Zady Shares His Secret Strategy for Doing $100,000 Months

Steve Trang: Hey, everybody. Thank you for joining us for today's special episode of Real Estate Disruptors. Today we got Sade, Yaghi Azarian, all the way out here from Vegas. So with the Guardian Group, our second out of state guest, and we just discussed this. I mean, we're we we are a national now.

So national now. And he's here to share how he's had multiple $100,000 a month wholesaling. If this is your first time tuning in, I'm Steve Trang, broker, owner of Stunning Homes Realty, cofounder of the OfferFast app, the one app you need for wholesaling, and I help people become real estate entrepreneurs. If you're excited for today's show, please give me a wave, give me a thumbs up. And before we get started, I started this show because I wanna give back to our community.

In fact, that's something you and I talked about earlier, very passionate about Yeah. Is that we're very fortunate that we can give back the knowledge that we've learned along the way. And I don't charge a dime for this show. I don't make any money doing this. So here's all I ask.

If you get value out of this show, please tell a friend. Either share the episode right now, tag a friend below, or tell them your best takeaway from the show later on. That way, we can all grow together. And don't forget, this is a live show. So please post your questions, and Zadie's gonna be very happy to answer them.

Zady Yaghi Azarian: Absolutely.

Steve: You ready? Yeah. Alright. We're gonna start with some softballs.

Zady: Okay.

Steve: Alright.

Zady: Softball question.

Steve: So what is a droogie?

Zady: What is a droogie? Droogies. Oh, man. You gotta hit me with that one, Yeah. Droogie is, it it means friend.

Mhmm. It means gangster.

Steve: Yeah.

Zady: And by gangster, I mean somebody that takes what they want but doesn't violate the rights of

Steve: others. Interesting.

Zady: So I look at that as like an entrepreneur.

Steve: Mhmm.

Zady: And, and it's also it's like comrade, you know, we're all we're all the brand basically is is be yourself. Be who you wanna be. Because I know a lot of times people are scared to be who they wanna be.

Steve: Yeah. For sure.

Zady: And you get judged. Right? Yeah. So it's like, to me, the brand, it's be who you wanna be. You're gonna get judged anyways.

At least you're being true to who you are.

Steve: Cool. Awesome. Yeah. So what got you into real estate?

Zady: Man, I I was you know, a lot of people know my story. Like, I I was born with a silver spoon in my mouth. You know, I'm not proud of it, but I'm not, like, shying away from it either.

Steve: Mhmm.

Zady: So I I bought my first house when I was 16 with daddy's money, you know Really? In Arizona here, actually.

Steve: Oh,

Zady: okay. We we would buy in, like, the first stage of construction and then sell it in the third stage of construction, and then we would sell it at that point. So we would basically be wholesaling. I didn't even know what it was. Yeah.

You know? But, you know, my father I got out of real estate. My father passed away, and, you know, his wealth went Mhmm. You know, and he made me a promise to take care of my mother, after he passed. And I didn't know he was gonna die.

So I'm like, yeah, dad, I'll do it. Anyway, so he passes away. Now I have no idea how to make money

Steve: How old are you?

Zady: Money. This is, like, four years ago, man.

Steve: Oh, okay. Yeah.

Zady: I'm 34 years old. Yeah. I was 34 years old, like, a late blooming piece of crap, you know. Like, I'm I'm like I would say I'm a I was a little boy until my my dad died. So up until four years ago, I was a little boy.

Steve: Yeah.

Zady: You know? And then I had to learn how to be a provider. And I just had to do something, so I I read the only thing. I'm like, rich dad, poor dad. I'm like, I gotta read this book.

It says rich in it. You know?

Steve: So you read Rich Dad Poor Dad at 34. Yeah. So four years ago. That's that was

Zady: just the first. Yeah. That's I I read the book, and then as soon I actually it was an audible because I hate

Steve: reading.

Zady: Yeah. So it was

Steve: an audible. I love audible. Audible's

Zady: great. Yeah. Like, when I run now, it's it's all I do when I I just listen to audible, but I listen to it and then I put in my two weeks, notice, two days after I read it. I really listened to it. I didn't put a two two weeks notice.

I actually wrote him a letter saying that you have to pay me double, and I wanna work two times less. And if you don't accept it, this is my letter of resignation.

Steve: I I can definitely empathize because I did something very, very similar.

Zady: Oh, really? What'd you do?

Steve: When I submitted my notice, I was like, hey. You know, I gotta leave. And they're like, well, we hate for you to go. You know? We we see value here.

In fact, they said, like, we can see you being VP of intel like, one of the VPs of intel one day. I was like and I said, okay. That's awesome. But, like, you know, for me to leave, like, I need to make, you know, like, $200 a year. And they're like, okay.

We'll see you later.

Zady: If they hit that number, would you have steak?

Steve: Yeah. They hit that number, would it steak?

Zady: I mean, it was

Steve: Yeah. It would've made sense. Right? But

Zady: But that's good. You know what you wanted, and they couldn't deliver it.

Steve: Yeah. So okay. So that's what got you into real estate. So then what was your what was some of the first struggles you had when you when you first started?

Zady: Oh, wow. So I yeah. I'm gonna just talk about all my screw ups because I feel like that could save people time.

Steve: Yeah. Yeah. Let's do it.

Zady: So I, I'm like, yeah. I'm a real estate investor, you know, and I wasn't zero marketing. Uh-huh. You know? I was just like, this is what I'm gonna do, and I'm reading up on it.

And I went to this, like, seminar, and I'm like, yeah. You know? I'm like, I'm gonna go there and all the people talking, I'm gonna tell them that I'm gonna get them properties and then sell it to them. They're gonna be my buyers.

Steve: Makes sense.

Zady: So, you know, I go there. I go talk to the guy. I'm like, hey. You know, I'm a wholesaler. You know, I got I'm gonna get deals.

He's like, how long you been doing it? I go, oh, you know, five months. He goes, how many deals have you done? And I'm like, none. And he's like, why?

And I I'm like, what do you mean why? Really? Like, he just said why like it's like tying your shoelace. Like, why is he saying that?

Steve: Just challenged you on the spot.

Zady: Yeah. So then I started to do things that, you know, I normally my character probably would have looked at and said, that's beneath me. Mhmm. You know? I have the silver spoon attitude.

Right? I had to get out of that. So, you know, I I got, like, 10,000 flyers, and I started going. I'm like, everyone that wants to fix up their house is gonna go to Home Depot or Lowe's. Mhmm.

So I would make a map of all the Home Depots and Lowe's in Las Vegas, and I would drive to every single one of them and put flyers. Boom. Boom. Boom. I passed out 10,000 flyers.

No deals. Nothing. You know? But I I discovered the secret when I did that because What

Steve: was the secret?

Zady: The secret is if you put in work Mhmm. No matter what you do, it'll come to you somewhere else. Yeah. Maybe it's not gonna come to you from what you're doing.

Steve: Exactly.

Zady: But the universe gifted me a deal because I was doing this and I was doing passing out business cards. I met a property manager, and I told him what I did. And he's like, hey. I got a guy that wants to move to Canada. He needs to sell his property.

Set up the appointment. That was my first deal.

Steve: Right.

Zady: But that call came, strangely enough, the day after the 10,000 flyer was set Mhmm. Which was a goal of mine when I write I wrote down pass out 10,000 flyers.

Steve: Cool. Very cool.

Zady: That was huge.

Steve: Well, the activities. Right? So if you're doing the activities, it's, you know, there was remember when the Ravens won the Super Bowl, many years ago? Year? Yeah.

The Ray Lewis years. And it's like, you know, we create our own luck. And it was like, that sounds ridiculous. You create your own luck. Wow.

But you do the right things over and over again, things gonna ball's gonna bounce in your favor.

Zady: Yeah. Well, you you do it enough. Yeah. Eventually, it'll fall in your favor. Right.

Steve: So it's very cool.

Zady: You could fail a 100 times. You only have succeeded once. Right?

Steve: Yeah. So you hit did the 10,010 flyers. Property manager referred you wholesaled that one?

Zady: Yeah. Yeah. I wholesale that, and that was it was a $2,500 check. But it was

Steve: the check

Zady: it was the check that I knew, hey. This is real. Yeah. You know? I just literally created this money out of thin air.

How did I do that? Mhmm. Just by being me and connecting two people. Right. Wow.

Okay. I could do this. You know, that's what I love doing. I love, like, connecting people, so it it it fit.

Steve: So what happened after that?

Zady: After that, I started to I I put I know what I was doing, man. You know, I got I put out a website. Mhmm. You know, I started getting leads. I did Google AdWords.

I didn't know what the hell I was doing. Yeah. I got leads in, like, Texas, McAllen, Texas. You know? Talked to the guy, built amazing rapport with them.

He wasn't selling his house to anyone else. I'm like, okay. How do I close a deal in another state? And I remember, I'm like, oh, look. $1,800 call now or 18 I forgot the Clothier thing.

Like, +1 800 sell now or something.

Steve: 800 fair offer. Yeah. Fair enough. Company. Yeah.

Zady: Yeah. So so I I called that number and it said, please enter your ZIP code. And I entered the ZIP code and I got in touch with somebody who was a licensee for them. Mhmm. The wholesaler in McAllen, Texas.

Steve: Nice.

Zady: Okay. David Fair is his name. Great guy.

Steve: Uh-huh.

Zady: So I started talking with him and then I said, hey, David. You know what? I got this deal. I get it under contract. Let me just say this, man.

I don't do this normally. You know, I was talking big. Like, I'm gonna do this normally, but I'm willing to go $50.50 if you just run this home for us. Okay? And he's this guy is, like, he's teaching real estate classes, you know, and every he's looking at his party.

He's like, this guy wants $50.50 for what? A referral? I'm like, no. I'll get it under contract. So I got it under contract.

They did the deal. You know, I got I got, like, my it was $2,500. It was 5 k assignment. I got 2,500.

Steve: Nice.

Zady: So that was the second deal. Right. But it was out of state. I didn't know what I was doing, you know, but it just kinda happened.

Steve: But you had the resourcefulness.

Zady: Yeah. Right. Yeah.

Steve: Right? I mean, you knew about Alex's company because you're in it.

Zady: Yeah.

Steve: You're doing it. Yeah. And then you went and executed.

Zady: I utilized that, yeah, that avenue there to to find me what I needed, I guess. Yeah.

Steve: And that's a valuable skill. Right? Because entrepreneurship and grit is that is that problem solving.

Zady: Right? You had

Steve: a problem. Because I you know, I'm I'm a be honest here. I get out a state lead. It's like, oh, we don't buy out there. Man, that one little bit can just $2,500.

Yeah. Just, improve my my my, my or reduce my expenses right there. So that's huge. So what would be the first two or three things you would do if you were starting over today?

Zady: Starting over today. Man. I would I would join a mastermind or go to a group a lot faster than I did. I was very ignorant when I was young. Again, I'm battling that silver spoon BS that I had to go through.

Yeah. I thought I knew everything. You know? I I wasn't humble enough to sit in a room and listen to somebody else teach me something that I did not know because I know everything.

Steve: Right.

Zady: That's what I was thinking. I now I know I don't know shit. So can I decide?

Steve: Oh, that's fine. Yeah.

Zady: But, yeah, I know I know nothing now. Yeah. You know? So now it's very easy to be the dumbest guy in the room.

Steve: Right.

Zady: Like, I look for rooms where I could be the dumbest guy.

Steve: Oh, absolutely.

Zady: So, like, the first thing I would do is is is join, you know, take a course. I would take a course. I did take a course. Do everything in the course and, join join a mastermind a little bit faster. You know, it took me, like, seven months or eight months to to join one, but I should have joined one a lot faster.

Steve: Okay.

Zady: And, yeah, I would have done that differently. Another thing I would have done differently is I would have incorporated what I learned from Think and Grow Rich, sooner because that's that. He gives you the blueprint in chapter two. Mhmm. Anybody if if you guys say you've read Think and Grow Rich, okay, and you don't know what chapter two is called, then you haven't read it.

You know? It's called desire and there's a blueprint, a seven step formula how to convert your desire into riches. It's the first thing I would do. Like, grab that right now. If you're gonna stop this, stop it and go do that and then, you know because it's gonna help your life, man.

Yeah. Sorry. I'm taking people away from the showroom.

Steve: Oh, no. No. That's all good.

Zady: Think and Grow Rich chapter two. That's that's where it's at, man. I would've incorporated that immediately.

Steve: Yeah. So that's one of my favorite books. In fact, I've gone through. Right? We talked earlier.

Like, I've been doing this for eleven years now, and I've read tons and tons of books. And Think and Grow Rich is one of the first three or five books I've read.

Zady: Yeah.

Steve: And in going through and learning all this stuff, I came back and I read Think and Grow Rich again. And it's like, man, almost everything I've learned was in this book. If I would've just read this book, like, a 100 times, it would've shortcut a lot

Zady: of trouble. The whole idea of a mastermind is in the book.

Steve: Yeah. Mastermind is where it started.

Zady: Exactly.

Steve: Okay. So let's see. What does a good referral look like for you?

Zady: What's a good referral look like to me? Wow. I get so many of them in. A good one would be, hey. This person wants to sell.

Here's the telephone number. Here's the name. They warm transfer my acquisitions guy on the phone, and, they actually wanna sell and the numbers work. I get a lot of, referrals where they they ARV is 300, but ARV is 100. You know?

ARV is 500. ARV is 300, really. So it's I you know, people are just starting out, so it's not not like you can get mad at it. But Yeah. A good referral is somebody that knows their numbers and and and points us in that direction.

Steve: Okay. Now you're in Vegas. Yeah. And there's we've talked about in some of our other meetups, there's a few a handful of areas that are crazy, crazy infinitive. Phoenix is definitely on the list.

Oh. I've heard Houston's on the list. Mhmm. And my buddy Jared Badalas

Zady: Oh,

Steve: that is Jared. Yeah. Says Vegas is the craziest.

Zady: Genius Jared. That's what I call that guy. The guy is his brain as a computer. Yeah. Straight up.

Him and Sal. And both those guys are

Steve: just Other level.

Zady: Other levels. Yeah. I remember Sal like, just to jump in right here real quick. Like, normally, like, a person who works in the daytime Mhmm. You know, and then works during the morning, daytime, evening, and then they sleep.

Like, when it's time for everyone to sleep, Sal is, like, continuously going and fixing more problems and more it just it's like a computer. He doesn't rest. I don't understand. He might be a computer or a alien or something.

Steve: Well, he's super sharp. We know that for sure. So how I mean, were we is Jared right? Is Jared wrong? How's Vegas?

Zady: So I'm the wrong guy to ask, bro. Because Why

Steve: is that?

Zady: Steve, like, competition is is, to me, is a made up word. Mhmm. You know?

Steve: I love that.

Zady: Like, it's not real. The competition is in our mind. You know? Michael Jordan did not say, I'm gonna beat this person. Michael Jordan said, I'm gonna be better who than who I was yesterday.

Steve: Yeah.

Zady: I'm gonna be the best that I could be.

Steve: Mhmm.

Zady: Right? That's what I wanna do. I wanna be better than I was yesterday. I'm looking at company metrics. I want my metrics, the metrics for the Guardian Group to be better every year.

I don't care what anyone else is doing. I don't I you know, you're doing 20 deals. Great. Let me talk to you because let's see what you're doing that's working. Right?

Mhmm. But and I'll share with you what's working. But at the end of the day, I'm trying to be better than who I was yesterday. So for me, I feel like I attract or the company attracts Mhmm. Its own customers.

Yeah. You know? So my acquisitions guy or my acquisitions gal is gonna attract people that they connect with. Right. And nobody could take them away.

Yeah. It's theirs.

Steve: Well so I guess part of that too so I heard two things. Right? A, in competition with yourself. Right? You're not competing against anybody else.

They're competing with you. Right? You're competing with yourself.

Zady: I'm competing with myself. Exactly.

Steve: And then b, you're attracting the best people, and that's where you have the advantage. Did I hear that right?

Zady: Training people to be their best self. Yeah. I mean, everybody is everybody needs something. Right? Or else what's the point of being a leader?

Right? You gotta you gotta you gotta level people up or else you're what do you you're just like a a stand, you know. You're not you're not doing what you should be doing as a leader.

Steve: Right. You're not

Zady: That's been a challenge. Right? Because I'm not I was thinking about me, me, me, me, me, me, me all my life and then I had to understand what being a leader was. And, you know, Rafael Vargas is really the first person that put in my head, like, what a a real leader was. You know?

Steve: Yeah.

Zady: That's why he's king. You know? Rafael is king, man. Like, he just he was like, you know what, bro? He goes, you know, you think you're a leader, you know, but you think about yourself.

You know, you're not a leader. A leader thinks about other people before they think about themselves. The leaders eat last. Yeah. Right?

Steve: Yep. Yeah. And, man, when he came into town, I was like, okay. Like, let's see what this guy's about. You know?

He's 26 years old. Let's Let's see what he knows. The guy starts talking. He's like, man, incredibly wise. It's unbelievable.

Zady: When Raphael talks, you don't talk, bro. You

Steve: just Yeah. It's just Crazy amounts of wisdom.

Zady: Right. Exactly. Exactly. Wisdom, knowledge, and and and he just he has good discernment, very good discernment. Like, he knows when to disperse the information Mhmm.

Very well.

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

Zady: So many. Everybody I've ever met, man. Honestly, everybody that I've ever met in real estate that has actually spoken to me Mhmm. Whether they've done deals or not. I'm always learning from somebody.

So if somebody's never done deals before, I'm talking to them and I'm like, oh, that's why you're not doing deals. Yeah. So I can't be like that.

Steve: Right.

Zady: You know? If I see somebody doing better than me, which a lot of people are, you know, I'm like, wow. How are you doing that? Yeah. You know?

How are you getting to this level? What are you doing? Let me see your your attributes. You know? That audible, like, listening, opening my brain up to learning new things.

Mhmm. I guess the the most I guess you could say the the most the the biggest reason is my mother. Yeah. Because she was my why, you know. Now, you know, I wanna start my own family, you know, wife, kids, do that thing.

So it's like my why is sort of changing now, you know. But at the end of the day, she's always why, you know. Like, I had to take care of her. I had to do whatever I had to do. I had to stop being a child

Steve: Yeah.

Zady: And start being a man and and and provide for her. So that lifted me up, you know. And I think it would lift a lot of people up if if if they have a strong why Yeah. Like a mother or a husband, wife, whatever, child especially. You see, you know, like that.

Steve: Well, that's interesting. Right? So because we talked about, like, you made all this progress in four years, which, in a grand scheme of things, isn't a very long period of time. So how'd you go from, you know, like, silver spoon entitled is kinda what it sounded like Yeah.

Zady: Yeah. Very.

Steve: To now humble leader leading your organization.

Zady: Still working on the humility, man. Okay. Still a

Steve: leader that

Zady: can lead. I'm still trying. I'm still trying.

Steve: So what do you attribute, like, the the short period? Like, you got there way faster, right, than most people do. Like, you can't just become a success in two or three years.

Zady: You can't. But like like I said, man, going going to a big life changing event was a hot seat event in Washington, Rafael. Yeah. You know? So then that that taught me, hey.

You know what? Like, you need to get into more rooms like that. And and just going to different masterminds and different hot seats hot seat events, being around successful people. You know, there was this saying. It said, you know, if there's if there's four millionaires in the room and you hang around them, you're gonna be the fifth.

Mhmm. Something like that kind of bullshit. Yeah. Yeah. Yeah.

But the the idea is the same. Right?

Steve: Right.

Zady: So it was surrounding myself with people that, you know, were thinking on that level. And and that forced me to level up because something that I thought was impossible, you know, was shown to me to be happening. And then I started analyzing the word impossible, and I realized that impossible just means I'm possible. Yeah. That's what it breaks down to.

So if you say you can't do it, you're right. You can't can't do it. So why would you say you can't do it? Anything. Why would you do that?

Steve: That's one of my favorite sayings. I want one of my favorite quotes from Henry Ford. Right?

Zady: Okay. Very good.

Steve: So That's why I have

Zady: so many audibles that all the quotes are, like, in my brain.

Steve: So let's give Rafael some more love here. Explain the hot seat. What was his hot seat event? What was it about? What was it like?

Zady: Homie gave us the blueprint, man. Like, he he he you know, it when you're first starting out as a wholesaler, again, you're thinking about you. Mhmm. Right? So you're thinking about one deal, two deals, three deals.

You're not really at least I wasn't Mhmm. Thinking corporation, you know, managers, you know, sales associates

Steve: Yeah.

Zady: You know, training Mhmm. You know, KPIs. What's a KPIs? A serial? You know what I mean?

Key performance indicators. Okay. Yeah. You know, and all of this information. So, like, that to me was that's what that hot seat was.

It was basically saying, hey. I built this company. We built this company. This is how we build it. Mhmm.

This is how we make sure everybody's doing what they're doing Yeah. Here. Oh, shit. Like, oh, wow. Okay, man.

I I like, if I don't do anything, I'm an idiot.

Steve: Yeah.

Zady: Right? So, you know, and working with, you know, I met that's where I met Alex, Jalen, Carlos, and Sal. Mhmm. And, you know, we went back to our respective areas and, you know, we networked still. And it was just kinda like, oh, I'm doing this that's working.

And then, like, oh, I'm doing this that's working. And then just kinda boom boom boom Very nice. Each other up. Right. Exactly.

Yep. And, you know, those guys, you know, just hit another level, you know. And so I learned so much just just being around them, period.

Steve: Right.

Zady: You know? That's why I ripped their all in right here because, you know, that's that's straight up, like, what they're doing right now for people, you know, they're making millionaires. Mhmm. That's exactly what

Steve: they're doing. It's a process. It's it's it's a process. It's a system. You plug in.

Zady: System and then franchise. And then, yeah, and then you and then you create the processes. Right? So that's the thing you get. Yeah.

Exactly. That's, like, the toughest part. Right? The execution.

Steve: It is the hardest part, getting the right people to execute for it, together. So, aside about your organization. Right? So you can get acquisition manager and you're doing this. What does your organization look like today?

Zady: So at this point, we have 12, people in lead generation Mhmm. For a cold calling on salary.

Steve: Okay.

Zady: And then we have various people that are going driving for dollars for us city wise. We have three people on the acquisitions team.

Steve: Mhmm.

Zady: And then we have, somebody who's running operations who kinda grooming to be COO, but I like to call them integrator. Yeah. You know, our integrator. I gotta go through this is the third integrator that, you know, I'm trying to well, I I tried before. Now I have done it.

Yeah. Yeah. Now I found my integrator, you know, and he's integrating. You know? Yeah.

And he's integrating better than me, so I'm okay releasing the reins. You know?

Steve: Well, a good integrator should.

Zady: Yeah.

Steve: Right? And so for you guys that aren't familiar with the term integrator, that's from traction. You get the integrator. And the visionary is great at a lot of things, but implementing is not one of them.

Zady: Right. I don't know.

Steve: So that's where integrator implements the visionary's vision. Okay. So Just

Zady: to drop some gems for people. Is it okay? Yeah. Yeah. For sure.

Guys, Traction is a book. Pick that up. And then also, if you have a partner right now, you guys two people, who's the integrator? Who's the visionary? Rocket fuel.

Same author, Gino Wickman. That's what we use that and it really helps you understand your roles and responsibilities, guys. So it's very big that you understand who's gonna be doing what because if you're both doing the same thing, it doesn't work. One person's gotta rule one kingdom, and you guys can't cross paths or else it ain't gonna work.

Steve: Well, not just that. So I gave the book to my integrator because it also helps the integrator understand how to deal with visionaries because we're problem makers. Yes. We cause a lot of issues.

Zady: People will get it's very easy to hate us.

Steve: Very easy.

Zady: Very easy. Alright. So you gotta have that charm to make them love you, but Yeah. That they're gonna have to Here's

Steve: a guidebook how to deal with me. So the other thing too so you got so you got 12 dialers or callers on salary. Yeah. Okay. So what's that salary?

What's the compensation structure? How does that all work?

Zady: Okay. So they're varied from $4 an hour to $7 an hour. They're outside The United States.

Steve: Mhmm.

Zady: We tried in house. We tried some services, you know, and then we have one person who kinda manages them and coaches them every Monday. We have a lot of incentives. You get a certain amount of leads. You get a bonus.

Mhmm. You get a certain amount of leads. You get to spin the wheel and get a prize. So we do, like, video conferencing where we'll spin the wheel online and make them feel like they're a part of the team because they are. You know.

And, just just really I I don't know. I'm a very I mean, if you can't tell, man, I'm a people person. I live human beings.

Steve: Yeah. Yeah.

Zady: So I don't want someone to feel like a cog in the chain. Mhmm. I'm not saying this is the best thing. Maybe it's a bad thing I'm doing. I don't know.

But, like, I want them to know they're a part of the team. So it's like, hey. If you're not feeling well, you don't gotta lie. Just don't don't just let me know you don't wanna work today. Yeah.

You know, it's great.

Steve: We're in it together.

Zady: You know what I mean? Like, if you got some family stuff going on, let me know. Maybe I could help out. You know? Mhmm.

It's been a lot of times I don't wanna get into details, but team members overseas or locally, there's stuff going on in their families or stuff, and they need, you know, financial help or they need something, some sort of assistance to hold them over until a commission check or something like that. You know? And I feel like it's as a leader, it's it's the responsibility of the leader to make sure that everyone's taken care of

Steve: Right. You know,

Zady: at all times. So, like, well, sometimes when people just start out, you know, they don't have, like, the silver spoon. So they don't have that money, and I understand that. You know? I understand that.

Like, some people need money now.

Steve: Right.

Zady: You know? And maybe you could trust them, give them money now, and then, they perform. Sometimes they do Mhmm. And you look like a genius. Sometimes they don't, and you look like a moron.

But at the end of the day

Steve: You're better off looking like a moron and helping.

Zady: Yeah. Exactly. In my book, because I wouldn't be able to sleep. You know? I can't.

Like, if I could, maybe I would, but I can't.

Steve: Like, it doesn't sound

Zady: who I am. Yeah.

Steve: So, two things. Next time you spin that wheel

Zady: Uh-huh.

Steve: Put it on Instagram, tag me. I wanna see it.

Zady: Okay.

Steve: And then we're going to the acquisitions managers now. Right? So we got the 12 cold callers. And are they primarily sifting, or are they they're qualifying? They're not making offers.

Zady: No. No. No. All they're doing is is filling in the the pipeline for the acquisitions department.

Steve: So they're they're sifting, putting in the information in, setting it up

Zady: for the acquisition guys. Exactly.

Steve: Okay. So the acquisition guys, they're not on salary.

Zady: No. No. They're they're straight commission.

Steve: They're straight commission. Okay. And then their job then is to do the when we do the John Martinez scripts over the phone, are they going Yeah.

Zady: I mean, I it it's you could close the deal over the phone or you go, there. Mhmm. It I teach them to really kind of understand what that person is on the other end and what they want because some people, they might give you a high number Mhmm. You know, on the phone Yeah. And you're not even gonna get to their face if you talk about numbers.

Right. But if you go there and you talk to them and then you find out their real situation and now you've broken through that barrier that all the lazy people didn't wanna get through. Mhmm. Now you have an opportunity to have a real negotiation and a real conversation. Right.

But, you know, when you get flooded, sometimes we get flooded, like, in a week. You know, we got, like, these are 102, like, 350 leads a week. Mhmm. You know? Gets a little tough to go to all those appointments.

You know?

Steve: Oh, yeah.

Zady: So we're trying to focus more. We we had this problem where we had 350 leads come in and then 300 the next week and then 300, three fifty. So you're you're standing. You have over a thousand leads in the month. And I had, like, no acquisitions.

People have called me one person, you know. Why aren't you calling away? Last time you called this guy was three days ago. What the hell? It's a hot lead.

You know? It's like you don't have the manpower. Power. Right. So that forced me to grow and and hire more acquisitions people.

Steve: Very cool.

Zady: Yeah. So that Juan right now, he's my main acquisitions guy. He he, you know, he just started, like, three months ago, but he's already locked up on to the five deals. You know? He's just he he's a sponge.

You know what I mean? And, he's very it's crazy thing about Juan, man. So can I say this one more time? Yeah. Yeah.

Yeah. Yeah. So we went to a I always say this story and he and he hates it, but it's funny. So this guy, like, never ate fish in his life. K?

Steve: Really?

Zady: So, yeah, we go to a restaurant, Milos in Vegas. If you guys are ever there if you're ever there Mhmm. Vegas, go to Milos. It's in Cosmo. It's a great Greek restaurant.

Steve: Okay.

Zady: So anyways, I go there for lunch all the time. You know, it's $20. You get lobster and pasta. I'm like, oh, it's a good deal. You know?

Steve: Great deal.

Zady: But don't go there at nighttime. Okay. Because at nighttime, the prices change. You know, that same dish is like a $100 dish now. Right?

So anyways, we go there and then I'm like, yeah. Try fish, Juan. It's like, okay. So we go and the chef shows us all the fish, you know. And then he's like he's like, choose one.

And then he just happens to choose the most expensive $350 fish, white fish, you know. So I didn't know, like, no one asked for the money, you know. We're not like, we're not gonna go and do that.

Steve: You're in Cosmo.

Zady: We get right. So we get we we get the food and everything. The bill comes and I see this guy chose a $350 fish. I'm like, man. But we went there because he closed, a 30 k wholesale deal.

So Yeah. You know, we were out celebrating that. That's another thing too, man. With your team that I learned, it'll help a lot of people, man. When you win, win with the team.

Yeah. You know? Celebrate the win. You get a deal, go out. You don't have to blow that much, you know, a $100, $50, $20, whatever it is.

Do something to commemorate the deal because that makes you more hungry for more and more and more. And then you just the alignment works a little bit better.

Steve: Okay. And then let's talk about disposition. Do you I didn't hear did I hear disposition? Did you say it?

Zady: I'm dispositions right now. You're

Steve: dispositions. Yeah.

Zady: I'm dispositions right now.

Steve: So So you got a deal. You're text blasting. You're calling people. What do you

Zady: have? I'm text blasting. I'm sending out mailers. I'm calling to my I'm calling my key guys and letting them know. Yeah.

And, yeah, I I do I need to get somebody in dispositions because I'm, like, the nicest guy in the world in dispositions. But, like, one thing I do is I never leverage people against each other. Like, my buyers know that too. So if they tell me a price or whatever, I'm not gonna be like, oh, well, you know, you gotta be a little bit higher because so and so wanted to pay x amount of dollars, you know. So I just let them kinda do what they do and I'm like, hey, guys.

It's tight. I'm getting over asking right now. Just letting you guys know. But I need to get somebody in there that's like, that's like, the dispositions king. Yeah.

You know, Jaden, the dispositions king.

Steve: Yeah. Yeah. Okay.

Zady: Big shout out, Punni.

Steve: So Sonia has got a question. Where did you hire your overseas cold callers?

Zady: Oh, okay. Good question. So there's a lot of companies out there, guys. What I would say is, you know, IVUS is gonna charge you. IVUS is like a company that has the cold callers.

You go to Upwork Go to Upwork, hire two or three of them. And when you have two or three people, just ask them for referrals. It's the best thing to do. And ask them so if you hired somebody at $6 an hour Mhmm. You go have them work for you for a couple months, get to know their character a little bit, see if they they lie or they're honest people.

If they wind up being honest and they're doing their job, say, hey. Do you know anyone else looking for a job? And I've gotten, like, four people just from referrals, and I've always asked them to see if they have people to work for a dollar less than what they got paid. So it's just, hey. Is that available?

If not, then it's okay. But do you have somebody that fits this criteria?

Steve: Right.

Zady: So that that worked out a lot.

Steve: Awesome. Sonia? Was that Yeah.

Zady: Sonia Ray. Yeah. Sonia Ray.

Steve: Great question. Okay. So now that we talked about your organization, how about sourcing deals? Where what is your best lead source?

Zady: Cold calling.

Steve: Cold calling. Who are you cold calling? Everybody. Yeah. Is Vegas small enough that you can call every single person?

Zady: Yes. Everybody. So I Everyone. Zady's

Steve: looking. Everyone. Zady's outside your house right now.

Zady: So so yeah. I mean, Joe Taylor, bless this man. Mhmm. You know, he he has this great, lead property property lead manager. Mhmm.

So it's like a stacking software for their list.

Steve: Mhmm.

Zady: If anyone reaches out to me, I'll let you know. A property, list property manager. That's what it's called. So he lets you stack your list, you know. So, basically, you could pull every house in the county, put it in the list, and then you could pull a preforeclosure list.

You can put all these other lists, and then you compare and you see, okay, how many people are on multiple lists? You know, are they on two lists, three lists, four lists? If they're on five lists, you know, you think that's gonna be priority to call?

Steve: Oh, yeah. Right.

Zady: So doing that, I'm getting into stop direct mail for a little bit, but I got back into it just with, sending out less mail and more targeted. Yeah. Just harder to find people. We could we could just leave it at that. Yeah.

So just people that are a little bit harder to find where normally they wouldn't get direct mail. So that's who we're sending mail out to.

Steve: So let's elaborate the stacking. Let's explain to someone. If you're stacking three boxes, what does that mean?

Zady: Okay. So somebody pull, you pull up a pre foreclosure list. Mhmm. Someone's name is on there. Right?

Then you pull up, tax delinquent list. Someone's name same name is on there. Right? And you go pull up the water shut off list. There's the same name.

Right? So this person's on three different lists. If you don't have any way to understand that they're on three different lists Mhmm. And you're mailing, you're gonna mail three different people. So imagine all that money you're wasting.

Mhmm. Take that and you multiply it by 10,000. Right? Yeah. So if you send out 10,000, imagine 3,000 people out of the 10,000 are people that you've already sent stuff to and you don't need to.

Steve: Right.

Zady: You know, not you're sending it again. It's just you're sending it to somebody that you don't need to because they're already on another campaign.

Steve: Right.

Zady: So you save money that way and also, you know, you wanna call somebody who's on multiple lists. Right? Mhmm. So if somebody has more pain points, that's who you wanna talk to. You don't wanna talk to the guy just with high equity even though we call high equity.

That's how we get our you know, that's why we get everybody because we pull out high equity. Yeah. I guess not everybody. K. If you don't have any equity, you know, they don't call you.

Yeah. But you got equity and you live in Las Vegas. One of my people have called you. You know? That's just that's just what we do.

Steve: And so I was telling you earlier about my best friend. Right? So he's in California. And he's like, Steve, why are these people calling me? I was like, okay.

You're out of state. You're going there for ten years. You have high equity.

Zady: Oh, yeah.

Steve: It's like, how do I get off this list? Like, you don't. Just don't get off this list.

Zady: Because even if you don't pay, now you go on a pre foreclosure list. You're on another list. You're on

Steve: another list. Now you're really screwed. Okay. So we talked about list property manager. What other tools, CRM, or systems could you not live without?

Zady: Podio, man. Podio is is just beautiful. Everyone has a Right? Yep. But but people use other I've noticed a lot of people veering away from Podio, and then they come back to Podio.

Mhmm. Right? But, you gotta have the right Podio system. Right? So

Steve: So what's the right Podio system?

Zady: Right now, I would go to all in marketing. I ain't even paid for this, man, but I'm just trying to drop some jams You may put in a

Steve: good word for you?

Zady: Go to no. Go to all in marketing and download one of the Podio's that that the brainchild sell set up, man, because it's just next level stuff, man. Like like my Podio system for instance, and this is originally, you know, I have my own developer and everything and we've developed it. But, you know, it's let's say you got a contract. Right?

You don't wanna go in there and and and get a piece of paper and write the contract, scan it, put in DocuSign. You know, you want something fast. Right. So you fill out the Podio, you click a button, it fills up the contract, the DocuSigns it, they sign it, and it puts it right back in the system. That's the kinda system that you want.

Right. You want tracking in your system. Right? So you wanna say, okay. How many mail pieces did I or how many phone calls did I make?

Oh, I made 30,000 phone calls. 30,000 phone calls generated. How many leads?

Steve: Mhmm.

Zady: Oh, okay. 300 leads. Out of those 300, how many offers do we do? Okay. We did a 100 offers.

How many deals did we close? Two deals. So you see, you know, the metrics. Yeah. You see what it takes to get a deal.

Mhmm. And then what do you do? No competition but yourself, you beat those numbers. Yeah. So if one in every 50 offers is a deal, okay, let's try to make that one in every 40.

Mhmm. You know? Yeah. Let's try to make that one in every 30. If it's 30,000 phone calls per deal, we got cold calls.

If it's that, why let's bring it down to 28. Yeah. 27, 26.

Steve: Right.

Zady: So that's Podio, gives you the ability to track your business. Someone said this again. I don't know who said it, but I'm full quotes but it's so important. If you can't track it, you can't improve it. Right.

So we're all in this business to improve, you know. As human beings, we're always improving so why wouldn't you track everything? Right. It's just laziness to me, you know. I was lazy.

You know? Then my dad died, and I had to not be lazy. I'm still lazy, you know, but I'm working on it. You know?

Steve: Any other tools or systems you couldn't live without?

Zady: Tools or systems I couldn't live without. Man, is is having the ability to be a problem solver, tool Mhmm. Than that. You know?

Steve: You are that tool.

Zady: Everybody in the organization needs to be a problem solver. That's one thing I learned, the hard way. I was hiring people that weren't problem solvers. They went, oh, hey. Look.

There's this is a problem. I don't wanna hear that.

Steve: And what did you do about it?

Zady: Right. There's a problem. Right. What are the solutions? You know, if you don't know them, then you're not there.

So I think problem solving, you take everything away. K? Just take rip everything away from me. Even all this stuff just naked and with the ability to be a problem solver, I'll be cool. I'll get to I'll get to where I'm at now.

Steve: Alright. Awesome. So Gus Sestiega wants to know how many numbers are you dialing a week? Oh my goodness. 70

Zady: let's see. Twelve twelve thousand twelve. Can I use my calculator? Is

Steve: that Sure. Sure. I mean, your your your Persian Armenian background is not coming from

Zady: 7,500 times five I mean, anywhere between 37,060.

Steve: Okay. And then Nick Robles 50.

Zady: Sorry. 50.

Steve: And Nick Robles wants to know how many offers to a seller do you make, I guess you didn't say any time frame. So let's just say a week. And is there a certain certain formula you use to calculate your MAO?

Zady: Yeah. Well, MAO is dependent on area in Vegas. There's some people that don't wanna buy anything unless they're getting it for 60¢ on the dollar wholesale. Yeah. Really?

Okay. Some areas.

Steve: Okay.

Zady: Like, the pockets. Not not zero.

Steve: Like, rural, like, what's out there.

Zady: Yeah. Yeah. And and then there's some areas where, you know, you could get 80¢ on the dollar. Mhmm. You know, 85¢ even, we've gone up.

You know? But normally, just the safe bet is kinda like 65 to 70.

Steve: Okay.

Zady: It's just our is our safe bet. And then, the MAO that's presented to the acquisitions manager, we kind of tweak based on the acquisitions manager's Mhmm. Personality. You know, if if they are very giving, we give them a lower MAO knowing that they're gonna go over. You know?

And if they're very strong in negotiation, we'd pump it a little bit higher because we don't wanna lose the deal because we got a ferocious beast negotiating. You know? Yeah. So we just kinda tweak. Again, I don't know if that's the best thing to do, but that's just what we do.

Okay.

Steve: And so Rafael just jumped on. What's up, Rafael? He was we were talking about you earlier before you got on the

Zady: The king is here. Yep. Do do do do do do do do do do.

Steve: Do you got any interesting war stories?

Zady: Me? War stories? Mhmm. What, like, war stories with sellers?

Steve: Wholesaling. Yeah.

Zady: With wholesaling. War stories. I mean, is this define war.

Steve: Like a battle? So I've had let's see. I'm trying to think of something that people talked about. I know Chris, he talked about a couple episodes ago. He walked into a house, and he bought it, you know, sign and scene.

Zady: Uh-huh.

Steve: Walked in the door, knew he lost money right away because Wow. It was a tri level. It didn't look like a tri level in the photos.

Zady: Oh, shoot. Oh, wow.

Steve: Yeah. That, he had a situation where he lent money, and it turned out the granddaughter sold grandma's house without grandma knowing.

Zady: Oh my goodness.

Steve: So it wasn't a legit deal.

Zady: Oh, well, I got worst news. Okay. So at this time, when this happened, we had 10 deals in the pipeline. Mhmm. Okay?

10 deals. Every single one of those deals had a seller holdback. Okay?

Steve: Okay.

Zady: So if you guys don't know what a seller holdback is is, you know, you're in wholesaling. Seller holdbacks are huge because you buy the house and the the seller gets to stay in the house for an allocated certain amount of time. If they don't get out by that day, that money is released to whatever the contract says. Right? So on all our contracts, it said that the money is coming to, the Guardian Group.

Mhmm. Okay? Now the escrow agent, who shall not be named, didn't hold back any of the money for any of them.

Steve: Sounds like someone got fired.

Zady: No. Because we're really cool, and we didn't tell anybody. But that escrow officer gave us her personal cell phone number after that day

Steve: Mhmm.

Zady: And she stayed open on weekends. So you know? But, the problem was we had what is that? Like, that was, like, 2,000. 2,000.

Around 5,000. Yeah. $5,000 worth of, money that if if the sellers didn't pull their part, that was gonna come out of our end. Mhmm. So I had to go talk to each one of the the sellers and make sure I got them out Yeah.

Because I wasn't gonna fork over that money. Now, of course, I could have made with the title company had done all that stuff, but that's, like, gonna slow down business. So I'm not gonna do that. I gotta pay and then afterwards, take take care of it. But I had to go to every single one of the sellers Mhmm.

And just make sure that all the things were taken care of. And some people, like, they didn't even start moving, you know. So I had to pay to get trucks. I had to pay to get people to clean stuff up, you know, and we just gotta do whatever we gotta do, scramble. We had to send people to help somebody move, you know, because they weren't gonna get out in time.

So that was that was a battle, man.

Steve: That sounds stressful if you got 10

Zady: of those going on. Yeah. Other yeah. 10 of them. That's it.

That that's why it was stressful. One or two would be different.

Steve: But Right.

Zady: And this this lady was never had an issue with her in escrow. We'd actually funneled more deals to her because she was quicker, faster.

Steve: Mhmm.

Zady: You know, she didn't want so much paperwork. Yeah. Maybe that was the issue. I don't know. Yeah.

But I don't wanna throw her under the bus, man. But that was that was crazy. I we got lucky. We got out of that situation.

Steve: So what how would you share with someone? How today, how would you get them to over a 100 k in wholesale fees in one month? I mean, I would love to get there. So let's

Zady: Multi well, multiple, multiple, lead sources, sources, of course. You know, that's that's huge.

Steve: Right.

Zady: Have multiple, like, people in multiple places. Like, driving for dollars is is we just started to incorporate that Mhmm. But we should have a long time ago. Yeah. Also, if you're gonna be cold calling, it's very easy with cold calling.

Okay? Because all you have to it's a numbers game. All you have to do is crank the volume up on the number of calls.

Steve: Yep.

Zady: Okay? Which means that you have to buy more leads Mhmm. Which means you have to call more people, which means you have to hire more people. Right? So that's where the tough part comes in.

Right? So But if you get a if you get a high equity list, let's say. Right? So you you go to your area and you pull a high equity list. Owner occupied, non owner occupied, doesn't matter.

K? Mhmm. Pull a high equity list and then also if you're on list source, go to unknown equity. Just pull just that separate. That's a different list.

But get all that information, skip trace them all, get all their telephone numbers, put it into a calling system, get cold callers on there with the script, have them bang out the calls, send the leads to your leads, leads department, have them call have them make their offers and go to the appointments Right. And just track everything. That's how you get to a 100 k. So You track everything and you scale.

Steve: That's like a PhD in, like, five minutes. Right? Or two minutes.

Zady: Hey, man. I'm I'm keeping it real. I'm not consistent every month on a 100 k, man. Like like, that's the goal. Like, you know, three, four.

Okay. It's happening. But, like, my goal is, again, like, to do more. You know? It's it's it's to have, like, the 200, three hundreds.

Steve: So it's really just making sure the systems are in place. So we and I think, you know, Darren Hardy is one of my coaches. I love the guy. Right? And he says, like, we all know what we need to do.

Yeah. We just don't necessarily do it.

Zady: That's true. I I one of the guys I know, he's in Las Vegas, man. I call him the little guy. So shout out to you little guy. He's the only guy shorter than me in this game, so that's why I come to him.

But, anyway, so, like, he spends no money on marketing. You know? No money. But he's close to pulling in 100 a month, and he's he's gonna get there. You know?

And all he does is just he has people bring him deals. Yeah. You know? He just got that that touch. You know?

I don't know what it is, but, like, just social media presence is, like, amazing. Right. And just people just bring him deals.

Steve: Yeah. You

Zady: know? And and and he gets there. So you don't necessarily need to build the marketing machine Mhmm. Then throw a bunch of money into it. That's just one way.

You know? There's more than one way to skin a cat.

Steve: Yeah. Yeah.

Zady: So there's there's other ways to do it. I know some people that they're not like, they're in the high end markets like San Francisco or or Virginia, you know, and their wholesale fees are 150, $200. Is it

Steve: is it Jason Boosie?

Zady: Know? Boos cruise, man. Boosie is amazing, man. Yeah. I'm not I'm not talking about Boosie right now, but Boosie threw a mastermind actually.

Oh, sorry. He threw a mastermind in San Francisco, and I went there. There's all these San Francisco wholesalers there. You know? And they're telling me their numbers and, you know, it was me, Carlo, Sal, and Alex were all looking at each other.

We're like, man, we should go to San Francisco. We should we should start marketing here. You know? This is this is good. Maybe we should start incorporating this.

But, you know, those bigger wholesale fees mean that you have to market less. Mhmm. You know? Or, you could focus on the niche list. You don't have to go widespread.

You know? Right. I guess there's two ways. Right? You got wide, you got shock and approach, and then you got sniper.

Steve: Yeah.

Zady: You know, the snipers is you gotta be a very skilled person to be the sniper. Right? Anybody could just get a shotgun and shoot. So when you're starting out, my advice would be, you know, do the shotgun approach. Mhmm.

You know, and and you'll learn what a motivated seller sounds like, what what they feel like. You'll just know. Right now, like, I'll hear somebody on the phone. I'm like, that's a deal. Yeah.

You know? Within, like, maybe, like, thirty seconds of the call.

Steve: Based off the questions?

Zady: Just just yeah. The the reaction. The the caller's reaction. Or I'll be walking by and I'll hear the seller say something or something or like a pause. Like, you just learn this stuff, man.

It's not like it's not like I have this amazing ability. It's anybody who's been in it long enough Right.

Steve: Enough rep.

Zady: See the patterns. Yep. And and going high going just high equity and getting a bunch of people will will train you to be able to handle those niche lists a little bit better.

Steve: Yeah. Sonia wants to know, who do you use for skip tracing?

Zady: Need to skip t k o. Boom. Need to skip. Man, yeah. And and I, like, I was I was using need to skip before need to skip was need to skip.

Yeah. You know, so I know where the data comes from and I know how solid it is.

Steve: Right.

Zady: You know, and that's why, to me, it wasn't even like, oh, should I try them or, you know. But what I would say is just with any skip tracing, you know, you just what I would do is compare. That's all you can do. Mhmm. You know, send in the minimum for each one and just see for yourself, see the results, track the results because you don't have to go off of somebody's word, you're going off of your own data.

Yep. And to me, like, I know I'm a nice guy, I'm an honest guy, I'm gonna I'm gonna point you in the right direction, but at the end of the day, you wanna go with your experience. So order a minimum and test it. And if it's what it if the product says it is, then just go with it. And if it's not, find something else.

Right. Eventually, you'll find one that you're happy with.

Steve: Very wise. So let's see if there are anything else. Brian Samuels wants to know, if it wasn't for real estate, what would you be doing instead?

Zady: Oh, man. What am I doing instead? Jeez. I I I started six businesses before this. All of them failed miserably.

Yeah. I didn't make any money.

Steve: What were the businesses?

Zady: Oh my god. Okay. So entertainment business, like, because I come I was talking to you. I come from a movie background. Yeah.

So I was, like, making, like, short films for people that didn't work. Then, you know, photography, you know, that didn't work. Then I went to New York and I was doing a hedge fund. So I someone gave me, like, a hedge fund to run, $20,000,000 hedge fund. I didn't even know anything.

That's my superpower, bro. Like, I I'll get into a room. I'll talk to someone, and they'll just give me free shit. I don't know what it is.

Steve: I mean, if you can get that guy back with the $20,000,000 hedge fund, we can do business together.

Zady: Well, I didn't go to jail, but he wound up being somebody that you don't really wanna work with

Steve: Oh, gotcha.

Zady: Kind of Italian descent and, you know, caused some issues. The FBI called me eventually, you know. Oh, okay. I, you know, dodged a bullet. I still have the FBI.

Agent O'Hara is his name. I remember when he called me, he was like, he's like, yeah. So okay. You couldn't say my name. And I'm like, do I call you agent O'Hara?

Or he says, just call me Bill. I'm like, can I call you agent? Because it's cool. Yeah. But, that business, a bunch of other side businesses that I try to, like, buy stuff and sell.

I'm like, I'm gonna go to garages and and, you know, buy, like, classic items and sell them. And I would buy it, and then I wouldn't sell it.

Steve: You know? So this is something that's common, I think. Do you have a vehicle vehicle dealer's license?

Zady: No. No. I don't.

Steve: No. I'm shocked.

Zady: Idea. Shocked. Why don't you just buy cars and then rent them out? And then Buy

Steve: them and sell them on Craigslist. I know a lot of people in, in that in that field.

Zady: I was actually thinking about, like, buying some exotic cars and then renting them out. Mhmm. And then just so it pays for itself, and then you could just drive it when it's not rented out. Yeah. So you can make money and drive an exotic at the same time.

Steve: Yeah. So Chris Jackson wants to know, what's your cost per acquisition?

Zady: Oof. That is a question for my, integrator. Yeah. It's not a it's not a a question for the I guess I should know that, man. But, honestly, it should be, it should be under $10.

It should be, like, 9 around $9 probably. If 9 7 to $9.

Steve: Acquisition or a lead?

Zady: No. Lead. Sorry. Like, cost per lead. My bad.

I was

Steve: gonna say, man, it's cost per acquisition.

Zady: Take that well, take that cost per lead. Take that and multiply it by 50, I guess. Right? So let's just round it and say nine times 50. So $450.

Steve: Okay. That sounds a little more realistic.

Zady: Yeah.

Steve: Alright. So we talked about your superpower. Put you in a room. You're gonna figure it out.

Zady: Yeah. I'm Is that it? Yeah.

Steve: Is there more?

Zady: Yeah. I I I just love connecting and talking with people, Steve. I just love it, man. I like I genuinely like, when I see I don't know what it is. When I see somebody, I see their potential.

Steve: Mhmm.

Zady: And I have I have to tell them because I feel like people don't do that. They don't tell somebody like, hey. I see this gift in you.

Steve: Mhmm.

Zady: You have the ability to do this. And I'm like, why don't more people do that? But I guess it's a gift. I didn't I've naturally, I just kinda figured that out about myself where I could just see people's abilities and then share it with them to make them better. I see the best one.

Unleash things in them. You know?

Steve: Yeah. Very cool. I love that.

Zady: And and also, I am like, you know Mystique from X Men? Mhmm. You know, what was her superpower?

Steve: She can change and transform it wherever she

Zady: won't need it to be. Exactly. So that's something I

Steve: A chameleon.

Zady: Yeah. I I could like, I'll I'll I'll see somebody and I'll take an attribute from them that I love, and I'll say, wow. You know what? I wanna add this to my personality because it'll help me be a better person. Now it's like, now I have that.

You know? And then I look at somebody and I'm like, wow. I don't want that personality. I sense that in myself. Let me take that out and Yeah.

Get rid of it.

Steve: You know? That's powerful. What is your biggest struggle right now?

Zady: Consistency, with, the team. You know? Making sure that my team is I think Nipsey Hussle said it. He said, don't be don't be changing the players on your team too much. He said that in the song.

I was

Steve: gonna say I'm not familiar with it. So there he goes. He's an artist.

Zady: That that, song, all my life. I've been grinding all my life.

Steve: Mhmm.

Zady: All my life. So anyways but, yeah, it's, you know, having leading somebody to their desire Yeah. You know, is very challenging, you know, because, you know, they'll communicate it to you and then it'll change is what I'm finding. Mhmm. Because there's a lot like, for instance, I, you know, I always again, I wanna know what somebody's goal is.

Right? I wanna know I wanna help them get there. So to me as a leader, it's not like, hey. Here's where the company is going. You know, it's like, okay.

Where do you wanna go? Okay. You wanna go here? Okay. Well, that could fit within the company, get to its goals.

Mhmm. So let me help you get to your goal because the company is gonna hit its goal. Yes. Right? So having somebody's goal change where, like, they they want to get into for instance, I'll give real life example.

Somebody wants to run the company. Mhmm. Right? One of my ex partners wanted to be in the office every day, run the company. And then all of a sudden, it turned into, well, I'd rather just work from home and, you know, I wanna be around my kid, and I don't really like the office environment thing.

Mhmm. So, like, that changed. So now everything that I've planned to help him achieve his goal has changed. Yeah. So now I have to alter it.

So now I gotta just completely change everything. So, that's that's been a very big challenge for me. Very big challenge for me.

Steve: I I totally totally get that. So what is one lesson you wanna teach today's young real estate entrepreneurs?

Zady: Give. Give in order to receive. Okay? The most successful people in this business are the ones that give.

Steve: Oh, yeah.

Zady: Are the ones that serve. Right? So, you know, when you're talking to a seller, don't look for how much money you can make on this transaction. You wanna find a problem that you can fix, that you know you'll get done. You'll know no one else will do it Mhmm.

And you know you gotta do it. To give you a a story linked with that, if I may

Steve: Yeah.

Zady: There's, Diane. Diane, was going through foreclosure. Right? So the lead was in the system, and I was kind of in acquisitions at this time, but I was pulling away. Someone else was doing it.

And I saw that we have an appointment for Thursday and then the price, everything makes sense and I'm like, why Thursday? Why not today? So I get I get on the phone and I call her and I find out that her power is off. She hasn't eaten in three days. She has two dogs.

Okay? They haven't eaten either. What do you think I did?

Steve: Went over there.

Zady: With what? Food. Exactly. You know? So you have to be able to do stuff like that.

You have to be able to see someone struggle enough to understand what's missing and then go give them what's missing. Some people are lonely, so you gotta talk to them for two hours.

Steve: Yeah.

Zady: Four hours. Four hours multiple nights. Some people, they don't talk to their brother in Michigan, and they need to get into a mobile home park, and they have no credit. And in order for you to buy this house, you need to get them into a mobile home park. So you rekindle the relationship with the brother to vouch for her

Steve: Mhmm.

Zady: Right, her brother.

Steve: Right.

Zady: And to make him open to cosigning and putting his credit on the line to get her into mobile home park.

Steve: Mhmm.

Zady: Things Things like that. You know, you find a way to get it done. Two people going through a divorce, they don't talk to each other. You need to be in intermediary. You know?

You're not getting paid for that, but you gotta do it.

Steve: You're the marriage counselor.

Zady: Yeah. Yep. If if a son is living with the mother and this and and the son is there with the girlfriend and then there's, you know, five kids living there and none of them have a job and they they're living off of the just sucking the mother's social security, you need to be the the the Batman that comes in there, right, and eliminates the problem and gets the mother out of this situation because you could see she has gray hair where two years ago she didn't have gray hair. Yeah. You know?

Like, obviously, the two are connected. The stress is killing her. So you by an essence, are you buying a house and getting someone out of a situation, you're literally saving them. You know? That's what I would say.

Don't go after money. Go after saving people. Go after solving someone's problem instead of trying to put where is it?

Steve: Looking for the fat wallet?

Zady: Instead of putting this paper in your in your wallet. Yeah. Just don't this is paper. Right? Human beings are human beings.

Steve: Right.

Zady: Human beings are life forms. They're living, breathing. You know, you have to help that. You have to help people. You know?

Don't worry about the paper. It comes. It's a gift.

Steve: Yeah. It'll come afterwards. You do the right things right.

Zady: Exactly.

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

Zady: My best or most interesting failure?

Steve: Yeah.

Zady: Best, most interesting failure. Not hitting, the company goal last year, 1,500,000.0. Didn't even come close.

Steve: Mhmm.

Zady: But knowing that just kinda humbling my it kinda humbled me, you know, because I'm thinking million, million, million, million, you know, and I don't come anywhere near it. And I'm like, alright. Well, I got a lot of work to do. You know? It it really it humbled me to a point where I know that I need to improve 10 x what I'm doing.

Mhmm. And that helped me, be a more effective leader because then I realized that I need to, you can't get to the mountain top alone. You know?

Steve: You can't. You need a team.

Zady: Oh, yeah. And you could either choose to create a team selfishly so all of them are serving you or you could build a team and serve them. Yeah. So that that helped me realize that because, again, I was selfish at the beginning. It was just about me, me, me, me, me, and I had to learn that lesson.

Steve: So 2017 helped you helped you to see that?

Zady: Yeah. Yeah. That's awesome. Absolutely. That's huge.

Absolutely.

Steve: So Hung wants to know, if you don't want to change the team too much, are you gonna hire a slow, fire fast, or are you gonna encourage some lazy guy to become a beast?

Zady: So so that's great question, Hong. I don't follow the wisdom, higher fast alright. Higher slow, faster fast. I don't do that. That's wisdom.

Do that. You know, don't do what I do.

Steve: So I don't know

Zady: what I'm doing.

Steve: What does Zadie do?

Zady: Zadie is you're you're in the company of your family and you're gonna stay because I take care of my family. Mhmm. But if you become a poison, okay, that's the only time I'm gonna cut you poisoning other people and now you're affecting them.

Steve: You're a cancer.

Zady: Exactly. You gotta cut out the cancer. I'm I've had to do that twice where I just walked into someone's office. I'm like, look. Your attitude is so bad.

You gotta get out of here. I'm sorry. And, you know, they had they had two commission checks waiting. I didn't have to pay them, but I did Mhmm. You know, because it was a part of the agreement, you know, to to give them a deal and you got the deal.

Right? You give pay them a deal. Right? You gotta honor that no matter what. But, again, somebody that's that's lazy, you gotta be careful.

People, why are they lazy? They're lazy probably because they're doing something they don't wanna be doing or they're in an environment they don't wanna be in. Mhmm. So before you go pointing the finger at someone being lazy, make sure that your environment is harmonious Mhmm. And make sure the team members all around, not one person is annoying somebody even if it's you annoying people.

Make sure your environment is harmonious, you know. If if you're in an office that's boring, why why do people wanna be there, you know. We have like an arcade system at our at our office, you know, we we we play chess a little bit. Chess. Yeah.

I play chess. I love chess. Yeah. And, you know, just things that are fun, you know, we're like, some people have, foosball tables, ping pong tables, pool tables, just something you gotta make sure the environment is fun. If the environment is fun and there's no one in there that's dragging somebody down, then why is that person even there in the first place?

So you have to try to solve that problem before you say, oh, they're lazy. I gotta get rid of them. But again, you're talking to a person that, like, looks at employees and team members as family. So it's difficult to, you know, you don't just cut out your family because they have a bad month.

Steve: Right.

Zady: You know? You give them the tools they need to succeed. And if they don't and they become a cancer, okay, then you gotta like, then it's no mercy. Then I don't then, you know, then I turn into, you know, let me you're out of here. There's no conversation.

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

Zady: Think and Grow Rich. Yeah? 100%.

Steve: I love that one. A lot of people have a hard time reading. I recommended that book so many times. People can't

Zady: You really, you don't need to read. You're just chapter two. Is it? Just read chapter two.

Steve: Chapter two?

Zady: Chapter two.

Steve: Alright.

Zady: But you're right. You're right. They they because it's very it talks about why this works and you'll find it and then all these the history. Mhmm. I think it gets boring maybe.

Steve: It it's a tougher read for sure. Sure. It's not like today's books. Every everything's like kinda like a fable, you know. Yeah.

It's a very dry read, but I love the one. If you guys can find it, last time I looked for I couldn't find it, was the audible version with Napoleon Hill's Hill's speeches in between.

Zady: That exists.

Steve: That exists. So because there's recordings of him. Right? Of his speeches. So Yeah.

There's, like, a couple chapters. Here's him speaking. Here's a couple chapters. Here's him speaking. It's it's incredible.

So I don't know, if it's still on the Audible store, but, I mean, I have it in my phone. So it's

Zady: I haven't seen that. But, yeah, I mean, maybe we could talk about that afterwards. That's I would love that. Like, there's a bunch of, Napoleon Hill recordings on this is this YouTube channel where it's Napoleon Hill recordings and, like, some, like, upbeat music? Yeah.

Either y c y b o or something like that. I don't know. But

Steve: And then I'll share that with you after that. So, to, for Tate, Think and Grow Rich. That was the book. And then there's another one, speaking with the devil, was it?

Zady: Oh, yeah. Yeah. Yeah. Interview with the Devil. Is that what

Steve: it is? Yeah. Another Napoleon Hill book. That one's a huge, huge

Zady: book as well. Great book. Another one, Secrets of the Millionaire Mind Mhmm. Actually. Very, very powerful book because of the, not affirmations, but what are they called?

You know, you read it? Yeah. Yeah. Yeah. What's he say that when you, like, have to do stuff?

Declaration.

Steve: Declarations.

Zady: So those declarations are powerful. Actually, replace you know, when he says he says, like, tells you to declare something and say and point your head and say, I have a millionaire mind. So when I do that, I always go, I have a billionaire mind. You know, that's the I'm trying to not trying. I'm programming a billionaire in my mind because I know that this is a computer, so why am I gonna limit it?

You know?

Steve: Yep. Okay. Yeah. Sonia, outwitting the devil. That's what

Zady: Outwitting the devil.

Steve: There you go. Thank you very much. Appreciate it.

Zady: Because it's a character's too. He turns into, like, the devil's character. Yeah. It's it's exciting.

Steve: The backstory behind it is pretty pretty fascinating too. So, that's it. Someone wants to get a hold of you. How would they do that?

Zady: Best way, guys, is, Instagram, Zady Lee, z a d y l e e, on Instagram. Yeah. That that would be the best way, man. I I answer The the Instagram takes priority over everything else.

Steve: Oh, yeah.

Zady: Because I'm just on it so much. I don't know. And like, I just I get on there and I I do a lot of stories where I'll share things about the business and I'll go live and then I'll talk about stuff. Like, when I go live, I drop, like, literally, like, company secrets. Mhmm.

Steve: So I

Zady: always erase the live right afterwards because I'm like, alright. Look. You know what? Maybe you don't wanna give everybody the entire blueprint, you know?

Steve: Yeah. Yeah.

Zady: But because I don't charge anyone. I'm just like people have called me too for coaching. I just give them knowledge. Like, just I don't don't worry about coaching, bro. Here.

Steve: And there's also a lot of dancing.

Zady: So if

Steve: you guys looking for dance videos

Zady: Drew Gi Gang dancing, man. Yeah. So the shirts are coming soon. That's gonna be exciting. Made in America.

Steve: And then, again, guys, if you like this show, please share this episode right now. And then we got next week Kenny Klaus. He's gonna talk about how he's crushing it right now as a traditional agent with all the technologies coming today, how he's staying relevant in today's industry and and and and challenges. So thank you guys for for tuning in, and thank you. This was awesome.

Zady: Steve, thank it's a pleasure for for me to even be invited out here. Thank you

Steve: so much. I appreciate it.