Jamil

So, our next speaker is on a BiggerPockets podcast, so you guys may know I’m on the number one BiggerPockets rookie podcast, and Jamil is on number two on the market, the second best podcast, but he is also involved in Astro Flipping and Key Glee, and you may have also recently seen him naked on Instagram. So, we did make him sign a waiver that he has to keep his clothes on during this presentation, so hopefully he complies with that. So, let’s give a big welcome to Jamil Damji. All right, that’s good. Hey, guys. How’s everybody doing today? Wait, wasn’t Nancy awesome? Is she still around? Can we all give it up for Nancy? I watched Love is Blind 2, and I was like, wait, hold on a second. I know her. And I thought Pace and I were going to be the only reality TV people here, but I guess there’s someone even more interesting than you here, Pace. Just playing. Hey, guys. So, my name is Jamil Damji. Who’s familiar with who I am in the room? Wow. Well, thank you. So, I don’t have to say anything? That’s it? Well, the reason that I was asked to come here was to dive into a little bit of a deeper look at wholesaling from what’s happened after the market shift. So, how many of us in the room here are currently involved in any wholesale transactions or a few of you? Okay. So, how many have no idea what wholesale is? Just be honest and tell me. I have no clue. I’ve never done it. How many of you guys are just like, I don’t want to wholesale because I want to sleep at night? Okay. Good. Good. So, a few of you are honest in here. Well, my name is Jamil Damji. For those of you that care, I started wholesaling in 2002. I’m the co-founder of Keeg Leads, the largest wholesale operation in the country. To my knowledge, we’re in 120 different markets franchised across the United States and continuously growing. I also am the lead of Astro Flipping, which is my wholesaling community. And we’ve got just over 4,000 members now, which is a lot of fun. It’s cool to see how many people have embraced wholesaling and are using it as either their entry point into real estate investing or as an opportunity to generate cash to supplement their other ventures in real estate. So, really quick here. How many of you guys would consider yourselves like intermediate or advanced in real estate investing? A show of hands. Okay. Good. How many of you are novices or haven’t done your first deal yet? Show of hands. Awesome. So, we got a really nice mix of people in here. Well, that was me at 17 years old. And the reason I have that picture up is because I want to kind of dive into the mindset of this individual, right? Because I looked like I was up to no good. And I possibly wasn’t up to any good. But what I can say was going on in that young man’s mind was that I want more. I don’t intend to trade my hours for dollars the way that my mother and father did. I love them so much. I respect them so much for their sacrifice and all they did. But watching them toil, watching them grind, seeing them trade eight to nine hours, sometimes 10 or 12 hours a day for very little money, just enough so that we could make the mortgage, just enough so that my mom could put groceries on the table was hard to watch. And it also took mom and dad away from my family growing up. So, I was literally raised by my sister. I was a latchkey kid, right? So, I would go to school all day home. I’d come meet my sister after school. And we would be at the house until my mom would come home or my dad would come home way late in the evening. And that’s how life worked. But what I can say is what I was thinking about at that time as a young person was how do I get out of this? How do I move? How do I create something in my life that is going to allow me the opportunity and the flexibility to not have to do what my mom and dad did? And just that thought, just that desire is what I believe that moved me in the direction that ultimately became what I do today. This is my family, my greatest accomplishment, my gorgeous wife, my two baby girls. It’s the reason why I do what I do, why I wake up every single day, and why I try to make a positive impact, especially in this world of wholesale real estate. Because like the seven or eight of you who put your hand up, wholesale hasn’t always had the best reputation, right? And the reason for that is many people look at it as a predatory way to make money in real estate. Some see it as opportunistic. And if you do it the wrong way, I think that that’s true. I think that if you are not approaching this from a win-win perspective, if you’re not looking at how you can benefit people and how you can be benefited as well, then you may fall into that place where you’re taking advantage of somebody. So it’s really important as a wholesaler to know where does your profit margin come from? What are you absolutely trading in? What type of properties make sense for us? And what type of properties do we pass on? What do we say no to? I started this company with these three lovely people, Hunter Runyon, Josiah Grimes, and my sister. Instrumental to us being able to scale and accomplish what we’ve accomplished. I had no idea at the time that we would grow and build what we were able to build. But if it wasn’t for those two young men, Hunter at the time was 17 years old. Josiah at the time was 21 years old. And I was in my mid to late 30s. Now, I want to put you into the mind of what I was thinking at that time. Because at that time, I was generating business, I was doing deals. I was approached by Josiah and Hunter to become partners. Yet these two were very young, very young. And what I saw in them was a lot of ambition. What I saw in them was knowledge that I didn’t have. But the proposition was that I would bring all of my deal flow and a million dollars to the table to fund this operation. How many of you would have written a million dollar check to a 17 year old? Crazy, right? Yet, just this year, we’ve, well, last year, we did over $38 million of which $18 million was profit. So that, yes, that million dollar check that I wrote, absolutely changed the game. It changed the game. And it showed me, it showed me that you can’t judge a book by its cover. You literally have to see what are people bringing to the table? And if they’re bringing the right tools to the table, how are they complementing what you already have as a knowledge base? And if it is a partnership that you want to take on, what are you going to bring to the table to make sure that every single day they feel your value, they see what you’re doing? These are the territories that we’re in. So we’re not fully across the United States yet, but I’m working on it. And just again, why it’s important to listen to me, because I’m better than everybody else at wholesaling. And I don’t say that egotistically. I say it because it’s true. I’ve done over 6,000 transactions, and I’ve spent that many dollars on marketing. That many dollars, zero. My business is 100% relationship-based, 100% relationship-based. Every single one of my contracts has come into my hands without spending a dime to get it. Nationally, the average across the United States for a wholesale contract is $9,000. The average assignment fee for a wholesale transaction is $15,000. So the net profit right now is $6,000. That’s before you pay your acquisitions people, before you pay your dispositions people, before you pay the lights and your commercial lease, before you pay yourself. So if you are going direct to seller, it is very difficult to scale. Not that it’s impossible, but it’s a difficult proposition. So adding the type of business that I do, the JV model or the relationship-based model, will help you generate more dollars, especially in a market like we’re in right now. I want to give you guys a thought that I had entertained when I read this book, Greatness. How many of you guys are familiar with this book that I just put up on the screen? Pace. Because you’re great, bro. I’m surprised it’s not written by Pace Morby. How did this guy get that title and not you? But this book is very interesting because as I was reading it, it gave me an understanding in the difference between our physical and our spiritual limits. And I want to talk a little bit about this because I think for a lot of you that are embarking on this journey right now in real estate, you might be psyching yourselves out. Mentally, you defeat yourself before you actually take the steps. And why that’s important is because I look back at that 17-year-old who had a lot of ambition in his heart and a lot of drive. If I allowed myself to be defined by my physical limits, I wouldn’t have done a lot. If I allowed myself to be defined by my physical limits, I wouldn’t have been naked on Instagram last week. Really, right? How do you step out of that? How do you put yourself in an uncomfortable situation or position? God, these words I’m saying are just getting worse and worse. How do you put yourself in a position or a situation that stretches you? Wow. And Pace leaves. Yes, yes. Man, I don’t even know if I can finish this story. Oh, man. So what David talks about in this book is this test, this incredible test that he put people on. And he wanted to see, can people be pushed to 110%? Because you hear that a lot, right? Go out there and give it 110%. Give it 110%. If you give it 110%, you’ll definitely win, or at least you’ll place. But what is that? Can we even give 110% to anything? Right? Well, David wanted to see if he could measure that. So what he did is he built this stress test. And if any of you guys have ever been to a cardiologist, you’ll know what a stress test is. It’s where they physically push you to a point of complete exhaustion. So he builds this stress test, and it’s on an inclining treadmill. It’s basically going up and up and up and up, and the speed is increasing. And what it is designed to do is put you to complete exhaustion within a certain amount of time. And so he goes and tests thousands of people and takes all this data down. And he is trying to determine whether or not people can be pushed to 110%. Well, this Marine who was really athletic and really competitive becomes one of his subjects. And he says to him, David, I’m going to be the best subject you’ve ever had. I’m going to beat everybody. My numbers are going to be the best. I’m going to show you that people can go 110%. David’s like, cool. So thousands of people here. So just slow your roll here, buddy. We’ll see. But they get into the test, and they get started. Now again, David’s increasing the incline. He’s increasing the speed. And this Marine is going and going and going. And 22 minutes go by. 24 minutes go by. 25 minutes, about 25 and a half minutes, he starts feeling it. He can’t go any further. And at about 26 minutes, he takes a gasp. And he hits that button, and he stops. And he feels that should have been the Mount Everest climbing of all stress tests. He was sweating. He left it all there. And he asked David, did I beat everybody? Was my score the greatest score you’ve ever seen? David’s like, well, I’ll check. But you did pretty well. Now for the sake of the experiment, he asked, how long did I go, David? He says, you went 28 minutes. So we know he only went 26. But David told him he went 28. And he said, what I want you to do is I want you to come back next week, and I want you to beat 28. So here’s how you’re going to do it. You’re going to write down beat 28. You’re going to put it on your phone screensaver. You’re going to put it on your computer. You’re going to put it on Post-it notes. Stick it on your bathroom mirror. Everywhere you have a chance to spend a couple of minutes looking at something, write beat 28. When you come back next week, you’re going to beat it. He said, sure. OK, well, let’s try it. Comes back next week. Only thing that’s different is there’s a clock in front of him now. So he can track where he is. 25 minutes go by, 25 and a half, 26, 26 and a half, 27, 28, 28 and a half. He takes that gasp, and he hits that button. And he stops. He says, I did it. I beat 28. He’s like, you sure did, man. You’re going to come back again. We’re going to do it again next week. He’s like, well, all right. Comes back. Same stress test. Guess what’s not there? Clock. So they go. He starts. 24 minutes, 25 minutes, 25 and a half. And he starts feeling it. In 26 minutes, he hits that button. He can only do 26. But again, for the sake of the experiment, when he asked David, how did I do? David said, you did amazing. Even better than last time. You went 29. 29 minutes. You crushed it. And we’re going to come back and have you do it again next week, and you’re going to beat 29. Same exercise you did last week. Write it down everywhere. Same place as you wrote beat 28. I want you to write beat 29 and come back, and we’re going to make it happen. So he shows up one more time. Clock is there. And they go. 28, 28 and a half, 29, 29 and a half, 30 minutes. Hits the button. What does that tell you? That tells you his physical limit was 26 minutes. At 26 minutes, his body was done. He couldn’t go any further. He had been spent. Yet every time that he had the opportunity to push beyond that, to get outside of that comfortable place, that place where he’s no longer defined by his physical body, where his mind doesn’t control him, but he controls his mind, he was able to transcend that barrier. And it’s a lot like the four-minute mile that as soon as that situation was conquered, human beings have been conquering it over and over and over again. And so right now, if you’re looking at the real estate market like it’s your 26 minutes or your physical limit and what’s been happening in the market is affecting you, this is why I brought this story up. Because I teach how to do this to thousands of people. And the number one reason why people fail is because they let themselves down up here. They don’t realize that the limits or what they’ll be able to accomplish is completely defined by their thinking. And because the market is doing what it’s doing right now, it gives us a really good scapegoat. It gives us a great excuse to blame the market. I’m not going to get involved in multifamily right now because of the market. Maybe it’s not a good time for me to get into buy and hold because of the market. Maybe I shouldn’t be doing Airbnb because of the market. And when you find yourself making those excuses and blaming the market for your inaction, then you understand that you are hitting a limit that you are imposing on yourself. Now again, as I said, many of us are allowing this to infect our minds and because of that, we’re not taking action. So I want to walk you through some of the things that I’ve been doing that have been pushing me outside of the excuse of the market’s bad. There’s a property that I purchased in Phoenix, Arizona. I give you the address because I want you to fact-check me. Not show up at that house because I live on that street, but fact-check me. Now, this property, as I said, I lived on the street. I saw it listed at $1.8 million. And when it went up, I thought, okay, look at the photos. I mean, the house was a little bit dated, but $1.8 million made sense. It made sense because I just had my house appraised. That was, again, on the same street, but five houses down. Now I’m really giving it away, but about five houses down. And I had it appraised at $2.5 million. So my house is in brand new condition. This one’s a little bit dated. It made sense at $1.8 million, but it sat and it sat and it sat. And so I called the realtor and I just explained to the agent that I didn’t believe that she was going to get $1.8 million. I wished her well to get it, but I said, I don’t think you’re going to get $1.8 million for this house. And she said, why? Because I’m only willing to give you $900,000. And you’re laughing right now, right? And she kind of giggled too. She’s like, there’s no way my seller is going to take $900,000 for this house. I said, no problem. I’m going to try you back in two weeks. Just going to give you a call, see what’s happening. So I did. I called her back in two weeks. She’s like, absolutely, Jamil. They’re not going to sell their property to you for $900,000. I appreciate the tenacity and you calling me back, but their answer is no thanks. Now, the reason I wanted to buy the house, just so we can rewind a second, is because I’ve been making a lot of money and I need to make purchases for depreciation because wholesale is earned income. And when you’re making that money that way, you pay a lot of taxes. So when I want to create some tax advantages for myself, I buy real estate so that I can get some depreciation and some tax savings. And we’re getting towards the end of the year. So I have to make a move before December 31st. So I’m getting a little desperate now. And I call her back at the beginning of December. I’m like, look, the holidays are coming. I just saw that you guys reduced the price to $1.5 million. Any bites? Nope. Like, do you know that you’re probably not going to sell this before March? And even at that, you’re probably going to get $900,000 for it? Why are your sellers waiting? What’s wrong with them? And she’s like, well, look, they’re just not ready to take $900,000. I’m like, look, I have to make a purchase before December 31st. So what if I came up a little bit? She’s like, well, you tell me what your highest and best is and I’m going to go and sell it. I’m like, great. I want you to represent me as well. Now, what did I do right there? I just incentivized the agent to sell my situation to the seller. And of course, they had to disclose that it would be a dual representation. And there was going to be some agency gray area there where she couldn’t 100% commit to her fiduciary duty to her sellers and 100% couldn’t commit to her fiduciary duty as my agent. But somewhere in the middle, she was swimming around. Right? So my offer, $950,000. She took it to her sellers. Dual representation, 6% in her pocket. Guess what happens? They accept it. The funny thing was that $900,000 offer never even made it into the seller’s ear. Crazy, right? God knows if they would have taken it at that time. They may have because they were ready to take $950,000 pretty quick. Now, I want to tell you guys how this deal played out for me because it actually did really well. I spent $30,000 remodeling this house and I just had it reappraised at 1.5. It didn’t get the 1.8 that she had originally listed for, but I got 1.5 and I got all of my money out. And this house cash flows $2,500 a month. Think about that. It’s an infinite return. I’ll be able to make $2,500 on this house forever. And I have no money in it. How many of you guys have something like that in your life right now? Good, good. And if you don’t, this is your time. Right now is the opportunity for you to add these types of assets in your life because the market is doing what it’s doing. Everybody’s zagging. You should be zigging into these opportunities. You should be striking while the time is right and putting yourself in position to be able to make these kinds of deals. $2,500 a month in cash flow. I mean, there’s lotteries out there that won’t even give you that kind of money. The next thing that you should be doing right now is getting creative. Who knows this handsome guy? Not me, the other one. You guys all here for his presentation yesterday? Genius, right? An absolute genius in creative finance. If you are not looking at creative finance deals, you are leaving so much money on the table. And I don’t say this because I buy a lot of creative. Personally, I don’t buy a lot of creative deals. But I watch with envy as my brother gets a tax refund every year. Every year, I wrote a check to the IRS for $1.4 million this year. Crazy. And he gets a refund, SOB. Anyways, you absolutely should be taking his advice and buying creative deals because I believe that the 2% to 4% mortgage is going to be the next asset class. Write that down and really understand what that means. The 2% to 4% mortgage is going to be the next asset class. If you think about it, the single family home wasn’t an asset class. 10 years ago, it didn’t exist. Wall Street wasn’t buying single family homes. Blackstone wasn’t interested in single family homes. Well, now with rates where they’re going, we are never going to get back to 2% to 4% rates. I don’t think I’ll be alive before we see interest rates that low again. And that’s not because I have high blood pressure. I truly believe that we will not see low rates like that. Low rates like that. So if you have an opportunity to even overpay for a deal, even if you’re paying 110% for that house, I had a long debate with my brother over this because instinctively for me, I felt, wait, that’s not a good deal. Then he shows me the amortization table of a 30-year mortgage and how much money you pay in interest. How much money you pay in interest with a small rate hike between 4% to 6%, just hundreds of thousands of dollars of wasted money. It doesn’t matter. You could literally buy that house for 200K less and you’d still be getting a better deal overpaying it for it right now and getting yourself a 2% to 4% mortgage. That’s how that makes sense. So again, if you’re not leveraging creative opportunities, you’re leaving money on the table. You’re leaving opportunities on the table right now. How many of you guys are fixing and flipping right now? Okay. Good. All you didn’t put your hands up. I just, this year lost $500,000 in my fix and flip business. Thank goodness for my wholesale business. I was speaking at Tarek El Moussa’s event. How many of you guys love Tarek? I love Tarek. He’s one of my best friends. When I straight up looked him in the eye, I said, how many people do you think you bankrupted Tarek because of your show? He didn’t like it. But it’s true. And me too, right? My pace and I, we flip on television. People watch us and they do it and they think, oh my God, this is so easy. It’s not. And unless you have the right people behind you, I’ll tell you that Tarek does very well. And if you were going to fix and flip, he would be the person I would pay. He’d be the guy I’d write a check to you to say, okay, show me the ropes. Because if you can make it in Southern California, then you know a thing or two. Because you’re overpaying for all of your houses and you’re overpaying for all of your labor and all of your materials. And if you can still get a profit after that, you’re doing something I don’t know. So even though I make that joke, I could tell you that if you’re looking for somebody to work with in the fix and flip space, he’d be the guy that I’d write the check to. Again, I’m going to say it, not just because it’s me, but because I believe it, there is no better time to wholesale real estate than right now. We are in a very interesting market. It’s not a national housing market anymore. It’s now a regional housing market. Every single market is different than the other. I was looking at Southern California down 9%. And I was looking at Sarasota up 13%. And I’m like, what the hell is happening here? I looked at Phoenix down 8%. I looked at Tucson up 4%. Tucson’s an armpit. Yes, but a very good one. But no, you need to know this stuff, right? You got to pay attention to these things. How many of you guys know the stats and the data of the markets you’re working in? Who in here knows this? Okay, not enough of you. So as a gift, if any of you guys want to DM me on Instagram, if you don’t already follow me, I’m warning you right now that I am nude on there every once in a while. It’s not really. Guys, why are you groaning? I’m still here. They’re just fun ads. It’s okay. But send me a DM on IG, and I will send you the quarterly data. I pay for and I get quarterly data that tells me exactly where every single market in the United States is and what its quarterly gain or fall was. And if you guys are interested in seeing the data in your specific market, I’ll send you all the markets. But if you are interested in it, just send me a DM. My Instagram is at JDAMJI. It’s at JDAMJI. Yes, that was a way to get you to follow me, but also a way for you to get that data. Now, again, if you are wholesaling, this is where I have found the majority of my success. Right now, right now, on-market opportunities are smashing everything else. You might say, well, yeah, but my buyers all want off-market deals. It’s not true. They want deals. They just want deals. And so what I’ve been finding is I’m targeting houses that are 60, 90, 120 days on market, and I’m making offendable offers. And I’m getting about 10% of them accepted. 10%. That’s wild. My wholesale business is going to do $1.1 million in assignments just last month. $1.1 million. Do you know how many rentals I’d have to own to make that kind of money? Thousands. Thousands. So if you guys are here because you’ve been thinking about it, and that’s, I mean, profit. I know you were like, you know, how many dollars would you make per house? $1,000, maybe $2,000, right? So you’d have to own a lot of houses. And it would take you decades to do that. Decades. Unless you’re paced and you can just gobble up houses like Pac-Man. But really though, it would take you a long time. And that’s why I’m so bullish on wholesaling. Because when the market was going up, I made money. When the market was flat, I made money. And when the market goes down, I make money. So that’s why I think it’s important that you guys have wholesale in your business model right now. If you guys want to learn more about it, you can follow me at blah, blah, blah, blah, blah, blah, here at jdamji on IG, or check out my YouTube page. I’m not trying to collect students here. I have too many already. But if you guys want to learn how I’ve been able to create this incredible business, I’ve been able to generate millions of dollars a month in profits. And watch what we’re doing on YouTube. Thank you guys. Appreciate all of you. I have some time still. It looks like I got about like 25 minutes. Anybody want to ask some questions? Yeah? Okay, let’s do that. Go ahead. Clint. Here, I’ll come to you. What’s up? In wholesaling, are you creating yourself a job? That’s a great question. So I will say that it can be in the beginning. So when I first got started, I was the majority of the deal flow that was coming in. And as we started to build a company, I got pushed out more and more and more. Why? Because the expertise that I had, I wasn’t as special as I thought I was. Because I was able to teach people in my organization how to do the things that I was really good at. The two things that I think that I was really good at is understanding value. So really understanding how to comp. And then be building relationships, like really making people like me, right? So that those relationships stuck. But today, I didn’t visit my office all month last month. I haven’t been there one time. I feel a little guilty about it now that I say it like that. But I didn’t go once. But I still got my wire. Still got paid. So I think, yes, in the beginning, of course, like anything, you’re going to want to be involved in it. You’re going to want to know all the jobs. How do you do ACK? How do you do this? How do you understand the transaction coordination? As a business owner, it’s your responsibility to know how everything operates. But if you do it right, and you scale correctly, and you bring the right operators in, and you build a good team, no. Because today, I don’t have to visit the store. I don’t got to go and it hums. Now I get to do other things like make terrible posts. Yes? I have a follow-up to that question. There’s some people in real estate that say, you don’t need to know everything. You can find a partner who can help you with the things you don’t know. What’s your perspective on building a wholesale business if you don’t know all the pieces? Great question. So you’re 100% right. You don’t need to know everything. And I didn’t go and become as competent as Josiah or Hunter and the things that they brought to the table. However, I did pay attention. And I did learn the basics so that I could understand. And the reason for it is this, right? At first, I didn’t trust them. Well, I barely knew them, right? And I didn’t know where things were going to go. And I never wanted to be in a situation where my business partners were like, yeah, but you need us, right? So the way that I would look at it is it’s your responsibility to know the aspects of your business. Thank goodness, those two are like the most incredible human beings. And I never had to worry about what they were doing. And even to this day, they’re just beautiful souls, right? I love them both very much. But I had to know. I had to know. I didn’t need to know, but I had to know so that I had that leverage conversation off the table. Does that make sense? Cool. Who’s next? Yes. Okay. Hey, Jamil. I was wondering, you said that as you’re trying to find deals right now, you showed the MLS up there and you’re making obscenely low offers. How have you found an agent that’s willing to work with you on that? Or do you have an agent on staff? Because I’ve tried to submit offers that I didn’t even think were that low based on what the market is. And the agent’s like, well, we’re not going to be offensive. And they didn’t want to represent me in that. Good. Fantastic question. So I want to just rephrase that. When I say offendable offers, what I meant to actually couple that with is not off base. So I’m not offering a number that is like pennies on the dollar. It’s not true. What I am offering though is significantly below list. Now, right? So list prices, how many of you guys have seen this recently that list price is a joke? Wow. That’s the first time all of you have put your hands up in this room. No, but like really, it’s a joke, right? These sellers haven’t been educated correctly by the listing agent as to where the market is right now. The listing agent’s just saying, yeah, okay. Yeah. Susie and Dave’s house sold across the road for 500k. I’ll put your hoarder house on for 500k and we’ll see what happens. Right. And that’s like the thought process, right? Because the seller’s like, well, that’s what they got. And my house is nice too. And then all of a sudden you’re just there 90 days. So first thing that you’re doing wrong is you’re inputting, you’re inserting a buyer’s agent. Okay. That’s a level of friction. And what do I mean by that? Well, the buyer’s agent, okay. That person isn’t the listing agent. So they don’t know what the seller is going through. They don’t know the motivation. They don’t know the real, they don’t have a real understanding of what the seller’s baseline is. They haven’t had those conversations with the seller to say, Hey, look, I think we’re really overpriced. I think that we’ll never sell this house because you know, the listing agent is having those conversations periodically with their homeowner and their client. There’s, they’re telling them, but they’re telling them in time so they don’t offend their client. Right. So I never use a buyer’s agent because my belief is if I’m using a buyer’s agent, they’re not going to know that they’re going to not build enough rapport with the listing agent. And typically what a buyer’s agent will do is they just email the offer or if they even do it, they just email the offer. Right. Cause they don’t even want to have that conversation. They don’t want to call the agent and say, I have an offer for you, but it’s a lot, it’s a lot lower than your list price. But I think it’s where the market truly is. They don’t have the guts to have that conversation. Many of them don’t. So don’t fall into that trap of thinking that a buyer’s agent will create that opportunity for you. They never will. So I’ll go directly to the listing agent. I go directly to the listing agent because I have two things now in my favor. A, I get to understand the mind of the seller. B, I get to incentivize that agent to go and go to bat for me because that’s all that it is. Right. They’re going to go and go to bat. Now, many realtors right now are struggling because things are hard. Inventory is tight. The rates are really high. The number of transactions that they’re doing is a lot lower than it was in 2020. And guess what they did in 2020? They bought a new BMW. So it’s time. I mean, bills are piling up. Things are getting stressful. So the proposition of an additional commission with the same amount of work, I’ll