came along to hang out.

Jamil: Right. Yep.

Steve: Right? I mean,

Jamil: I support Somebody had to hold your camera, bro.

Pace: So I I wanted to clap and watch you wear that suit. Yeah.

Jamil: You look good.

Steve: So but I think that's, like, the greatest example. Right? You guys had nothing to gain. Right? You guys just wanna come, hang out, and see your buddy speak on stage.

Right. So I think I think that's, you know, the best proof I can think of. That's why we're talking about collaboration. You know, just taking time out of your schedule, paying for your own airfare, paying for your own hotel, just to hang out.

Jamil: It is weird when you actually say it out loud. Yep.

Pace: Yeah. We just came to show love, man.

Steve: Yeah. It's

Pace: you know, when's the last time you did that in your town?

Steve: Right. Yeah. Absolutely. I think that does make make a very big difference to see what else there is.

Jamil: I can't wait. I actually would love to see Elizabeth again. I mean, she's amazing. That whole event was so so well put together.

Steve: So the door knocking script that you kinda said earlier Uh-huh. If there is a way you can put that in some sort of a script. The thing is you're not really

Pace: a script guy. Yeah. You're he's saying that he doesn't like scripts. Right?

Steve: Yeah.

Pace: He wants you to get in there and be you, and and and ask questions and and figure out how you can solve problems. I think that's the script.

Jamil: What I'll do is I'll walk through, maybe I'll do a video. I'm knocking doors on Tuesday next week with my team. Mhmm. We've got some new people coming on board that we just recruited. So I'll go out and I'll actually do some recordings for the first line when you first talk to people because as crappy as the audio is, it's nice to be able to hear it and feel what it really feels like to be on somebody's you're gonna hear our footsteps.

Mhmm. You're gonna hear us, like, rummaging through our phone or, you know, know, our pocket. You're gonna hear all the raw, audio. But I want I would love for people to hear that first thirty second interaction. Yeah.

And I can give people all the statistics on door knocking of what it looks like and how many doors you have to knock to get your first deal and all that kind of stuff. We can do that in another conversation. But if Jamil and I come out to your town, I will I'll I'll walk you through all of that stuff.

Steve: Perfect. Awesome. So I want to, wrap this up here, but we already dropped some massive nuggets. But I wanna give you an opportunity to leave one last one and an opportunity to leave one last one as I make a couple of quick announcements. So, guys, next month, I'm finishing the year off in New Orleans with Chris Rood for Skillathon, December.

If you guys wanna check that out, it's bit.ly/2019 skill. And then in April, Jamil and I are gonna be in DC for Antoine Campbell's event Oh

Jamil: my gosh.

Pace: For DC for the trip event,

Steve: the double revenue, increased profits. So definitely check that out. And then Max and I, we have our I guess just to add again, you know, on collaboration. So, like, Max and I Max Menas and I, we have our own business that we have our own coaching program. And I reached out to you.

I reached out to you, and I reached out to Jesse Burrell. I said, guys, I have this coaching program. I'm bringing some of our higher level students in once a quarter. Would you guys mind just sitting in the room with us for a day four times a year? Right.

And there was no, like, let me think about it. There was no, like, I don't know. They're like, hell, yeah. Just let us know when. Mhmm.

Not asking for anything in return.

Pace: That was a great sandwich that you fed us, by the way. Yeah. It was it was

Jamil: Those were amazing. And I actually I had a lot of fun. I took, I took took Taylor around to three of my subject two houses that were under construction, and I walked through how we bought it, where the source came from, how we funded it, and how much money we're making on the back end, showed him paperwork, showed him everything. Dude, I would do that for nobody else's students other than you.

Steve: Yeah. And, Max, and I definitely appreciate it. So, guys, we're doing our next event, January 10 through twelfth. So you guys wanna check that out, make 2020 your year, go to disruptors.com and see if the workshop will make sense for you. This coming Friday, so two days from today, we got, Cody Hoffine from Salt Lake City.

Jamil: Wow. He's amazing.

Steve: And then we got Charles Hernandez and Michael Yanez coming in from San Antonio next Wednesday. So

Jamil: be on

Steve: the lookout for that. With that being said, last thoughts.

Pace: Watch your heart. I think that's the key. You have to really be self aware and watch your heart, and be relentlessly truthful about it. Don't make excuses up. Don't justify.

If whatever it is, call it as it is. Whatever you're seeing in there, be accepting of it. It's there for a reason. You're not wrong for feeling away. You're not evil for for thinking or getting jealous or any of the things that might be happening, but be relentlessly honest.

As soon as you can point your finger on what it is that's, like, causing you to not have that abundance mindset or not be able to really care or be joyful for other people's success, once you've identified what that root is, think of the exact opposite and focus there.

Jamil: I love it. That's so good. That's so good. For me, it's unquestionable. Last piece of thing is a thank you.

I told you this morning during our run, I said, Steve, you have impacted me and my family so much. I get people, like, when I when I'm on stage or I'm talking to somebody and go, who watches Steve Trang's podcast? And if there's one hand in that audience that's not that doesn't go up, I'm like, you can learn every piece of this business by watching this show. Mhmm. And this show, even at even at our level of work actively doing deals, you, just from this show and the people from the show that I've been networked with, I will make an extra million dollars this year and many, many, many more millions in the future.

You, dude, thank you. You have changed my life, and you impacted my family's life. Thank you so much.

Steve: Oh, it's it's been an honor. It's been an incredible journey. And I think, you know, for you guys that are that are watching, just to add to it. Right? Like, you partnered up with one of the guys from the show.

Yes. And someone else reached out to you to partner up with you. Right. So if two of your partners are a result of this show.

Jamil: Yes. Eric Sage, who is one of my favorite people in the world, we own assisted living business together because of your show. I watched his show. I reached out to him. I I

Pace: watched Well, you texted me. We're like, hey. What's, Eric Sage's phone number? Right.

Jamil: I was like, who knows this guy's phone number? I need to hang out with him. Number one, he liked golf. And number two, he was he was doing creative financing. So I reached out to him, sat down with him, and we became partners.

Yep. We just we just we just set up two facilities that are cash flowing right now, and we're, like, hands off on this stuff. And in less than a year, I became the guy across the country that people ask me questions on how to run assisted living.

Steve: Yeah.

Jamil: That came from you. Isn't that crazy?

Steve: It is. It is crazy. And I just saw the reason I wanna add this. Right? Like, guys, it's not just enough to listen to the show.

It's taking action. Right? So, you know, I think we're all pretty accessible. And so don't be afraid, like, just to listen just to listen. Right.

You can do stuff with this information. So Cody reached out to you after watching

Jamil: the show. Cody reached out to me.

Steve: And you guys are both crushing it now Right. In that in that partnership.

Jamil: You know what's interesting? So check this out. Sorry to belabor this. Who cares if we go long? Every everybody knew, Ace being on the show, we're going long.

So Cody and I sit down in a McDonald's. He pulls out his laptop, and he says, I'm great at creating leads. I'm not great at closing. Mhmm. He understood superpower was, and he says, I need to link in with you.

And I go, dude, I just got out of a bad partnership. I don't want another partnership. And Cody, through action, convinced me over the course of maybe two months that he was he has a superpower. Yeah. He's unbelievably good at what he does.

Mhmm. And he's getting better and getting better and getting better. He pulls out his laptop at a McDonald's. He gives me 10 warm leads, and the next day, we're getting deals. I think he made, like, $40 on these deals.

K? He went from not getting deals but creating good leads to, boom, making $40. So we get a deal. That person, we bought their house for a $110. That girl, her name's Desiree, invested a $110,000 of that all of that money into my subject to business.

We went and bought five houses with that $110,000. Crazy. Then the then they called me last night. I was with Greg, the guy who you referred me to, who's my business partner in subject to. That same person called me and said, I have another house to sell you.

So Cody and I, our first deal together bro, you're the man. Thank you. Thank you. Thank you. Thank you so much.

I cannot thank you enough.

Steve: Yeah. Well, I mean, it's it's absolutely my pleasure. You know, it's awesome. Awesome to see what we've created. Beautiful.

Stratitude, guys.

Jamil: For real. It's amazing.

Steve: How can someone get ahold of you?

Jamil: My number one thing is Instagram, and I have my personal cell phone on there. I when right before the show started, somebody called me randomly from, Maryland. Has to be Boston because they were saying all sorts of amazing they sounded like things like chowder? Exactly. He and he goes, hey.

I'm in a living room with a lady named Mary, and she's we're having trouble reaching an agreement.

Pace: No no introduction and I go. Hey Mary.

Jamil: This is pace. How what's going on right? So I go through the thing

Steve: crazy

Jamil: and I follow-up after the phone call and I follow-up on Instagram. I go was that helpful helpful and he says. Oh my gosh. I can't believe I literally worked a deal for this guy in the living room

Pace: Uh-huh.

Jamil: With no introduction at all. So if you guys need help closing deals, reach out to my Instagram. My cell phone's on there. Text me. Call me.

I'm happy to help any way I can.

Pace: And your Instagram is Pace j morby.

Steve: Yeah. I still think you're crazy with that.

Pace: My my Instagram is j d a m j I. Follow me there. Follow our company at Keegyle, k e y g l e e. My phone number is on Instagram too. You can DM me, call me.

We're like the dudes that reply. So, reach out. And and and I'd like to, offer this as well. I offered it to Antoine's audience yesterday, and Steve, I'd love to offer it to yours. Anybody who sends me an, a DM and says they'd like to have, like, a one hour strategy session with me or someone from my team, no cost.

Wow. We will sit down with you on the phone. We will we will sit with you for an hour, talk to you about your business, run it down, get an understanding of what you're doing, really take inventory of the the processes that you're currently working through, what the problems are, and then give you solutions. So if you want that one hour strategy session with us, dm me on my Instagram. There's no cost and we'd love to help you.

Steve: I think that's the best way to end it. Thank you. Thank you.

Jamil: Thank you, brother. Appreciate it.

Steve: Thank you.

Jamil: Thank you.

Steve: Thank you, guys. Alright. Thanks for watching.