Posted on: October 12, 2020

For many people, finding and closing 60 to 80 deals per month sounds like a stretch. For today’s guest, it’s a walk in the park.

Jamil Damji is one of the best in the real estate and wholesaling arena. A massively successful wholesaler, Jamil is also the co-founder of KeyGlee, a company that helps homeowners sell their home online safely and easily within minutes.

With more than 50+ employees, KeyGlee can easily wholesale up to 90 houses per month! However, the sheer number of employees his firm has is not the only thing that has helped Jamil consistently close a huge number of deals monthly.

In this episode, Jamil shared some of the business and life lessons and hacks that has helped him become the success he is today. If finding deals has been a challenge for you, today’s episode might just turn your business around!

Key Takeaways

  • What he’s doing right now and what he’s been up to
  • His favorite way of building his buyers list
  • Business hack he’d like to share
  • How to find a high net worth cash buyer
  • His favorite book of all time
  • The importance of being more intentional
  • What to do when you find yourself thinking negatively
  • What a typical day is like for him
  • Where people can find him online

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Episode Transcription

Lauren Hardy:
You are listening to the Wholesaling Inc podcast. I’m your host, Lauren Hardy. And if this is the first time you’ve ever listened to me on this podcast, I want to introduce myself. I’m one of the newest coaches and I teach all things virtual investing. Today, I get to talk with my good friend, Jamil Damji. I’m sure you guys know Jamil. He is an awesome investor, and he has a particularly interesting skill in dispositions. In this episode, we deep dive and get into it. Jamil has a ton of experience. He’s based in Arizona, and we became good friends through just some of the… I don’t know, maybe one of my travels. We had met at one point and I got to know you. Immediately loved you. Everybody loves Jamil. You are very entertaining, but not just that, you are extremely knowledgeable. I also am aware that you’re very knowledgeable in the area of dispositions, so that’s the area that I really want to pick your brain later in the show. So everybody, let’s welcome, Jamil.

Jamil Damji:
Hi, hi Wholesaling Inc family. Just so you know, Lauren, I’m a huge, huge fan of Wholesaling Inc. I love Tom Kroll. I love TTP. And I’m a big fan of yours, actually. I’ve been following you for some time and there are women in my life that I have referred you to, to say, “Look at this person. She’s so inspirational and amazing, and you should watch her and follow her, and see all the amazing things you do.” So, just so you know that the admiration is reciprocated.

Lauren Hardy:
That’s very sweet. I’m definitely excited that we finally got to do this. Tell us a little bit about yourself for those who don’t know Jamil. Jamil, what are you doing right now? What are you up?

Jamil Damji:
So I am one of the founders of KeyGlee. We’re a wholesale operation based out of Phoenix, Arizona. We specialize in dispositions, as Lauren said, and what that means is we actually are a business to business wholesaler. All right? So we don’t go direct to consumer a lot of the times. We’ll do anywhere between 60 to 80 transactions on a monthly basis. And out of those 60 to 80 deals that we’ll do, maybe 10 them are seller direct. The other 50 to 80, or whatever, however many it is, 50 to 70 without the 10, are business to business, meaning we’re helping other wholesalers sell their deals for more money than they could have got on their own list. And so how we’re able to do that is just our technology, our capacity to data mine for really, really high net worth buyers and the relationships that we keep.
So, they trust us. They believe our due diligence when we do it, and share that information with them. So, we’ve gone a long way in being the voice of authority and being that trusted source for wholesale deals for many rehabbers, many buying holders, institutional buyers, and just high net worth people looking for cashflow. Wholesalers across the country bring us their opportunities so that we can help them sell them. And it’s a different approach. If you look at a lot of the training, and I know you’ve got an amazing course on virtual wholesaling, but it is also in the acquisition realm. And so you’re showing people how to get deals virtually and you do an amazing job of it because I know you have a thriving business and people who work with you are thriving as well. And sometimes what ends up happening is when they learn how to go out and tie up these deals and get these deals, and if they’re not in markets like Orange County where there’s just a buyer for everything, they need help selling the deal.
And so a lot of people getting into the business, learn acquisitions and learn it heavy, and don’t focus on the other side of the equation, which is where the check comes from. And so what we’ve been able to do is really fill that gap and be there as a bridge for many wholesalers to get them across the line to a check while they’re building up their business, and while they’re building up their own dispositions.

Lauren Hardy:
I mean, I definitely want to get into that more because it took me many years to actually realize how big of a deal dispositions is. I did not realize how… I wasn’t paying enough attention to the dispo side. I mean, I started as a house flipper, so I think that that’s probably why, because I was the disposition strategy. I would flip the house, and so I didn’t really worry about that. But there was a time about three, four years ago where I thought, “I am not paying enough attention to dispositions, and I have the same person on my team doing acquisitions and the dispo,” versus separating them out, and I thought, “Well, what if I had just one department in acquisitions, one disposition department. Keep them completely separate. They do work together, but separate,” because they really are two different roles. And it’s really hard to split yourself and do both.
And a lot of my students, they’re doing everything right. They’re doing lead gen, they’re doing acquisitions, and they’re doing dispositions. It is a lot. So for me, when I made that shift, it was a game changer for me. I was getting higher fees. I was doing more deals. It paid for that extra body on my team. What is your number one favorite way to build your buyer’s list?

Jamil Damji:
So my favorite way, and this is for anybody that’s just getting started. I think that the key is when you have a deal under contract, you need a buyer now. And so a list is interesting because when you build a list, you’re building something that doesn’t have time attached. Let’s think about the process of list building. There’s no urgency. We don’t know when that buyer is ready to buy. There’s no indicator there. It’s just the name and email, and they have bought real estate in the past or we’ve connected with them and they’ve opted into our list, but timing doesn’t become the factor. And so I believe that timing is essential in dispositions, because if you can catch a buyer when they’re ready to close, or when they’re ready to buy, it doesn’t matter where the deal came from.
If the numbers make sense to that buyer, then they will take a look at that opportunity and possibly buy it. And so I would suggest that every day, for at least one to two hours a day, you look at the MLS, or realtor.com, or zillow.com, or PropStreet, any of those services that has real time, MLS information. And you look at the new listings that have populated on the MLS for the last 24 hours. And you go through those new listings and you see which of them appear to be a flip property, so which of them appear to have been flipped. And you can tell that by looking at the quality of the picture. So typically, when an investor flips a house, they get a professional photographer to take those photos and they stage the property. So you’re looking for new cabinets, staged living rooms, closets with no clothes in it, right?
You can tell that it’s a flip. Now, you’ve now identified that this is a flip property. What you then do is you find out who is the owner of that property, and you skip trace them and you call them. And you say, “I noticed that you just listed your property that appears to be a flip on the MLS today. I imagine you’re looking for your next piece of inventory. I have your deal.” And that is exactly how you sell a deal, and you hack the timing because you stood in front of that buyer the moment they needed the next deal. The moment they needed their next deal is by being the first person to that buyer with an opportunity when they need it.
And so what I suggest again, what you do is you go through the MLS every day and you time block an hour or two hours, and you look at what new property appears to be a flip, and you write down the names of all those LLCs or those people, and you note their addresses, and then you skip trace that list at the end of one or two hours. And then you take the next hour to call them all, introduce yourself, and add them to your list or sell them a deal.

Lauren Hardy:
That’s the money advice.

Jamil Damji:
It’s the hack.

Lauren Hardy:
Yeah.

Jamil Damji:
That’s how you find a for your deal right now.

Lauren Hardy:
It’s interesting. You’re doing almost what we do on the acquisition side sort of, but it’s the opposite. Now it’s the disposition side. I bet none of those guys are getting calls.

Jamil Damji:
We typically… When you’re looking at the MLS for deals, for instance, say you’re an act wholesaler. If you’re on the MLS, searching for deals, I bet that you see what looks like a flip and you just scroll right past it. You’re like, “Not interested. Not interested. Not for me. Not for me. Not for me. Not for me.”

Lauren Hardy:
Right.

Jamil Damji:
But, you’re scrolling past your buyer.

Lauren Hardy:
Right, no that’s a good point. How are you getting the buyer’s information when you skip trace, like say it’s an LLC. Do you get their number from typical skip tracing, or do you have to kind of go an extra step?

Jamil Damji:
I have to do the extra steps, so I’ll go to the Secretary of State website or the corporation commission for that state. And then I will search that entity, find out who the owner of that entity is, and then skip trace that owner. So this doesn’t work when properties are owned in trusts, because it’s really difficult to identify who is the owner of a trust, but guys, people aren’t flipping houses in trusts.

Lauren Hardy:
No, it’s LLCs usually.

Jamil Damji:
It’s LLCs.

Lauren Hardy:
Right. Yeah. Because sometimes it gets tricky when you can’t find the LLC and then you have to kind of figure out who owns it and whatnot. So yeah, this is good advice.

Jamil Damji:
Can I share another?

Lauren Hardy:
Yes. Yeah, absolutely.

Jamil Damji:
So let’s say for instance, you’re looking for a buyer, like a buy and hold guy or somebody to pay a little bit more money. Say you’ve got a house that isn’t a flip property because it’s nice, but it’s discounted. So it’s not as discounted as you need it to be for a flip, but it’s discounted and it would make an amazing rental. So how do you find a cash buyer, a high net worth cash buyer who’d be interested in buying instant equity on a property? So, this is what I do. So if I’m in Phoenix, which I am, I’ll go to zillow.com and I will search for listings from $1,000,000 to $3,000,000. And Zillow will then populate for me where all of the houses in Phoenix that are between $1,000,000 and $3,000,000 are located.
And now I know where all the rich people live, and now I know what all of their zip codes are. And what I then do is I then go to the County record, I go to the County assessor’s site, and I just box in that one little area where all of the rich people’s houses are. And I skip trace all of those individuals, and I call them. I literally just called them and I say, “Hi, my name is Jamil Damji. I specialize in finding discounted real estate. I can sell you a house that’s got 20% equity the day you close. If you’re interested in seeing any of my inventory, I’d love to send it to you. What’s your email address?” And you’d be surprised at how many people of high net worth will listen intently to that conversation.

Lauren Hardy:
That is gold. This is outside of box kind of stuff, but you’re right, high net worth individuals are always looking for a place to put their money, a place that would earn a really good return and rental properties do, especially buying it with instant equity. I mean, the return on investment really adds up at that point, especially if they’re using all cash, so that’s genius. That’s amazing.

Jamil Damji:
Yeah, so that’s just the [inaudible 00:12:16] guise of what we do. Again, our focus is really on dispositions and being the authority on how to do that at the highest level in this business.

Lauren Hardy:
That’s amazing. Other than real estate, what is… Because I know you are a deep thinker, you’re all about self-improvement and bettering yourself. What’s your favorite book of all time?

Jamil Damji:
I think my favorite book is “The Autobiography of a Yogi” by Paramahansa Yogananda. That’s a mouthful to say, but yeah, I love “The Autobiography of a Yogi.” One of my first books that I read about personal development, and self-improvement was, “You Are a Badass” by Jen Sincero. love it. I love her.

Lauren Hardy:
You are a bad ass.

Jamil Damji:
I mean, I remember picking that book up and I had a hangover because I had been just not living my best life, and I wasn’t in the best spot and I wasn’t in the best energy and I needed to change. And I picked that book up and I really was inspired and I let the next foot fall in front of the next foot, fall in front of the next. And so, I meditate daily. It’s a non-negotiable for me. I really believe that when you can still yourself and focus in on nothing, and just you, like who you are at the core. The insights you gain from that are the insights of genius. That’s where the equations that changed the world come from. That’s where the inventions that revolutionized the way we move and think and interact came from.
And so I try to spend at least a half an hour a day in that space of silence, where I can just get to myself and see what my highest self has in store for me, and I love that. I let anybody know who’s wanting to do more in their life, and trying to get that level of excellence or do something different. It happens inside first. It’s not about working your tail off and your fingers down to the bone. It really isn’t. If you followed me around all day, people would say that, “I don’t know that he does all that much,” but what I do, I do at the highest level possible.
So, I’m not wasting time. I’m not spending my time doing frantic work or activity that’s not going to produce for me at the highest level. And because of that, I’m more intentional with things. And because I’m more intentional with things, when I do something, I do it right. And so if you are trying to transcend that, if you’re trying to get to that spot that’s next level, it starts in here and it starts in here. And if you gave yourself five minutes a day of just reflection, you would see an immense difference in your life.

Lauren Hardy:
I agree, I’ve read, “The Road Less Stupid,” and so I’ve tried to meditate and I can’t do it. My brain just [inaudible 00:15:19], like [inaudible 00:15:19]. I can’t do it, but “The Road Less Stupid” has what’s called thinking time, and I’m really good at thinking. I’m good at thinking, and so in a way that’s kind of like my meditation. I mean, I’m just not good at meditating, but it’s been a game changer. I started waking up at 5:30 in the morning so I have time to think. I was getting so busy that I had no time to think, and I’ve got kids running around and I’ve got this coaching program and I’ve got a wholesale business. I have no time to think.,And I was making these decisions irrationally and off the cuff, and some of these decisions were not great decisions. When you have time to just sit and think, you can kind of stop yourself from making five figure mistakes because you just made this quick off the whim kind of decision. So, that’s my meditation, I think. I can’t meditate very well, but that’s my way.

Jamil Damji:
That is awesome. And the only thing that I would add to that, Lauren, would be in thinking, thinking is not bad. Thinking is great. It’s awesome to do. The only thing that I would add to that is weed out anything that’s negative. Negativity finds a way to fester, manifest, and grow. If you find yourself going down a negative path of thought, then do… The trick to letting that go is think of the exact opposite of that. Even if it’s not real, even if it’s not real right now because the negative thing is what’s real in your life, think about the exact opposite of the negative thing and focus on that thing, and that thing starts to find its way to you.

Lauren Hardy:
That’s really good advice. So, I’m always obsessed with habits of like successful people and, what do you do in a day? What does a typical day of a highly successful real estate investor… Walk me through a day in your life from morning… Let’s choose a weekday.

Jamil Damji:
It’s not super exciting. So, I wake up around 5:30. I will have my coffee, my vitamins and water, and then I meditate. And once I’m done that, before the ankle broke, I would do about an hour of exercise. And then once I was done that, I spent another hour with my wife, just chatting, talking, connecting, having us time. And then once that happened, I would be on my way to the office. So I don’t get into the office until 11:00. That’s just what it is. And so from 11:00 AM til about 7:00, I’m at the office, hanging with my team, helping them through deals. I’m on the front line. So a lot of times, people don’t realize… I get asked all the time like, “Hey, who could look at this deal for me?” Well, I can, And so I’m on the front line. I’m working with my team. I’m helping them work through deals. I’m helping them see things in deals that they may not have seen. We’re bouncing ideas off each other. I’m actively in the business with them all the time. And then come around 7:00, I shut it off. I come home and my wife and I have supper together, and then I’m in bed by 10:00.

Lauren Hardy:
That’s awesome.

Jamil Damji:
It’s really not… It’s simple. It’s really structured. I’m dad. I’m just a structured, habitual dude. I do everything in its thing. That’s why you’ll typically see me in the same t-shirt because I have a thousand of them. I don’t want to waste time on what I’m going to wear. I know exactly what I’m going to wear, the same thing I wore yesterday and it’ll be the same thing I wear tomorrow, just a clean one.

Lauren Hardy:
Well, I mean, I think that’s good to know because a lot of people, they want to be successful, but they don’t even know what to do. They don’t even realize that they have bad habits. And I think habits are so important because they compound over time and something that seems like maybe not a big deal, like using, for example, sugary creamer in your coffee and you kind of dump it, you don’t measure it. I mean that sugary creamer adds extra calories that after a while, you’ve got five extra pounds by the end of the year because you’ve been chugging three cups of those a day. These little habits. So for me, I was never really an early morning riser until like three weeks ago. I don’t know what got in me, but I was like, “I really need more time for thinking time, and I just need more time in my day.”
And my kids have hit this milestone where they don’t exhaust me as much because they’re six and nine. I don’t have that need anymore. I used to have this need of when they would go to bed at 8:00… On the dot, they had to go to bed at 8:00, I needed two and a half hours just to myself of silence because they were so needy. But they’re not little needy toddlers anymore, and I realized they hang out and watch TV and get their own snacks. I don’t need that two and a half hours any more. So I don’t need to be up till 11:00 anymore. So I realized like, “I could go to bed when they do around 9:00, and I can get up at 5:30,” and my best mental energy is in the morning.
I do my best work in the morning, so why not be awake when I do my best work. I might as well be up two hours earlier when I am just where my brain works the best. I made that change three weeks ago, and I’m never looking back. I’m part of the 5:00 AM club. I am never looking back. I have been able to get so much work done in that one… I say the hours between… Because usually I don’t really get into the workflow until about 6:00, so from 6:00 to 7:00… And my kids wake up at 7:00, so from 6:00 to 7:00, usually I’ll put in a project that is kind of a push or needle forward type of project. Something that is going to push me forward to some big goal.
And I noticed that that one hour is equal to four hours in regular time, like four hours of 8:00 to 5:00 because 8:00 to 5:00, you’re getting interrupted. You’re getting text messages. Your kids are running in and out, and you can’t really get like that focus that you can when you’re completely uninterrupted and nobody is bothering you.

Jamil Damji:
Absolutely.

Lauren Hardy:
So it’s always interesting when you hear a successful person, what time do you wake up? 5:30. No surprise. It doesn’t surprise me.

Jamil Damji:
Yep.

Lauren Hardy:
It doesn’t shock me.

Jamil Damji:
I’d like to wake up even earlier. If I could get to bed at 9:00, I’d wake up at 4:00.

Lauren Hardy:
Yeah. Oh man, well Jamil, it’s been a ton of fun. Where can people find you? Where are you on the socials?

Jamil Damji:
So you can find me on Instagram at Jdamji, so at Jdamji. I’m on Facebook, so that’s where you can find me. That’s where you can find some content. That’s where you can see me do my thing. And otherwise, reach out. I do respond to DMs. I have a little bit of help now because they’ve kind of gotten out of control and I was letting them… There were thousands and thousands of them. I had no idea there was an entire other mailbox that were requests. I didn’t know.

Lauren Hardy:
There’s a secret mailbox.

Jamil Damji:
I didn’t know. I thought, “Oh my God, I’m getting through the primary,” and then, “There was a general mailbox.”

Lauren Hardy:
There’s a general. What is this?

Jamil Damji:
And then I went through and got through the general, and then I had asked Pace and I’m like, “What’s this 99 plus requests thing?” He’s like, “Press it.” And then I pressed it, and there were 2,400 messages in there that I had no idea were in there.

Lauren Hardy:
Yeah, I’ve done the same thing. I can’t say I am as popular as you.

Jamil Damji:
It was weird.

Lauren Hardy:
That is crazy. But yeah, it’s gotten very difficult with the social, especially because the messages come from all these different directions. The three different mailboxes, plus Facebook has a hidden message section. Facebook is out all over the place. I can’t even figure that out, so I have the same thing. I have a VA helped me with people who slide into my DMs, so don’t say anything weird.

Jamil Damji:
Yeah, right?

Lauren Hardy:
Because it’s not me, and I would appreciate weird, but my VA would not appreciate weird. Anyway Jamil, this has been amazing and we should definitely do this again soon.

Jamil Damji:
Absolutely.

Lauren Hardy:
Awesome. All right, bye.
Thanks for listening to another episode of the Wholesaling Inc podcast. If you guys want to learn more about real estate investing, and taking your business virtually, go to www.wholesalinginc.com/virtual. Thanks again for listening.

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