Latest / Reborn w/ Antonio Boutros / The Power of Serving: How Jamar Wright Redefines Success ✨

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The Power of Serving: How Jamar Wright Redefines Success ✨ · Reborn w/ Antonio Boutros

• 0:00
  SPEAKER_05: I think that should be fine.
• 0:19
  SPEAKER_05: Welcome to another episode of the Reborn Podcast where we dive into the deep where we deep dive into the stories of entrepreneurs, innovators, and leaders making a real impact.
• 0:28
  SPEAKER_05: I'm your host, Tony Butchers, and today we're joined by a remarkable individual whose story is nothing short of inspiring.
• 0:35
  SPEAKER_05: Jamar Wright has made significant strides in the real estate industry in Indiana, leaving leading the uh Durban real estate team with a spirit-led approach that emphasizes excellent service, excellence, service, and leadership.
• 0:49
  SPEAKER_05: Not only has Jamar built a successful career in real estate, but his diverse background spans roles at Verizon and entrepreneurship in the beauty and wellness sector with Revive Solan and Spa.
• 1:01
  SPEAKER_05: Today we're going to uncover the lessons, the strategies, and the mindsets that have propelled Jamar to where he is today.
• 1:07
  SPEAKER_05: Jamar, welcome to the show.
• 1:08
  SPEAKER_02: Thank you, Tony.
• 1:09
  SPEAKER_05: Excited to be here, brother.
• 1:11
  SPEAKER_05: Appreciate that.
• 1:12
  SPEAKER_05: Yeah, Jamar, over the last six months I've gotten to know you pretty well.
• 1:15
  SPEAKER_05: I feel like it's been six plus years, but it's been a few months.
• 1:20
  SPEAKER_05: For those who haven't had the honor of getting to know you, what should they know about you?
• 1:25
  SPEAKER_02: Well, first off, they should know that this is our fourth day being together in a row.
• 1:29
  SPEAKER_02: So we're celebrating four days in a row.
• 1:31
  SPEAKER_02: No, just teasing bro.
• 1:33
  SPEAKER_02: I'm a man of God, child of God, and look forward to saying yes to God each and every day I wake up.
• 1:40
  SPEAKER_02: Um blessed to be here, blessed to have his grace and mercy meet me every morning, and do my best to dedicate everything myself, my family, our businesses, uh, everything we do, every client, every transaction, everything to him.
• 1:57
  SPEAKER_02: Because if there's one thing I want to do, is I want to serve well.
• 2:01
  SPEAKER_02: I want to serve well and get that good that well done, my good and faithful servant.
• 2:06
  SPEAKER_02: And I believe that's tied to everything we do.
• 2:09
  SPEAKER_02: So if there's anything you want to know about me, it's that I'm gonna I'm here to serve the Lord.
• 2:14
  SPEAKER_05: I think the number one thing I think of when I think of you is a few months ago we were at Christian Connectors, a hat you're wearing, a group that you lead, a spiritual group, and we were talking about some investments you had made.
• 2:24
  SPEAKER_05: You had invested in the car business, you're doing your real estate thing, flipping and uh being an agent.
• 2:30
  SPEAKER_05: And I asked you, man, you have so much going on.
• 2:33
  SPEAKER_05: What are you focused on?
• 2:35
  SPEAKER_05: That's a good question.
• 2:37
  SPEAKER_05: I'm focused on God.
• 2:38
  SPEAKER_05: And at first I was really, really new in my faith.
• 2:40
  SPEAKER_05: I still am new, but I'm more developed now because of some more people that you've introduced me to, Ethan Fernauber being one of those most pivotal people.
• 2:49
  SPEAKER_05: And at first I was like, man, that's so cliche.
• 2:51
  SPEAKER_05: Like, there's no way he's like serious.
• 2:54
  SPEAKER_05: It's like I thought it was corny.
• 2:56
  SPEAKER_05: But then I was introduced to Ethan Fernauber, uh founder of Volumod, uh P30, and so on.
• 3:03
  SPEAKER_05: Great spiritual leader, great entrepreneur.
• 3:05
  SPEAKER_05: And literally within the first hour, he I learned peace, which I define as you know, I used to be motivated by my past, but uh I didn't want to let that go, my depression, anxiety, all that.
• 3:16
  SPEAKER_05: I felt like that was my fuel to now being shifted over to my fuel being building God's kingdom and doing everything I can to do that.
• 3:24
  SPEAKER_05: And also that first hour of knowing uh Ethan, I was taught like and after that hour, I I knew exactly what you were talking about that my focus is on God, and it's just inspiring to have been around people like that.
• 3:40
  SPEAKER_05: And I think it's I I always tell people, you know, in the last two years I've grown 10 years a year.
• 3:48
  SPEAKER_05: I think it's probably more than that, probably 20, 30 years per year, especially the last six months, being uh in the spiritual space, being around people like you and Ethan.
• 3:58
  SPEAKER_05: So when when you hear or when you say my I am focused on God, I have all this stuff going on, but I'm focused on God, what does that mean to you?
• 4:08
  SPEAKER_02: Well, that means simply what I've been living out since God gave me my scripture verse since my age of 40.
• 4:17
  SPEAKER_02: I'm 43 and a half now, and for the last three and a half years, I have really honed in on Matthew 6 and 33.
• 4:25
  SPEAKER_02: But seek ye first the kingdom of God and his righteousness, and all these things shall be added unto you.
• 4:31
  SPEAKER_02: And it's just a reminder that we can get wrapped up in all the shiny objects, you know, as they say, you know, everything shiny, every what is it, uh everything that shines ain't gold.
• 4:42
  SPEAKER_02: Um, you know, and it's one of those things that in that same season, Ethan came into my life as one of my greatest mentors I've ever had.
• 4:52
  SPEAKER_02: And, you know, you think about so many times in the Bible, whether it's good times or bad times, where we see if you get wrapped up in what's going on around you, the successes of life that man says is successful, or the trials and tribulations that happen in life.
• 5:08
  SPEAKER_02: Um, you know, stepping out of the boat and there's a storm going on around you, and all of a sudden you take your eyes off Jesus and you start to sink, but you keep your focus on the Lord and you're gonna stay afloat.
• 5:20
  SPEAKER_02: You know, it's one of those things that those types of scriptures and accounts in the Bible that help me really hone in on that cross.
• 5:29
  SPEAKER_02: You know, as I look at you, I keep an eye, like I do my best to pray, God, give me an eye to see what you see in heaven.
• 5:36
  SPEAKER_02: Give me ears to hear what you hear in heaven.
• 5:39
  SPEAKER_02: That way, when I see Tony, I don't see Tony's hurt.
• 5:42
  SPEAKER_02: I don't see Tony, you you said my depression, that ain't yours.
• 5:45
  SPEAKER_02: You know what I mean?
• 5:46
  SPEAKER_02: You say you say my pain, my nah, that ain't yours.
• 5:50
  SPEAKER_02: Give that to God, and that's what I do each and every day at when I'm at my best, is I'm doing my best to give, give all that triumph, give all that failure, whatever it is, give it all to God and just focus on that cross.
• 6:03
  SPEAKER_02: Because that's what God is doing with me.
• 6:05
  SPEAKER_02: You know, He looks at me, and if I'm doing doing what I'm supposed to, surrendering every day, He sees His Son in me and not just me.
• 6:14
  SPEAKER_02: So that's what it's about.
• 6:15
  SPEAKER_02: That's where it started for me, is when I jumped into entrepreneurship at 40 and haven't looked back.
• 6:21
  SPEAKER_02: You know, I haven't looked back.
• 6:22
  SPEAKER_02: I've just been really staying on the course of Matthew 6 and 33, you know, seeking God and his righteousness.
• 6:29
  SPEAKER_02: I found that in the world to mean seek collaboration and abundance, meaning that I seek people who want to collaborate and people who want abundance.
• 6:40
  SPEAKER_02: And Stephen Covey has taught us that abundance is win-win.
• 6:44
  SPEAKER_02: So I look for W's.
• 6:45
  SPEAKER_02: You know, if we're in a conversation and I hear in our conversation you win, I lose, we didn't reach abundance.
• 6:51
  SPEAKER_02: If I hear in a conversation I win and you lose, we didn't reach abundance.
• 6:55
  SPEAKER_02: So we stay at the table until we get there.
• 6:58
  SPEAKER_02: And if we can't, well, we probably don't need to do business together.
• 7:01
  SPEAKER_02: And I hate.
• 7:04
  SPEAKER_05: In a world where most people take their status based off what kind of uh what your wife looks like, what your bank account looks like, what you have accomplished in the business space, uh all these secular things, not and not even what your wife looks like on the inside, what kind of person she is.
• 7:24
  SPEAKER_05: You might have a trophy wife, and that's gives you status.
• 7:27
  SPEAKER_05: You're a president of your company, you're a founder, you're a C-suite executive, that gives you confidence.
• 7:34
  SPEAKER_05: You make several six figures or seven figures or eight figures or whatever it is per year, that gives you status in a world that only seems to recognize that the 99% that's what they recognize.
• 7:46
  SPEAKER_05: How do you stay focused on God when it would be so easy to man, I'm gonna go sell commercial real estate and sell you know$10 million a month, which is$150,000 or something if you say 3% a month, rather than I'm gonna go serve my purpose where God's calling me to, and I'm gonna be fulfilled doing that because as we spoke about the other day in one of the groups, was you reach fulfillment by serving your purpose, which is serving God, through your calling that God calls you to.
• 8:19
  SPEAKER_05: How do you stay focused on God rather than on the secular things in life?
• 8:24
  SPEAKER_02: Well, understanding first and foremost who I am, whose I am, and where I place my identity.
• 8:30
  SPEAKER_02: My identity is in Christ Jesus.
• 8:32
  SPEAKER_02: So that makes it easy for me.
• 8:34
  SPEAKER_02: For someone who doesn't know Christ, that'll be hard, especially in this world.
• 8:39
  SPEAKER_02: The other thing about that is I understand where I come from.
• 8:42
  SPEAKER_02: I am a citizen of heaven.
• 8:44
  SPEAKER_02: Heaven is eternal.
• 8:46
  SPEAKER_02: This world is temporary.
• 8:48
  SPEAKER_02: You see, so all these shiny objects, all these things that you made reference to is temporary, and I understand it to be temporary, so I don't get caught up on the temporary things of life.
• 8:58
  SPEAKER_02: I don't get taught caught up in the temporary things of this world.
• 9:01
  SPEAKER_02: I keep my focus on what's eternal, I keep my focus on what's never gonna go away.
• 9:06
  SPEAKER_02: And I'm thankful for my help me, right?
• 9:09
  SPEAKER_02: I'm thankful for my wife, my wife, my bride, because well, that's one of the first things God looked at Adam and said he was missing.
• 9:18
  SPEAKER_02: Something was missing.
• 9:19
  SPEAKER_02: And he got his, as it says in the word, he got his at last.
• 9:22
  SPEAKER_02: So I keep my focus on God and I know my priorities.
• 9:26
  SPEAKER_02: God first, my family, which includes first my wife, then my children, and then number three, everything else.
• 9:36
  SPEAKER_02: And I say it that way because if I don't say it that way to Jamar every morning when I wake up and look in the mirror, if I don't say Jamar, put God first, or your wifey, or your children, right?
• 9:48
  SPEAKER_02: Everything else comes under that.
• 9:50
  SPEAKER_02: And it don't matter what the everything else is.
• 9:52
  SPEAKER_02: It could be the car, it could be the house, it could be the job, it could be the contract, it could be the the sale, it could be the boat, it could be whatever it is.
• 10:02
  SPEAKER_02: But it comes, it could be the stealers.
• 10:04
  SPEAKER_02: I hate to say it that way sometimes, but you know I'm a Steelers, diehard Steeler fan.
• 10:09
  SPEAKER_02: So, but at the end of the day, I even the Steelers, you know, they don't they don't place weight like I place God and my family.
• 10:17
  SPEAKER_02: And I understand my priorities to be that God, family, everything else.
• 10:22
  SPEAKER_02: And if I keep that perspective going forward, I think that's what helps ground me in it.
• 10:28
  SPEAKER_02: And ask me what I do for a living.
• 10:29
  SPEAKER_02: What do you do for a living?
• 10:31
  SPEAKER_02: I work for God and serve people.
• 10:34
  SPEAKER_02: And it's when I took that mindset to answer that question boldly enough that no matter where I'm at, no matter who asks me, what do you do for a living?
• 10:42
  SPEAKER_02: What do you do for a living?
• 10:43
  SPEAKER_02: What do you do for a living?
• 10:44
  SPEAKER_02: I work for God and serve people.
• 10:47
  SPEAKER_02: And why that's important is oftentimes as a man, we place what we do for a living as our identity, which is what you're talking about when you're like, man, my status quo, I'm a C-level exec.
• 10:57
  SPEAKER_02: Yeah, I'm a I'm I make eight figures.
• 10:59
  SPEAKER_02: I make six figures.
• 11:00
  SPEAKER_02: You know what I mean?
• 11:01
  SPEAKER_02: Yeah.
• 11:01
  SPEAKER_02: Where I came from, if you made six figures, you were rich.
• 11:04
  SPEAKER_02: Rich.
• 11:05
  SPEAKER_02: If you made six figures, you were rich.
• 11:08
  SPEAKER_02: Bruh, now, that's nothing.
• 11:11
  SPEAKER_02: Like, I really am old enough to realize six figures is nothing compared to the real people who make money out here, who have wealth, who understand what if you're really looking for, you know, financial health, financial freedom, wealth in this world, you're gonna need a lot more than six figures.
• 11:28
  SPEAKER_02: You could man, you could weigh six figures in a month.
• 11:31
  SPEAKER_02: Easy.
• 11:32
  SPEAKER_02: So it's one of those things that that's why it's important to keep my focus on what I do for the Lord, because the riches in heaven are abundant, man.
• 11:40
  SPEAKER_02: He got all the riches, and he stores up the wealth of the wicked for the righteous.
• 11:45
  SPEAKER_02: So I'm gonna seek ye first the kingdom of God and his righteousness and all that'll come.
• 11:52
  SPEAKER_05: You said I work for God, I serve people.
• 11:56
  SPEAKER_05: How did real estate come into that?
• 11:58
  SPEAKER_05: Why real estate rather than something else?
• 12:02
  SPEAKER_05: What called you to real estate?
• 12:04
  SPEAKER_02: God, God did, and it was one of those things where DJ Kelly, God did, no, I'll just play it.
• 12:11
  SPEAKER_02: But it's one of those things where when you think about the things that are most important for someone, and you think about your life, what was it like to be homeless?
• 12:22
  SPEAKER_02: Type of questions that you could ask somebody who didn't have a home.
• 12:25
  SPEAKER_02: And you think about what happens in the the journey of life, how important is your habitat and the environment for which you live in?
• 12:35
  SPEAKER_02: A lot of people who come from where I come from, our community, our housing has a huge impact on our life.
• 12:44
  SPEAKER_02: For a long time, you know, so many people hold on to the trauma of their past, and the trauma started with where they grew up and the home they grew up in, and or the home they didn't grow up in.
• 12:56
  SPEAKER_02: And so another thing with that is when you think about wealth, so much of our generational wealth that is passed down or that is available to be passed down started with well, a lot of times somebody had a house that they passed down to a family member, or they had equity in a home that they were able to leverage to go get their first investment property.
• 13:18
  SPEAKER_02: Or, heck, you could go all the way back to when they freed the slaves and promised 40 acres in a mule.
• 13:24
  SPEAKER_02: Like the thing about real estate that I love is it gives you uh it gives you leverage.
• 13:32
  SPEAKER_02: And the other thing about it that I love is God created the earth.
• 13:38
  SPEAKER_02: He ain't gonna do that before our time is up again.
• 13:41
  SPEAKER_02: So when I think about what's really worth something in this world, it's what God created.
• 13:46
  SPEAKER_02: That is truly what I believe is the only thing worth anything in this world, is what God created.
• 13:51
  SPEAKER_02: So he created this earth, which is the land, right?
• 13:55
  SPEAKER_02: And he created us, which are people.
• 13:58
  SPEAKER_02: So I place my investments and I feel called and led in real estate because, well, that's what God created.
• 14:04
  SPEAKER_02: He created this land that we've been buying and selling and buying and selling and buying and selling for centuries.
• 14:11
  SPEAKER_02: And it's it's one of those things that I realize a lot of people's avenues towards either hurt or or success or whatever stems from how important it is to provide land or a house or real estate in some capacity.
• 14:30
  SPEAKER_05: Can you take us into the journey of going from a high-paying W-2 with Verizon, being 40 years old, having children who are in their what early teens at that age?
• 14:42
  SPEAKER_05: 13 to 17 now.
• 14:43
  SPEAKER_05: So about 10 and 14 or so, or somewhere in there.
• 14:48
  SPEAKER_05: Going from W-2 to a 1099 where you're guaranteed approximately zero dollars a year.
• 14:54
  SPEAKER_05: How did that dynamic shift look like for you, especially wanting to obviously provide a uh a good upbringing for your children and for your wife?
• 15:05
  SPEAKER_05: Uh, which I don't know if she had uh revive at the time, but just a huge, huge shift from being a high earning W-2 to being a zero dollar earning if you you go kick you go eat what you kill uh at$10.99.
• 15:20
  SPEAKER_02: The transition is tough.
• 15:22
  SPEAKER_02: I'm gonna tell you that right now.
• 15:24
  SPEAKER_02: Because I ain't gonna lie and say it wasn't easy and comfortable and awesome to wake up literally do nothing if I don't want to, and I still, you know, I'm gonna get eight to ten thousand dollars this month just sitting here doing nothing, I feel like, you know, and you get to that point where you realize, wait, yeah, I'm comfortable.
• 15:47
  SPEAKER_02: But God wants more from me and for me.
• 15:51
  SPEAKER_02: And I felt that calling.
• 15:53
  SPEAKER_02: And but it was hard because I mean, mammon is real, and when you got it cushion, you got it comfy, you making money, it's hard to give that up.
• 16:03
  SPEAKER_02: But I also knew there was more awaiting me.
• 16:05
  SPEAKER_02: But it was gonna take it was gonna take a journey, like you know, being freed.
• 16:09
  SPEAKER_02: Moses, it was a 40-year journey in the wilderness.
• 16:13
  SPEAKER_02: You could be freed from that captivity, but it's gonna be a journey, and that was a tough transition for me.
• 16:20
  SPEAKER_02: I almost didn't let it go.
• 16:21
  SPEAKER_02: And it wasn't until my favorite mentor, Alex Yader, forced it, really.
• 16:26
  SPEAKER_02: You know, they were paying me well, and I wasn't ready to go so quickly, but they sold the stores and didn't have room for me.
• 16:34
  SPEAKER_02: And next thing you know, it's like, all right, thank God I started real estate two years ago because now the platform was set.
• 16:42
  SPEAKER_02: The the the I was almost in a season of double dipping because I had that job still, but I also was able to do real estate on the side.
• 16:50
  SPEAKER_02: And yeah, we've had the salon and spawn for 18 years.
• 16:52
  SPEAKER_02: That's all my wife knows is entrepreneurship.
• 16:55
  SPEAKER_02: But it was still one of those things where I wasn't quick to give up that six-figure salary.
• 17:01
  SPEAKER_01: Yeah.
• 17:01
  SPEAKER_02: And but it's in trusting God, it's in having that safety net of a W-2 that gets you comfortable, and then having to just jump out on that leap to say, yeah, I'm gonna eat what I kill, and I'm gonna trust God, and I'm gonna get up and control what I can't control.
• 17:19
  SPEAKER_02: And that's the thing about faith without works, is what?
• 17:22
  SPEAKER_04: Dead.
• 17:22
  SPEAKER_02: It's dead.
• 17:23
  SPEAKER_02: So I believe faith plus works is alive and well.
• 17:27
  SPEAKER_02: You ain't gonna find it in the Bible like that.
• 17:29
  SPEAKER_02: But that's how I say it to myself, Jamar, have faith.
• 17:31
  SPEAKER_02: Get your butt up and go work.
• 17:33
  SPEAKER_02: Go work hard and go work smart.
• 17:35
  SPEAKER_02: Yeah, go hustle and go grind and go get it in.
• 17:39
  SPEAKER_02: And because of that, I'm finding the blessings of the Lord are are right there with me.
• 17:44
  SPEAKER_02: So, you know, it's one that I I've been blessed.
• 17:47
  SPEAKER_02: Uh, the things I did for the salary job, and they told me how much I can make, I now do the same exact thing.
• 17:54
  SPEAKER_02: Same thing I did for Verizon for 15 years, but now I do it for companies that we own, that we dedicate to the Lord.
• 18:00
  SPEAKER_02: And trust me, the contracts we're getting now are far greater than what I got when I was getting a W-2.
• 18:08
  SPEAKER_02: And we it's a couple contracts alone.
• 18:11
  SPEAKER_02: You get what I mean?
• 18:12
  SPEAKER_02: So it's like trusting God that if I do leave that, he's got more.
• 18:17
  SPEAKER_02: Or if he doesn't have more, he's got something better for me.
• 18:21
  SPEAKER_02: You know, and all and better doesn't always mean more money.
• 18:24
  SPEAKER_02: Especially when I already have everything I need in this earth, in this world.
• 18:28
  SPEAKER_02: Like we're, you know what I mean?
• 18:29
  SPEAKER_02: Like, I can get more material things, I can do all that, but at the end of the day, I'm thanking God that he's brought us to this point where we can just trust him to provide all of our needs.
• 18:41
  SPEAKER_05: Do you think it took that unexpected turn of the stores being sold in order for you to truly shift into what God was calling you to, or do you think that if those stores were still open, would you still be working there, or would you be in real estate uh and and know that God is with you today?
• 19:00
  SPEAKER_02: Anybody who doesn't quickly give up eight to ten thousand dollars a month where you get to do it all, you get to do all the real estate and you get to do that, and this is guaranteed.
• 19:12
  SPEAKER_02: I totally understand where you're at.
• 19:14
  SPEAKER_02: I totally understand where you're at.
• 19:16
  SPEAKER_02: And so, in answering your question, you know, that's one of those things where I'd like to tell you, yes, I would leave anyway, and I would be doing it regardless, and I, you know what I mean, but man, I don't know.
• 19:28
  SPEAKER_02: I really don't know, and I'm thankful God didn't give me a choice.
• 19:31
  SPEAKER_02: I'm thankful that, you know, Alex and the team let me go the way they did.
• 19:36
  SPEAKER_02: They did it honorably, you know, each of us had an amicable split, you know what I mean.
• 19:41
  SPEAKER_02: It wasn't like they just told me overnight, but no, that gave me like six months.
• 19:45
  SPEAKER_02: Tomorrow we're gonna be selling, you know.
• 19:47
  SPEAKER_02: Sorry, we're not gonna be able to keep you around.
• 19:48
  SPEAKER_02: You know, you're on the support side of things in our company as a trainer.
• 19:51
  SPEAKER_02: You're not a generator of sales, you don't really earn your own income.
• 19:55
  SPEAKER_02: So therefore, we don't necessarily have space for you because we don't have as many stores as we did.
• 20:00
  SPEAKER_02: And I understood that.
• 20:02
  SPEAKER_02: And they told me, like I said, six months in advance, almost 12 months in advance, really.
• 20:07
  SPEAKER_02: But it was one of those things that if they didn't kick me out, I ain't gonna I ain't gonna I ain't gonna lie to you, man.
• 20:13
  SPEAKER_02: I probably would have still I'd probably still be there today to truth because I was able to do both.
• 20:18
  SPEAKER_02: I was able to do both very well.
• 20:19
  SPEAKER_02: Yeah.
• 20:20
  SPEAKER_02: But at the end of the day, God has opened up so many other doors, and I'm doing so many other things that I'm thankful I don't do that anymore.
• 20:28
  SPEAKER_05: It seems like that may be the most pivotal uh moment from what I've from what we've heard so far, three or four years ago, the stores being shut down, you've being forced almost to go into real estate full-time or find another W-2, ultimately trusting God's plan and diving into real estate full-time.
• 20:46
  SPEAKER_05: As you reflect on your journey, can you share a pivotal moment of failure or challenge that that really changed everything and shaped your approach to leadership and entrepreneurship, whether that or another event?
• 21:02
  SPEAKER_02: I would say a pivotal moment of that for me uh was in the real estate game and you know getting started myself, having a great mentor in Luke Durbin, my best friend from my hometown and awesome um just leader and helped so much.
• 21:20
  SPEAKER_02: He's a commercial guru, and he entrusted me with building out the residential team and doing so, um, which is what I got going right away.
• 21:31
  SPEAKER_02: Like God called me into real estate to not be a realtor, but to build a real estate brokerage.
• 21:38
  SPEAKER_02: And so doing that, you bring on people and people trust you.
• 21:42
  SPEAKER_02: And I learned a lot in that first maybe three or four people that I brought on, that um I my nature at that time was I I wanted to do as I wanted to do as much as I could for them, but doing that led them to getting.
• 22:00
  SPEAKER_02: Used to me doing that for them.
• 22:03
  SPEAKER_02: And it led to an opportunity where a few different times, you know, if my business wasn't doing well, theirs wasn't either.
• 22:11
  SPEAKER_02: And I hadn't necessarily taught them how to hunt.
• 22:14
  SPEAKER_02: I hadn't necessarily taught them how to fish.
• 22:17
  SPEAKER_02: I was out there fishing and casting for them.
• 22:20
  SPEAKER_02: And so that made it tough on them when things turned in the industry.
• 22:24
  SPEAKER_02: You know, last year, 2023, was nowhere near as good as 2021 and 2022.
• 22:29
  SPEAKER_02: And a lot of realtors fell off.
• 22:32
  SPEAKER_02: Even some on my team that weren't able to stick it out and tough it out.
• 22:37
  SPEAKER_02: Because, you know, I take full responsibility of that as a leader, that I didn't lead them to do what it was necessary for them to continue to have the level of success they need to just feed their families and trust that their real estate company could do that for them.
• 22:51
  SPEAKER_02: So in that, now looking at 2024, you know, we brought on five new agents right at the beginning of this year, which is a blessing.
• 23:01
  SPEAKER_02: And I've really honed in on how to teach them how to fish.
• 23:05
  SPEAKER_02: And not so much just feeding them, but teaching them how to fish, teaching them how to prospect, teaching them how to nurture, teaching them how to do the things that it takes for them to eat on their own without it.
• 23:18
  SPEAKER_02: And so that's something that I learned and how we work differently now.
• 23:23
  SPEAKER_02: We definitely still feed them for the transactional experience and give them leads and walk them with the leads from start to finish.
• 23:32
  SPEAKER_02: But nah, if I don't see you working, if I don't see you prospecting, if I don't see you doing your part, I'm not feeding you like that.
• 23:38
  SPEAKER_02: Because it ain't gonna help you.
• 23:40
  SPEAKER_02: It's not gonna help you at all.
• 23:43
  SPEAKER_05: I think Thursday we were in a group where you mentioned having been ordained earlier this week on Tuesday in Christian Connectors in a group that you host here locally for spiritual leaders, a lot of pastors in there, and you mentioned there's so many different things that go be both before and after my name, but the most important thing is pastor having that multifaceted career and life, being a family man, having two two uh middle, not middle age, but middle childhood children uh growing up and maybe about to move out of the house after 17, going to go to college in the next couple years, and uh being an entrepreneur in different fields, and being a pastor and being a leader in the community, and having so many different things that went on.
• 24:31
  SPEAKER_05: How do you find a balance to ensure productivity and well-being?
• 24:36
  SPEAKER_05: Are there any habits or routines that you consider non-negotiable?
• 24:39
  SPEAKER_02: Time blocking.
• 24:41
  SPEAKER_02: We are sitting in front of each other right now because both of us blocked the time to be here and be extremely intentional with time.
• 24:51
  SPEAKER_02: One of the things that I learned from Luke is the importance of time blocking.
• 24:57
  SPEAKER_02: Most of the times we grow up and we think we should budget our finances.
• 25:00
  SPEAKER_02: Budget your money, budget your money, let me see your budget, let me see your in business, let me see your budget, let me see your budget.
• 25:06
  SPEAKER_02: And it's usually about dollars, it's usually about numbers.
• 25:09
  SPEAKER_02: Whereas I've learned the importance of budgeting my time, prioritizing my time with intentionality through my calendar.
• 25:18
  SPEAKER_02: And actually blocking time for everything.
• 25:21
  SPEAKER_02: One of the things I learned from watching Seven Habits of Highly Effective People by Stephen Covey himself, go YouTube that, and you'll see habit number three, put first things first.
• 25:31
  SPEAKER_02: And it gives a wonderful depiction of what your big rocks are in your life.
• 25:36
  SPEAKER_02: And you get to choose your big rocks, you get to choose those.
• 25:39
  SPEAKER_02: And then what those little itty bitty pebbles are that get in the way, that are the fire drills in your life, that are just the small little things that keep you busy and not productive.
• 25:48
  SPEAKER_02: Well, it was watching first things put first things first on Stephen Covey's Seven Habits of Highly Affective People that taught me the importance of blocking time and being intentional about it.
• 25:58
  SPEAKER_02: So now I block and budget my time first.
• 26:02
  SPEAKER_02: And when I'm intentional and blocking my time, if I run out of money, what can I go do?
• 26:07
  SPEAKER_02: I can go get more money.
• 26:09
  SPEAKER_02: If I run out of time, what can Steve Jobs do?
• 26:13
  SPEAKER_02: Nothing.
• 26:14
  SPEAKER_02: I can't find more time.
• 26:15
  SPEAKER_02: You can't.
• 26:16
  SPEAKER_02: You run out, it's sober.
• 26:17
  SPEAKER_05: But I think also you look at Steve Jobs, you look at uh uh Elon Musk, all these well-accomplished people and big pastors and big entrepreneurs and big business people and people that are huge in family.
• 26:31
  SPEAKER_05: I think that you can't find more time, but you can also, I think a lot of people don't do a great job of budgeting their time.
• 26:38
  SPEAKER_05: They spend, you know, four hours a day scrolling social media or playing video games or just kind of wasting their life away.
• 26:45
  SPEAKER_05: And I think that sometimes, you know, being on social media can be a good thing, uh it's just everything in moderation, right?
• 26:55
  SPEAKER_05: So if if you are allowing yourself a budget, and I I would even, hey, if I want to be on social media, even if it's mindless, I just need a break, budget that.
• 27:04
  SPEAKER_05: Yeah, like don't do because if you do it mindlessly, that's when if I if I'm putting 8:30 to 9, okay, I'm just gonna scroll my phone, I'm gonna eat breakfast, whatever.
• 27:13
  SPEAKER_05: But if I'm starting at 9 12 and I don't have a time where I'm gonna stop, then I'm gonna stop at 2 p.m.
• 27:20
  SPEAKER_05: And then the whole day is gone.
• 27:21
  SPEAKER_05: Yeah, and I've missed meetings, I've missed calls I need to make, I've missed so many important things.
• 27:26
  SPEAKER_05: So time blocking has become one of the biggest things, and I think another one that I would add on there is The One Thing by Gary Keller because what I found with time blocking until recently with uh with the tool that I've used, and I'm not sponsored at all, but Motion, usemotion.com.
• 27:46
  SPEAKER_05: It's an AI tool, you just put in the task and it automatically makes an AI schedule for you.
• 27:51
  SPEAKER_05: Uh it's like 20 bucks a month, I think.
• 27:54
  SPEAKER_05: And um that's that's helped a lot.
• 27:57
  SPEAKER_05: But the one thing, because I have you know, I have 10 different things I want to complete.
• 28:01
  SPEAKER_05: I want to do my book, I want to do my speech, I want to do a podcast, I need to work on my business, uh, I want to spend family time, like there's so many different things, and just I think if you can just block that one thing, and then everything else comes after, like you were saying earlier with God and family and wife, then just blocking that one thing.
• 28:21
  SPEAKER_05: So for me, and and and another thing is it can change from time from day to day, right?
• 28:26
  SPEAKER_05: So, like tomorrow or today it's a podcast, tomorrow, uh tomorrow probably be church, Monday might be uh a big business meeting I have, or a big uh a few client calls, or some you know, team training, or whatever that looks like, right?
• 28:41
  SPEAKER_05: Uh and and and there's also non-negotiables, like as I can as I begin building my in-house team, my uh real estate team, I'm shifting into having to be a leader.
• 28:53
  SPEAKER_05: And I we had previously spoken about my business is automated, and I realized recently, like, you can automate your business and make well over uh six figures, but you can't get to the point that I want to get to with it being entirely automated.
• 29:09
  SPEAKER_05: It's more so it's not it's not that it's automated, it's just that it's higher leverage, yeah.
• 29:13
  SPEAKER_05: Like you were talking about with real estate, it's higher leverage.
• 29:16
  SPEAKER_05: The things I'm doing are giving me a one to a hundred output on my time rather than a one to three or one to seven or whatever the number looks like.
• 29:26
  SPEAKER_05: Like uh we we were with uh Donovan Green, who actually introduced us uh earlier this week in the real estate boot camp, and he brought up cold calling as a viable channel for marketing.
• 29:39
  SPEAKER_05: And I'm a big fan of cold calling, it's helped uh my business grow.
• 29:43
  SPEAKER_05: We've gotten some great deals out of cold calling and really seen phenomenal uh ROIs on that marketing spend, but I wouldn't I would never ever ever ever cold call on my own.
• 29:56
  SPEAKER_05: A just the confidence it's gonna shoot shoot your it's gonna shoot your confidence down, but then also uh I mean I always ask people, hey, is your time worth more than four dollars or six dollars or eight dollars an hour?
• 30:11
  SPEAKER_05: And then I'm I'm always like, comma, you can make between twenty to forty dollars an hour driving Doordash or Grubhub or Instacar.
• 30:18
  SPEAKER_05: I used to do that, I was making thirty-five dollars an hour, so it's like if I can go do Instacart for three hours after my W-2, make a hundred bucks, that pays for uh for me, I pay four dollars an hour, so that's twenty-five hours a week for a cold collar, right?
• 30:35
  SPEAKER_05: And so doing that five times a week, you have at least one cold caller you can afford to pay for, and you'll see a one to three, one to five return.
• 30:45
  SPEAKER_05: Boom, that's that your business, you just keep being smart with the money, keep reinvesting, it's gonna take off.
• 30:50
  SPEAKER_05: Yeah, so with that said, I I love entrepreneurship.
• 30:54
  SPEAKER_05: I sure I'm sure you love entrepreneurship.
• 30:55
  SPEAKER_05: I know Leslie, your wife, loves entrepreneurship being in uh a business owner for the last 18 years, you said, but success.
• 31:07
  SPEAKER_05: Success can be a very subjective term.
• 31:11
  SPEAKER_05: Does it mean I'm a billionaire?
• 31:13
  SPEAKER_05: Does it mean I have seven, eight, nine, ten children?
• 31:17
  SPEAKER_05: Does it mean I'm jacked, I have abs, I have the dream body?
• 31:22
  SPEAKER_05: Does it mean I'm uh uh famous, I can walk anywhere and uh everyone will recognize me?
• 31:27
  SPEAKER_05: What does it mean?
• 31:29
  SPEAKER_05: So for you, Jamar, how has your definition of success evolved over the years as you've developed your faith, as you've come into the uh uh 1099 world, uh in in both a personal uh sense and a professional sense?
• 31:46
  SPEAKER_02: So when when I think about success, a few different things, you're right.
• 31:49
  SPEAKER_02: It's it's it is something that over time it changes what what you consider to be success and successful.
• 31:57
  SPEAKER_02: Uh when I was when I was younger, it was how well I played the game of basketball, how many games we won, things like that, and I was successful if we were winning games and I was fit and I was hooping and bogging on boys, you know what I mean?
• 32:08
  SPEAKER_02: The the normal.
• 32:10
  SPEAKER_02: Um, and then there was obviously money and how much money I was making, and I'm successful based on my annual salary or bonuses and things of that nature.
• 32:20
  SPEAKER_02: Um but then my cousin was he challenged me older when I got older to say success is really truly measured by your health and your happiness.
• 32:32
  SPEAKER_02: And that could and that could be a measurement of how successful you are is how healthy are you and how happy are you?
• 32:39
  SPEAKER_02: And I I ran with that for a while, you know, but then I I realized that well happiness is conditional.
• 32:45
  SPEAKER_02: You know, happiness is conditional, and my health is fading.
• 32:49
  SPEAKER_02: Like everybody physically is dying.
• 32:51
  SPEAKER_05: Yeah.
• 32:52
  SPEAKER_02: Everybody.
• 32:52
  SPEAKER_02: Yeah, every day is one one day closer to death.
• 32:56
  SPEAKER_02: So I had to play with that and say to myself, well, then what then, Jamar, can I measure my success on?
• 33:01
  SPEAKER_02: And I landed on, for me, it's about how obedient am I being to God?
• 33:07
  SPEAKER_02: How obedient am I being to living out the word of God, being a living example for others of what his word says and what he's called me to, and exactly that.
• 33:18
  SPEAKER_02: How close am I to the calling on my life?
• 33:21
  SPEAKER_02: The assignment or assignments on my life, and that's how I measure it these days, is more along the lines of you talk about the one thing.
• 33:31
  SPEAKER_02: And my one thing is Jesus.
• 33:35
  SPEAKER_02: I told you that.
• 33:36
  SPEAKER_02: Yeah, but most of the world doesn't want to hear that.
• 33:38
  SPEAKER_02: Yeah, that's cliche for you, even.
• 33:40
  SPEAKER_02: Ah, yeah, here he goes again.
• 33:42
  SPEAKER_02: Preacher, preacher.
• 33:43
  SPEAKER_02: You know what I mean?
• 33:44
  SPEAKER_02: Like, I get it.
• 33:44
  SPEAKER_02: Yeah.
• 33:45
  SPEAKER_02: So I had to ask me, ask me that question again.
• 33:47
  SPEAKER_02: What?
• 33:48
  SPEAKER_02: What's my one thing?
• 33:49
  SPEAKER_02: What's your one thing?
• 33:51
  SPEAKER_02: I am a service provider.
• 33:54
  SPEAKER_02: My one thing, which is why I work for God and serve people, I had to get to that point of Jamar, you're successful when you're serving others, when you're willing to lay down your life for somebody else, when you're willing to sacrifice something in your life for someone else.
• 34:12
  SPEAKER_02: And so now my one thing, and how I measure my success now, how well am I serving others?
• 34:19
  SPEAKER_02: How well am I serving my wife?
• 34:21
  SPEAKER_02: How well am I serving my children?
• 34:24
  SPEAKER_02: How well am I serving my church?
• 34:26
  SPEAKER_02: How well am I serving you?
• 34:27
  SPEAKER_02: How well am I doing anything and everything?
• 34:30
  SPEAKER_02: And what I do as a service provider, my one thing.
• 34:34
  SPEAKER_02: I had to look back at my career and notice that what I was doing in my career, providing a service.
• 34:40
  SPEAKER_02: What I do in real estate to lead a team and build a team is serve them.
• 34:46
  SPEAKER_02: Why I got mad at myself in the end is because when I was serving my team, I wasn't, I was served, I was spoon serving them, right?
• 34:53
  SPEAKER_02: I wasn't really serving them to help them spoon feed themselves and someone else.
• 34:58
  SPEAKER_02: And so now I really look at how well am I truly serving others in the calling of my life or in the calling zone.
• 35:08
  SPEAKER_02: Because when I hear the one thing, you gotta be careful not to put all your eggs in one basket.
• 35:12
  SPEAKER_02: There are a lot of people who put their their one focus on real estate sales only, and then interest rates went up, inventory went down, and they're one thing because all they've ever done is well sell, sell, sell, sell, sell, sell, sell, sell, sell.
• 35:28
  SPEAKER_02: They no one ever came to them and said, you might want to go ahead and get you some passive investments.
• 35:34
  SPEAKER_02: You might want to get you some rental properties, that cash flow for you, throw them on uh HUD, throw throw them on a uh Section 8.
• 35:41
  SPEAKER_02: So when the COVID shuts down and everybody else ain't getting paid, and you can't foreclose, you can't, or you can't, you can't kick them out, you can't even do none of that, and you you're getting that guaranteed check.
• 35:52
  SPEAKER_02: Somebody should have told somebody that to help set them up because that's why now I look for my one thing and I measure my success based on how well am I serving others, starting with my wife and my children, and then everyone else.
• 36:09
  SPEAKER_05: I think obedience to God and and how you're serving others, you inherently deep down, you know how well you're doing.
• 36:18
  SPEAKER_05: But I'm curious, do you have actual KPIs, if you want to call it that, or measurements you use, or is it just more of an internal feeling?
• 36:25
  SPEAKER_05: Hey, I could have done better for him uh than I did next time.
• 36:29
  SPEAKER_05: I need to work on that, or hey, I did a great job.
• 36:31
  SPEAKER_05: I need to keep doing this so that I can keep serving others and serving God.
• 36:35
  SPEAKER_05: Do you have measurements that you measure for that, or is it just more of an internal feeling?
• 36:39
  SPEAKER_02: No, you I mean you have to have both.
• 36:41
  SPEAKER_02: I mean, but that's the thing someone taught me along the way is intrinsic versus external or extra extrinsic motivators.
• 36:49
  SPEAKER_02: Some people are motivated by money, and you need to be able to speak to that by having metrics, having goals.
• 36:54
  SPEAKER_02: You know, for us we talk about three pendings, three closings, three pendings, three closings, three pendings, three closings, three pendings, three closings.
• 37:00
  SPEAKER_02: I can track all my numbers from that.
• 37:03
  SPEAKER_02: If I'm looking for three pendings, three closings, three pendings, three closings, alright, you either got them or you don't.
• 37:07
  SPEAKER_02: You did or you didn't.
• 37:08
  SPEAKER_02: If you didn't, what did you do?
• 37:10
  SPEAKER_02: How many calls did you make?
• 37:11
  SPEAKER_02: How many leads did you get?
• 37:13
  SPEAKER_02: How many follow-ups did you do?
• 37:14
  SPEAKER_02: You know what I mean?
• 37:15
  SPEAKER_02: So we start with three pendings, three closings, three pendings, three closings.
• 37:18
  SPEAKER_02: As it relates to the salon and spa, now we're talking, all right, we're setting ourselves at$45,000 a month.
• 37:25
  SPEAKER_02: You know, and we we work with our team to say, how much do you want to make annually?
• 37:29
  SPEAKER_02: For those stylists and therapists that want to make 60 grand a year, you want to make a hundred grand a year?
• 37:34
  SPEAKER_02: Here's what based on our averages, we use the numbers.
• 37:37
  SPEAKER_02: You have to have numbers, but the numbers tell a story.
• 37:42
  SPEAKER_02: And far too often, if people do this with KPIs, they beat you down with the what.
• 37:46
  SPEAKER_02: They beat you down with the what.
• 37:48
  SPEAKER_02: The what is the number, the what is the goal, the what is just a number.
• 37:52
  SPEAKER_02: Yeah, they rarely tell you the how, the how is the behavior.
• 37:57
  SPEAKER_02: Yeah behind every number, there's a story, and it leads to a story about somebody's behaviors.
• 38:03
  SPEAKER_02: I can show you right now, if you don't have three pending street closings, it ain't because of the number was too big, it's because of your behaviors didn't align with what it took for you to hit three pending street closings.
• 38:14
  SPEAKER_02: The input.
• 38:15
  SPEAKER_02: It wasn't because of$45,000 a month was too big of a goal, it's because the behaviors weren't there to align up with those goals and those metrics.
• 38:26
  SPEAKER_02: So, yeah, you absolutely have to have those numbers, but not everybody's motivated by numbers.
• 38:32
  SPEAKER_02: In fact, most people are intimidated.
• 38:35
  SPEAKER_02: Most people are intimidated by numbers.
• 38:37
  SPEAKER_02: That's why people are in financial crisis, because they don't want to look at their numbers.
• 38:42
  SPEAKER_02: Their financial issues come from the fact that they just don't want to look at it.
• 38:46
  SPEAKER_02: And they do what I'm what we're talking about.
• 38:48
  SPEAKER_02: They, I just know it's gonna work out.
• 38:50
  SPEAKER_02: I'm just gonna praise God.
• 38:52
  SPEAKER_02: Yeah, yeah, that works.
• 38:53
  SPEAKER_02: That works.
• 38:53
  SPEAKER_02: But faith without works is what?
• 38:55
  SPEAKER_02: Dead.
• 38:56
  SPEAKER_02: It's dead.
• 38:57
  SPEAKER_02: So you gotta know your numbers.
• 38:59
  SPEAKER_02: You gotta be on a you gotta see them.
• 39:01
  SPEAKER_02: You got and then, yes, you gotta have faith and be willing to bust your ass until you get there.
• 39:06
  SPEAKER_05: And I think faith without seeing the end result.
• 39:10
  SPEAKER_05: I always I always hear, and I've mentioned this with you before in a private conversation, where I I heard a speech from a brother of mine uh a couple months ago, and he what he said faith was is faith is God showing you the end result, showing you where you will be if you continue to work, but not showing you the way there because that's where faith comes in.
• 39:33
  SPEAKER_05: So you just keep working day after day, month after month, year after year, and eventually God is gonna lead you.
• 39:39
  SPEAKER_05: I don't I have no idea how.
• 39:41
  SPEAKER_05: That's it, but and that doesn't mean I have no idea how I'm not gonna track my numbers.
• 39:46
  SPEAKER_05: That's another thing we were talking about yesterday on business, is I know with KPS, I know where my bottlenecks are in my business.
• 39:54
  SPEAKER_05: So, for example, last month we weren't getting enough leads per uh cold color, we weren't getting enough leads, but if we were getting enough leads, we would be in, and we were still hitting our numbers uh our I mean our minimum ROI, but uh if we were at the numbers we were trying to get to, we would be well above our minimum ROI, and we would probably be above our target ROI uh because of everything else that was going well, but because we track KPIs, it's not that oh, I want to make$100,000 this month.
• 40:25
  SPEAKER_05: It's okay, great.
• 40:26
  SPEAKER_05: I want to make$100,000 this month, and then reverse engineer how, right?
• 40:32
  SPEAKER_02: So, and in that, if you don't mind, I want to add for you and any leader that's gonna watch this podcast, one of the common mistakes we make as a as a manager or a leader is we come in and tell you the what?
• 40:44
  SPEAKER_02: The bottleneck, once we only got one lead per caller, and that that's the bottleneck, and and that's it, and then we walk out of the room, you know what I mean?
• 40:54
  SPEAKER_02: And it's like that's what my leader did all over and over and over again.
• 40:57
  SPEAKER_02: They didn't stay in the room to say, and now how do we get three?
• 41:02
  SPEAKER_02: Let's work, let's collaborate, let's brainstorm, let's work together and figure out the how you can change that number.
• 41:10
  SPEAKER_05: And it's yeah, so it's reverse engineering to get to that, okay.
• 41:15
  SPEAKER_05: We need we're getting one lead, we need three or four.
• 41:18
  SPEAKER_05: Okay, great.
• 41:18
  SPEAKER_05: How do we get three or four?
• 41:20
  SPEAKER_05: We need well, we need to do at least 10 to 15 calls or conversations, not calls an hour.
• 41:25
  SPEAKER_05: And then how many dials we need to make to have convers that many, and then how many records do we need, and then you can keep reverse engineering it.
• 41:33
  SPEAKER_05: And ultimately what it came down to for us was the data was not you know great quality, uh, and then we also needed to, you know, flip, not flip the script, but change the script a little bit.
• 41:43
  SPEAKER_05: And so just being able to recognize okay, these parts we're we're we're we're not where we want to be as a company, but that doesn't mean that every single part is not doing their job.
• 41:53
  SPEAKER_05: These parts are actually doing really, really well.
• 41:55
  SPEAKER_05: It's just this on the front end needs to improve, and if we can improve this, the whole company is gonna is gonna thrive and is gonna skyrocket.
• 42:04
  SPEAKER_05: Yeah, so you mentioned earlier when you were initially leading your team, you were kind of giving them handouts, not making them hunt, uh, which is really what a being a real estate agent is you have to hunt for your deals.
• 42:18
  SPEAKER_05: And I imagine that when the market did come down, that led to a lot of stress.
• 42:24
  SPEAKER_05: Being a leader, uh, you yourself probably making less money, but also seeing those around you that you were supposed to be leading, uh, making less money, maybe not even be able to you know make a livable wage.
• 42:37
  SPEAKER_05: So, as a leader, managing stress is absolutely crucial.
• 42:41
  SPEAKER_05: Can you share some strategies or practices that help you maintain both balance, mental health amidst the pressures of your career as a leader in the real estate space?
• 42:52
  SPEAKER_02: Every single time I can't tell anybody other than the best thing is the word of God.
• 43:00
  SPEAKER_02: The Bible and memorizing scripture has helped me so much through life's times and troubles.
• 43:08
  SPEAKER_02: Even if it's a non-believer, I still encourage them as a non-believer, just like you go pick up a book off the shelf and just read it for what it is, pick up the Bible, download the Bible app, whatever it is, and memorize scripture.
• 43:21
  SPEAKER_02: Even if you're a non-believer, use the scriptures.
• 43:25
  SPEAKER_02: That's what the Lord did when the devil was trying to tempt him in the mountains, is he used the word of God.
• 43:30
  SPEAKER_02: You know, I memorize scriptures like Psalms 103 and 3.
• 43:35
  SPEAKER_02: He forgives all my sins and heals all my diseases.
• 43:40
  SPEAKER_02: So on those days where I woke up and I wasn't so obedient, and I know that I had sinned in my life, and this day was gonna be, I remind myself before I go beating myself up and unforgiving myself, I remind myself He forgives all my sins.
• 43:56
  SPEAKER_02: And on those days where I just can't get out of bed, I just my Back hurts, my neck hurts, my stomach hurts, my breath stinks, and all the above.
• 44:05
  SPEAKER_02: And heals all my diseases.
• 44:08
  SPEAKER_02: And I just say that to myself.
• 44:10
  SPEAKER_02: You know, Philippians 4 and 6.
• 44:12
  SPEAKER_02: Worry about nothing.
• 44:14
  SPEAKER_02: Pray about everything.
• 44:16
  SPEAKER_02: Tell God what you need and thank him for what he's already done.
• 44:22
  SPEAKER_02: You know, it's just memorizing scripture has really helped me because that's our offensive weapon, is the word of God.
• 44:30
  SPEAKER_02: And even for a non-believer, I still encourage you to get into the word of God and just start reading it.
• 44:36
  SPEAKER_02: It's alive, it's the living word of God.
• 44:40
  SPEAKER_02: And that's that's what I use personally to get through a lot of life's trials.
• 44:45
  SPEAKER_02: Um for someone who doesn't want to go there, and you know, in times and seasons when even I had blockage from reading the word of God, because as a new believer, I'm sure you probably still struggle sometimes, some days.
• 44:58
  SPEAKER_02: The the spiritual warfare battle in your mind is strong, and sometimes that battle even keeps you from wanting to even go to the Bible.
• 45:05
  SPEAKER_02: Instead, you pick up your phone and you go to ESPN.com, you go to all these other apps, you play your games, and then it's like, okay, now let me read.
• 45:14
  SPEAKER_02: You still have to find maybe it's a John Maxwell, maybe it's a Craig Groschell, maybe it's a um Rich Dad, Poor Dad, Robert Kiyosaki.
• 45:24
  SPEAKER_02: Maybe I would highly encourage anyone and everyone, you should have a mentor and you should have a mentee.
• 45:31
  SPEAKER_02: You should have someone who's pouring into you and someone you're pouring into.
• 45:36
  SPEAKER_02: Because a lot of times, going back to what I do for a living and what I do and who I am and what's my one thing, being a service provider, a lot of times what pulls me out of that funk is when I go help somebody else.
• 45:47
  SPEAKER_02: So if I'm struggling to read the word of God or if I don't really believe like that and I'm not gonna do it, then my encouragement for anybody who's looking to feel better about themselves, go help somebody else.
• 45:59
  SPEAKER_02: And there's something about something about helping others that usually kicks me out of my funk or makes my not so good day a lot better.
• 46:10
  SPEAKER_05: From going back to all the way to the beginning, what does your spiritual journey look like?
• 46:15
  SPEAKER_05: Did you grow up in a predominantly spiritual household?
• 46:20
  SPEAKER_05: Uh did you find it while you were shifting into entrepreneurship?
• 46:24
  SPEAKER_05: And how did you both develop your faith but then also come to being a leader in the in the Christian space?
• 46:32
  SPEAKER_02: Man, I did grow up in a uh Christ-centered home, and I'm grateful that my mom and dad to this day are still married, which is extremely rare from my neighborhood, from my community.
• 46:44
  SPEAKER_02: Well, heck, for the world anymore, you know, divorce, even in the body of Christ, even in Christianity, you know, and religion, there's a lot of divorce.
• 46:53
  SPEAKER_02: You know, it's on the rise, you know, unfortunately.
• 46:55
  SPEAKER_02: And so coming up in a Christ-centered home with having both parents and uh them still being together today, it really shaped my journey.
• 47:04
  SPEAKER_02: I'm the youngest of three other siblings in the home and another uh you know, half-brother that grew up in a different state, but it helped me to know that they laid those tracks before me.
• 47:17
  SPEAKER_02: So life was a little, I would say it was a little easier for me to follow on those tracks.
• 47:22
  SPEAKER_02: But like everybody, we get knocked off the track, but it was having great siblings, great aunts and uncles, great parents, a great support system around me that when I was in deep dive into alcoholism and a drunk, when I was into marijuana and totally a pothead, when I was off my rockers and just chasing money, you know, and not running businesses, that's when it was those people who I could turn to.
• 47:52
  SPEAKER_02: And it was obviously God Himself and the Word of the Word of the Lord and the Holy Spirit that helped me get me back on track.
• 48:00
  SPEAKER_02: Um, I got delivered from alcohol over eight years ago through um being at I Town Church and thankful for Pastor Dave and you know him being um my pastor in that season for a long time and just grateful that at I Town Church it was a body and a movement that helped me find freedom from those vices and from those things that distract us.
• 48:24
  SPEAKER_02: You know, we lie to ourselves a lot of times about what they're doing to us, and it wasn't for me.
• 48:29
  SPEAKER_02: It just wasn't for me.
• 48:30
  SPEAKER_02: And so that's what really brought me back to in a different light, in a different capacity, is my family being there, never turning their back on me, you know, um, and having a church body that I could go serve at.
• 48:46
  SPEAKER_02: It was literally, I went and joined the parking lot team.
• 48:51
  SPEAKER_02: And because I was getting out there on that parking lot every Saturday and Sunday, just serving, having fun in a parking lot, you know, things started to happen.
• 48:58
  SPEAKER_02: You know, I picked up coffee instead of alcohol.
• 49:01
  SPEAKER_02: I started going to the gym a little bit more.
• 49:03
  SPEAKER_02: Been a while, but I started going to the gym a little bit more to physically get out some of that stress, get out some of that, you know, feeling like I got idle hands, idle hands out of minds.
• 49:14
  SPEAKER_02: Yeah, that's the devil's playground.
• 49:16
  SPEAKER_02: So just keeping myself in a more conducive environment for healthiness and whether it be spiritual health, mental health, physical health, or whatever, you know, that's what I'm I'm continuing to focus on now and doing my best to stay in that lap in that lane.
• 49:34
  SPEAKER_05: So having grown up in a spiritual space, a spiritual household, but then ultimately at one point falling into a trap of substance abuse, how did that happen?
• 49:45
  SPEAKER_05: Was it a rebellion of your parents were too strict, you're wanting to rebel against them, or well, I'm curious what went on there, and then we've talked a little bit about how you were delivered from that, uh, having those older mentors and more mature mentors in your space and in your in your life that uh that you've now become a mentor to others in your life by having mentees.
• 50:10
  SPEAKER_05: But yeah, I'm curious how that ultimately unfolded, how you came to to being to having substance abuse, if you don't mind touching on that.
• 50:18
  SPEAKER_02: I don't mind at all because a lot of it is passed down generationally.
• 50:21
  SPEAKER_02: You know, you got generational curses out there, you got people who have generational strongholds that they don't even realize because they've never really tapped into that.
• 50:29
  SPEAKER_02: But the fact of the matter is I come from a family where you know my great-grandfather and great-grandmother, they ran the juke joint.
• 50:37
  SPEAKER_02: You know, um, my grandmother was born and addicted to alcohol because her mother made the hooch, she made the liquor, and she's so she was addicted to her own alcohol that she she made.
• 50:50
  SPEAKER_02: And therefore, when her daughter, which my grandmother, she grew up and had those issues and you know, just the different things that are passed down generationally that people don't give credit to, and those strongholds are strong.
• 51:03
  SPEAKER_02: You know, it's one of those things that not only that, it is America.
• 51:07
  SPEAKER_02: I mean, we idolize alcohol, we we idolize, you know, cigarettes.
• 51:13
  SPEAKER_02: We we we put these things as idols.
• 51:16
  SPEAKER_02: In fact, we make it where it's not even legal.
• 51:18
  SPEAKER_02: It's it's it's it's something that's excuse me, it's illegal.
• 51:21
  SPEAKER_02: You know, one of the the worst things for anybody is alcohol.
• 51:24
  SPEAKER_02: They call it spirits for a reason, you know, like beer, wine, and spirits.
• 51:30
  SPEAKER_02: They're not even hiding the fact that this will have some level of control on your life and a spiritual component.
• 51:37
  SPEAKER_02: You literally would turn into a different spirit person and be led by that.
• 51:42
  SPEAKER_02: And oftentimes, you know, for me, it was just all around me.
• 51:47
  SPEAKER_02: And it was, then the other thing with it is peer influence is typically stronger than parental guidance.
• 51:55
  SPEAKER_02: So even though I didn't grow up in a home where I was surrounded by a lot of alcoholism and things for a long time, now on the backside of my high school career, my junior senior year, we had a death, had a traumatic situation of an uncle that led, and two uncles, an aunt and my grandma, all of them passed away in this season, and it had its impact on my mom, it had its impact on my dad, and from there it led to well, all right, I got off my rockers, then I get to college, and well, heck, we know a college is for it to go in debt and party, right?
• 52:27
  SPEAKER_02: I mean, no, it's easy.
• 52:29
  SPEAKER_02: But at the end of the day, it literally was just the natural journey of a human being, the natural journey of an American, to where it's all around you, it's super accessible, it's super glorified, like it is just Joe cool.
• 52:46
  SPEAKER_02: I grew up in an era when they had Joe cool, you don't even know who Camel Joe is, you know, but that's how they literally, you know, there was a time where cigarettes and the advertisements were geared towards kids.
• 52:59
  SPEAKER_02: You know, look at McDonald's, all that unhealthy food that they use, the hamburglar, grimace, you know, Ronald McDonald, and they they the toy, you get your happy meal with a toy.
• 53:11
  SPEAKER_02: That stuff is so loaded up with bad, unhealthy food that at the end of the day, but that's how they spoon feed us, you know, and that's how, and it's just part of our society, unfortunately.
• 53:23
  SPEAKER_02: So for me, I fell into that trap.
• 53:26
  SPEAKER_02: One, because of the strongholds, you know, two, because it was so easy.
• 53:30
  SPEAKER_02: Three, I'm I was young, dumb, you know, and you know, at the end of the day, I just had to go through my journey with it, and God has something else for me, and finally I gave in, surrendered it, gave it to him, was delivered, and and I'm moving forward.
• 53:44
  SPEAKER_02: You know, it's that's the journey now.
• 53:46
  SPEAKER_05: Would you say it was normalized in your family because your great-grandma made alcohol?
• 53:54
  SPEAKER_02: I think it was normalized in everybody.
• 53:56
  SPEAKER_02: I think it's normalized in our society.
• 53:58
  SPEAKER_02: I mean, they they you know, heck, they tried the prohibition, it didn't work.
• 54:03
  SPEAKER_02: You know, you look at Indiana, we're to the point now where we went ahead and said, you can go ahead and get it on Sunday in most recent years.
• 54:09
  SPEAKER_02: You know, when at one time you couldn't buy alcohol on Sunday in Indiana.
• 54:14
  SPEAKER_02: So it's not something, it's something that is becoming more accessible.
• 54:17
  SPEAKER_02: You know, I I wonder if there's ever gonna be a time like some of these other countries where you can start drinking at 18 instead of 21.
• 54:25
  SPEAKER_02: I mean, who knows what's gonna happen over time, but I think for cigarettes, they did just make it from 18 to 21.
• 54:31
  SPEAKER_05: So that's sadly it's good.
• 54:32
  SPEAKER_05: They're making that a little bit less accessible, not as, you know, not nothing crazy, but which is a good thing.
• 54:38
  SPEAKER_02: You know, I mean, obviously, the more we can push off the legalism of those vices and those things that we know are not good for us at all, um, the better.
• 54:48
  SPEAKER_02: But I just think it's something that, again, it's just so glorified here and so accessible here.
• 54:54
  SPEAKER_02: You don't drink your boring crazy is a vibe for most people.
• 54:58
  SPEAKER_02: And unfortunately, that's a lie that people tell themselves.
• 55:02
  SPEAKER_02: And I told myself that for a long time.
• 55:04
  SPEAKER_02: Man, you can't go out and have fun without getting drunk and drinking, and you know, people going, yeah, man, whatever.
• 55:10
  SPEAKER_02: I have more fun now not being high, not being drunk, than I ever do.
• 55:15
  SPEAKER_02: And I notice more things, I'm more observant of things, and I'm not as loose-lipped.
• 55:21
  SPEAKER_02: They say that truth serum.
• 55:22
  SPEAKER_02: Yeah, you get yourself in trouble with that truth serum.
• 55:25
  SPEAKER_02: You need to be more honest with yourself about what it's doing to you.
• 55:28
  SPEAKER_02: You know, and those are the things that I had to learn, and I have to now practice daily.
• 55:34
  SPEAKER_02: You know, pick up my cross daily.
• 55:37
  SPEAKER_05: Going back to your career, if you could tell your young self, your 20-year-old self, one thing that you didn't know then, that you know now, what would that piece of advice be?
• 55:50
  SPEAKER_02: Well, I got still this from my brother Pete.
• 55:53
  SPEAKER_02: And I I I've said it before, you know, the best advice I've ever been given is keep saying yes to God.
• 56:00
  SPEAKER_02: Keep saying yes to God.
• 56:03
  SPEAKER_02: And um another uh actually comedian comedy uh comedian comedian has said on stage once, obedience is better than sacrifice.
• 56:13
  SPEAKER_02: Obedience is better than sacrifice.
• 56:16
  SPEAKER_02: You know, I I I so now I do my best to just remain obedient and not have to sacrifice, and I have to bring something to the altar to say, I'm sorry, kill this blood, you know what I mean?
• 56:27
  SPEAKER_02: Like I do my best in that.
• 56:30
  SPEAKER_02: Um, and another one I would say is um we don't chase business, and this is from Luke, we don't chase business, we run businesses.
• 56:40
  SPEAKER_02: We don't chase business, we run businesses.
• 56:43
  SPEAKER_02: And that's a different mindset where you can easily get trapped chasing money, chasing business, and lose sight of what's really important.
• 56:51
  SPEAKER_02: Well, let me ask you this: what happens when you chase a dog?
• 56:55
  SPEAKER_02: Um, you know what?
• 56:57
  SPEAKER_02: I'm wise enough not to chase a dog, but most times what I've noticed when my dog would get away, um, if I chased the dog, the dog ran from me.
• 57:07
  SPEAKER_02: And it's like your kids, where you got that kid that likes to be chased.
• 57:12
  SPEAKER_02: They when you when you play with that kid and you run and you start chasing that kid, what do they do?
• 57:17
  SPEAKER_02: They run because they're having fun.
• 57:19
  SPEAKER_02: It's a game.
• 57:20
  SPEAKER_02: However, how I always got my daughter to come back, or how I always got my dog to come back, is well, I stopped chasing them.
• 57:27
  SPEAKER_02: And I grabbed something maybe they were interested in, maybe they liked, and I showed it to them.
• 57:32
  SPEAKER_02: And I got down a little lower and I waited until it came back.
• 57:37
  SPEAKER_02: You know, and that's ultimately what I've learned in that is you know, you can keep chasing me, and it's probably gonna keep running from you.
• 57:44
  SPEAKER_02: Or you can be still and know that I am God.
• 57:46
  SPEAKER_02: You know, I'm gonna seek you first the kingdom of God and his righteousness, and all those things I've been chasing is gonna come towards me.
• 57:54
  SPEAKER_05: And I think with everything, you know, basically, chasing after a dog I see as chasing after something secular.
• 58:02
  SPEAKER_05: Women, money, whatever.
• 58:06
  SPEAKER_05: Whereas instead of chasing it, as you said, put something in your head that they like.
• 58:11
  SPEAKER_05: So start with being a man of God, and money will come to you.
• 58:15
  SPEAKER_05: Uh uh, a good woman will come to you.
• 58:18
  SPEAKER_05: And because that's all that's what we were talking about before, even got podcasts on.
• 58:22
  SPEAKER_05: Um, you know, I'm looking for a good woman, right?
• 58:25
  SPEAKER_05: But if I'm going out to chase women, that's gonna be, you know, Tinder and hookups and and whatever, right?
• 58:31
  SPEAKER_05: That's not what I want.
• 58:32
  SPEAKER_05: I'm gonna be a man of God.
• 58:34
  SPEAKER_05: I'm gonna uh faith in works, um, and money's gonna come to me.
• 58:40
  SPEAKER_05: Uh uh a good woman of faith is gonna come to me.
• 58:43
  SPEAKER_05: Everything that I want is gonna come to me because I'm holding this thing called the power of God that is attracting them to me.
• 58:52
  SPEAKER_05: It's about attracting these things to you, not chasing after them.
• 58:55
  SPEAKER_05: Because anything you chase is just gonna, except for God, anything you chase is just gonna be chased away.
• 59:00
  SPEAKER_05: They're gonna keep running away from you.
• 59:02
  SPEAKER_05: Amen.
• 59:02
  SPEAKER_05: So, and and I've experienced that in with all those things, money, women, etc.
• 59:07
  SPEAKER_05: So, but you mentioned mentorship and coaching being both being a coach and having a coach of your own playing a significant role in your approach to leadership.
• 59:21
  SPEAKER_05: Can you expand on how these elements, coaching, mentorship, even being a mentor, have influenced your growth and how you incorporate them into uh your life, your teams, and your business?
• 59:34
  SPEAKER_02: Well, I think the first thing you have to recognize is every great athlete, every great entertainer, anyone we idolize in our society right now, they did not do it on their own.
• 59:48
  SPEAKER_02: And not one of them will tell you that they didn't have good coaches.
• 59:53
  SPEAKER_02: When I think about the singers and we watch American Idol, we watch these shows, what do we see on the journey they're on to getting on stage?
• 1:00:02
  SPEAKER_02: There was a time where they had to practice and they had the coaches.
• 1:00:06
  SPEAKER_02: That's what I like about the voice, where they they they choose you, the coaches choose you because they see something in you and they're like, I want to coach that person.
• 1:00:14
  SPEAKER_02: You know, yeah, you can sing, but with a coach, man, you can sign.
• 1:00:20
  SPEAKER_02: You know, yeah.
• 1:00:21
  SPEAKER_02: Jordan Jordan was awesome.
• 1:00:22
  SPEAKER_02: Jordan, greatest player ever.
• 1:00:24
  SPEAKER_02: I'll tell LeBron that to his face.
• 1:00:26
  SPEAKER_02: You know what I mean?
• 1:00:27
  SPEAKER_02: Jordan is the GOAT.
• 1:00:29
  SPEAKER_02: But Jordan had great coaches that helped him get there.
• 1:00:33
  SPEAKER_02: He had the will, he had the work ethic, but he needed Tex Winners and Phil Jackson just as much as they needed him.
• 1:00:41
  SPEAKER_02: You know, so making sure that you recognize the value of having a coach in your life is how everybody gets there.
• 1:00:51
  SPEAKER_02: Nobody gets there on their own.
• 1:00:53
  SPEAKER_02: And the other value in life is when you're willing to teach what you've learned to somebody else.
• 1:00:58
  SPEAKER_02: That's a huge separator, and I look for that.
• 1:01:00
  SPEAKER_02: Who's willing to give away free game?
• 1:01:03
  SPEAKER_02: Who's willing to teach you the game?
• 1:01:06
  SPEAKER_02: Not teach you a piece of the game, not teach you a piece of the puzzle, but teach you the game, teach you the how.
• 1:01:14
  SPEAKER_02: And that's what I look for, and that's what I encourage others is yeah, be mentored and go find somebody to mentor.
• 1:01:20
  SPEAKER_02: Because you really know something when you can teach it.
• 1:01:23
  SPEAKER_02: That's when you've come to the level of really being able to say, I know something, is when I can teach it to somebody else.
• 1:01:30
  SPEAKER_02: And so you're really just sharpening up your own skills each time you teach something.
• 1:01:34
  SPEAKER_05: I found that to be very humbling as well.
• 1:01:37
  SPEAKER_05: Because it's sometimes I'll go to explain something and I'm like stuttering or going over myself, and I'm like, man, I don't maybe I don't know this as well as I know.
• 1:01:47
  SPEAKER_05: As well as I thought.
• 1:01:47
  SPEAKER_05: I thought I was this shit at this.
• 1:01:49
  SPEAKER_05: But I don't know.
• 1:01:50
  SPEAKER_05: I maybe I'm not.
• 1:01:53
  SPEAKER_05: So um, but the real estate industry is constantly changing, evolving, going up, going down.
• 1:02:02
  SPEAKER_05: Interest rates are crazy right now.
• 1:02:04
  SPEAKER_05: Based on your experience, what trends or technologies do you believe will significantly impact the field in the next few years?
• 1:02:11
  SPEAKER_02: AI.
• 1:02:13
  SPEAKER_02: AI.
• 1:02:14
  SPEAKER_02: AI is everything.
• 1:02:15
  SPEAKER_02: AI.
• 1:02:16
  SPEAKER_02: I mean, hands-down AI and you know, automation.
• 1:02:21
  SPEAKER_02: Um, those two things alone are what I see are truly transforming our business.
• 1:02:29
  SPEAKER_02: Um, like yesterday, I was, or no, excuse me, it's Wednesday.
• 1:02:33
  SPEAKER_02: We would we were in the real estate boot camp, and when I got started and having to write scripts for for sale by owner calls or expired listings, it was like, let me take two days working on these scripts and all this stuff.
• 1:02:47
  SPEAKER_02: Now I literally pull up chat GPT, let me get a script for for sale by owners.
• 1:02:54
  SPEAKER_02: Boom, there it is.
• 1:02:56
  SPEAKER_02: Here, text that on over to the staff, you know what I mean, to the team, and we're running, you know.
• 1:03:01
  SPEAKER_02: And it's the reason I say AI and automation is because what did I tell you is important and most important and most valuable is time.
• 1:03:10
  SPEAKER_02: I save so much time with leveraging AI, even in developing trainings, developing sermons, developing anything.
• 1:03:20
  SPEAKER_02: You can save so much time through AI and automation.
• 1:03:25
  SPEAKER_02: Now it's dangerous, anything technology.
• 1:03:27
  SPEAKER_02: Heck, when the computer was first made, it was called the beast.
• 1:03:31
  SPEAKER_02: You know what I mean?
• 1:03:32
  SPEAKER_02: Like the very first computer was as big as probably this building and housed in a big, huge warehouse, and it was called the beast, I believe.
• 1:03:41
  SPEAKER_02: So it's one of those things that you gotta be mindful that technology is designed to take over your humanity in a sense, like not only take over, but replace humanity in a sense.
• 1:03:52
  SPEAKER_02: Like, there are a lot of people who are not on the line anymore because of the arm that comes from behind here that goes over there and grabs that bottle and moves it over there.
• 1:04:01
  SPEAKER_02: You know what I mean?
• 1:04:02
  SPEAKER_02: Like the machine is definitely something to be mindful of, but at the end of the day, it's still there's a healthy balance, just like anything in moderation.
• 1:04:10
  SPEAKER_02: There's a healthy balance, and in our industry, I would say, you know, adopting to technology, adopting to the fact that there's always gonna be a need for personal interaction because we're humans, yeah, we have to have human human interaction.
• 1:04:27
  SPEAKER_02: God designed us to have human interaction, and that is something of a necessity.
• 1:04:32
  SPEAKER_02: So the real estate industry is gonna always need this, but those of us who adopt to the technology being provided sooner than others, man, come on, you already know because you're in it.
• 1:04:43
  SPEAKER_02: Do it, you already know.
• 1:04:45
  SPEAKER_02: You just tell me, you know, you got VAs, you got you paying, you know what it is.
• 1:04:49
  SPEAKER_02: Like, think about how much time you have that you can go do everything else you want to do and go make more money if that's what it is you want to do, go watch more movies if that's what you want to do, go fish more, whatever you want to do, because of your leveraging technology, you're leveraging virtual assistants, you're leveraging artificial intelligence, you're leveraging all those things that give you more time.
• 1:05:09
  SPEAKER_05: Well, and and also, real quick, shout out to my VA team because literally, I mean, if they're working 40 hours a week and I have three or five of them, that's 200 hours a week.
• 1:05:19
  SPEAKER_05: For five of them, I don't have 200 hours a week.
• 1:05:21
  SPEAKER_02: Nah, nah, we don't.
• 1:05:23
  SPEAKER_05: Physically, I literally do not have 200 hours a week, and if I were cold calling for 200 hours a week, or let's say 12 hours a day, five days a week, 60 hours a week, I'd hate myself.
• 1:05:34
  SPEAKER_04: Yeah, yeah.
• 1:05:34
  SPEAKER_05: I would not feel fulfilled, I'd be making a lot less money, I'd be yeah, I wouldn't have time to go to uh Christian connectors or any other networking, anything I wouldn't have time for anything, and yeah.
• 1:05:52
  SPEAKER_05: So that that's I I would never ever ever recommend someone to cold call on their own.
• 1:05:56
  SPEAKER_05: That's a that's a big belief of mine, even though that's what they were kind of talking on in.
• 1:06:00
  SPEAKER_05: You know, you don't need you don't you don't need money to wholesale, but it exponentially grows your business if you can.
• 1:06:08
  SPEAKER_05: And and and that's in any business.
• 1:06:10
  SPEAKER_05: I mean, imagine starting a AI business with no money.
• 1:06:13
  SPEAKER_05: I don't think that would even be possible.
• 1:06:16
  SPEAKER_02: Yeah.
• 1:06:16
  SPEAKER_02: Um well what you're speaking to about cold calling is if you think about the way it was traditionally, that was what they had.
• 1:06:22
  SPEAKER_02: Like you could send a mailer, you could post an ad in the paper, you co-called, right?
• 1:06:29
  SPEAKER_02: Now with technology, dude, you can do a Facebook post and reach so many more people than picking up the phone and calling all day.
• 1:06:36
  SPEAKER_02: But that's not everybody's comfort level.
• 1:06:38
  SPEAKER_02: And our industry still has a lot of old, der traditional-minded industry professionals that you have to be able to do it the way they do it.
• 1:06:47
  SPEAKER_02: You have those grassroots things are the ones that are never going away.
• 1:06:51
  SPEAKER_02: Ever, ever going away.
• 1:06:53
  SPEAKER_02: If technology fails tomorrow and they cut out technology, they cut off all the data, and the government comes down and says no more internet.
• 1:07:01
  SPEAKER_02: Those of us who grew up with only internet, those of y'all who grew up with only internet, you're gonna struggle.
• 1:07:07
  SPEAKER_02: And those people who grew up on grassroots, who grew up on door knocking, going out and knocking on the door to your neighbors, going out and putting flyers in mailboxes on the outside of mailboxes and things, you know, they're the ones that are gonna be be back on top again because, well, that's that's how you get it, and it works, and it works, however, you have to have a good, you know, balance of each, the way it was done before, and the tools and resources we have today that allow us to do it more effectively and efficiently, and that's what we do and teach is you gotta have some of that traditional and you gotta be ready for what's now and what's ahead as well.
• 1:07:47
  SPEAKER_05: And I think even if they're doing great, these people that are stuck in their traditional sense are probably also today being held back because they refuse to adapt.
• 1:07:58
  SPEAKER_05: So they're making, I don't know, they've been in the industry 40 years and making a million dollars a year because they just have so many referrals and whatnot, but they're not growing.
• 1:08:07
  SPEAKER_05: So it'll always be stagnant at a million, they're never gonna make it to one five or two or three or whatever, right?
• 1:08:14
  SPEAKER_05: Because they're just entirely referral-based.
• 1:08:17
  SPEAKER_05: They're doing code and also with calling in my business, it's a little bit different because we're going after people who just need to sell fruit pre-foreclosure, divorce, uh, they have a big tax clean they need to pay off, whatever the case may be.
• 1:08:32
  SPEAKER_05: But as an agent, on the other hand, it's maybe 10% script and 90% actually building that relationship because you can have the perfect script, but they've already been, especially for sale by owners, they're getting getting they're getting 10 plus calls a day.
• 1:08:50
  SPEAKER_05: Yeah, not from people who want to buy their house because that's what they actually want to hear from, yeah, but from people who want to make money off them selling their house.
• 1:08:59
  SPEAKER_05: So they're like, I'm I'm expecting someone to call me to pay me, and instead someone's calling me for me to pay them.
• 1:09:06
  SPEAKER_05: So it's like you really, really have to build that relationship with for sale by owners, uh uh expired listings is another one that they teach agents that's I mean, getting 10 plus calls a day for probably six plus months.
• 1:09:22
  SPEAKER_05: Maybe I mean I I've even seen people doing them like two, three, four, five, ten years ago expired.
• 1:09:29
  SPEAKER_05: And yeah, so you really have to build a relationship that's in anything that's gonna be what's most valuable.
• 1:09:38
  SPEAKER_05: But um based off that, I guess what in your opinion, what is the most crucial trait for individuals to cultivate to achieve success in the real estate uh industry or in entrepreneurship in general?
• 1:09:54
  SPEAKER_02: Uh, I would go with what my brother taught me, and that is self-discipline and commitment to consistency.
• 1:10:04
  SPEAKER_02: You have to be self-disciplined, meaning that you got to be willing to get yourself up out of bed and get yourself going to make the calls or send the texts or make the post or do the showing or whatever the case may be.
• 1:10:20
  SPEAKER_02: You have to have a level of self-discipline because you're a 1099 contractor and ain't nobody gonna do it for you.
• 1:10:29
  SPEAKER_02: Hey, brother, I promise you, if you don't show up to work, it ain't gonna hurt my pockets, it ain't gonna hurt my feelings because I got my business to run too.
• 1:10:38
  SPEAKER_02: And that's what he said, huh?
• 1:10:40
  SPEAKER_02: I said, what did Jay-Z say?
• 1:10:42
  SPEAKER_02: I'm not a businessman.
• 1:10:44
  SPEAKER_02: I'm a business.
• 1:10:45
  SPEAKER_05: He said, uh No, he said, what you what you eat don't make me shit.
• 1:10:50
  SPEAKER_05: That's it.
• 1:10:51
  SPEAKER_02: That's it.
• 1:10:51
  SPEAKER_02: That's it.
• 1:10:52
  SPEAKER_02: That's another quiet, uh, another quote from Jay-Z.
• 1:10:55
  SPEAKER_02: Got a lot of good quotes from Jay-Z, I'll admit.
• 1:10:57
  SPEAKER_02: That the one I said was my favorite one, though.
• 1:11:00
  SPEAKER_02: I'm not a businessman, I'm a business, comma man.
• 1:11:05
  SPEAKER_02: And that was what it really helped me when I got into entrepreneurship to realize I am a walking entity.
• 1:11:13
  SPEAKER_02: You have to understand that as a realtor or a real estate agent or a real estate company, you're not a person, you're a company now.
• 1:11:19
  SPEAKER_02: You're a 1099 company.
• 1:11:21
  SPEAKER_02: Your entity doesn't open until you get your butt out of bed.
• 1:11:26
  SPEAKER_02: Or if you're gonna lay in bed all day, cool, you just better have a bunch of technology around you to let you be elsewhere.
• 1:11:32
  SPEAKER_02: But it takes self-discipline and commitment to consistent behaviors that's gonna get you there.
• 1:11:39
  SPEAKER_02: So if you can adopt what Jay Z's talking about, like understand that you are the entity, bro.
• 1:11:46
  SPEAKER_02: If you don't work, we don't grow.
• 1:11:49
  SPEAKER_02: And that's how that's how I would encourage others, that's how I encourage myself, is to make sure I'm executing consistent behaviors that lead to the disciplines and the results we're looking for and praying for.
• 1:12:04
  SPEAKER_05: Given that you are a business, setbacks are inevitable.
• 1:12:11
  SPEAKER_05: Whether it's one day you wake up and you have that late night the night before, and so you're late to a meeting.
• 1:12:19
  SPEAKER_05: Setbacks are inevitable in any career, whether you're an entrepreneur, whether you're a C-suite executive, whether you're uh out sweeping the streets.
• 1:12:27
  SPEAKER_05: You're gonna have setbacks.
• 1:12:29
  SPEAKER_05: So can you share an ex uh an instance where you face a significant setback and how you kept your motivation levels high to overcome it and ultimately what it taught you?
• 1:12:41
  SPEAKER_02: Um I would say the current flip we're doing right now has been a real eye-opening experience with setbacks.
• 1:12:49
  SPEAKER_02: You know, we went into the project, bought the property back in, we closed on it in July, and um had about a 30-day window before the construction really got started in August.
• 1:13:02
  SPEAKER_02: Was supposed to be done before December, and we were gonna get it on the market and just sell it real quick.
• 1:13:06
  SPEAKER_02: Well, get to December, and unfortunately, the electricity company ain't able to is not able to come out to get our electricity on.
• 1:13:15
  SPEAKER_02: So now the contractors are trying to do their job and they don't have electricity.
• 1:13:19
  SPEAKER_02: The contractor uh had problems with his subcontractors, so now they're not on the job, so now we're in the January.
• 1:13:27
  SPEAKER_02: You know, January comes, the job is finally ready to rock and roll, and we get ready, and all of a sudden, there's a plumbing issue where the contractor was lied to from his subcontractor about doing the scope and making sure the sewer was clean, and now it ain't.
• 1:13:43
  SPEAKER_02: So now we got get to February, and we have to replace the entire sewer line on the back side of the project.
• 1:13:49
  SPEAKER_02: So now the front yard is gonna look like crap crap and trash because it's gonna have this big, huge mound of dirt, and it's like I can focus on that, or I can focus on the fact that God has sustained us through.
• 1:14:02
  SPEAKER_02: We're still using the bank's money to pay for everything, we still have an opportunity to actually hit the market in the springtime instead of the wintertime, which we already know is typically better, you know.
• 1:14:14
  SPEAKER_02: So it's one of those things where understanding that the goal doesn't change, the objective doesn't change.
• 1:14:21
  SPEAKER_02: We went into this as a fix and flip, so we're gonna do what we're gonna do.
• 1:14:24
  SPEAKER_02: And that's what we keep our that's the uh habit number two.
• 1:14:29
  SPEAKER_02: Begin with the end in mind.
• 1:14:31
  SPEAKER_02: You gotta begin with the end in mind and keep your eyesights on the fact that, dude, we're gonna get there.
• 1:14:37
  SPEAKER_02: We're gonna get there.
• 1:14:38
  SPEAKER_02: You're gonna always hit snags, you're gonna always hit bumps in the road, you're gonna always do that.
• 1:14:42
  SPEAKER_02: Another quote that Jay-Z gave me is when you come to a fork in the road, what do you do?
• 1:14:47
  SPEAKER_02: Go straight.
• 1:14:48
  SPEAKER_02: You know, and that's one of those things that I'm plowing straight ahead.
• 1:14:52
  SPEAKER_02: Man, we can get to these pivotal moments and get scared, get shook, or I know where the destination said to go, and that's where I'm going.
• 1:15:01
  SPEAKER_02: And it's a narrow pathway, but I'm gonna get there, and that's how we approach it.
• 1:15:05
  SPEAKER_05: The real estate market has historically been great, always gonna go up over a long enough time horizon, but the downside is that it's seasonal.
• 1:15:17
  SPEAKER_05: So, as you mentioned, it's better to list properties in the spring and summer than it is to list properties in the fall and winter.
• 1:15:24
  SPEAKER_05: How do you navigate as a real estate professional and investor?
• 1:15:28
  SPEAKER_05: How do you navigate the downturn and the seasonality of real estate to sustain your business?
• 1:15:34
  SPEAKER_02: Go back to what I said: self-discipline and commitment to consistent behaviors.
• 1:15:39
  SPEAKER_02: It's only like that for the majority of those who don't have self-discipline and commitment to consistent behaviors because you got to remember somebody's setting the curve.
• 1:15:49
  SPEAKER_02: It's only like this for some real for most realtors, because they they that's how their business operates.
• 1:15:56
  SPEAKER_02: That's how their self-discipline and commitment to consistency looks.
• 1:15:59
  SPEAKER_02: It looks like this.
• 1:16:00
  SPEAKER_02: It's typically like this or like this for your best realtors who are setting the curve.
• 1:16:07
  SPEAKER_02: Your brokerages that are setting the curve.
• 1:16:09
  SPEAKER_02: You understand what I'm saying?
• 1:16:10
  SPEAKER_02: Like, and that's what you want to be.
• 1:16:12
  SPEAKER_02: You want to be the one that set the curve, not the one that's subject to it.
• 1:16:17
  SPEAKER_02: Nah, I'm gonna be so my behaviors and my disciplines hopefully lead to us at least being this and this.
• 1:16:24
  SPEAKER_02: The other thing with that that I encourage people is you gotta have a hustle and you gotta know how to grind.
• 1:16:31
  SPEAKER_02: Because the hustle is that quick money, it's that cash transaction that closed in 21 or less.
• 1:16:36
  SPEAKER_02: You know, that you gotta have a hustle, you gotta have a hustle, you gotta stay hustling in this business.
• 1:16:41
  SPEAKER_02: You gotta look for those rabbits, those smaller wins, those quicker sales.
• 1:16:45
  SPEAKER_02: You gotta have those rabbits, you gotta have that hustle money, gotta get it quick.
• 1:16:49
  SPEAKER_02: But you also gotta know how to grind it out.
• 1:16:52
  SPEAKER_02: You gotta know how to really lay low on something that might take two, three, four, five months to develop.
• 1:16:57
  SPEAKER_02: But when it pays off, it pays big.
• 1:17:00
  SPEAKER_02: You know, that's one of the things Lucas taught me in commercial.
• 1:17:03
  SPEAKER_02: Commercial might take a year to really nurture that project and get that project to the payday.
• 1:17:10
  SPEAKER_02: But when it pays, man, when you're on your grind, the grind is tough, the grind hurts, the grind is slow, but when you grind it out and break through, there's always a huge blessing on the other side of that breakthrough.
• 1:17:23
  SPEAKER_02: And so it's understanding for me am I on my hustle or am I in my grind?
• 1:17:30
  SPEAKER_02: And that helps me make sure that I'm always moving like this, I'm always moving up and to the right, baby, up and to the right.
• 1:17:39
  SPEAKER_05: Well, I think that's all the questions, but I do want to dive into a some quick personal insights, just some rapid fire questions, and then one last question that I ask every guest who comes on here.
• 1:17:50
  SPEAKER_05: But before that, let's dive into the uh the rapid fire question.
• 1:17:54
  SPEAKER_05: So, what is a book that has profoundly in uh influenced your approach to real estate and leadership?
• 1:18:00
  SPEAKER_05: You mentioned uh uh Rich, Dad, Poor Dad.
• 1:18:04
  SPEAKER_02: Obviously, the Bible, um, Rich Dad, Poor Dad, Seven Habits of Highly Affected People by Stephen Covey himself, or seven habits of highly affected people.
• 1:18:14
  SPEAKER_02: Um, I would say those are the three main books.
• 1:18:19
  SPEAKER_02: Um, I think an older one that is out there that's pretty popular is I think it's how to influence uh how to influence people.
• 1:18:25
  SPEAKER_02: How to win friends and influence people how to win friends and influence people.
• 1:18:29
  SPEAKER_02: Yep, that's another one that is another classic.
• 1:18:32
  SPEAKER_02: Um I would say, those are the main books that I've actually can tell you that I've looked at.
• 1:18:40
  SPEAKER_02: Um actually, Rich Dad Poor Dad saved my life from that employee mindset and understanding that there actually is an employer mindset that's possible even for me.
• 1:18:54
  SPEAKER_02: You know, because I think that that book alone is one that broke the mode of the generational strongholds that were taught.
• 1:19:04
  SPEAKER_02: Oh, you gotta go get a job, you gotta go work 30 years and get you a pension, then they start giving out pensions.
• 1:19:11
  SPEAKER_02: You gotta work 30 years and have your 401k, then the market crashed and it became 201ks.
• 1:19:17
  SPEAKER_02: You know, and it's like those types of things, or you get to you're you're right there ready to retire, and they hit you with some crazy code of conduct, and now you don't get your 401k, you know what I mean?
• 1:19:27
  SPEAKER_02: It's like you don't get your pension, and it's those types of things that hearing Rich Dad, Poor Dad, and reading that book was one that transformed my mindset.
• 1:19:36
  SPEAKER_02: You know, if the books you're reading don't transform your mindset or don't really transform your behaviors, I don't recommend you waste time reading them personally.
• 1:19:46
  SPEAKER_02: Read the Bible, that's a living word that's gonna transform you.
• 1:19:49
  SPEAKER_02: And if whatever other content you're reading doesn't really transform you, doesn't really do anything for your mindset, it's probably a waste of time, tell you the truth.
• 1:20:00
  SPEAKER_05: Yeah, I saw I think some people do take leisure from reading sci-fi or whatever, you know, stuff that's not actually gonna impact your life, but it's it's their break from uh from work from from that.
• 1:20:15
  SPEAKER_05: But yeah, I I think How to Win Friends and Influence People, classic one.
• 1:20:21
  SPEAKER_05: I think all the science of entrepreneurs have probably read that at some point.
• 1:20:26
  SPEAKER_05: Um Rich Dad Portad, great one, Bible, obviously great, and uh Seven Seven Habits of Highly Effective People.
• 1:20:34
  SPEAKER_05: That one I just read recently a few months ago, and that was good as well.
• 1:20:38
  SPEAKER_05: Um, what is one word that encapsulates your approach to serving clients in the real estate industry?
• 1:20:46
  SPEAKER_02: One word, integrity.
• 1:20:49
  SPEAKER_02: We work in an environment where hands down, if you do not have integrity, you're gonna lose.
• 1:20:56
  SPEAKER_02: You're gonna lose a long enough time scale.
• 1:20:58
  SPEAKER_02: You're gonna no, you're gonna lose because you're gonna be chasing the wrong things, you're gonna be doing people wrong, and that always ends with pie on your face.
• 1:21:08
  SPEAKER_02: So operating with integrity is extremely important because, and as we know, integrity is doing the right thing even when no one's looking.
• 1:21:18
  SPEAKER_02: We're the professionals, we're trusted as professionals to represent folks.
• 1:21:23
  SPEAKER_02: And when we do that without integrity, we're serving ourselves, we're not serving them at all.
• 1:21:28
  SPEAKER_05: I think that's very common in real estate as well, unfortunately, because of how much money there is to earn in real estate.
• 1:21:36
  SPEAKER_02: Yeah, and it's it's one of those things.
• 1:21:37
  SPEAKER_00: If you do this for a living and this is the way you feed your family, it's kind of hard to tell little Timmy over there, sorry Timmy, you're not gonna be able to play AAU this year because I didn't close three closings this month, and I had a chance to close one, but I would have had a lie, and I chose not to.
• 1:21:52
  SPEAKER_00: So you can't play AAU this year, but next year, Timmy.
• 1:21:56
  SPEAKER_00: You know, I mean, that's a hard life to live.
• 1:21:57
  SPEAKER_02: That's a hard conversation to really have, and that's why people fall into the trap of making bad decisions that yeah, it might have served you well in that for little Timmy to play AAU, but bro, what it did to you on the inside or what it did to you externally on when they found out you you you sold them a bad a bad BMW, you know what I mean?
• 1:22:19
  SPEAKER_02: Like that stuff is painful.
• 1:22:21
  SPEAKER_02: People don't come back from that sometimes.
• 1:22:23
  SPEAKER_02: And so it's it's I I know one thing.
• 1:22:25
  SPEAKER_02: Would you ever buy a car from there again?
• 1:22:27
  SPEAKER_05: No.
• 1:22:28
  SPEAKER_02: Would you ever recommend anybody to buy a car from there?
• 1:22:30
  SPEAKER_05: No.
• 1:22:30
  SPEAKER_02: Thank you.
• 1:22:31
  SPEAKER_05: And I I really wanted to like them too, because they're Egyptian.
• 1:22:34
  SPEAKER_05: And I'm Egyptian.
• 1:22:36
  SPEAKER_01: So you ain't gotta use your own personal testimony, man.
• 1:22:38
  SPEAKER_01: I don't know what you say.
• 1:22:39
  SPEAKER_01: I'm sorry I even said that and did that to you, man.
• 1:22:41
  SPEAKER_01: Leaving people alone.
• 1:22:42
  SPEAKER_01: I don't want to put them on your podcast like that.
• 1:22:44
  SPEAKER_01: I'm sorry.
• 1:22:45
  SPEAKER_05: I mean they they did what they did if they yeah, they they did what they did, they chose what they chose, so yeah.
• 1:22:53
  SPEAKER_05: I mean, it's you know, it's good chat grace, but hurts, don't it?
• 1:22:58
  SPEAKER_05: Yeah.
• 1:22:59
  SPEAKER_05: A little bit.
• 1:23:00
  SPEAKER_05: Um, yeah, but yeah, like I said, I wanted you like them.
• 1:23:04
  SPEAKER_05: They were Egyptian, and then but I also know, unfortunately, a lot of a lot of Middle Eastern people come in.
• 1:23:10
  SPEAKER_02: Yeah, be careful, man.
• 1:23:11
  SPEAKER_02: You know, that's what I'm saying.
• 1:23:12
  SPEAKER_02: It's like it don't go into your pain, you know.
• 1:23:14
  SPEAKER_02: Sometimes out of our pain, we say things we really don't mean.
• 1:23:17
  SPEAKER_02: Operate out of forgiveness and keep moving forward in forgiveness because we're forgiven, also.
• 1:23:23
  SPEAKER_05: What is a nugget of wisdom for anyone looking to break into and succeed in real estate?
• 1:23:28
  SPEAKER_02: A nugget of wisdom, find a coach, find a mentor, you know, see yourself as bigger than just a real estate agent, and understand that real estate offers so many ways to serve, which also offers so many ways to get paid.
• 1:23:43
  SPEAKER_02: Some of them active, some of them passive.
• 1:23:45
  SPEAKER_02: Build both.
• 1:23:47
  SPEAKER_02: Build both active and passively in real estate.
• 1:23:51
  SPEAKER_02: One of the biggest mistakes a realtor makes, a real estate agent makes, that's why you still see 80-year-olds out here selling houses.
• 1:24:00
  SPEAKER_00: Ain't no retirement for most of them.
• 1:24:02
  SPEAKER_00: You know, so that all they did was keep their head down, the one thing, and they're 80 and still gotta go out there and sell houses because they didn't build nothing passive.
• 1:24:13
  SPEAKER_05: I do want to shout out a lot of these new brokerages, EXP, I think LPT, Real, I think does it as well, that have this structure where if you bring someone into the business, you bring someone into your downline, you can then earn passive income from them selling.
• 1:24:29
  SPEAKER_05: And with EXP specifically, I know it goes down like seven different layers.
• 1:24:33
  SPEAKER_05: So it's crazy how much if you're in if you're eight years old and you've been in the business 50 years or 60 years, you probably have a hundred people in that downline, like you're earning money from each each month.
• 1:24:46
  SPEAKER_05: Uh, and they and they cap it, but I mean, regardless, it's and that and that's truly passive.
• 1:24:51
  SPEAKER_05: Because a lot of times, you know, people think rentors are passive, but then you have TNT.
• 1:24:56
  SPEAKER_05: You have toilets, you have tenants that you have to you have to deal with, you have the faucet goes off, and they call you at 2 a.m.
• 1:25:03
  SPEAKER_05: Somehow they think you're gonna come at 2 a.m.
• 1:25:05
  SPEAKER_05: to come fix it, right?
• 1:25:06
  SPEAKER_05: And and and you have so many issues that come with it, whereas that they just are selling real estate in a market that's always gonna be selling real estate, it's just a matter of who's selling.
• 1:25:17
  SPEAKER_05: So that's that's something I would really look into as well for new realtors, not not to not to dis Durban, but with that model, I love that model.
• 1:25:26
  SPEAKER_05: Uh, how would you describe your vision for creating impactful community spaces in real estate in one sentence?
• 1:25:34
  SPEAKER_02: Say that one more time so I've got it again.
• 1:25:36
  SPEAKER_05: Describe your vision for creating impactful community spaces in real estate in one sentence.
• 1:25:46
  SPEAKER_02: Dedicate your real estate to the Lord and control what you can control.
• 1:25:57
  SPEAKER_05: Well, that's a wrap on our inspiring conversation with Jamar Wright.
• 1:26:01
  SPEAKER_05: Jamar, it's been a true pleasure divide diving into your journey and the impact that you're making in the real estate world, the spiritual world, and in the community as a whole.
• 1:26:11
  SPEAKER_05: Thank you for sharing your wisdom and insights with us today.
• 1:26:14
  SPEAKER_05: One last question for you that I asked everyone.
• 1:26:18
  SPEAKER_05: If you could give the audience one actionable piece of advice, what would that be?
• 1:26:23
  SPEAKER_02: Um, one actionable piece that they can take right now that you could take right now is Leave the Podcast, go do it.
• 1:26:33
  SPEAKER_02: Leave the podcast right now and go hug somebody and tell somebody that you love them, that for far too long you've been wanting to do this with this person, but something's held you back from doing it.
• 1:26:50
  SPEAKER_02: And I'm gonna challenge everybody watching this podcast to there's somebody in your life you've really been meaning to hug them and tell them you love them, and you just haven't done it.
• 1:27:00
  SPEAKER_02: And I don't know why.
• 1:27:02
  SPEAKER_02: You know why, I don't know why, but go hug them and tell them you love them.
• 1:27:08
  SPEAKER_02: That's it.
• 1:27:10
  SPEAKER_02: That's good.
• 1:27:13
  SPEAKER_05: That's that's that's tough to follow.
• 1:27:16
  SPEAKER_05: To our listeners, if Jamar's story resonated with you, I encourage you to follow his journey and support the right family real church team as well as Durban Realty.
• 1:27:24
  SPEAKER_05: Whether you're in the market, uh in the market to buy, sell, get a rental property, uh start building that passive income, or you're simply looking to learn more about the real estate industry.
• 1:27:36
  SPEAKER_05: I think it's safe to me to say that Jamar's approach is a beacon of innovative leadership and service.
• 1:27:44
  SPEAKER_05: And um, yeah, again, Jamar, thank you so much for being here.
• 1:27:49
  SPEAKER_02: Thank you, brother.
• 1:27:50
  SPEAKER_05: Appreciate it, man.
• 1:27:51
  SPEAKER_05: Thank you.
• 1:27:53
  SPEAKER_05: That was a bit longer than usual.
• 1:27:55
  SPEAKER_02: I know, man.
• 1:27:56
  SPEAKER_02: Sorry, dude.