Posted on: May 14, 2018

Today’s special guest is a superstar in the wholesaling industry. Closing an average of 75 to 76 deals a month in the highly competitive Phoenix, Arizona market, there’s no denying he’s a force to be reckoned with in the wholesaling world.

While now a pillar in the industry, it’s reassuring to know Jamil Damji started out just like most people. When he closed his first deal, he had no experience, no money, and no real support.

What he had however was telemarketing skills and the willingness to take massive imperfect action. His boldness was rewarded accordingly and he walked away with $50, 000 in assignment fee!

From that first deal he closed in Calgary, Alberta, Jamil has truly come a long way. Today, he runs a lucrative disposition house with 30 full-time staff. However, he still banks on the same approach he used to score his first deal—talking to people.

If you don’t have money to spend on marketing and you have no idea how to get your wholesaling business off the ground, this episode is for you.

Find out how you can make the proactive approach work to your advantage, why it’s important to build amazing relationships with clients, and how you can still succeed without spending a single cent on marketing.

Jamil generously shared so many insights and wisdom in today’s episode. So sit down, take note, and be in the lookout for tips and techniques you can easily implement. Rest assured, it would only be a matter of time until you’ll also make a name for yourself in the competitive but very rewarding world of wholesaling!

 

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Episode Transcription

Brent Daniels: Whoo-wee. Hello, hello, hello Rhino Nation. It is Brent Daniels. I am so excited to bring this podcast to you guys today. No joke, I am not messing around with you on this deal. You need to strap in. You need to put a helmet on because you are just going to get smacked in your brain, in the face, in everything that can be smacked with this interview because I am bringing to you guys an absolute ridiculous, ridiculous superstar in the industry.
Now this is somebody that is in my market. He is in the Phoenix market with me. We mastermind. We get together. We share a lot of ideas. I sell him a lot of properties. This is a different unique podcast this time because we’re bringing on somebody here that is on a different, different level when it comes to the wholesaling business. A totally different strategy than maybe you’ve ever heard before, and I don’t know if he’s ever been on a podcast before, ever really released it to this big of an audience, this amazing of an audience, but he’s going to get the opportunity to today.
With that, I want to welcome Jamil Damji to this podcast. Welcome.

Jamil Damji: Thank you, Brent. Thank you. I appreciate that. Those were very kind words. Thank you so much. Very good to be here.

Brent Daniels: Well, I’m telling you, this is exciting. We had a mastermind a few days ago. We talked about it, and here we are.

Jamil Damji: Yeah, it’s great.

Brent Daniels: We get the opportunity to share an incredible amount of value that you bring just having this conversation. I just want to start out, and if you can just kind of roll back the tape just a little bit and give us kind of your experience. Where did you start? Obviously, in this business we all have different starts. You probably started with some situation where you had a big fortune that you were working from, you came from a very wealthy family. You just kind of were gifted the ability to have a lot of funds at your disposal so that you can go out and completely dominate this market, right?

Jamil Damji: Absolutely not. I wish. I wish it was that easy. But I think if I had been born with such a silver spoon in my mouth I might’ve spit it out. It wasn’t that at all, Brent. Actually, in fact, funny enough nobody in my family or people that I grew up around were involved in real estate. My dad actually worked for 40 years at a truck stop shoveling gravel, and my mom was a data entry operator. Very humble, humble start.
I’ll roll back the tape a little bit on my origins and how I got involved in real estate. I actually started doing real estate in Calgary, Alberta. Funny enough, I was watching… This is around 2003, 2004. What they were doing at that time was they were knocking down these old bungalows that were on these 50 x 120 foot lot [inaudible 00:04:04] lots in the intercity. They were knocking these houses down, and they were subdividing and then building these beautiful duplexes that were selling for a million dollars.
I was seeing the activity turn, turn, turn, and then I had overheard from an individual that I worked with whose father was a builder that these builders were paying great, great amounts of money for these lots if you could find them. The problem was finding them was difficult. Eventually, what I realized was there’s a need for somebody to go out there. I knew that realtors were realtors, but I had no training.

Brent Daniels: Sure.

Jamil Damji: I had no terminology. I had no idea what I was doing. What I did have was a newspaper and a telephone. At that time the classified ads were a fun place to look around because I was always interested in business. I was looking at business opportunities in the classifieds. I was employed, unemployed, employed, unemployed, kind of moving on that cycle. I went to the classified real estate ads, and I saw properties for rent. There was a house in a neighborhood where I thought this property could be on a 50 x 120 foot lot.
I called the folks. It was the third of the month, called them-

Brent Daniels: Wait, wait. You just called them out of the blue?

Jamil Damji: I just called them. I just called in. They were trying to rent the property.

Brent Daniels: Sure.

Jamil Damji: It was the third of the month, so the ad was still running, which means they didn’t rent out the house. I just asked. I asked and said, “Would you guys be interested in selling the property instead of renting it?” The lady on the other line said, “Well, not for a dollar less than $400,000.” Well, I had known that the builders were paying $450,000 for that type of lot.
Here’s where it gets interesting. I have no money. I have no contract writing experience. I know nothing. I have never done anything. But I thought to myself, “Well, if I could just find a way to buy it, I could sell it to these builders and maybe make $50,000, but I’m not sure how to accomplish this.”
In Canada, especially in that province, everything is done through real estate attorneys. I had the wherewithal to call a real estate attorney, and I asked, “How would you propose I do this?” The attorney gave me a word I’ll never forget. In Canada they call it a skip transfer. Essentially what it is is a double close. He said to me, “Make sure you write ‘and/or nominee’ after your name as the buyer.” He said, “You’re going to need a deposit because your contract is not going to be valid unless you have a deposit.”
I go to my uncle who had some money who was an accountant. I asked him for a $5,000 loan. I think he thought, “I’m never going to see this money again, but this is my nephew and he’s come to me with what sounds like a feasible idea, and I don’t know him to be a drug addict or a weirdo or somebody that would steal my money.” So he lent me the five grand. I actually made $50,000 on that deal.

Brent Daniels: Whoo.

Jamil Damji: Yeah. My first ever real estate transaction. I didn’t even know what wholesaling was. I had no idea. I completely bootstrapped the entire thing from just kind of looking around in my environment, and it was never that easy again.

Brent Daniels: Sure. But listen guys. Are you guys following this? No experience, no money. No skills or support or family support giving him. Nothing there. He had nothing there that was going to say that you were going to be successful and make $50,000 out of thin air. But what he did is he took action, we talk about progress not perfection. He took imperfect action. He picked up the phone on a rental ad. He called them up out of the blue and asked them if they would consider an offer or consider selling their property.
Jamil, you and I know, you and I talk a lot about TTP, and we talk a lot about cold calling and reaching out to people. But, holy cow, man, I mean that’s an incredible story. That’s it. I mean, you literally pulled it out of thin air.

Jamil Damji: It really was. The funny thing is is prior to that I’d always been a telemarketer. They were the easiest jobs for me to get. I’m good on the phone. I like talking to people. For me, picking up a phone and asking questions and calling somebody, that was the easy part.

Brent Daniels: Sure.

Jamil Damji: Everything else, it actually just came together in the most weird and unexpected. I’m not trying to have any philosophy here, but in reality if you take the first step, I’ve come to learn that the road unfolds in front of you.

Brent Daniels: Yep, I love it. I want to do something here. I want to fast forward. I really want to hook the audience into this conversation because I think that this is going to blow their mind. That was your first deal. Right?

Jamil Damji: First deal.

Brent Daniels: Now, how many deals are you doing a month currently?

Jamil Damji: On average, 60, but-

Brent Daniels: Sixty guys. No, no, there’s a but in there. Go.

Jamil Damji: I just got a text a few minutes ago from my partner saying, “Hey, we hit 60 for the month so far, but there’s still five days.” So we’ve capped out around 75, 76. We haven’t really broken that.

Brent Daniels: In a month?

Jamil Damji: In a month. Yeah. We have-

Brent Daniels: In a month. Guys, guys… Hold on, Jamil. I got to really slow this down for everybody to just let that absorb a little bit. Guys, we’re talking about over 500 deals a year, 500 deals in the competitive Phoenix, Arizona market. Are you kidding me? Guys, dial in right now. If you are driving, pull over and listen to this. Listen to this man talk. This is all about… Remember, you read books and you listen to podcasts or you listen to Audible on all these things, and they talk about surround yourself with people that are doing a lot more than you? Well, this is it, man. I’m telling you. This is like you have Jamil sitting in the car with you, at the gym with you, at your house right now for the next little bit to dump some serious knowledge on you.
Guys, by the way, there’s a lot of fluff in this industry. There’s a lot of fluff. There’s a lot of blown up numbers. There’s a lot of people that might think be skeptical, that what he is saying is not truthful. I am telling you, I sell properties to Jamil. Jamil then is able to turn around and sell them. We’ll get into all that. But I’m telling you this is the absolute fact. He is a superstar in this business. He has created an unbelievable system. By the way, how much is your marketing budget for direct mail and internet leads for sellers?

Jamil Damji: Zero.

Brent Daniels: Zero dollars, guys.

Jamil Damji: I don’t spend any money on marketing.

Brent Daniels: He spends zero dollars on marketing. Oh, man, we’re going to get into this. This is just so exciting.

Jamil Damji: I know it sounds crazy.

Brent Daniels: I know.

Jamil Damji: I mean, there’s guys right now I think they’re probably crashing their cars or throwing their phones. They might just be like, “This is not real,” but I assure you it is.

Brent Daniels: Yeah. No, I’ll assure you. You know what I mean? I’m here in the market with you. I know this as a fact. This isn’t like you’re working in some obscure market that I don’t know of. You’re known. You’re a pillar in the industry. Everybody knows you. Let’s break it down a little bit. For getting from your first deal to building up into this, how long of a progress did it take from doing your first deal to the business that you’re currently in?

Jamil Damji: Well, I’ll kind of give you a quick overview of what happened on the first one. I actually was living in Los Angeles at the time. I was in a completely different industry. The market had crashed. We had lost everything in the real estate crash in that last cycle.

Brent Daniels: Sure.

Jamil Damji: I was licking my wounds. My sister and I who… My sister is one of my partners. I have two other very amazing partners as well, Josiah Grimes and Hunter Runyon. But my sister and I were… We were looking at property in Phoenix because at the time you could buy a condo for 25 grand and rent it for $750 a month. Because we had such little money left and we really needed to survive, our plan was, “Let’s just work our butts off, buy as many of these little cheapie condos as we can, all move in together and live like your typical immigrant family.”
It was my mother, my father, my sister, my niece, my dog, my cat, myself in a 1,200 square foot three bedroom apartment because we had lost everything.

Brent Daniels: Sure.

Jamil Damji: We were in this spot. I had put under contract a couple of REO condos. By the time they had come around to be able to be bought I didn’t have the funds to close. I thought I would. I was working on liquidating another asset, didn’t work out. An attachment order got put on it. Unfortunately, at that time I didn’t have access to that money. There were too many creditors trying to get their funds, and I get it.

Brent Daniels: Sure.

Jamil Damji: At that time what I had done, I knew I had these two properties under contract. They had sat probably for three months getting approved, and I didn’t know what to do with them. I wrote an ad on Craigslist. I just marked up each property by $10,000, and I get a call from an individual who’s still active in the market in Phoenix today. A man by the name of Tim Nguyen. He works with True Freedom Achievers. Really nice guy. He calls me on this Craigslist ad and says, “I’ll buy them.” Then it began. Now this is a completely different country. I don’t know how the laws work, so I don’t know. How do I sell? Resell? How do I buy? I didn’t have any of the pieces put together yet. All I knew is I had two contracts.
I was honest with him, and I told him, “Okay, cool, well here’s my dilemma. I’m not sure how to get them to you because I have them under contrast, and I get that you want to buy them, but how do we do it?” He kind of guided me through the process, and I had to trust him. I went out on a limb. To me at that time I thought if I lose this or I get screwed it’s okay. I didn’t lose any money. Nothing bad can happen to me other than maybe a lost opportunity, but it’s not an opportunity that I have even because I don’t even have the money.

Brent Daniels: Sure.

Jamil Damji: Tim, he was very cool, super honest. He guided me through the path of the double escrow, and I never looked back. In fact, within three to four months after that it was birthday 12/12/12, I will never forget it. I was driving a U-Haul at 11 o’clock at night from California to Phoenix to plant my butt down here so I could change my life.

Brent Daniels: Love it man. Love it. And it just took off from there.

Jamil Damji: It sure did. Yeah.

Brent Daniels: Yep. Let’s kind of pull the kimono open. Let’s pull the curtain back and explain to people when you say that you do 60 deals a month in wholesaling deals or taking down deals and flipping them or whole tailing them as you might call it, if you don’t do any marketing, then how do you get those deals?

Jamil Damji: Well, we flip the script a little bit. I get them from individuals like you. For the most part, we are a disposition house. Let me repeat what that is. Disposition house. All of Phoenix is full of hungry, spirited, very well versed negotiators who are out there chasing down contracts, getting deals, buying right, buying deep, and spending a ton of money and a ton of time and a ton of energy getting their hands on those contracts. I love every one of those guys and every one of you guys who are doing that.
I think it’s fantastic. But for me, I realized very quickly if I’m going to do marketing whether it be internet or direct mail, I’m literally the fifth or sixth or tenth guy showing up at this house. It’s frustrating, and it’s tiring, and I’m too overweight to have to do that type of work. It’s just not in my life model.

Brent Daniels: Sure.

Jamil Damji: We really sat and thought about, well, how can we change this? How can we make this better? How can we work this into our advantage? Well, the good thing was is I have fantastic relationships with a ton of you guys who go out there and bring the deals. Every transaction has two sides, right? You have to buy it, and you have to sell it. What we’ve become is either a disposition house for guys who don’t have the time, energy, effort or care to build the most fantastic buyer’s list possible. So what they’ll do is they’ll bring us their deal, and we’ll sell it for them. We’ll work out a split, and everybody’s happy.
Like you had mentioned I buy many deals from you, so I’m a good buyer. I take a look at what you’ve got or what any other wholesaler in town is sending out, and if the deal makes sense to me and it can fit in our buy box, I’ll buy it. I will commit to it, which means there’s some risk there. As you know, you can’t win on every deal. I can’t just be out there buying everybody’s stuff. I have to make sure that I know my list will be able to support a profitable sale if I buy this property.
I’d say probably 98%, 99% successful as a buyer. We lose money on very few homes. It happens, don’t get me wrong, so you got to make sure you understand how to do that correctly. But, yeah, that’s the other side. I’ll commit to a deal, and if we can find a buyer, great. If not, then we have to take it down and then it gives us more time to complete the sale.

Brent Daniels: Let me just break this down, guys, just a little bit from my perspective. When we send out a property… And this is when Jamil is… When it comes to knowing what’s in his buyer box, he’s very, very, very, very quick with his decision because he knows what he can buy and what he can’t buy. He knows values. He’s been comping properties for years. He knows if you’re on this street, this size, this amount of repairs, he can go for it. He can buy it, and he can make money on it. Okay?

Jamil Damji: Correct.

Brent Daniels: That comes from a lot of, a lot of, a lot of experience. If comping is not your strong suit or you just don’t have a lot of experience with it, it’s going to be difficult to really understand what he’s talking about here because he has honed his skills over thousands, literally thousands, of properties that he has comped throughout his time looking at properties throughout his career. He can go very, very quickly.
Now, when we send it out, Jamil has to be… It either has to be he’s the easiest buyer or he’s the highest buyer for us. We have our own buyer base, but usually when he’s the highest one he gets a property, and then he has a different strategy to be able to make money on that, to make a profit on that purchase.
So if he has a property and he doesn’t have a buyer right away for it, he will close on it. He has the funds to be able to close on those properties. So from a buyer perspective he’s extremely solid when it comes to having… If you want a dream buyer that buys things and knows the values and doesn’t have to do all these crazy calculations and do inspections and all these other things on the property and just know and can make a decision and can put money on the line, that’s the most important thing to make that decision, this is the type of guy that you’re looking for in your market. And there probably is somebody like that out there, but what I’m-

Jamil Damji: Yeah.

Brent Daniels: Go ahead.

Jamil Damji: I’m so sorry. I didn’t mean to interrupt. But I just wanted to add in there really quickly, every person that’s listening to this podcast right now has the capacity to be that sharp in their market. It’s really truly just having a big understanding of what your buyers can absorb. If we get a chance a little bit later, I’d like to talk to you about how you cultivate those relationships to ensure that you can get top dollar for a property.

Brent Daniels: Oh, we’re going there. We are going there. But I just wanted to… From my perspective, we send out a property, if Jamil’s the highest, he gets it. Then if he can make money on it, great. That’s his deal, right? What he does is he’s built up an incredible machine on the disposition side, right? He has built up… He’s got such a unique business. Can you kind of break down who’s in your business and what roles are there in your business?

Jamil Damji: Absolutely. So there’s four key principals. There’s myself. There’s Rita, Josiah and Hunter. Each one of us has completely different skillset. I’m really good at identifying the deal. Josiah is a visionary, extremely, extremely organized, methodical thinker. He’s been able to take the company from four of us to, I think, we have 30 now, 30 full-time staff. So that’s totally been on his shoulders, the growth, that explosive growth, all of that has been due to his leadership there.
Hunter is the most detail oriented and numbers driven individual I know. He won’t lose a dime. He won’t lose a penny. You need somebody like that on your team so that you are aware of your costs, you’re aware where you need to be in order to survive, how much you can buy a property for, how much you need to sell a property for. You have to remember not to forget things like closing costs or even recording fees or wire fees. Each one of us brings a specific skillset. I’ve never been one for accounting. I don’t have the patience for it. If you don’t have somebody on your team that’s watching the money, you better believe it’s leaving.

Brent Daniels: For sure. Oh, man. Yeah. So who are the rest? Who are these other people that are in there?

Jamil Damji: Then the rest are disposition employees.

Brent Daniels: What does that mean?

Jamil Damji: So they are full-time staff. They are not commission based. We pay them salaries. They’re paid very well, but they spend their entire day cultivating relationships with our buyers. What I mean by that is we’re talking hand holding, we’re talking driving around, we’re talking lunch, we’re talking understanding the property, becoming best friends. Remember, there’s very likely very many of the same buyers on our list as there are on your list. Now, if we’re both sending out a similar property in a similar area for the same price, what’s going to make them buy from me versus someone else? The relationship.

Brent Daniels: For sure.

Jamil Damji: People do business with their friends. They do business with people they love and like. We actually have people who will forego a property because that person that they deal with, their disposition rep, isn’t available to show them the house. They’ll just say, “You know what? I’m not going to buy this one. I’ll pass on. When Kevin’s around, you let me know and tell Kevin to give me a call when he sees the next one that he likes, and we’ll go for it.”
It’s literally making these relationships so solid but also taking care. We can’t sell junk, right?

Brent Daniels: Yep.

Jamil Damji: I could never sell a house a second time to a person if they got burnt the first. So it needs to be a deal. It needs to be real. People need to be able to be making money. They need to be feeling happy about their purchase. They need to feel like the people that they bought from care about them, that they check in on them. There’s so many folks in this business that’ll sell a house to a guy, and the day it records is the last time they talk.

Brent Daniels: Oh, sure.

Jamil Damji: To me, I think that’s a very, very hard way to live.

Brent Daniels: Short-sided.

Jamil Damji: You’re working so hard. Yeah, you’re working so hard to have to regain that trust, regain that relationship. People don’t realize how easy things can be if you put things on repeat rather than trying to reinvent the wheel all the time.

Brent Daniels: Oh, absolutely. Yeah. A hundred percent. How do you find these buyers? How many buyers do you have that you can actually… I mean, you’ve got 30 guys-

Jamil Damji: It’s tough to say.

Brent Daniels: Do you have 300 buyers? Do you have 300,000 buyers?

Jamil Damji: Market specific, right?

Brent Daniels: Yeah, just here in Phoenix.

Jamil Damji: Fifteen thousand.

Brent Daniels: Right. You’ve got 15,000 that you’re active, so you’re-

Jamil Damji: They’re not all active, right?

Brent Daniels: Sure. Do you get a specific property, and you’re like, “Okay, this is great for these type of people, this list of people, this segment of my list”? Or are you just saying, “Hey, everybody take a look at this?” Then whoever responds kind of gets their own rep.

Jamil Damji: No, it’s absolutely targeted. We know where people buy. We know what their sweet spots are. We know the type of rehabs they like to do, the type of properties they like. There’s guys that won’t buy property without parking. There’s guys that won’t buy a property that doesn’t have a pitched roof. There are guys that won’t buy a property that has a pitched roof. You really have to know the minute details. That’s why things like Podio, but also listening. CRMs are awesome because you can make notes about people and write down their preferences and the things that you’ve learned about them.

Brent Daniels: Yep.

Jamil Damji: But also listen, ask questions. Listen to your clients. I can’t stress that enough. If you can just hear what they have to say instead of just waiting for your turn to talk, then you really can dial in and find exactly what they’re looking for. When you present somebody with exactly what they’ve asked for, it’s extremely hard for them to say no.

Brent Daniels: How do you find these people?

Jamil Damji: The same way anybody does, tax records, VAs. Finding buyers is not hard.

Brent Daniels: You mean you go to tax records, you pull up people that bought properties for cash, you get the VAs to kind of scrub that list, and then what? You call them?

Jamil Damji: Then we’ll reach out.

Brent Daniels: Yeah, TTP.

Jamil Damji: Absolutely.

Brent Daniels: This is TTP on the buyer, building the buyer database side.

Jamil Damji: For sure.

Brent Daniels: Oh, my gosh. This is why you’re on the podcast with me real quick, Jamil. This is why.

Jamil Damji: Awesome.

Brent Daniels: Because this proactive activity, I mean, that’s what this whole thing is about. Talking to people every single day. It is so huge. Not only that, guys, not only is Jamil just talking to actual cash buyers, he’s also reaching out to real estate agents and talking to them and letting them know that he is ready to buy properties, and he is able to purchase them cash because he is. These people love him, and they bring him deal after deal after deal before they even hit the market. I mean, it’s incredible.
This guy has a reach that’s unbelievable because he’s proactive. As you guys can tell from just the tone of his voice and the way that he’s communicating, he is extremely kind, extremely optimistic, extremely giving. I mean, there’s no reason for him to get onto this podcast. He’s got nothing to sell. He’s here just to give value and to show that there’s different ways to do this business and to be successful. It’s just amazing. You know what I mean? It’s just I get it. I understand why you are so successful, and I understand why you guys continue to build up your buyer database and keep them happy.

Jamil Damji: For sure. I think the ultimate goal is that for us the difference between when we sell a house versus when I’ve seen some houses get so… or when I’m buying a house, this is the thing that irritates me the most. And I’m okay with it because it’s still good for my business, but I can’t tell you how many lists pop into my email. I haven’t opted in. I didn’t ask to be on the list. I’m happy to be on the list, don’t get me wrong.

Brent Daniels: Sure.

Jamil Damji: So all of you guys out there that are putting my email on your list, keep doing it. Keep sending me the house. You don’t need to ask me permission to do that. I don’t care. My email is my name, Jamildamji@gmail.com. Just put me on your list. Send me your deals. It’s cool. The thing about it though, when you’re doing that to a buyer that’s not at that level, it’s terrible. It’s not a nice thing to do. In fact, it irritates people to such a degree.
Imagine how does it feel to you when you get a phone call from a telemarketer that you’re not wanting to talk to or that’s selling you something that you’re not interested in. You might say, “Okay, I can’t talk to you right now. I never asked to be talked to about this, so see you later.” Or if you send somebody an email and they send you an email back, and you haven’t talked to them to ask their permission to be sending them deals, and they write you that nasty email that says, “Unsubscribe me, and never email me again.”
The reason that’s happening is because you’re lazy. People are lazy. I don’t mean you. I’m sorry. You know what I’m talking about. People in general.

Brent Daniels: Absolutely.

Jamil Damji: It’s lazy, lazy, lazy, lazy. Don’t do that. Take the time, have a conversation. Let the people know who you are and that they’re going to expect to see something from you and then make sure you’re sending them what you told them that you would.

Brent Daniels: Love it. Absolutely love it. You’ve got these guys on a daily… These disposition employees. What does their day look like?

Jamil Damji: Fun, man. You haven’t had an opportunity yet to pop in our office. But I’d love for you to one day come in and maybe bring the camera with you. If you guys have a visual media in which you can show the culture and just the way that people are living in that office, it’s fantastic. A day is super busy. They get in, they make their calls. They know what inventory is going to go out. They reach out to the guys that will like each specific type of property. They make appointments, and they sell.

Brent Daniels: Who do they call? You said that they reach out, and they make calls. Who are they calling?

Jamil Damji: They reach out to their buyers. They’re reaching out to the buyers that they have-

Brent Daniels: Buyers that they have talked to or buyers that they’ve never talked to? They’re reaching out to see if they would want to be… if they’re looking for deals.

Jamil Damji: Both.

Brent Daniels: Got it.

Jamil Damji: The day has to be structured into from 8:00 until 9:00 I’m going to be doing… I’m just reaching out to new guys that we haven’t really touched base with or that we don’t have criteria or parameters on. And then the next couple of hours will be we’re about to send out a blast, but before, we want to make sure that… Because people want to be treated like they matter.

Brent Daniels: Sure.

Jamil Damji: Right?

Brent Daniels: Sure.

Jamil Damji: They want to feel like they’re getting the deal. They want to feel like they’re the first in line. That has to be true. You can’t say to folks, “Yeah, I’m only sending this to you,” but have it go out to 30 people because what ends up happening is if one of those 29 take it, then the guy that you lied to hates you.

Brent Daniels: Yep.

Jamil Damji: Right?

Brent Daniels: Yep.

Jamil Damji: You just want to be super honest. You want to tell everybody, hey, look, I’m reaching out to 20 guys that I know this is this perfect property for, but I’m calling you direct. Let’s go through it right now. Do you have a minute? Yes? Okay, here’s the address. Let’s talk about it. These are the comps we’ve found. I’m texting you pictures right now. Stay on the phone and look at them with me. I mean, we’re really, really, really dialing in those conversations, and we’re getting people excited. They’re feeling good about the house. Then we make the appointment to show it to them and close the deal.

Brent Daniels: Yeah, because typically let’s be honest, most people around the country, you get a deal, you sign it up, you put together a blast, and you blast it out and you see what happens. Right?

Jamil Damji: Yep.

Brent Daniels: I mean, that’s what happens, right?

Jamil Damji: Yep, it feels like spaghetti, right? That’s literally throwing spaghetti at the wall.

Brent Daniels: Sure, sure. What you’re saying is… By the way, Jamil has taken the deals that people are blasting out, and then on top of that, he puts them under contract himself. He’s either going to close on it, and if he doesn’t, he blasts it out to his database or intimately brings it to his database. What do you make on an average deal, like $1,000, $2,000? More.

Jamil Damji: Yeah, it’s better than that.

Brent Daniels: All right. Let’s just say, guys… Here’s the deal, guys. He makes significantly more than that. Okay? He’s being modest now. He doesn’t like really getting too crazy with the amount that they make every month because it’s bananas, but let me just tell you that it is not a small amount. He is making significant amount of money per deal by having this intimate approach with his investors. He knows what they’re looking for. He knows what their exit strategy is. His advantage over being able to just blast it out and seeing who’s going to take is, he knows what their exit… what they’re going to do with it.
Maybe they want to buy it as a rental. Maybe they have to put money somewhere. They just have to buy a ton of properties right now. Maybe they want to do a fix and flip, but they want to add square footage. They can pay more for these properties and it still makes financial sense for them because they have a different strategy, and the only way that he knows that they have a different strategy is because he talks to them. He has a whole army behind him reaching out proactively.
First of all, they proactively reach out on a cold prospecting call to see if these people want to get this value from their company. They say yes, and then they follow up with them and keep them engaged and keep them so happy and ready and prepared. And, oh, by the way, he knows who can close deals and who can’t. Oh, by the way, he knows who can deposit earnest funds and who can’t. Oh, by the way, he knows who can close in two days and who needs 60 days to close. He knows all these things because he’s got the different side of the business.
What he’s saying is, yes, there is acquisition. There’s guys like me and my company out there making thousands of phone calls every month providing opportunities, trying to solve the problems of the seller, and going out there and working that side of the business. And then there’s the disposition side of this business, the disposition side of this that is saying, “Hey, let me nurture all of these cash investors that want to feel like they’re VIP.” They want to feel… I don’t know any big-time investor that buys multiple properties every month that has not asked on several occasions to be… Just give me a shot at it an hour before. Or just let me be your top guy or your top guys in there. Let me just before you blast it out just give me a shot. That’s the way he makes all these people feel. You know what I mean? Can you imagine? NO wonder he’s abler to sell the deals for so much more, and be able to have this business that can support that many people. It’s incredible.
Incredible, Jamil. Seriously, you’re the man.

Jamil Damji: Thank you, Brent. Thank you. Again, I really do have to say that this business doesn’t exist without you, without collaboration, without really, really, really getting to know your fellow wholesalers in town. Remember, the thing that sucks with a competitive mindset is when you’re looking at people like they’re going to take from you. If they’re in business or if they’re doing well, you’re not. Or they’ve taken the deal that you should have from you. That whole line of thinking is flawed.
I learned this one bit of advice actually when I was living in Los Angeles and seeing all these amazingly brilliant content makers that exist in that space. I would find these funny, talented, extremely inspiring people doing absolutely nothing with their talent. What I realized quickly is if you have no distribution, you have no business. The other thing was specialize. Don’t be the Jack of all trades. If you’re a damn great acquisition house, spend your money and your time doing better at acquisitions.

Brent Daniels: Yep.

Jamil Damji: And then link up with a team like KeyGlee, like us, that can come in and sell your deal and just… If you’re spending all of your time buying versus half of your time buying and the other half of your time selling, guess what? You’re going to do twice the number of deals. It’s just that simple. You didn’t lose any money because you sold a deal to me or because we did a deal together. I’m getting more for the properties than most people could.

Brent Daniels: Yep.

Jamil Damji: That’s because we’re creating that value. We’re creating that relationship. Find synergies between yourselves and other folks in your market. If you are in a market and there’s no disposition house there, get on it.

Brent Daniels: Yeah, it’s blue ocean. Yep.

Jamil Damji: I just gave you the keys to the kingdom. Go.

Brent Daniels: Yep, I love it. Just real quick before we jump off this, Jamil, we are in the same mastermind that meets every single month. We talk about what’s working and what’s not. I’m telling you guys, and this is very self-serving for me because I love it and I want to encourage you guys all to talk to people, but, Jamil, for real, everybody’s doing cold calls. Right?

Jamil Damji: Everybody.

Brent Daniels: All the big guys. Everybody, right?

Jamil Damji: Everybody. Everyone.

Brent Daniels: Everybody.

Jamil Damji: Everyone. You guys are all calling the same people, the same numbers. It’s hard. It’s really, really, really hard. I commend you guys.

Brent Daniels: But it’s working.

Jamil Damji: It works, yes. It works. You guys are crushing it, doing tons of deals, making tons of money and it’s fantastic. I think that it’s amazing. But in Phoenix if we could have this many talented people and they’re all calling the same folks and they’re all using the same phone numbers and the same service to get those phone numbers, and they’re all calling the same lists, how is it that each one of you bad asses can do 20, 30 deals in a month? I still don’t understand that, but it’s true.

Brent Daniels: It’s talking to people. I’m telling you, everybody listening to this, if you guys have not… If you’re hearing whispers and kind of the little thoughts here and there, and you’re seeing it on social media about TTP and getting deals, and I got this check from TTP and doing all these things, you got to jump on board, guys. It is a no brainer. This is the way that the business is going. As marketing gets more expensive, you have to use your talents, your skills, your voice to be able to go out there and find the deals.
Listen to what Jamil is saying right here. He is not spending multiple thousands of dollars on marketing campaign to get his cash buyers. He is investing in his people, training them up to reach out to homeowners, proactively building their database. He literally has a couple dozen guys every single day excited about hitting the phones and getting opportunities and providing value to his cash buyer database.
This is it, guys. This is the secret. This is the plan. This is the path. Take it seriously. Really, really take it seriously. The proactive approach is the winning approach a hundred percent.

Jamil Damji: Awesome.

Brent Daniels: Awesome. Well, Jamil, thank you so much. If people want to get a hold of you, you obviously gave your email, which is very brave of you to do, but also-

Jamil Damji: How many folks are… I apologize. I don’t know the viewership. I love you so much. It wouldn’t matter if there were three people that would listen to this. It would make no difference to me. But how many folks are going to be sending me emails, Brent?

Brent Daniels: Well, it just depends, but there’s a lot of people that listen to this. A lot of people getting value from this podcast.

Jamil Damji: Find me on Facebook, Jamil Damji.

Brent Daniels: Spell your name.

Jamil Damji: Sure. It’s J-A-M-I-L, D, like David, A-M-J-I. Find me on Facebook. Find me on Instagram at I think it’s Jdamshi or email me. Google my name and you’ll probably find my number.

Brent Daniels: Who knows? Yeah.

Jamil Damji: Call me. Talk to me. I’m open to helping. I’m open to collaborating. I want to work with as many of you out there as possible.

Brent Daniels: Awesome. Thank you so much. Guys, if you guys are interested in taking your business to the next level in a proactive approach, the TTP program, the Talk to People program is the path. We are exploding right now with this. It is just going so unbelievable around the country. If you are interested, just sign up, reach out to us at www.wholesalinginc.com/TTP. Wholesalinginc.com/TTP. We will jump on a call. We will go through the whole program with you and make sure it’s a great fit for you, make sure it’s a great fit for us. If it is, you and I are going to be talking soon. I look forward to that, and I hope to talk to you guys soon.
Thank you again, Jamil, so much.

Jamil Damji: Thank you, Brent.

Brent Daniels: An incredible, incredible 45 minutes of value. Until next time, guys, go out, talk to people, bring some value, bring some impact, and dominate. See you later.

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