Joe: Welcome. This is the real estate investing mastery podcast. What's going on, guys, Joe McCall, the real estate Investing Mastery podcast, is here in the house. I'm glad you guys are here. We got a great episode today. We're going to be interviewing a new friend of mine named Victor Reynolds, and we're going to be talking about one of my favorite subjects lately land investing, vacant land investing in this guy been doing a long time. Victor has a very active Facebook group, and a lot of people were recommending. I put a post out there saying, Hey, who would you guys recommend to have as a interviewee for the podcast talking about land investing, who's actively doing deals? And several people recommended Victor. I reached out to him and said, Hey, can I get you on the show? And he said, Yeah, sure, let's do this. So on this podcast, we're going to be talking about all things land investing, and we're going to be kind of asking questions so that you if you've never done a land deal before, I've never heard of a deal like that before, can learn a little bit about how it works and hopefully it pick some of your interests into getting into it as well. All right, so I want to do something here. If you're listening to this. Thanks for listening to the audio podcast. Appreciate you guys. This is also going to be on a video on my YouTube channel. So if you've not subscribed to my YouTube channel, that's my big ask today. Please go to YouTube, do a search for Joe McCall and subscribe to the channel. I do videos about two or three times a week on their interviews like this. I just finished one earlier today where I was actually showing you on the video. It's called REI Secrets. It's a series I do on my channel called REI Secrets, where I showed on today's episode how I go into counties and look to do some research on picking a county. And there's this can apply for houses and for vacant land. All right, so go check out my YouTube channel, subscribe and click the bell for that notification thing, and I would really, really appreciate it. All right, so let's bring victory in. Let's see if I can find my mouse here. Oh, where to go? There it is. Sorry about that. Victor Reynolds How are you, my man?

Victor: I'm good. How about yourself?

Joe: Nice. Thanks for being on the show. So where do you live, Victor?

Victor: I'm in San Francisco, California.

Joe: Oh man, I love it out there. Beautiful. What part of San Francisco?

Victor: So I live on the south side of the city. I was born and raised out here, so I'm very close to the outskirts where, you know, on your way to Silicon Valley, where I used to work a lot. So it actually worked out well for me.

Joe: I used to live in Antioch. You know where that's at? Well, in the East Bay Area. And there's the there's a delta out there where there's a bridge that goes over the delta out there, there's a power plant. And I worked for a company in 2000 that helped start that power plant and helped build it, but fell in love with that area because like, you're within anywhere you are in San Francisco Bay Area within a 15 20 minute drive, you could be in one of the most beautiful places a park, the ocean mountains. Just there's so many things to do out there. It's incredible.

Victor: Absolutely. It's the only place I know that where you can like, drive to the snow in the morning and in an evening, be at the beach in warm weather. I don't know any flights that you can. You can also do that.

Joe: So I think it was Mark Twain that said the coldest he's ever been in San Francisco summer. Yeah, he lives this summer in San Francisco or something like that, right?

Victor: Yeah. Yeah, It's ridiculous. We like unlike every other part of California, I guess, because we're somewhat surrounded by cold water. We get very cold weather all year long. We get a lot of fog because of it. It's kind of crazy. So when we're 70 degrees, you're celebrating. But then we drive 15 minutes outside the city, like, it's like 100 degrees. It's so strange, but know it is what it is.

Joe: It's funny watching a giant San Francisco Giants baseball game in the summer, and you'll be seeing the teams wearing long sleeved shirts. But you know any of you guys listening to this if you get a chance to go out there, you know, Victor, one of the markets that I just did a little challenge what we did a free little three day challenge and then we did a little boot camp and I picked a county in Northern California, Siskiyou Siskiyou County, down up by Mt. Shasta, a couple hours from where you are and pick the market. And I actually started doing some direct mail to kind of document what I was doing and got a great property under contract up there. Maybe off-line. I'll show it to you. But I don't know. I've done much land investing in Northern California there.

Victor: I used to do some in Lake County, so it's about two hours away from here. It's one of my favorite stories. I like to tell a lot of my clients and students that I know where I'll get into the last of, but I can try to find a property so I can take. I couldn't find it.

Joe: Oh, you drove there. You drove out there, too.

Oh yeah, I drove the well. I didn't drive out there just to take pictures. Though I was selling the properties is a whole story. I don't know if you want to get it right now, we'll talk about it later.

Joe: Tell us a little bit about your background. How did you get started in this business and talk about what you were doing back before?

Victor: OK? Well, living in San Francisco, I was a software engineer for 11 years, so I worked in Silicon Valley. I worked in the city. A big part of my day was commuting now within the inner city. Public transportation makes it easy. It's annoying, but you know it is what it is when I'm in Silicon Valley, which is what, 30 minutes drive south at minimum to about an hour south of San Francisco. There's traffic, even though the suburbs, right? Yeah, exactly. So even though more people are heading into the cities and leaving the city, you're still going to hit a lot of traffic because Facebooks out there. Google Microsoft has a campus, obviously at Stanford University and a bunch of smaller companies. So as I'm driving out there, I'm just sitting in. I have a 02:46 and it's a nice car, but I'm like, I'm just in traffic and I'm watching cars in a powerful light to zip past me. And back in twenty sixteen Teslas are starting to be like a real big thing. I'm like, Damn, I want one of those. How does that work? How do you get in a carpool lane and pass this traffic without having to have some random in your car?

Joe: By the way, do they still do that? Do they still allow electric vehicles to use the carpool lane?

Victor: Yeah, but not as much like so like if you buy a brand new one like my wife bought an Audi e-tron last year. I guess a couple years about this point is long gone. You only got one year to do that. Now you actually have to have people in the car, so you know that they're ruining everything but whatever. So I'm watching people drive by. I'm like, Oh, OK, Tesla, I heard about them was electric car. That sounds neat. I'm a car guy needed something new to jump into, and I look at the price. I'm like, Yeah, I can't afford one of these along that without, you know, paying more. Just, I got a kid. You know, what can I do? So I went on some podcasts. I heard about Lin investing of all the things I've heard about. Like, this sounds like something I can stick to. So I don't know if you heard the language commercials. He had a he had, of course, back then plugged down 500 bucks and really know much about it. And I just started to follow when it happened and it worked. My first memory I got to offer is one. I bought a property for one hundred and four dollars, and the other property I bought was for four hundred and something dollars.

Joe: So the first one was worth $104?

Victor: One hundred and four dollars, right. Like nowadays, I that couldn't buy me and my wife the fancy dinner, but I bought a property in the middle of the desert. So, you know, good times. It took a while to sell that property because at the time, it's a lot of things I didn't know that I do now. And but once I did, I sold it for two thousand four hundred dollars, probably for two thousand, and the $400 property went for four thousand. And and all the people I sold to, you know, they did what they call it terms. So they paid in installments. They gave me a down payment and paid monthly and it was nice. And the people I met, they're real great people and I was glad to do business with them. But my mindset was that a place where I can like, Hey, I figure something out. Let's turn it up a little bit. It was just like, OK, I guess this is it. I'm a software engineer. I make decent money. And then by the time I really got going, you know, it was just something I was doing. It wasn't something I took seriously. Does that make sense?

Joe: Yeah, you kind of were maybe a little too comfortable in your normal job, right?

Victor: I definitely was. I definitely was because, you know, I was making six figures. You know, my wife was doing OK. It was easy. You know, lane investing is real simple. I didn't have to think I made a little bit of some, some code to kind of organize myself and to kind of get things going. So I thought I was, you know, I've been in there counting Elaine, just doing my thing, but I didn't realize the power of the business model. I didn't realize what I was leaving on the table and they did that. That understanding didn't come until much, much later. Really?

Joe: OK, so what year was that again? Twenty sixteen. Is that what she said?

Victor: Yeah. So 2016, 2017, when I was kind of doing it, I was doing a lot of stuff in Nevada. A lot of the newbie line investors were told to go there because it's really easy to get property there, and I don't know if that's still the case, you know, six years later. But back then it was again, it was my first mailing, not knowing anything, and I got two offers accepted offers out of that.

Joe: So. So then how many deals did you do during that little timeframe there?

Victor: That will probably be so 2016, 2017, I want to say about 12 12 deals, 14 deals somewhere on that, you know, it's going slow. Not really. Again, this didn't take it seriously. I didn't know what taking something like this seriously meant. I just knew that, OK, well, I just got to make sure I get these mailers out. And back then I used to mail in by hand so of you could see the printer behind me, but print them out. Me and my wife is the stuff envelopes stamp on them. Big old stack of envelopes got them off in the mailbox and sit there and wait.

Joe: I can kind of see it there, but that's all right. Oh, there it is. Yeah, there it is. All right. So are you doing the envelopes by hand while crazy? Yeah. So then you just dabbled kind of in that for a few months a year, maybe?

Victor: Yeah, about a year or so. And I was having trouble selling some of those desert lots. And then that's when I met my actual coach who actually took me under his wing and he's like, Dude, you're doing this all wrong. My, what do you mean? He's like, Well, what do you know about due diligence? What do you know about these d Type? Do you know about real estate law? What do you know about sales? What do you know about marketing? I'm like, Yeah, I don't know much. So, you know, I got a coach and then things got better, but I still didn't see, you know, things are better by students. See, how can I make this my thing? How can I make this an actual business as opposed to a still a side hustle with a side hustle mentality? I had more skills. I start to get a little bit of that mindset work about how to really think about money, how to think about yourself, your place in the world. But I wasn't putting it all together because I could. See how things would work because I was so used to doing things a certain way. You know what I mean?

Joe: So it took a while. Well, you know you're you're more of an engineer, intelligent smart engineer, technical type of guy, right? Absolutely. And so I can imagine, can I can kind of relate my degree in civil engineering. And I love computers and all that. But I had the challenge in my getting into real estate of like overanalyzing things right and having to know all of the answers, all the what ifs, all the i's dotted. All the t's crossed a blueprint from A to Z, the beginning to end every deal. Like, you just can't find out, was that a struggle for you as well?

Victor: Oh, 100 percent. And that's probably why it's so tough for me to see the potential and what I was doing, because this is what we're doing. We're finding a valuable asset and we're getting it for cheap. Like that alone sort of told me if I could just get more of these assets and there's so many of them out there I can write my own take it. But I didn't see it that way. I saw like, Oh, this is a property that most people don't want, and it's hard to sell and it's dirty out there. And I can't, you know, it's all these stupid excuses. I didn't make any sense.

Joe: So you are still making money doing it. You were still doing well, right?

Victor: Yeah, you would think to a logical person that was like, You know what? You may not understand it, but is working. No, I didn't get it. You just didn't make any sense because it wasn't just my paychecks from my job or a lot more. I'm hearing about these other internet marketers driving Lamborghinis and all that. Now I know that these days, I may not be what all that glitters isn't gold or whatever. But back then I'm like, Oh man, that sounds amazing. How come I'm not driving a Lamborghini? Oh, okay, I'm getting these stupid payments for two hundred bucks a month, and I'm buying selling property for about $1500 total. Ma'am, do I'm in the wrong business? You see bad, bad, bad, dumb thinking.

Joe: That's funny. That's funny. So back then, were you selling them just for cash or were you selling them on owner financing?

Victor: Well, before I met my coach, Ken, I was doing the owner financing thing and I was really making no money. And that was when I was trying to brag to my friend like, Hey, all I can do is get 20 more of these properties. I'll make it two thousand dollars a month. And as I said to them, I guess the dumbest thing like this is hella work for what? So I was mad about that, that my coach is like, Yeah, that payments are too stupid. You only do that if you have to get cash. Otherwise, how are you going to quit your job by making three or four hundred bucks a month? You got to be able to sell for cash. You got to do it quickly. So that way you're bringing in thousands of dollars every month and then you can kind of build off that much more easily than you can because I can help you do a payment thing. You can't buy your next property if you're going to look strictly from the business profits until you like high, like six months in now, it's like, that's stupid, too. So yeah, it just it was like a bunch of mixed signals and not really sitting down understanding what I can do and and all that. So a little bit of cash, a little bit of terms. But there were still small amounts of money.

Joe: All right. So then what happened?

Victor: Well, so I'm getting I'm getting lured away from the internet marketing thing and sells them online and all these other things and, you know, Amazon FBA and all that.

Joe: OK, so Victor, put this in context a little bit. You're an entrepreneur at heart, right? Absolutely. And you get you're getting a ton of shiny objects. We're in some of the same circles, right? I got a bunch of double comma club awards right here on my wall, and I don't like showing them off because my main heart and soul is in real estate, right? But like, man, it is so easy, isn't it, to get tempted with the latest and greatest crypto and ecommerce affiliates, affiliate marketing, you know? So like, oh, it's interesting, you struggle with those same things.

Victor: Oh my god. Yeah. I'm telling you, man, I'm like, Oh my God, I live in a lot from a laptop. I can't do my business from a laptop. Only I get on the phone. I can't do this internationally. I mean, obviously he didn't. I didn't think there's other ways. But yeah, like they make it sound so easy. I got to get up and talk to nobody. I just look at my Facebook ads. I'm like, Oh, I'm so at this time now, I'm working at Warner Brothers in San Francisco. We're working on some mobile game DC legends. We partnered up with Niantic to work on the Harry Potter Wizards Unite game. So I'm doing all that. But the whole time that siren song like, Oh, all this free money out here, you ready to take advantage of it? So I'm like, OK, and then I'm deal with office politics didn't like that. It was all bad. So like around my birthday, I remember came home from work. I was frustrated and mad and pacing my wife's eyes, upset and explaining what's going on with the office. I'm like, You know, I'm gonna quit. And she's like, Yeah, she quit. I'm like, Wait, what? Yeah, you should do it. And I did not expect her to say that because she's a lot less risk averse. You know, she's no no risk. Now, I'm, you know, I've been on myself a lot, so I'm like, Yeah, you know, I talk a lot of trash, but I'll do it if I have to, which like, you should really do it. You're, you know, you Olin one. Your stress levels are high. You're miserable around his house. I don't like that. So figure it out. You know what? You're right. So how do they lose? Twenty eighteen? I quit. I'm like, I'm done. I'm out here. Middle fingers in the air had a trenchcoat that right after that. I'm like, I'm going to be the affiliate marketer I was training to be. I'm a close sales and the fall notice. I'm not saying anything about land investing. So.

Joe: We go to, by the way, did you go to traffic and conversion and funnel hacking live?

Victor: Those of you who have done those, but I did similar ones. I did have my own Clickfunnels account for a while and I was doing what was called a wall. Now it's called full stack. Marketer Dan Lok has a at the time high to get closer to the vacation thing, and I was like, Oh, I can make sales on a phone until everything but land investing. I tried to become a business coach without having a business, which was dumb. I wrote a book which actually really good. I did a lot of self-development stuff during that 2018 year before I before I quit. Okay. So I also kind of put my head up a little bit like I can do anything. It wasn't wrong. I still needed a plan, but it's a different story for different.

Joe: Yeah, good old Dan Lok. Yeah, yeah. All right.

Victor: Anyway, well, to be fair to him, he did teach me some stuff that I really I still use to this day. It's just the way he does his business model, how honestly, it doesn't fit for me. I'm not saying it's bad or wrong, it just doesn't fit for me. But with that said, I'm trying to do that. I wrote a book, which is that I put all of my personal development stuff in that book, and I'm proud of the book, but I wasn't making any money. Tween 19 comes. I grew up with my grandmother in San Francisco. She, after a long battle with dementia, if she passes away, that's April and August of 2019. So a few months later, my grandfather dies on October 31st. I'll never forget this. I'm sitting here working, stressing out about money. I get a call first. I get a text from my sister. She just says, Mom, question mark to our family group three. After that, maybe about an hour later, I'm like, What was going on with that text? Because it didn't sit right? Why would she say that? And nobody reply. An hour or two later, I get a phone call from my sister saying, my my mom has been killed by my little brother. He had a he has schizophrenia, bipolar, all types of other things. And Halloween is his favorite holiday. So on Halloween, he decided to wake up and stab another forty one times. So it was tough. It was tough. Sorry. Yeah, it's it's still it's tough, but it's obvious that we do a lot of therapy to the process and I can tell this story without much of an issue. But at that time, I actually felt one client for a business that wasn't that client wasn't working out well for me. I didn't know what I was doing. I'm running out. All the savings I have from a high paying job is pretty much gone. I didn't know what to do. And so after a couple of months, it's now 20 20 of January. I'm on Craigslist about 5:00 a.m. by looking for odd jobs so I can just like maybe I just need to run more Facebook ads.

Joe: By the way, everybody, if you don't know this, this Victor lives in one of the highest cost of living most expensive places in the United States. It's not cheap. I don't know if you own your house you're renting, but it's not cheap.

Victor: And there's a lot of pressure, a lot of pressure. You know, my wife is like, What are you doing? You know, but she's upset because obviously she's going through the grief, and it's only been a couple of months since the whole thing happened. Coach called the call to me. He's like, Do what you've been doing that? I'm like, I don't know. It's like, you need to get back with me. Look, just pay me this amount. I'm gonna get you right again. And at the time I had, I look at my bank account and I showed this. I showed a screenshot of this guy. I knew at this point I was like, I've hit rock bottom on Craigslist looking for odd jobs, just like you pay for more ads, hoping something will stick and having no clue what the hell I'm doing. Craigslist. OK, what do I do? Bank account? Negative. Two hundred seventy five dollars. Great. I'm overdrawn. That's a business personal account. It had to be under 100 bucks. My shit, what am I going to do? So I had I knew I had some stocks, Boston stocks back when I was still working and I sold some of them and I paid for some coaching and I still didn't have money to buy a property. But he gave me the news like tweaks to how to do things, and I took him in. I ran with them.

Joe: So this was a real estate coach, right?

Victor: Yeah, my same coach, Ken who found me said you're doing it wrong. We can touch, reason why I separated from him. He had a lot of tough love. He's an old black man and now sometimes I'm like, Yeah, I guess I need therapy. I'm like, Dude, I don't want to hear that right now. But he he never told me anything I didn't need to hear. He always kept it real. He always was honest with me. You know, sometimes, man, when you just think you know, everything like, Oh yeah, you know, I don't need to hear it, I don't need to hear that. So like, I don't want to work with him anymore, and that's when everything will start to go downhill and the shiny objects came in and all that.

Joe: So is land investing one of his favorite niches in the real estate space?

Victor: Yeah, like he'd done like the the, you know, the single family property, the vacation homes, Airbnb, he done all types of other stuff. The land is like his his bread and butter. So he's always working through that now. For me at that time, I'm like, I don't know how I'm going to even buy a property. I don't know where to go. So he gave me some ideas of where to go. I looked at his new curriculum. Most of it was the same, but there are some little tweaks. I'm like, Oh, OK. It wasn't long before I had a couple of properties, you know, just to purchase for about three, and it's seventy five bucks each. I bought them and then I sold. He's like, Hey, you know, I got a sister. You know, there's an elderly, you know, I have a sister. She owns the more properties that my parents had before they passed and she hers. You should talk to her. We need to sell them all. I'm like, OK, so now I'm on the phone with this, which is nice woman. And she's on the fence. She's not sure she should sell or not. That's how I saw her using the stuff I learned when my struggling so from down lock, how to really sell, how to really understand where the. It's coming from me. Let them know, hey, my solutions won't be best for you and if it's actually true, in this case, it was. And after a long conversation, decided to sell. So I was able to get about two thousand dollars worth of property from the brother sister combo, folks. So that's how much I paid roughly. And it was worth a lot eighty eight thousand or so. All right. And it didn't take long for me to sell them all. How's that? And I just kind of hit the ground running and had a different renewed focus. I had a different renewed idea of what I can do with this business. I actually started making plans about income and how much things should be for this amount because I didn't have another job to pay for the investments. I had to be very strategic with what I was doing. There's lots of us who have to I had to figure out back then, but I was maybe bringing the money. I get my self-esteem start to go up, my self-worth starts to go up. The shiny object didn't seem so shiny after a while, you know, a lot more focused on what I was doing. And this happened around the pandemic, so it wasn't like there's an abundance of opportunity. So once people saw it, I was trying to do better. They're like, Hey, what are you doing? How do you doing this? And then I'm like, Well, I can show you. And I started a Facebook group.

Joe: All right. So that was the right when the pandemic started. Mm-Hmm. You started getting back into land again. Yes. And so you started buying properties for a thousand bucks each or whatever. And then you're selling them, what, five, six times as much

Victor: About well, three or four. So the properties I was buying around new were about three three two between three and five hundred bucks, some sun, about fifteen to fifteen point fifteen hundred two thousand.

Joe: I saw people listening to this are really they're going to be thinking, What are you talking about? You buy land for a few hundred bucks and you sell it for fifteen hundred two thousand bucks, where,

Victor: I mean, tell me where it doesn't work. That's a better question. I'm right now, like, I personally stay away from where a lot of people invest in lands. A lot of people, they jump to the Arizona, the Nevada, the New Mexico why? Because you can easily get a desert plot for, you know, some pocket land and a bag of Doritos. Like, OK, great. You still got to sell it to somebody. So now I'm looking at places where people are. So I like to go in the southeast, not just Florida, but the whole south. I like to go somewhere. I like I like Midwest. I like places where there aren't crowded, but there's a lot of land out there and that's where you can find properties that are basically for those prices.

Joe: Or you can still, yeah, that's a crazy thing. You can still buy nicer land, actually. You have there's less competition and there's still a huge demand. Right?

Victor: Absolutely. Because it's just funny how it works, because people, you got to understand you're buying property from people who feel that the property is a burden. They either bought it when they were younger. They don't use it. They never have. They don't live in the same state. So they're like, Hey, what am I doing? Paying taxes on something I'm never going to use? Orders people who are falling behind on their back taxes. Maybe they know it. Maybe they don't. But they feel that burden of owning the money to the county, to the state, to the whatever and are like, how do I get rid of this? I tried to sell what the realtor, the realtor was useless in this situation. I still got it. I paid. I don't know. I guess I just let the county take it from me, right? You got people who who like, Hey, my great great granddaddy passed away now all his property somewhere. I don't know where it is. I haven't been there. I don't know anything about it. I don't want to deal with this headache. How do I get rid of this? That's why there's so much opportunity and these things happen all the time. People are always getting older. They're always changing your life plans. They plan to build a house on a property at one point and then something else happened. And now they don't want to do it anymore. So there's thousands and thousands, thousands of people and situations are looking for people like us to help them. Hey, look, I'm a buyer. The property, you ain't got it. I got to find a buyer. I ain't got it. I ain't going to hold. I'ma take it right now. And the devil, I'ma take that debt.

Joe: Listen to this like there's a guy I sent a postcard called me, left a voicemail, I called him back because when we texted, he had some questions. I just called him and I asked him said, You don't mind me asking. I gave him a prizes like thirty seven hundred dollars is what the offer is worth, about twenty fifteen to twenty. I said, if you don't mind me asking, like, why do you want to sell? And he said, Well, you know, I bought it for my dad recently, not recently. I bought it for my dad. A few years ago, I paid like five grand for it and I'm offering him thirty seven and I kind of felt bad. I thought, Oh, well, you know, I even said this to him. I said, you should probably just list it with an agent. We thought about that, which is by. It's a sales tactic to I don't know what it's called, but like it's a it's kind of it's called the take away clause or something. Yeah, yeah. I said, Well, you should probably just listed with an agent that's going to get you the most price. You might be able to get more than five grand for it. And he said, No, I need to sell it. I said, Well, you might have I ask you, why do I need to sell it so quickly? Said, Well, he's got a wedding as daughters got a wedding coming up. And I gave him an offer to close my offer to close within three months. I gave myself three months to close. And he said, Well, I just need it sooner than that. I need it two months instead of three months. I said, Well, I didn't say yes right away. I said, Well, boy, I don't know. Let me think about it, you know? I said, Well, I'll tell you if we can, if I can, if I can move that closing date to what you need, can we sign the contract today? And he said, Yeah, let's do it. So digital signature. Boom, I've got it. So it's like, there's it's crazy to think people. They just don't care. They don't live there. There's no emotional attachment to the property, right?

Victor: Exactly, exactly. It happens all the time. Yeah. Every day there's more and more land that's will be available. This just not on the general market where everybody can see about it. So you just got to be able to kind of dig into that and find those people who need your help, you know? And that's what I do. And every day I'm thinking, like, Damn this, this is going to run out, and every day I find another deal. And it's really weird. It's really weird because as I said, things happen. People get divorced. They leave that, you know, all types of stuff happens because life happens. And as that happens, land is going to be available. And now something that was considered an asset to them is now seeing that same piece of property is now seen as a burden. I'm going to relieve that burden. And then once I own it, I have. Maybe I'll keep it. Maybe I'll sell it to somebody else who needs that property to do something, to live their life, to build on it, to to rent it, to whatever they want. It's going to be theirs, and I facilitate that deal. So, yeah, all right.

Joe: So what does your business look like today, then? What do you do? You wholesale most of your properties?

Victor: I still I still buy all of them. For the most part, the reason I don't wholesale because it's too much work to be honest, is just too much work buying. It is much easier, it's much faster, and I have a lot more flexibility what I do with the property now. With that said, I do have some. I do work with a couple of people who buy as soon as I have it. So it's almost wholesaling, but I'm just not taking our money to purchase a property or I'm not just signing a contract, but like some of the buy, I know it's going to be sold in that kind of the price I would get for me using my own money just to kind of speed things up, just kind of make things happen. So that's what I do now. And if I if it's a property that's a lot more expensive, more out of my price range, then I'll link up with the funder and then do the same thing that way.

Joe: Yeah, I was going to ask you about that because a lot of people are wondering, like, Man, some of these I want to buy, but I don't have two grand or five grand to pay for. All right. So some of the properties you, you your buy it and hold it. Mm hmm. And then what do you do with it then?

Victor: Well, for the most part, I only hold it if I might like. I think I might use it for myself, but then I stop doing that. So I'm like, Let's, let's be honest, I'm just like the people who thought they're going to build a house on. I'm like, I'm just going to sell it. So then my mindset, my mindset shifted from, Hey, let me make sure I get the best, you know, whatever to like. How can I make money fast? How can I do this quickly? Because before I had a job, I had income coming in. I didn't need the land stuff to do anything except just make me a little bit more extra money for what it would have been a car payment that never materialized. I never bought a car, but now, like, Hey, I got, I got two kids, I got wife, I got a mortgage. I want to buy Faberge eggs and fancy things and and all of that. So it's about how quickly can I sell this and make sure I'm making a good ROI on it? Yeah. So then I make sure that I do a lot of the work upfront, meaning I'm buying it for the lowest price possible way. I can pass on some little savings on to the people who are going to buy it for me, and that ends up building up my biases pretty well because they know I'm going to give them a good price and that way they keep coming back to me for more property.

Joe: So, so you're wholesaling. The way I am wholesaling is you. You get it under contract, you buy it and you turn around, you sell it for cash to somebody else. Yes. So that's how you do most of your deals now.

Victor: Yes. Yeah, I thought we've been wholesaling. I was looking to find a buyer and seller and get an assignment fee and all that. Yeah, and I don't do that. I don't do that.

Joe: OK, all right. So what's your on an average month? How many deals do you buy and sell like that?

Victor: It depends. So like right now I'm having by a couple of deals per to five, four month or so. Now that deal may be a bunch of. Properties together, it may be just one bigger lot. It just kind of depends on where I am, what's going on and in the speed that people move at. Now I do mostly self-closing that make things go much faster. But there's times where I just if I need to do like a quiet title suit or something like that, then I got to go to a title company and let them do their thing. Sometimes with certain sellers, they they only will sell to a title company and somebody title companies are slow as molasses, so you just kind of wait for it. But in general, about a couple of deals per week, and again, they can be of various sizes. I like to small deals like big deal. They're all good to me.

Joe: All right. And then you're selling them. So you're buying them at about, what, twenty five cents on the dollar or something?

Victor: Roughly, yeah. Depending on the place and just how hot the areas is, I might go up to 50 cents on the dollar, but not much more. I don't do more than that.

Joe: And what do you sell them? What about what price range do you sell them?

Victor: That depends it me for the green all the way up to 50 grand, you know, and everything in between. Last year, I tried to do less volume and more, you know, bigger bulk deals or just more. But then I realized that those small deals kind of keep things going faster. A lot of base hits. Yeah, you need a lot of basis. So you know you're not going to win the World Series by just swinging for the fences every time you're at the plate. All right. So, yeah, I do a lot of basics again. I tried to get away from that thinking I'm too fancy for and I'm like, That's stupid. So get the base here to get guys on base and in, like when your big sluggers at the back, they can bring them all home. And now a nice hybrid approach is actually been doing very well for me and it keeps me from being complacent, to be honest.

Joe: All right, so what's your average profit on a deal?

Victor: Usually about 3x my money, usually, and that's, you know, including my like, you know, the know, if you don't include the mailer in individual deals, but any back taxes, the price, you know, things that would facilitate the deal, you know, things like that.

Joe: So you might buy it for five and sell it for 15. Yeah, that's usually the goal. All right. So somebody who like, if you're selling a lot for 15 grand, you're trying to price it so you sell it quickly, right? Mm hmm. So are you? Are you pushing the upper limits? Like, what is that property that you're selling for $15000? What's it worth?

Victor: It will be around that ballpark. So let's say if I was want to hold out, I might be able to get like 17 for it. OK? Or, you know, just around there, you know, or 15. And like, you know, hey, all you know, negotiation is 15. Take it or leave it. But depending on who I am by, I'm selling to. Like if you sell a person that's been buying it for me for many, many years, I'll cut him a break. So I'll buy four five, four 15. I might sell for 13. This is like, Hey, you've been good to me. You've gave me thousand dollars over the years, plus two thousand dollars extra when you've got to sell about to buy some more stuff for me to let in a couple of weeks. So I'll do stuff like that. But when it's somebody that I don't know and is read on my nugget, give me the price. Unless you're ready to make a deal right now, I'm not negotiating with you. Ever seen a property, you're not serious about buying. I'm not going to discuss anything except this. Take a look at it. But in general, I usually get my asking price if I'm not buying or, excuse me, selling to like one of my regular people.

Joe: OK, so if you don't mind me, ask him like your average profit per month, your average revenue. I rather what's your average revenue per month?

Victor: So right now, aiming for 30 so far, at least in 2022, has been twenty two to twenty three or twenty four. So right before I got on this, I just sold some property to a buyer. One of my regular guys I want to listed for 15, he's like, Well, you know, what's what? What can you do for me in my heart, we can do 13.So I'm on track to to my 30 and buy to buy a couple more out of this. I can go to the bank to get some checks made, but I will say about 20 between twenty twenty four.

Joe: That's phenomenal. And those are you're selling these deals for cash right now, correct?

Victor: Correct.

Joe: Why somebody's going to say, Well, why don't you sell any with owner financing so you can get passive cash flow or whatever? What would you say to them?

Victor: Because no one is not really passive? Why? Because when I did that, I'm still working. Hey, where's my money? Oh, I can't. I don't got it today. Hey, what's going on here? I don't know. Hey, I have this automated system set up where it takes. You know, it charges your credit card it up. All my credit cards, debt there is craziness is craziness right now. Again, this time, what I have to do that because of a certain property just doesn't move as fast as I want and fine take it. I just need to get some money back so I can get my next piece or whatever it is. But in general, cash is the escape velocity you need to get away from your job. As I said earlier, I'm not going to escape my job unless I have like 50 deals under my belt and now I've got to manage 50 deals. Why would I do that? We're not going in and out and have. If I started with five thousand and I have fifteen thousand in my hand, why would I not take that? Why don't I want to stretch that out to get an extra couple of hundred bucks? I'll make any sense to me. That's not gonna help me get my next property. That's not going to help me scale. That's not how we pay any bills. That's just for vanity reasons to talk to your friend. Hey, I got some money coming in every month. OK. So do I got a nine to five job?

Joe: There was a period of time in 2012, 2013 14. When I was wholesaling a ton of houses and it was kind of passive, actually, I mean, people and I love to the wholesaling aspect of it. Our average profit was 7500 or so, but I had the team that was doing the work right. I had a virtual assistant that was doing the marketing, taking the calls. I had a local wholesaler that was closing the deals. My involvement was not much. And so, you know, wholesaling is an active type of income, right? But you can also set it up where it's passive and it's not that much work and what's wrong with work anyway?

Victor: Right now, you're right. You're right. And if I did gotgot some vas or something like that, I guarantee you are having the are going the opposite route. You know, it wouldn't probably be so bad. But personally, I like kind of doing it myself, not because I'm a perfectionist. It's got to be done my way. I mean, sure, there's there was elements of that in the past, but not these days. I don't really. It's not the same thing, but I do know I have to maximize my potential and doing this. I know people who are doing about half a million a year doing the same methods because my my mentor was telling me about some other students and all that and and what he doing. They don't use any Vas, right? My job is to use technology to make things easier for me. So the only thing I'm really doing is is I'm vetting deals. And then when people call me, I'm just figuring out where are they in the buyer's journey so I can direct them to the to doing the next step to get them closer to a yes or no decision to buy from me? So now is the machines, computers and just systems and processes are kind of taken over a lot of the things I do. Still, there are certain things I do my own and you know, having an LLC, you know, only I can sign over the property and the other one in it. But if, say, I'll get a partner, they can do that too. But yeah, like once I maximize my potential, what I could do alone. I'm about to hire a bunch of people, so I don't have to do it anymore. It's kind of like a, I guess, at the athlete to me to see how far I can take this before I like I.

Joe: Yeah, I was going to I was going to ask you, who is on your team right now?

Victor: Just me, just me, my computer, my coding skills.

Joe: Keep it small. Keep it all has something cool about that. All right. So can we talk about your marketing? What are you doing to find these deals right now?

Victor: Well, I'll let the I'll let the market dictate where to find the deals I like. And what do I mean by that is I see how much I have to invest and what areas will support that investment. So I use I put my consumer hat on like I'm a regular Joe blow. I want to buy some property for various reasons. What are the jobs or do they go to Google? Like, Hey, land in whatever area or they go to Zillow? Or are they going to land, which I guess, go to regular places? And I do the same thing. And like where places that property is selling for maybe three or four x my investment amount. So if I have five thousand to invest where places are selling property for 15 or 20 at the minimum, and I look and I find those places and that will give you a nice clue to dig deeper. And then once they're they're not going to look into, OK, what's the county like to work with? What's going on? Give me some soul comps. Give me some, you know, some more information, and they're not going to say, you know what? Looks good? Let's send a campaign out to see what we can find out here.

Joe: So you're looking for rural vacant land, right? So generally speaking, an hour or two outside of a major city and it's going to be the land generally that they're not infill lots there. That's not agricultural land. You're looking for places maybe where people will buy to go and have recreation, camping, hunting, fishing places, shoot their guns right there, four wheelers, things like that, right?

Victor: Everything. I don't discriminate against land into lots, big lots, small lots. Like, I'm like, I'm like, What the name from Forest Gump, Bubba? You know, the different types of shrimp. And there's the same thing. All right at all. As long as I can get it for a cheap enough price and I know somebody is going to buy on the back end. I'll take it.

Joe: All right. So what do you prefer like infill lots in small towns or do you prefer bigger lots out in the country?

Victor: Infill lots are more plentiful, so they're easier. But I like the bigger stuff better. So I guess I like it for different reasons. One is the amount of work from infill lots of acquiring and selling them and then finding out what you can and can't do with them is pretty simple. The three or four minute phone call. And once you understand a subdivision now you just plunge that subdivision for as much as you can. The big lots were like, you can do anything you want. The big acreage sounds nice. It's like, you know, a big, fancy gold chain around your neck. Oh my god. Oh, 40 acres in Texas. You know that that carries some clout. So people like that too. And it's easier to like, get a lot more eyeballs on your on your listings and then you can build your buyers list, even the people who don't buy. So again, I like it for different reasons. There's a lot of infill lots, but then you know, you get the bigger locks too. OK.

Joe: And what kind of marketing do you like to send out? Is it direct mail or texting or what?

Victor: Yes. Yes. Direct mail text room with voice mail email. I do it all.

Joe: You're doing it all. Do it all. OK? Can we talk honestly about this? Yes. All right. Let's talk about it. I'm on the fence now and I see so many guys that are crushing it, doing direct mail. I'm sorry doing texting and voice blasting or voice ringlets voicemail. But the other side of me, the analytical overanalyze everything side is like, yeah, at. A little gray area, right, like I hear too many people getting in trouble for it or there's all these rules and regulations, and so where do you where do you stand with all that, the rules?

Victor: I'm not worried about the rules and regulations at this moment, but I do understand how it's a problem because this is why we can't have nice things. Somebody is always ruining for everybody else. So in my opinion, how you message what you're doing goes a lot further. It goes a long way. What I do is I wrote my own taxing software, and that way I can use a lot of it. And honestly, the stuff I do, I think you can do with any crime, any tax. So I'm not going to act like my stuff is special. It's not. It's just, you know, I'm going to pay for something every month besides the regular phone bill. But what happens is I can customize a message going forward and I can make sure I'm as polite as possible and don't sound like I'm a robot. And then when people think I am a robot, I'm a pretty good spot like, Hey, I'm not a robot, I'm just looking to buy a property. You're like, Oh, OK. And then you'll have a conversation always sold already or you got the wrong number or whatever it is. With that said, I teach my students to do texting first. Most of the time, no, depending actually depends on what their work schedule is like and all that. But if I tell them to go texting, the reason why in the morning it's much cheaper and you get immediate feedback. So do you know your pricing is in line? You understand what, what type of sellers you're dealing with in the market. And you know, so people are saying, no, you have an understanding why. When I sent out a mailer which is still very effective, I don't know why people aren't calling. I can only make assumptions and use. I was like, I mean, I just offer a little bit more money. Let's try it again. So that's why I like the texting stuff. But again, when I'm polite, the message doesn't sound like it came from a robot. I actually have conversations with those who want to converse with me. I don't worry about getting in trouble. I don't worry about that. And the good thing is like, let's say I do like 100 texts a day. I'm not speaking to 100 people 50 or so or more may not reply at all. A lot a couple will say, Hey, wrong number. A few would be like, No, I'm not selling for any price. You have like two or three. That's like, now we're actually having a conversation of like, OK, well, how about you offering what this is? What I'm thinking? So you're doing that. So it's not in that much work. And because of that, I don't I don't really worry about it.

Joe: So what is your you mix your texts up, I'm sure, right? Are you finding it harder with deliverability to get them through or what are you doing there?

Victor: I kind of just don't care because I mean, I'm going to I'm going to hit them with every avenue that I have at my disposal versus texting than having voicemail. And for me personally, it wasn't. I hadn't done anything for me. But I do it just in case it's cheap. It is easy. Texting Ringler voicemail. If there's an email available, I'll send it. But usually those bounce back and invalid emails and then I send them a postcard anyways. So I'm hidden from different angles and a reason why I'm willing to do that. Knowing that sometimes the postcard is going to be what gets it is because the more times they hear my name and they see me trying to contact them, the more the more comfortable with the game, with the idea of me looking to buy their property. Also, certain people will not respond to text, but they will to a postcard, and some will respond to a text faster than a postcard. So, you know, you don't know who or who's going to do what or who's going to say what. So you just get on with everything you got. So that way you cover all your bases.

Joe: OK? What are the what are some of the tricks you use if you don't mind sharing for getting that initial text to be delivered? Is it Hey, is this Jim or are you saying things like, Hey, do you? You know, I'm looking for Jim, who owns his 4.2 acre lot in X County?

Victor: All right, so everybody write this down because this is Olin. This is going to be good. I say first, I just take their first name. Hey, John, my name is Victor. I'm looking to I see from public records, you know, some vacant land in X-Y-Z county. You know, if I know the hills in back taxes I live, it looks like you made Olin in taxes, too. Which are you thinking about selling that property?

Joe: That's your initial text.

Victor: My initial text. And then if they don't answer the next day, I'll be like, Hey, is this John Smith? Do I have the right number? Then if they didn't answer the first one, don't answer that second one right down to the second one. And I'm like, All right, well, I'll just send him a voicemail and then send him a letter in a minute. But there's that second one in America who we're in a conversation. Why do you want to do that? They're saying no, because I want to know, do I have the right number? I have the right person. Do I understand who I'm talking to? You know what's going on? I don't want to be in limbo sending them a postcard, knowing they don't want to sell. So I try to find out as much as I can as cheaply as possible. And again, when people text back saying like, stop or, you know, whatever, I'm like, Hey, I'm not a robot, I'm a real dude, and it's real. The phone number I text from is an actual phone number. They call me, I answer it, or they can leave a message and I'll say, you know, give me your information and all that, but it's a real phone. You know, I'm not a robot. It's not a seven or a four or five digit numbers, a real number. So there's that. And because of that, it works very well. Now I play with the wording, you know, I change things up dorm. I I don't eat land investing days. I studied ad copy. I studied market. So I take a lot of the lessons I learned there and try to apply it. I do the same thing with my postcard as well. And I just try different things just to see what works. Just to see what people respond to. And right now, that's responding to two message approach the first day. This is what I'm doing. This is who I am. You know, I make it polite the second day. I just wanna make sure I got the right person. Is this the right number? And it works very well. I haven't had much. People really complain.

Joe: Nice. OK, then your youryour direct mail. Are you sending blind offers or are you sending a neutral letter?

Victor: I always send a range. I'm like look, I'm looking to pay between this and this. If you want to sell, I make sure I pay you up front. You'll get paid in a few days. It's a quick and easy, painless process. I take care of everything. If not, do not call me and I don't need nobody asking questions that are not looking to sell. Right? And but if I know the old back taxes, they get a completely different one because I'm like, Hey, you got some back taxes if you don't pay this hour to cancel off your property off. Call me up. I got something for you, right? So there's no offer with the taxes, but with the ones that they don't owe taxes or lethal. Oh, enough for it to be like an a motivating factor. My Hey, this is this is a range of this range works for you. Give me a call. If not, have a good day.

Joe: I've never done that and I want to try it. Lately, I've done blind offers before and it worked. OK, but I've been sending neutral letters or neutral postcards, and I have a reference number on there and I'll say, Listen, if you want to sell your lot, call this twenty four hour recorded voicemail and leave your reference number and I'll do some research and send you an off your back, and I will respond to that offer. To that, I'll respond to that voicemail with a text or text that number back. So I'll text the offer to that number and I'll also send them an offer in the physical mail and the last three deals I've done. It's from that just by texting and emailing them. Sometimes people just don't want to talk to anybody, which is totally fine right now. They just you can you can get deals under contract by texting is the craziest thing, right? You know, sometimes you do talk to them, but sometimes you don't have to.

Victor: There's a couple of deals that day with all texting. I never talk to the person once. Sometimes when I send a postcard, they'll just text me, you know, give you the reference number because I do something similar. Because a lot of times people, you know, if they're saying on a voicemail, you don't know what you're saying or like, they have a very common name or it's hard to know, like, OK, which John Smith is this? So the reference number, I can look it up and, you know, do my my quick due diligence as to say, OK, this is what I'm negotiating about. Got it. I see. I like. I try to do things quick, simple and direct because the more hoops I put people through, the less likely they're going to buy. Because I remember early on I was making deals. I was making mistakes were like, Well, you got to send me this first, and then I'm asking you that as like, they agreed to sell. I'm asking you, What did you submit the deed? Did I send you a check? And I'm like, You're like, Wait, why would I do that? Like, you know, why would you do that? So I try to make things easier. But then there's ways to mitigate any damages, and so far, things can work. I haven't had any issues with how I do things in again. The quicker and easier it is for them, the less likely you are going to say no now, less likely they're going to have some random weirdo in their mind, Oh, you're going to sell your property for five hundred? I what a body for that, right? You don't want to hear all that because then it messes up the deal, right? So the fact that they have this up in their hands now quickly, like, I guess as I'm doing this, here you go.

Joe: All right, so can we talk about some of this? I know you built your own software for people that you're teaching or coaching them. How to do this? Do you give them your software or what do you tell them? What do you recommend people use?

Victor: I always start them simple with like, Hey, just get a Google spreadsheet, because I know that's what we're going to do now. So they're going to stick with at least until they actually get a couple of deals. Because early on, the main thing is just getting somebody to say, yes, you can't get one deal. You don't need a fancy setup to get one deal. So I'm like, Hey, spreadsheet, this is how you do it. When you're texting, have two lists, one that you get paid for from, like, you know, data tree prop stream or that you created yourself. And I tell you, I should be like, You can do it yourself for free. And then all the people who respond, yes or no, or maybe so you put them in a verified I got them list. Those are the people like they say no. Now you hit it up again in three months, six months, whatever but the right information and see where they're at. That never seemed to work. And then as people start to mature through the process, then they find their own like services or crumbs or, you know, they everybody's different, so they have a different way of line the work. So I don't want to put my software down their throats because enough people do that already. And then now, you know, it's, you know, it's just another revenue stream, which I'm not saying that's a bad thing. You know, they'll make your money. It's all good. This is one more thing. I was like, I don't want you to worry about anything else and just making this deal learning these skills so you can take what you want and make the rest the best decision for you. Because the software is not going to get a deal done, you're going to get the deal done. So let me show you how to do that.

Joe: Nice. OK. So for the. I know some guys that are using batch leads for texting. They're doing really well that I've heard some people in the land business doing REI reply. I used to use freedom soft for a lot of outbound texting. But freedom stopped is really kind of pulled the reins in on that. They don't like people using freedom soft for outbound texting. So you use your own software, but I'm maybe I missed it. If somebody wants to do texting for their own land investing business, what are you telling them to use?

Victor: Sly text. Because that's what I started with.

Joe: Sly text OK, yeah.

Victor: So like like a sly, sly text dot com and then my ring with voicemail. Still, Sly Broadcasts sells the same company to different web pages.

Joe: Oh, it is, really? Yeah.

Victor: All right. The way the branding and everything looks the same, I think it's the same. I could be wrong. I can just look similar and is both pieces in the sly thing? I don't know. But yeah, but slight text, it's just a web page, which is the downside of it as well, because not like an app where you can easily have those conversations that you guys do on a web page, you upload a list, you know, they have the different tags are variables that you can play like, hey, you know, hash tag name, and I'll put the name of the person from the spreadsheet you uploaded or whatever. You can do that and then you're like, All right, do it. You can do it. You know, hey, do it at this time or do it right now, and then it's way for people to hit you back.

Joe: OK, nice. And so it's probably a lot more. It's a lot cheaper.

Victor: Yeah, for like two thousand tags, I think it was like 30 or 40 bucks, maybe 50 bucks. OK.

Joe: All right. Cool. All right. Let's talk about you have a lot of clients now who are wanting to buy. They want to get into business and they want to wholesale. In other words, they want to flip it for cash. But they're like, Where am I going to get the money to buy this lot for two thousand dollars? That's worth $15000. What do you what do you tell them?

Victor: Well, every person is different, so I always have a like a frank conversation with them and I'm like, Listen, you know where you're at, you've got to be thinking, x y z. So there's a couple of ways you can do this one. Get a job. Just work for it. Make some money. So now you know, whatever. Right? Then I'll work for it and I'm like, No to sell some stuff. You got a bunch of crap around your house when you just sell it. Don't worry if you really want it, you'll get it back for the money you making, right? But normally I'm like, or find all the people who owe a lot of taxes and hit them up because you can buy their property. Sure, you should buy for 20 thousand if it's current, but how much taxes they'll you'll buy for 50 bucks right now, you can actually use that and then sell that and then add the as you sell it. You can either a Hey Mister person, I'm selling the property to now. This property has two thousand dollars in back taxes, hence why the price is so low. Do you want to take that on? Or you don't tell them that as they pay you, they use that to pay off the back taxes before you sign it over to them. Either way, it ain't your Olin. You're only 50 bucks out of the deal. I've gotten a couple of properties that way of my students that one must do in his first two properties were like that. Well, it's four seventy five bucks, one for eighty five bucks an hour, both for, you know, three thousand those for like closer to ten thousand. So yeah, whatever works. But then he starts into some DoorDash thing and all that to bring in some extra income. So there's different options, but he's got to keep it real with yourself, like, what are you going to do noncompliant? Are you going to do it?

Joe: I'm looking here at prop stream, and I know you can get vacant land on prop stream, right? Mm-Hmm. Can you also add as a filter to that delinquent taxes?

Victor: No, that's the one thing. I haven't found a place that will just give you the delinquent taxes the same way you can get, like the different parcels, numbers and all that from my room or data tree. Now, even data tree has a thing in there, but it's it doesn't always have it available, right? So it all depends. So for the delinquent taxes and like, this is what I say, listen, you ain't got no money. You have to do it this way. Build a list by hand. Don't pay for no data tree. Don't pay for the prop stream. They probably nicer in a box, but don't worry about that. Build it by hand and show them how to do that now, where you can handle like properties that are more likely to, you know, for people that you will feel would sell to you. But then as you're doing that, find out how much they owe. Yes, it's going to take some time. Yes, it's tedious. Yes, is boring. But you know what? Else sucks being broke having a lifestyle that you're mad at and you're punching the air right now because you ain't got no money to do anything so you can complain about doing tedious work. Or you can work outside in the hot sun, swinging a hammer and doing physical labor. I'd rather be inside doing tedious work with my mouse and taking about 30 or 40 games a day of people who are going to sell to me and all that and say, Oh, they're complaining about not being fast. You ain't got no money. You ain't got no. Are you going to complain? So yeah, that's what I tell them.

Joe: I'm looking here at prop stream after shows to you later, but I just did a search for vacant land in one of my counties in North Carolina and I. I went to the filter and there's an option for tax delinquent year. Oh, and it asks for a start year and an end year. And I just did nineteen hundred and twenty twenty two and it worked.

Victor: Wow. They're adding new features to prop stream.

Joe: Yeah, let me. Let me do like twenty twelve to twenty twenty two

Victor: Out of twenty twelve is like twenty. Yeah, yeah, that's actually good.

Joe: So I did the last ten years and this one county, I have a thousand properties now. This is it could be a quarter acre lot. It could be a five hundred acre lot. I didn't do any more characteristics than that, but it's just the worst choices was vacant land and tax delinquent year 2012 to 2020. Wow. This might be something I got to look into.

Victor: That's the game changer. That might be good. That's a game I stop using fostering to go to data tree, but something like that. Mm hmm.

Joe: Maybe, maybe now. Yeah. So here's one that there is a tax delinquency in 2018. One thing you know, when I was looking into this at one time, I was looking at the properties that had just come on. No, no. I was looking at properties that were tax delinquent three or four years ago. And then I thought, well, because they were paid right before the auction, they were taken care of or whatever, right? But guess what, every single year, most of those properties are late again on their taxes, right? So it doesn't matter if the taxes were paid off in our current, now they're probably going to be late again. It's always send any tax delinquent list that you can get. It's a great list to send to. Yes. All right, so cool. I got to ask you some more questions and this has been good. We're over an hour. Do you self close your deals?

Victor: Most of them, yes.

Joe: OK. Is there like a price limit where you use a title company?

Victor: I used to go by the old adage five k and up title now is more about how well do I know the area? How easily can I find the the title chain? And do I see anything fishy? Now what I mean by fish is I. OK, you bought this at a tax auction. OK, now I can't sell the war. I can't sell the warranty with this. I got to do something like that. Other times it's like, OK, like for one, I'm buying now for nine thousand. I was going to do a self-closing, but the little woman can't find any of the paperwork that she needs. And so I tried to look for it and I'm like, OK, I'm finding some of the stuff on my, you know what? I don't feel like dealing with this so title company you handle. And she felt much better with that, too. Yeah, I actually was like a mutual will thing. This is taken forever.

Joe: Do you just find a local title company in that area to help?

Victor: Yeah, yeah. I'm because I hey, because I mean, even if I have like one person or whatever a company, they're just going to farm it out to the local area anyway.

Joe: So OK. HOAs let's talk about that. Do you? Does that scare you? Do you turn away

Victor: It used to. When I was a little when I was a little baby? You don't scare me anymore. You know why? Because I know the type of person who will want to buy in an away area. Now it depends on area. There are some places I've been away in are defunct, and it looks like Sanford and Son Junkyard. I'll mess with them as a. But if it's an area that is high class, well-maintained houses that are in your way, all you know, near some great amenities that aren't just on paper grade blackley physically great, then yeah. So there's a couple places in Texas that I bought from that h away and one h where was that hundred bucks a year? Have you ever told me that a couple of years ago, two ran for the hills? Am I right? It didn't faze me. Why did I end up selling that property? Because it's such a desirable area. I sold it in three weeks to a brand new market. I didn't have any previous buyers or anything like that. I sold it for exactly what I want. I probably undersold it now. Think about it, but I was like, Hey, I'm going to take my money. And because of that same age away, I bought a couple of those properties for 250 bucks apiece because they owe so much of the way leads. So then I call the away myself, the Hey, what can you do to work with them? But the buys property and they brought it down a little bit. Not enough to be like, Oh my God, this is a steal. But it was enough where I was still paying what I was willing to pay each way or not, or lean or not got the lines removed and sold it. So, you know, getting my money, it was great.

Joe: Nice. OK, good. Good. How do you advertise your homes? Where do you put them out there?

Victor: I put them. I put them out everywhere.

Joe: Not your homes. Your.

Victor: Yeah, I get it. I just got a lead from land watch dot com that you said that Land Watch. Obviously, I like Zillow a lot because you get analytics as well. I have my own web page, but I don't do it like everybody else. I don't let people browse around like on Amazon.com. If you're interested in one property is the only website you get. There is no links. There is nothing. It's just call me, send me an email or view it yourself. Do the property yourself. Sometimes I do a pay per click campaigns. Sometimes I don't. Sometimes I'll do Facebook Marketplace. Sometimes I don't drive. Those are the digital ways, and that's not the Old-School ways. Neighbor letters a sale for sale sign a property which works surprisingly well. Neither properties. I'll get a drone video done and all that. Usually that's an ad that's pretty much it. And I just get a bunch of leads and well, most people understand about sales. It's not about where you put the property of, yeah, you got to put it places. So people know you exist, but it's how you deal with the leads. How do you cultivate buyers? Do you understand the buyer's journey or not? You everybody a car kicker to you? If it is, it's probably you're doing some. And wrong, everybody's a tire kicker at first, because they don't know if you're legit or not. You know, the problem is going to work for them or not. So of course we won't kick tires. But how do you really treat that relationship to cultivate it? Because if they don't buy property, they might buy property D, e or f later on down the line if you cheat their relationship, right? If you don't want to do that, they want, they want. They want things to happen for them to wonder why they have a problem for six months in a market not buying.

Joe: All right. Good. You've answered almost all of my questions. This has been really good. Victor Reynolds and I apologize for taking you longer. I'm already late for some other calls meetings that I had, but this has been so good. Now you have a great Facebook group. It's called land investing for professional millennials. Talk about this group and why did you do it?

Victor: Well, going back to my story in 2020, when I was kind of just getting back on my feet and everything else, as I said, it was a pandemic and people were like, Oh, you know, this seems good, you're turning things around. What are you doing? I'm like, Oh, I'm having, I just land just landing. I have this land thing, right? I'm having separate conversations. I'm like, Maybe I just put a group together that gets kind of good out there and have people learn from me there and I can just, you know, you know, go there, say what I'm doing, and kind of share what I'm doing then and now they can see and they can understand. And then, like, since I did so much personal development, I'm still in it. Not like I did it. I'm done. I'm heavy on that. I can sprinkle a lot of that in there. So the land is like the ice cream, but the personal development, it's like the real medicine. It's hidden in the ice cream. So I have that goal and people are starting to learn from there or people who are in the land space. They get to share their stuff and hear how I do things. You, as you can see, I do things a little bit differently. That's how I kind of stand out above the noise. So just having that going on and hear about other people doing that, excitement gets me going. It gets other people going, especially if you're brand new today and you're like, I didn't know this was possible and you're still kind of wait and see mode, but you're seeing what I'm doing, some others are doing. It kind of makes the tide lifts all the boats. Yeah. So that's kind of what's going on

Joe: Land investing for professional millennials. If you just go to Facebook, do a search for that land investing for professional millennials and put in a request to join, you've got to be approved. You don't let any any dangling in the group.

Victor: You got you got you got to be good. Now here's the thing if you put in your email, I'm going to send you a training is going to be a free training, obviously is about an hour and a half of everything I do and how I do it and then how to actually get started right now with action. Do these things and you will start to your investing journey. You can also give me your phone number. It's all in there as you're looking to join nice. And if you're looking to get mentorship or something, we'll have a brief conversation. I can tell you more about it and one off what you learn about me. I can see.

Joe: Nice. Victor Reynolds, thank you so much. Appreciate you being on the podcast. Thanks for sharing your stuff. And I want to wish you the best of success, man.

Victor: Now I appreciate this. This is very fun. I enjoyed this a lot.

Joe: Thanks. Yeah, I love talking about land. All right. So we'll see you guys later. Thank you, everybody. Go subscribe to the YouTube channel. Go to Joe McCall, do search for YouTube there, and we'll see you guys later. Take care. Thanks, Victor.

Victor: Thank you.