Ep 365: Start Land Investing Young With Jazz Dhanoa & Zuhayr

0:00 Hey, everybody, welcome 0:01 to another episode of high with us podcast. We have a course guest that we made on today that we were bringing on today. And we actually met the gentleman on Twitter, you know, we he was talking about land, he was talking about land. And we connected and it's really cool how you know, meeting a complete stranger online, where your your business, your kind of your business model your values and what you're up to align in such a way. It's like, Man, why are we not working together? Because we're doing the exact same thing. We're heading in the same direction. So I think this could lead to a really cool conversation. I want to introduce everybody to my boy, Jasmine here. 0:37 Hey, guys, thanks for having me. Yeah, I mean, we met on Twitter. It was it was great, because, you know, Daniel and I were kind of going back and forth about these dividend investors and, you know, their 4% returns and things like that. And we were like, hey, you know, we have things like a 200 300, you know, 500% returns, why not do this? And then we started talking to DMS, and here we are. 0:58 So can you just your partner servers? Yeah, 1:01 this is my partner Zuhair Khan. He's actually the one that got me into land investing. So a little bit of background on myself, you know, coming into college, I'm 24. So I, you know, freshly out of college, maybe like, two, three years ago. I was pre med, you know, but I felt like I was always business minded. I finally graduated, did the whole honors, did the whole, you know, neuroscience research, all that kind of stuff. And then when I got into the field, I was realizing like, hey, you know, we need to make money. And like, that was like, kind of the biggest thing was like, How can I make money without, you know, actually trading my time? And so I was trading in the stock market, it was going well, and then it just got too risky for me. So I ended up, you know, I, I was in the neuroscience lab with Zuhair actually. And then I was like, you know, complaining to him. And he was like, hey, my dad and I have been doing land for a while you should come check this out. And then long story short, we did a couple of deals together. And then we realized, you know, this is a good partnership to have. And now we want to share it with everyone else. 2:01 Do amazing. So what were you guys doing in neuroscience? 2:06 Yeah, yeah. So we're, we actually went to Cal Poly Pomona, and neuroscience, it was, I've always just been a curious kid. And neuroscience is just one of those things where it's like, there's ultimately like, a lot of things that are unknown out there. So and I wanted to help, you know, uncover that. My job, particularly it was like, you know, in the lab really like, setting up the experiments, monitoring the experiments. It's almost another life now. And I think about it, but man, yeah, it was kind of boring. I'd rather do I'd rather be floating lands, and we're going to be honest, 2:37 yeah, the research we were doing involves monitoring, dopamine cycles and food anticipate anticipatory behavior. So if you have like mice, right, and you feed them at noon every single day, right? These mice get trained to like, think they're about to get food every day at 12 o'clock. So they start getting excited, and they move around. Right, and we measure that activity. We know we sort of played around with it and manipulated it, you know, what happens is, don't give them food at this time, like, how does their behavior change? Or, you know, right, we just monitor that behavior and saw how this tied into ultimately what was called a circadian rhythm. Right? So it's like, you have like your rhythm, biological clock at different hours of the day, right? Your body releases different chemicals. So that's what we like, in a nutshell, what we were working on together. 3:27 And that's pretty cool. So that's another level of overlap between us and you. I'm I'm a science nerd, man. I'm a bit like a scientist, like literally, like, I got some stuff around the house. Yeah, that you take a couple episodes to cover. But yeah, I'm like in a really big into like exercise recovery, like, experimental. I don't want to say drugs, but experimental products, healing and all kinds of stuff like that, man. So I go down a deep rabbit hole in that space. Yeah. I've done a lot in that area. 3:59 That's awesome. For sure. 4:01 So your second generation real estate, how long have you hung is your How long have you been doing real estate in homes you're like your dad to do in real estate too. 4:09 So it's been about six or seven years now. Right? My dad, he's always been business minded. And he was hacking at different things. You know, like, I remember growing up, right? He was in the stock market. He wrote his own his own book. He was like, He's works in the hospital. So he wrote a course on students who want to pursue ultrasound. So he like has three editions of his book. So he just hacked that, you know, so many different things. And then he finally landed on land. And now it's finally of age where I could actually help him contribute to my dad too, you know, so this was sort of my way of giving back to my dad because, you know, he raised me I always have food on the table. My way of giving back to him was helping him with with the land, right. So it started with just like, you know, learn little things here and there. And then over the course of six, seven years now, you know, like, I've gotten Pretty good training, I know the ins and outs of buying and selling land. And it's really been eye opening because, right you try all these different things, right? Like, oh, maybe working nine to five, or you write this book or whatever. But at the end of the day, right, what creates the most millionaires, and that's real estate, and that's becoming more and more apparent, as I grow older. You know, when I was like, 20, you know, I didn't maybe realize the value of land, now I'm driving, I see a piece of dirt and I'm like, yo, 5:31 I'm teaching a friend of mine, man, he was actually a really good friend of mine. I ended up I've known him probably going on 15 years. And I worked at a timeshare company for a couple of years. You know, I grew up in construction, but veered off for a little while when he checked it out. This guy's teaching me sales at a very high level. And I didn't even know you can tap into the human psychology like that, right? Like the the use of sales, and actually how deep that rabbit hole goes, that's a science in of itself. So he was training me for years, man, and just like putting me into a whole different universe where you can kind of like, I feel like the human being is almost like a robot like a machine, right with software. And you can hack into it, you can hack into somebody's brain, push all the buttons change their mind and steer him in a different direction, like, like immediately on a dime. I'm like, wow, I didn't know that. We were more economists than that. But no really, really cool guy, interesting guy, you guys will definitely get to meet him pretty soon. But he's just getting involved in real estate. And we're driving around, he's going to the ranches. Now he's going to invest with us on some deals, like we're just checking all this stuff out. And I was driving by us to do this and think about it. If you're a real estate investor, you're looking for a four Plex or an apartment complex or self storage or something I said, but all the money right there, see all those trees and all that grass. And everybody every day you drive by it, and you see no value. There are some trees and some grass and everybody drives by it on the way to their four Plex. Meanwhile, they just drove by a $2 million deal, right? So interesting to think about. It's like, if you don't if you're not living in that world, you don't see the value. You don't see where it is. 6:53 Absolutely. 6:56 So one thing I really want to ask you as far as like, how old are you guys? Because you guys both look young yesterday about college. You're probably younger than both of us. How long that's been doing. Holy guys. 7:07 Land? Yeah, yeah. So I'm 24. You know, we started I started doing land probably about COVID. Right around COVID. Time, so 2020 probably been about three years. 7:18 Okay. I'm also 24. I've been doing land like six, seven years, though. 7:23 Insane, dude. 24 years old. I was like, probably only construction site painting. For like, 15 bucks an hour. I've been flipping land for seven years. Do you like I can imagine I always tell everybody, if I got involved in this stuff. When I was like in high school right out of high school. I'd be a billionaire by now. For sure. 7:40 Yeah, yeah. That's the plan. 7:44 That's what he wants. I'm the old guy in the room. 7:48 So tell us a little about your investment strategy, like your purpose. Because I know you guys. We talked a little bit beforehand. You guys like helping newer people get into land space. I like making fun of people on Twitter about about their returns and reinvest. Like me and jazz, like coincide. Yeah, we both think about everybody. Everybody on Twitter, at least, but it's also about your mission. And what do you guys do? Right? Yeah. 8:17 Sure, sure. I mean, so right now, we've kind of structured our program to do at a quick glance, you know, there's three different phases, there's a knowledge phase, kind of get everyone up to speed about, you know, what the program is what the process looks like, then there's the acquisition phase, where we'll, we'll teach them how to, you know, do the due diligence, how to acquire the property, whether it's, you know, texting, mailers, auctions, or actually other land investors, things like that. And then finally, it's the closing phase, you know, how do you deal with the leads, how do you follow up with the leads, because I feel like that's one of the biggest things is, you know, these, there's, like, there's hungry buyers, which you can find on like, you know, the paid advertising and then there's ones that are like, you know, they kind of have their foot in the door, they're, like, iffy about it, things like that. So really, navigating those situations is, you know, something we're going to be sharing in our program. But um, as far as the strategy we use, you know, I know you guys tend to do the larger acreage, you know, things like 50 100 acre lots things like that. On our end, we're mostly focused on those sub one acre lots. And so completely different buyer base a little bit different marketing strategy, but you know, ultimately the same thing land 9:30 it's like a nice niche we found of parcels that are, you know, under a certain price range, and that makes it really accessible for elementary investors who, you know, might not want to put like 10,000 into a business idea. They only have like, three or four or 5000 that they're willing to. Of course, you can't really lose in land right if you guys you guys have probably noticed right land always appreciates you can't really lose and land. But right people, when they're looking to get into investing right there. They're uncertain. They're like I don't know the process 5000, right, that's taking me like a whole year to save up, now I just have to put it into a piece of dirt that's like, in a different state, you know, like, so it's really a clear in the fog and showing the direct path, the light in the tunnel that we'd like to show our students really, it's really a step by step process of our methodologies that we use. And our methodologies are very straightforward for someone to pick up. And I feel like I know, based on what have a couple of our students have said, so far, it's like, we're doing a pretty decent job on educating them and equipping them with the knowledge they need to conduct due diligence to, you know, make a nice listing that is attractive, and using sales psychology to negotiate with customers. 10:47 They love it, man. So what's what's the what's the bigger picture here? So you guys are gonna bring on some students run some training, you have a course that they're going to run through? Are you planning on partnering with these people long term? Or is it just like, are they in it for 30 days? Or 60 days? And then they're moving on? Or kind of what's what's, where's this thing? Headed? 11:04 Sure, sure. Yeah, I think, you know, the bigger picture is always kind of growing that network, and then having more friends in the space. Because, you know, ultimately, if you if you want to go far, you go by yourself, or sorry, if you want to go fast, go by yourself. But if you want to go far go with other people. And, you know, at its base, you know, everyone's gonna run out of capital soon, but like syndication, that's where, you know, the deals, continue to flow. Partnerships, ultimately, you know, make this thing a whole lot better. funner for everybody. 11:34 Like, as you guys know, US has like 2.4 billion acres of land, just because your friend owns some land or your student on some land. That doesn't necessarily mean you're losing now, right? Land really is like, a game where collaboration is the name of the game? Yeah, yeah, 11:51 I say it all the time, is that there's more inventory and land than any other asset class. Yeah, absolutely. So people are like, Oh, I go after multifamily. Like, you're like fighting with the other 1000 people in multifamily. 12:04 That's the craziest thing. You know, it's the smallest niche within real estate. But it's, you know, the most profitable, easiest to get going. Like, people don't even consider it because they look at a piece of dirt and they don't know how they can monetize it. And that's just the biggest thing where it's like, if you open your eyes, you know, train those eyes. You're sitting on a goldmine. 12:22 Yeah, and my dad says it all the time, like this whole process, technically is like, all digital. A lot of times you don't see the land, you don't see the customer. And you don't even see the money because it's like a wire transfer, you know, so it's like, 12:37 doesn't it make sense? You guys did and like, Are you like, in like, one specific states? Are you all over the place? Like us a little bit? 12:44 Yeah, yeah. So right now, you know, we've kind of stuck to California at one just because we live here. And, you know, we know the rules and regulations here pretty closely. So California right now, um, you know, Kern County, Humboldt County, all over the coast, you know, things like that. And then we tried to go to Arkansas. So we have like, couple properties in Arkansas, those are proven to be a little bit harder to sell just because our main buyer races in California. But yeah, I mean, you know, based on the trends, it looks like people are really moving out of California. So we're probably going to start going towards you know, the other states thinking like Texas, Carolinas, really anything in like the middle of the United States, that's kind of like, what I'm noticing tends to have a lot more of like the immigration going for it. So that's where, you know, we might be expanding. 13:36 Florida, Texas, Carolinas, Georgia, these places, they're gonna always explode for a long time, mostly red states. You probably don't want to get into New York, you know, not like, the states where the population is actually decreasing at a time when Florida and Texas are exploding. Right. So the demand here is tremendous. I was half expecting to see a slowdown, right. Looming recession. I don't know whether we're in one or not yet, whatever is considered and technically we are. But I think we haven't seen any slowdown in land sales at all, man, like literally, like, I think we've gotten more contracts in the last 90 days than we ever have before. 14:14 Yeah, yeah, that's the craziest thing. You know, it's like a recession. Like if, if you're not actively selling your land, it becomes a liability for you just because, you know, you have to pay those property taxes. So it's really in the best interest of a seller or like somebody who owns the land that's not monetizing it to kind of get rid of it. Like instead of you know, paying like 2000 A couple 1000 per year on property taxes, you now have money in your in your pockets, but it just makes sense for them to kind of you know, sell it and then the land investors really take it from there. 14:47 In a time where you know, money is needed, right? Everything's so expensive, right? I think just a month ago right? Eggs, y'all. Everyone here knows how expensive eggs has gotten right? Sounds like a lot of times these children they inherit this land from their parents or their trust, you know, and like, you know, these kids, they don't see the value of land. And you know, $10,000 $50,000 to them is a great deal. 15:12 I made a video on YouTube, probably about three or four years ago. And it's called wholesaling, and 1000 years of wealth. And the whole premise of the video is that grandpa works his whole life, you know, to come up with his land, leaves it to his kids, mom and dad worked their whole life right on the land. And then the kid gets it inherited and dumps it. years worth of worth of wealth in a single transaction, you know, and then you do that over and over and over again. That's, that's actually amazing. You can accumulate several lifetimes of, you know, of savings, and just a handful of transactions. So I thought that was fascinating. 15:48 So one thing I want to mention about this topic, is I tweeted, because I really thought about it, because like, single family multifamily, they really, they refinance, and get and sell those properties all the time. kind of stays with the family, and it kind of gets passed down. And there's a lot of equity. So my statement was there's probably trillions of dead equity in land just sitting there. untapped. No mortgage, no, nothing hasn't traded hands. It's just that equity, that whatever it's worth, yeah. 16:19 Just houses, apartments, self storage, you're constantly pulling the equity out of those right. And then they go reinvested in something else buy more of the asset, but the product itself is always getting drained of its equity. But less, you know, dudes owned it for no 60 years, like, oh, yeah, I grew up here. I grew up here on this farm. So nobody has ever touched that equity and 50 or 60 years. So that's interesting concept that Daniel came up with, and we're talking about, yeah, it's like, you just have trillions and trillions of dollars sitting in the land untapped. Nobody's going after it. Nobody's thinking about it. Nobody's looking for it. Other than, you know, guys like ourselves, Ben. So I think it's a cool space to plan. 16:57 Yeah, it was a really good comment, right? It's really like the intangibles, I the potential of it, you know. 17:04 And it's everywhere. You know, I grew up in construction. So it's like, if we, I started with doing floor, lots of floors for years and years and years with my dad's company. And, you know, we did tile and wood floors. So you measure inside of the house or the building, you have 1000 feet of floor lay 2000 4000 feet of Florida lay, that's a big job, it's a lot of money, super, super hard work, you know, you're making a couple grand a week. So, you know, years later, I got into commercial roofing, and now I'm doing like big projects, right, you know, 100,000 square feet, and, you know, multiple, six figures. And in my mind, I think I made it, I made it 100 grand a deal, right. And then I remember just thinking about the process is like, you know, going from inside of a house, the floors to going into, you know, commercial buildings on a roof now. And I'm thinking like, well, what's bigger than a commercial roof that I could possibly sell. And I was like, the only thing bigger than that would be the dirt, but still didn't cross my mind that I was going to head into the land space yet. But I was just thinking, like, there's nothing bigger than a big giant building other than the ground itself. And so now to be playing in that space, like, Ah, okay, all right, I see the transition, like everything builds up on top of it. So, so no regrets. You know, I used to hate that I grew up in construction, I felt like it was a lot of time wasted. But it was a lot of good learning experience taught me like hard work, right. So I see people in an in the land business, they get tired or they get exhausted, and then they just didn't want to do it anymore. Like they get burned out, mentally burned out. And I'm like, Man, you would have never made it into construction. We're doing tile floors, seven days a week, 12 hours a day, like bloody hands, blood on your knees, and we're still working, getting the job done. And then these guys like, they're clicking on Zillow, and writing stuff down on a sheet of paper and they get burned out like they get the hell out of here. Yeah. 18:43 No, I feel like burnout is like, it's a kind of, it's like a symbol that you know, something needs to be rethought, or, like, redone in your process. Because a lot of the time, you know, things can be, you know, automated or just streamlined, but people just haven't thought of it. So when burnout comes to me, it's just kind of, like, take a step back, you know, figure out what's the most time intensive thing and really, you know, try to automate it or, you know, delegate it or something like that. 19:11 Yeah, a lot of times when I feel burnt out, it's just because, like, sometimes I just feel overwhelmed, right? Is that taking a step back and just writing out you know, what is it that I need to do and then just get started on that, you know, removes that, that stress? 19:25 Also remembering you know, why you wanted to do this in the first place that helps a lot. 19:32 You guys might have heard the term called cognitive loading. Right? So it's like when you have too many windows open on your computer inside of your brain too many pending things open all at the same time that can create burnout right? Because your your body's trying to do too much your brain trying to do too much like man, I got 400 Things I gotta do. Where do I start? So one thing that I did a habit that I've learned is I write down the most important things with a dry erase a dry erase marker and they mirror important things that I have that's kind of like my to do list because I can wake up I know what to knock out immediately. Well, it was Tai Lopez, I was listening to one of his podcasts, whatever, several years ago. And he said, take your your to do list for like that's for the next 90 days or the next six months. He said, I'm making a goal to knock it out in the next seven days. And I was like, Holy crap, what a paradigm shift for me, because I had all this stuff on my to do list that I thought I was gonna have to knock out over the next several months. But I'm like, if I really did buckle down, I could probably knock all this stuff out in a week. And sure enough, man, I think I blew through like 80 or 90% of that list, like in about maybe two weeks. 20:33 That's awesome. Yeah, it's like, it's Parkinson's Law. You know, it's like, if you give yourself, you know, like, a week to do something, it'll take a week, or if he gave himself you know, seven hours to do something, it may take seven hours, you may get it done, but you probably got a lot more done than what you initially would have done. 20:51 Is that like, when you complete these tasks, in like a short amount of time, you're just always winning, winning, winning, winning. And the important thing that I think a lot of people don't do is that when they see they're winning, right, they're like, oh, I can let my foot off the gas. Right. And I think that's what really hinders people from like skyrocketing to success. It's even though you're winning, you gotta keep putting in the work, you know, you can't stop until you finally got it like that, you know, 21:20 I love that man, there's, there's something called the winner effect. Like where you where you win at something and your body starts to create more dopamine, you know, more of these, these neuro chemicals that are going to make your body fire at a higher level and your brain fire at a higher level. And the more that you win, the more chemicals your body makes, it makes it easier to win in the long run. So there's two different areas that I feel like you can actually train your nervous system to build up for something like this, right? So if you're not winning exactly in business, you can do it in fitness. Right? in CrossFit, so if you're making those those, like, if you're hitting your diet, you're you're working out very, very often. Especially like in CrossFit, I used to box when I was a kid, so like you're pushing, you're always pushing yourself beyond your normal, like, realm of comfortability, right? So you felt like, Man, this is it. Like if I pick up that barbell right now probably gonna die. Or not like you take a deep breath and you grab it, you pick it up again, and you keep on going. So you're always pushing yourself past those limits, like multiple times per week. So I think it's easy to stay like to keep your body telling yourself like, Hey, I'm, I'm good at winning, and I went often. So then when it comes again, to business and other things, like everything seems easy, like so even sometimes it does get overwhelming. Like I have a million things to do. But it's like, I do this every day, I push through every single day. Like there's no way there's going to collapse me and I did a podcast a couple months ago, they were interviewing me and there's like what's like the probably the number one thing that you think about business, like what would keep a person like engaged and you know, being being able to be successful. That's like, I think it's less about intelligence. And it's more just about that brute strength. That when you are tired, when you are burned out when you are intimidated to be able to just push right through that without even trying. And I think you can, you can easily get that from a place like CrossFit or something like that, where you're constantly pushing your body beyond it's like, Is it normal comfort levels? 23:01 Yeah. And to maintain that level of performance. One thing I think that really is important for me to maintain is my schedule. I can't like on the weekdays, I cannot be like messing up my sleep, you know, I can't be staying up late and then waking up on like, three hours of sleep. On the weekdays, at least I feel like, that's what the weekdays are there for you know, to grind. And then it's the weekends where if you want to do it, you should still work like two, three hours, four hours on the weekends. But you know, that's what the weekends are for, I guess, in the weekdays, no excuses. As to what I like to tell myself. Yep. 23:38 Do you guys really under schedule, how do you lay your day out? 23:41 Sure. Yeah. So for me, I'm a big fan of time blocking. And so I also have another business that I'm part of, it's ad tech marketing. So you know, like the the nine to five day, part of my day is pretty much dedicated to that. And then I'll come home probably sit in like an hour's worth of traffic. Awful. And then I'll go straight to the gym. And then when I come back from the gym, it's probably you know, the land side of the business until I sleep. 24:10 Yeah, for me, usually I like wake up. I like to shower immediately when I wake up because I feel like I'd be taking like pretty long showers. I don't know just like my room to the thing. So getting that like just like out the way I don't already like I already can like put my clothes on. So if I have to like go somewhere to meet someone or I have to like you know, go out to a coffee shop to have a different environment. I'm ready ready. So I like to wake up and just shower like right when I wake up and then just you know, work throughout the day and then I'll have dinner and then after dinner, I go to the mosque and then after I go to the mosque, I go to the gym. That's like every weekday. You go to mosque every single day. Yeah, once a day, at least because I'm Muslim and we have to pray five times a day. Yeah. One of the five I'll do my best to go to the mosque. 24:56 That's amazing, man. So we have a 10 commandments for our group for our mastermind. On one of those is a daily prayer meditation. Yeah, morning and night. I think that that carries a long way in business. And that's something that nobody thinks about or talks about as well. So that's very, very powerful. That's cool, man. 25:12 Thank you. Yeah, gratitude, 25:13 gratitude, for sure. That's a big one. I feel like not that many people practice gratitude, or daily meditation, prayer, anything of that nature. But I was talking to my dad about this the other day, and he was just like, he was like, oh, like, because like, when I sometimes when I'm super stressed, I'll like, I'll do something completely, like a relevant to what I'm doing. Like, I think the last time it was like Call of Duty or something, he's like, why are you playing these games? And I was just like, I'm really just trying to, you know, like, blow some steam off. And he's like, No, you should be praying. It's like, a lot more effective. And then it's fine that you guys are bringing it up right now. So I guess, you know, maybe there is like, a level of validity to that statement. 25:54 Yeah, yeah. I couldn't sleep last night, right. I'm just excited about all these projects. And I'm designing the shopping center in my head. And I just I was, I felt comfortable. I just couldn't sleep. So I got up. And I'm like, you know, stretching and meditating, you know, like, two in the morning. Right? So what would I do with that dead time? What else am I going to do? Right? was actually a really good night, I got a lot accomplished and took a lot of notes, and there's just like, some time to unwind and reflect, because you really can't do that during the day. And I think that's kind of the point of it, right is, is that if you're always getting bombarded with messages, and emails and phone calls all day long, when you turn it off, and kind of like, you know, just go within and just, you know, listen to the silence of different people, different religions believe, but listen to the voice of God, you know. And that's the only time you would happen is when you're isolated when you're by yourself. So that's super, super key, I think in business that, like I said, I think that's probably first and foremost. And then everything else falls into place after that. 26:47 Yeah, you touched on that kind of blurb where you said, like, you know, like, your bread, like, so when you meditate and pray or things like that, that's, you know, one of the times your brain turns off, there's this thing in science, it's called, like the default mode network. It's basically like a pattern of neurons that fire throughout the day, when you do like, regular tasks that you've always been doing. It's like when you wake up and go get a cup of water. Like that's like an instinctual thing that you do. It's like one of the first things you do, there's like a pattern of neurons that always fires for that activity. So, you know, prayer, meditation, those are one of the few things that actually turn that, you know, like neural network off. So it's kind of giving your brain that refreshing this, it's almost like sleeping away. It kind of turns your brain off. It lets it allows you to like think deeper, thinking differently as well. So that's also one of the beneficial things about it. I don't know a little nerd moment for me, I guess. Yeah. 27:44 We've been on this now to this is another topic I could talk about for like weeks on end without a break. Yeah. I feel like sometimes too, like, again, in business, like we're pushing ourselves to grow, right? We're doing this first big giant commercial deal. We never even done a commercial deal, we jumped straight into a $5 million deal. It's like, whenever you have all these challenges, or you have all these things that you're trying to face, you're trying to solve it with math with, with critical thinking, right? Like with AI, we got all these these problems we're trying to beat. I noticed that that in meditation that when you go really deep, like there is no goal, right? There's no goal of like, I'm not trying to solve anything at all, I'm gonna completely turn everything off. It seems like all of those problems fix themselves. Right? So 30 minutes later, an hour later, I come back, and I'm like, Oh, I got this, these little things that I thought were gonna be these tremendous problems, they just kind of unwind and solve themselves without any participation from your own self. So again, it's another like, another reason why it's super powerful. 28:41 Once you guys were smart was responsibilities, because I always like talking to people that are partners, just because it's different dynamic than people that are solo solo solopreneurs almost easily leaves a one man team, how big is your your back end team? And what are you guys do as far as responsibility? Sure, sure. So 28:57 at the moment, you know, it's mostly it's literally just the two of us, you know, we're really running, running the show here. But in terms of roles and responsibilities, Zuhair side is really just to be the educator, because he has, you know, that that leg up and in terms of experience on my end, like, I've been doing it probably as half as long as he has. So it's only it only makes sense that he should be the one that's you know, educating the people. And my job really is to kind of think outside the box in terms of like growth, expansion, things like that, like, hey, maybe we should try this marketing strategy, or hey, maybe we should, you know, acquire people like this, I'll handle some of the sales calls, we'll both do the sales calls. And then, in terms of like acquisitions, I'd say that's also 5050. It's usually it's just me, like, you know, scrolling through the internet or something or like, like, Hey, we should join this auction or like, Hey, I found this property. Let me go show it to her. And if we agree, then we'll kind of you know, move forward with it. But for the most part, I'd say it's pretty it's pretty 5050 It's kind of like what Ever, my strength isn't handed over to Zuhair and vice versa. 30:05 And that was a huge learning curve for me is that like, like everything in my life, I feel like I've done by myself. And now having a partner, it's, it's understanding that, like, you have a partner for a reason, you know, like, as you know, we progressed working together, right, you start to learn that, like, what our individual strengths are, and why we should stick to what we're good at, you know, like, even though we both could do something, right, like, why would we both do the same thing? And instead of doing two different things, now we're using our time more efficiently. Of course, you know, like, that overlap will always happen, right? That that's like the nature of doing business, right? You got to sometimes do this that like, working together, we've really discovered our roles. And we've really discovered how to maximize and capitalize on those roles, like jazz said, Right? Jazz is really the outside thinker box, right? Like, I'm not saying I'm conservative, but I'm better at nurturing what I have. Right? So like with the company nurturing, you know, the quality of the material, nurturing, you know, the students nurturing, you know, our foundation, and then jazz is building on top, he's building, you know, this 12, four, he's building the 13th floor, and I'm making sure the foundation stay strong, you know. 31:21 I was gonna say, yeah, that's kind of myself. And Daniel, that's exactly what we do, man. We're like, we're complementary. Like, he doesn't really do anything I do. And I don't do anything that he does. But what's it what's really cool, and it's kind of like, you know, points to the name hive mind is like, you could take like multiple people's brains and combine them into like a super brain. I was trying to figure out a subdivide, you know, when I read, I kind of kind of couldn't really see an amazing strategy for this piece of property. And I'm looking at it, I'm scribbling it, I'm drawing it so randomly, I just called Daniel and then I'm showing him what I'm doing. Take a look at this comes up with this amazing idea, dude for this killer subdivide. And that's not even really his department. But you know, us putting our heads together and just talking about it. Like, we found out like the awesome layout that took that property from like, 800,000 profit to almost 5 million profit you Oh, Wow, that's incredible. Just with a pencil on a sheet of paper, like in an hour. So it's like, yeah, we really do, because then we work separately, but when we do combine our energy, yeah, like, growth happens quickly. And ideas happen. They flow quickly. Sometimes we're just on the phone for like, two hours straight, just talking, we're gonna do this and do this and this and that, and then run it back and forth. And it's pretty cool to work with, like that. 32:30 What is the quote that is yours or somebody else's that you resonate with? 32:33 Yeah, yeah. So actually saw this one the other day, it's, it's Mark Twain said, byland. They're not making it anymore. 32:43 I love that one, we get that tatted Yeah. 32:48 There's another one by Abraham Lincoln, it's kind of like, the best way to predict the future is really to create it. And to me, that's kind of like, if you want something done, you know, do that by yourself. Like, nobody else is going to do it for you. Like, just you're kind of like the champion of your own life, you know, take golf, go all in just, you know, do it to the best of your abilities. 33:12 Me I have like two, I can share. The first is I'm really big on not letting my foot off the gas, when like things are going good. I feel like in life, maybe that's been a factor why I haven't been like, I've been doing pretty good. But like, I feel like it could have been even more. And it's so basically, if you see a spaceship that's going into space, right, it doesn't stop for a single second, it's going full throttle the whole way. Like, even though you know, it made it out of the stratosphere, right, you know, spaceships not like let's chill now and, and let you know, gravity propelled me in space, the spaceship keeps pushing forward. And that has been a huge help in my life. Because anytime like, like, we were talking about burnout earlier, right? It's like, you're winning, you're winning, you're winning, right? You shouldn't be able to take a day off, right? But it's breaking that momentum that will mess you up. At least it messes me up. So that that was a really important one I've been internalizing. And then a second one is what I heard very recently. And it's it comes to like maintaining your schedule, right? So the thing is, right, you know, people go out, you know, their party in or, you know, they're out with friends and just having to stay stay up late. And, you know, when you're out with your friends and your boys or you're out by yourself late at night, you know, your act, you know, you demand right, like you dress nice, you know, you got your favorite fragrance on. But then in the morning, you know, you might be like if you drunk, you know, you're like hungover a little bit. And you're like, oh, maybe I can sleep in. Or maybe you know, I'll just wake up later or not work as hard today. And the same was if you want to be the man at night, you got to be the man in the morning as well. So that one's a really big one. I've been practicing lately because it's like sometimes, you know, like you just mentioned earlier you woke up at like 2am Right? Just and you were like working right? So it's like, it doesn't matter. Sometimes if you get two or three hours of sleep like you wanted to be the man at night right now. That's time it's 9am You gotta ATM, you gotta hop on the podcast. Right? You that'd be the man in the morning as well. 35:04 Yeah, I love that man. That's a good one. 35:06 What about you guys? What are some of your favorite quotes? 35:11 This is mine is that you build the infamy off the content you produce. I just see a lot of people, they just start producing content. And I think it's the biggest driver of our successes is producing content, which is why we're here. 35:22 Yeah, absolutely. 35:26 Just my dad used to say he would just say, always have your word, you know, if you don't have anything, because always have your word, and nothing else, I grew up on that one. So one of my favorites, I didn't understand it for the longest time, because I didn't know how like to be a good honest person would pertain to making you successful in business. Right? He wasn't a very good businessman at all. But just the core values ended up turning into be like some of my greatest business assets. And then another one, I don't even know who it is, or who would attributes to and I always mess quotes up. So I might say it wrong. But they say, No, great mine has ever existed without the touch of madness. And I feel like it does take a little bit like you have to be a little insane to create something amazing and something grand, right, like the Tesla's and the Elon Musk's and these great minds is like, they weren't exactly probably all the way sane, right? Because we talked about like creating your own reality, right? In business, like you pick an end goal in mind. And then you have to have this imagined reality that doesn't exist anywhere else inside of your own brain. That's insanity. That's definition textbook insanity. So if you see a vision, and you see what the outcome is going to be, you have to believe in it so much, that you don't think that like it may or may not happen, right? Like it's gonna happen, like I already see it, it's clearly there. Right? But everybody else around me was like, That thing doesn't exist. You're a maniac, right? So you got to have that little bit of touch of madness to be able to put yourself into those, those places that you know what otherwise like, killed a regular human being, you know, because if you're trying to build something so massive, it'll take a toll on your nervous system burnout, those kinds of things. But if you have that level of belief driving you, then you're you know where you're headed. So it's a lot easier for you to get there because he doesn't feel stressful, because I think that that aspect is missing is like it's it possibly could not happen. But in my mind, like, it's already happened. I'm already there. 37:07 Yeah, I think you really have to, you know, see it in your mind before it actually happens. Otherwise, you know, the things that happen in your day to day, it's, they're gonna deter you from you know, that vision. Yeah. 37:20 Yeah. To piggyback off what your dad told you about being a man of your word, right? It's happened like a year ago. So you know, we got leads coming in, we got land for sale. Yeah, a lot of times, you know, the sometimes the leads aren't serious. I was like talking to this guy. And he's like, Oh, can you like, send me? Can you contact the county and learn about like this zoning, division or whatever? And get, oh, what do you want to know is a was so this is like a mountain parcel we have. He wanted to know whether or not it was landfill underneath, or if it was a rock. And I was like, I'm pretty sure it's a rock, you know? Like, it's like a mountain, right? But he was like, Can you please call the can this parcel was not a very expensive parcel. And the buyer, you could tell he was not serious, just by like the tonality of his language. Right? And he's like, Oh, can you call the county and like, figure this out for me. And it's, you know, it's like, I didn't take it too seriously. And I guess like, a week later, he told me to call him back like Friday or something like three days later. And a week passes by, it's like, Monday, the next week, and he calls me and he's like, Oh, hey, you never came back to me with that info. He's like, what's up with that man is only as good as his word. And I was like, I was like, what? You say like this is just like some some old guy right? He was maybe like, having a little like cabin in the mountains and like, he's like, roasted me, you know? That ever since like, that was a very changing moment in like, how I carried myself and how I you know, following up with leads properly, you know, if somebody doesn't matter if they have 50,000 or 3000 to spend, it's like, you got to give everyone the same treatment. 38:56 That's funny man. Roasted by a seller. 39:02 Harder than an old man because they're done that no filter. 39:07 That's funny, man. So we're coming to the end of the show. I think we've covered a lot of great topics. We never plugged in where we where people can find your education work to find that 39:18 Yeah, yeah. So it's a stately llc.com That's going to be our website and then I'm really active on Twitter not so much on the other channels. My handle is at Jas J. azz zero or o z 00. Super weird, man. Don't Don't ask me about it. 39:37 yatta yatta yatta make it simple as I'm Daniel hivemind. 39:39 There you go. Yeah, I learned that the hard way. 39:44 We're gonna have funny lines in here. Sure. Yeah. If you want to get into contact with me, I would say Instagram is probably the best because I'm very active on Instagram. And it's at PROFZUHA Why are so Like at Prof. Zuhair like professors here. 40:03 I love it, man. That's super cool. We're gonna have to have that neuro neuroscience conversation. 40:08 I'd love to Yeah, I'm telling you, right, like, we can talk about this all day as well. 40:11 I'll nerd out on you guys, if y'all want to go down those rabbit holes. I'll take a couple of shows to cover it. 40:20 I mean, you'll see us there, you'll see us in those rabbit holes right there with you. 40:23 This was great. Like, I feel like, invigorated. We talked about like, a lot of like very motivational topics like, you know, like how to sharpen your mind. How to be iron minded. I felt like going into Monday today. Ready? Like, I like to kill it. Yeah, literally. Go. Well, I 40:42 have a side question. I guess, on putting out a podcast before there's just the first we 40:45 have not no, this is actually my first one. 40:47 First one as well. 40:50 I wouldn't say if you're going to push out any kind of product or services right to the masses. I think podcasts is probably the single best tool for that, you know, Daniel is wanting to talk to me into it. I'm like, Dude, I hate having meetings. I love to keep a loose schedule. Like I see, like, get up a shower. We're probably headed to the gym, you know, but then my all my meetings start like at 12. And after that I kind of like to be free flow. I don't like having things all over my calendar because it can't be fluid, right? seller calls me it's like, can you be over here in an hour? Yes, I'm gonna be there. Yeah, I think I didn't, I didn't want to have more things on my plate, like so Daniels, like we got to do this podcast thing. And here we are almost 400 episodes later. But people will reach out to us we've never even heard of before they've like already bought products and services from us. By the time they even talk to us. You have already in the group already bought this, I got this. So I was like, that's pretty powerful, you know, pretty powerful to build a brand and to get that exposure to be out there talking to people. It does carry itself, you know, amazing because not only for selling products and services, but also people bring us deals. I just I don't even know who this guy is. He just randomly sends me a message on Facebook like, Hey, I got 500 acres by Dallas, can you help me? Thank you. 41:53 Absolutely, absolutely. Yeah, I mean, I used to actually watch some you guys content. And then I was you know, I have those long drives probably an hour 45 minutes. So you know, in the background musics great and all but like I need to, you know, resharpen the mind, train the mind, you know, learn new things. And what better way to do that, then the next best thing is, you know, informational content, like podcasts, you know, stories from great businessman, and then I stumbled upon your guys's stuff, and I was just like, curious, you know, down the rabbit hole. Now here we are, like on itself, it's actually it truly is full circle. That's awesome. 42:28 That's amazing, man. Thanks for listening to, you know, you never know, when you when you first started out, you got like two views and three views. You're like, oh, maybe nobody ever gonna listen to this thing. And then later on 1000s of views a month. So it's a cool transition. But I was gonna talk about, you know, I tricked my brain like we play these little games with ourselves, right to be able to like to, to make things easier in life. I've done that with traffic. Right? So same thing, I'm driving, and I'm listening to podcasts, right? Different types of things about me. And let's a science, lots of health stuff. And, like, sometimes I get to my destination after an hour and a half of traffic. And I'm like, dang it, this podcast was almost over. I just needed 10 more minutes to traffic, you know, instead of somebody that's driving in traffic, and they're super stressed out, oh, traffic was crazy that day. But to me, I've turned it into like something positive. Right. So again, like just trying to keep that cognitive loading to a minimum is like something so dumb that you can't control that traffic. Somebody would like that would ruin somebody's day. And for me, it's like, I needed 15 more minutes of traffic today to finish. 43:23 Versus when you're like in the zone listening and somebody calls you and then like pauses it? I'm like 43:33 yeah, they kind of break that pattern in your brain. You're flowing. And you're getting into the information like yeah, this is amazing. Wow, I've never heard that before. And then I'm like, Dude, you should have texted me this. Why do you? 43:44 Suppose I just had like, one question for you guys. So one of our like, key principles, if not like, the principle that we'd like to share is that when it comes to land, when is always in the buy? Because if you're able to buy it at a very good price, you can you can always sell it for a very good price. Do you guys have any, like key principles that like you guys abide by? 44:07 I'll tell you one of my main ones. And this is gonna be disturbing to a lot of investors. But I always say don't negotiate on price. Give the seller exactly what they want. And that makes for a smooth, easy transition, it's probably on a on a bigger deal probably works better. But if the seller is like, I gotta get my million, I'll get to the million one way or another get you the million. You know, can we do 500,000 down on the rest of 0% interest. That's one of my big ones man is as long as that seller gets the number in their mind that they think that they're getting and they're happy with that. Then we can do all kinds of crazy stuff on the backend on terms right so when you buy a property for a million dollars at 0% interest, sell it for 950 at 11.99% interest and make like three or four grand a month in cash flow. So we I would say don't negotiate on price probably is the biggest one for heading into these bigger deals. 44:56 Oh, that's awesome. Yeah, that never heard that one before. Don't don't know. Right. 45:00 I don't know what he's gonna say, because I'll just say the same thing. I think I think it's changed our business a lot is we don't negotiate on price. Like if they haven't listed for that price, well, then we just offer that price. 45:10 We call it an offer listing price. Yeah. 45:12 I mean, it makes sense, right? Like, you're, you're kind of given us all what they want. So they're winning. And then you know, it builds that layer of trust between both you guys 45:22 10, lowballs. If you lowball me, I'm gonna hang up on you. How much are you asking? I want 1,000,005. That's my offer. You know, chances are let me take a closer look at this thing. I could probably get you a million 6,000,007. Just let me have a look at it. I call you back. 45:34 Yeah, even to the point where we don't even this, I think is crazy about our business model is that we don't we stop marketing direct to sellers personally. And we just go off to the MLS, and we're making offers off the MLS full price offers shooting fish in a barrel. We're now the agent, we were negotiating a $9 million deal right now. And they just like, hey, where's that offer? 45:58 How they want to talk to us, right? Where the sellers are trying to avoid a unit agents are after you, right? So we came up with new term. So instead of us looking for motivated sellers, we're looking for motivated agents. Because you'll see that some of these agents have had a property listed for almost a year already over a year, the agent is more motivated than the seller. So the lady told her straight up, she's like the sellers not motivated at all, if you offered $10 less than full asking price, he's not going to do it. And all this, she gave us all the reasons why the seller wasn't going to go on with any kind of tricks, nothing, he just wanted his cash. And then now the agent is pulling in our direction. She's like, almost working for us now. Because she's ready to get out. And it's been like a year and a half, almost two years. So you find yourself a motivated, they'll help you get that deal done. 46:39 And then this is for everybody here too as land is times on your side. I mean, we've gotten deals, three, six months later, we've been in negotiations for three months, I've been working on land deals, there's like it if you are if you're in a fast, fast money, game, land is not your space. Most of our deals take six months to a year. And I'm okay with that. So if you do, I tweeted this yesterday is like if you need to get paid weekly, land isn't your thing. 47:06 Yeah, what did Cory say about it? He goes, Oh, that the average person, if he's doing those deals, like you guys are doing, they'll starve to death or something like that. Because they're so big and heavy to move. So that's another one of our 10 commandments is to just don't be a well, Hunter, just don't only do big deals like you got to have a blend of the two. So I think that's that's a smart strategy is to have some small stuff in the pipe. And then while you're working on some of these wells, like, like that deal, that was a list of deals that when we're going to try to make 3.5 to 5 million on it for on 136 acres. We were trying to borrow 1.8 million right now. Like in a week, we just found out about this deal, like 10 days ago, right? So like, who has $2 million I can use with 1.8 purchase price 3.5, low in profit 500 on the profit. And that's a listed deal. So yeah, there's not even any reason to pull any list or do any of that stuff anymore. 47:56 I think what Daniel said was like, Really, right, that's like a salesman, right? You have to at least have like, some emergency savings, right? Because they're also do anything for sale, you know, you'll compromise on, you know, maybe your commandment of making making sure the seller gets his price, right? Because, like how you need to pay the bills, right? So I think what Daniel said was spot on. 48:17 One last question for you guys. How do you recommend you know, cuz like some of our students they are doing the smaller deals, you know, sub one acre, how do you recommend they transition from those smaller deals to the bigger ones, you know, the 50 to 100 acre, lots, things like that 48:31 for once definitely stick stick with the small ones. But I will tell them to do like if you're doing time blocking, right. Or if you're just like chopping up what they're doing, like just writing down their metrics, I would say convert at least like 20 to 30% of their time and energy into going after big deals. So they're still doing exactly what you're teaching them on the on the front end, right. So they can make sure again, that they're paying their bills, because this is an easy game to starve to death in that last little they make seven phone calls on the on the one acre and below. And those last three phone calls are properties that are valued at a million and up. Gotcha. Yeah. And that's the only way to really do is just, you know, just to go ahead and just jump in there and start having those conversations. And at first it's uncomfortable, but when we're uncomfortable. Now again, like playing the I'm all about these playing these mind games with yourself, right? So if you just tell yourself like the numbers don't matter, and sooner or later you start to believe it. Right? And now even even beyond that, if I talk to a seller that like what the deal is like worth 100 grand, I'm like, I don't know how to waste of time right? Because I'll even $1 I would appreciate right even nothing some we've done a lot of deals and made zero on them just because we're helping people out either the seller or the or the wholesalers that brought them to us. But it's like I don't I don't get those warm and fuzzy stuff $100,000 deal. But when somebody sends me a deal and it's like four or 5 million and I'm looking at it like I get energized and get excited. I'm like, this is a deal that's about to go down but it feels like everybody's gonna win. All four of us on this screen are gonna make 250 Each, you know, the seller is gonna get his price like so it gives you a lot of joy and excitement to talk To where a new person might pick up the phone and talk to a $3 million deal, and they feel intimidated butterflies like, I don't know what I'm gonna do when when I've already tricked myself now doing it the other way. So it's a $10 million deal like we're negotiating one Daniels talking about, I'm more excited to take those phone calls, there's no more like intimidation factor at all, like this is going to be a heck of a deal. This is awesome. I'm looking at a $15 million ranch right now. The guy wants $5 million down. And I'm like, I think I'm gonna buy it. Do I have 5 million liquid sitting around? No. But I'll find a creative way to put this deal together because I know the guy. So in my mind, like, I'm already buying that ranch like it's happening, but I'm gonna find that money. 50:38 The crazy thing about what we do is like the $9 million deal. We didn't call the seller, our 22 year old student called the seller 50:48 who hasn't even got a deal yet works at Costco, getting a $10 million dollar deal. That's the benefit. 50:54 For him. He's just excellent. We tell everybody to exercise the muscle like me and him think and make phone calls all day long. And you're not going to really learn if you just listen to him. But if you out, make the phone call, if you make the offer, you go out and talk to the agent, you're gonna build the best education you're gonna get. So like, he's like, What do I offer? So I'm, like, offer this. So he's like, can I offer this? And he didn't even know what the what the offer even means. But like, he's just parroting but that alone, like he's building confidence, like, imagine me personally, if I was issues, I'd be like, I would have lost my mind years ago. Like, why am I talking to this? This agent that represents a 10 minute a $10 million property my nuts. Like I don't even I don't even have $1,000? Like, it's like a psychology thing where like, am I? Why am I doing this? Like no matter purchases? But this one seems really, for him. He's like, he made the phone call. Like, I didn't help him. I didn't question. He's been on enough of our calls where he's like, he had the energy and the fortitude and internal strength to make the phone call himself. So I'm like, Hey, you wanna make the phone call here? Say this, say this offer this email, email, this email, the agent and like, we're empowering him to be that person. Even though he's, I mean, he's not necessarily not that person right now. But he's exercising. 52:18 Yeah, yeah, I feel like, you know, that's, that's truly the best way to learn, you know, do it. Like in theory, everything. Like, if you learn about it, you don't really practice the theory. Everything sounds nice. But, you know, like, actually going out and practicing it two different things. 52:30 It's so great to see like two partners who are always inspiring each other to to push their boundaries. I think that's like, a very key aspect of a partnership in itself. It's like, yeah, sure, like, you helped me out, you know, like, we get deals done, but it's like, make me into, like, a superhero, you know? 52:47 Yeah, that's exactly what we're doing right now. So like, I got Daniel on some of the supplements and some of the stuff I'm taking now. And I'm like, bro, if you want to be like, again, if you want to be the part, you got it, you got to look the part. You got to feel the part. Right. So yeah, now got Daniel on a little health journey now. So not just business, but I want to see him win and everything. Yeah. 53:05 That's awesome. I love that. Yeah. Yeah, seriously. Yeah. That's so cool. So that's probably why you guys worked so well together, right? Because you're willing to accept, you know, what the other person has to say, you know, like, you just don't take what they say for granted. 53:21 Always man. So we're both like, we're very, very headstrong type A personalities. But we've taken each other's advice. Right. So I don't call him I don't even know talking about he'll call me and he doesn't, he does awesome. For me. And I mean, like, will immediately say, that's a pretty good idea. Or like, I see what you're saying. I'll make my own version of it. But we're always like, malleable, we're willing to help each other and to pivot on the second because we know we have each other's best interests in mind. 53:43 Yeah, I feel like that's, you know, that's the one of the foundations of partnership. That's kind of what's what's needed is you guys really inspire each other. And you guys are like, beginning and you're collaborating, and you're bringing out the best in each other. 53:56 You had the man with you that same thing. And you guys, so this is amazing, even now meeting your partner, like there's even more overlap. So this is crazy, like I said, when you meet complete strangers, and it's like, Oh, dang, we're running the same ship is amazing. That's cool, man. So this was a fun one. I'm sure we could probably do round two. We can go a little bit deeper into a lot of other stuff. Maybe we'll segue a little bit away from the land and start talking about some other science madness. But we appreciate you guys being on here. Yeah, 54:19 thank you, Daniel. It's definitely a pleasure. Well, thanks, 54:23 man. If you enjoy this episode, go like, subscribe, share with a friend. If you listen to the current traffic. Hopefully we get to the end, but we'll see on the next episode. Thanks for tuning in. We'll see you next time. Thanks, guys. Thank you guys.