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1274 » PART 2 - Do or Die Series: Starting a Brand-New Land Investing Business from Scratch with Josh Howard

This is part two of my coaching series that I'm doing with Josh, a good friend of mine who is a missionary somewhere in South Asia. He's been doing some awesome things for the Lord in this particular country that he's in. If you haven't listened to part one yet, he's actually in an area of the world that is very dangerous for any religious minorities. In the last eight and a half years, Josh has seen over 20,000 churches started, which is just crazy.

In our last call, we came away with a simple marketing plan, and here, we talk about putting our plan into action. We cover cold calling, direct mail, and working with VAs to get things done faster. We also talk about getting good leads and how to use tech like FreedomSoft and Prycd to run your real estate business. A lot of people get discouraged because it’s been a month and they don’t have leads or offers coming in yet. The truth is, you have to be committed for at least three to six months to gain traction. Make it your goal to talk to five sellers per day and get out three offers; it’s a recipe for success.

Listen and learn:

What’s inside:

  • How to work with VAs to streamline your process.
  • How to use programs like FreedomSoft and Prycd in your business.
  • How to find the best vacant land leads.

Mentioned in this episode:

Download episode transcript in PDF format here…

Joe: Welcome, everybody to the Real Estate Investing Mastery Podcast. And this is part two of my coaching series that I'm doing with Josh, good friend of mine who is a missionary somewhere in South Asia, and he's been doing some awesome things for the Lord in this particular country that he's in. And if you haven't listened to part one yet, he's actually in an area of the world that is very dangerous for any religious minorities, Christians, anybody who's non whatever. I have to be careful. Right. Right. But he's doing some amazing, amazing things. Like how many churches have you guys planted in you and your family's ministry in the last few years, Josh?

Josh: So in the last eight and a half years, we've seen over 20,000 churches started, which is just crazy. I can't even believe I'm saying that number out loud, honestly Joe. But yeah, it's been it's been a little over 20,000.

Joe: I love it. You also have some ministries that helps little kids, orphans. And you're doing an amazing thing there, which is helping kids get them out of poverty on them, taking care of them, things that the government can't do, the locals don't, can't do either. They don't want to do. They don't want to take care of these kids. And you guys are there taking care of them and you're fighting these battles with the government. It's just mind blowing. So, guys, you know, if you can say a prayer for Josh and for his family and for these orphans, these kids, government's trying to take them away. And it's frustrating and sad that anyway. Yeah, so Josh used to wholesale houses virtually from where the country is in a few years ago. But a lot of things have just changed in his personal life and business. Also, with the market getting really competitive and difficult with houses. And so we met together in the States a few weeks ago points golf, and I said, Hey, listen, I'd love to help you start doing land, vacant land and I'll help you. And can we publish these coaching calls as a podcast and my, you know, as a podcast and YouTube videos. So we're doing Zoom right now. So I'm actually in Iowa visiting my dad and it's beautiful out here. You can see the leaves are changing colors and the leaves change colors where you are.

Josh: They pretty much go from green to dead pretty fast. So no, there's yeah, there's no there's really no fall season here. Yeah. Yeah.

Joe: Well, enjoy the colors. Yeah, that's beautiful. All right. Thanks. So, last call, we talked kind of came out with a marketing plan, and I want to share the screen. You kind of worked some of this, too. A little bit. I'm going to share a spreadsheet we worked on last time. And let me zoom in. If your monthly income goal is about $8300, that's about $100,000 a year. And your average net profit, that's after direct mail. If your average net profit was five grand. I'm feeling like we're being really conservative there. Our average net profit on oil in the last 12 months of our deals has been about 10,000, about maybe $9,000. So I'm feeling good about that, which means you need to do 1.7 deals per month. And if you have to make 30 offers to do a deal means you need to make 50 offers, which means a month or 12 and a half offers a week. And we said, let's shoot for 15 offers a week. Let's make that our goal. And what I do with all of my coaching clients is I want to give them a scorecard and have some accountability. So as we start the marketing starts going up, outlets track our numbers and let's make sure we're making, you know, 3 to 5 offers a day, 15 offers a week. And let's say you make offers on 85% of your leads. There's some leads to come in. They're just not you're not motivated or interested or they tell you to take you off their list, which means you need about 15 leads per week or about three leads a day. So our goal is to shoot four. Let's get five leads a day. I always say the goal is to talk to five sellers a day, and that could be realtors. It could be just anybody in the real estate industry, anybody involved as they get land. If we could make it a goal to talk to five people a day, five days a week, that's 25 people a week, you will do deals. It's like you cannot not new deals. If you're talking to five people a day. It's called the flap your lips method. Right? So Josh and I talked about this a little bit offline. You know, do you wants to do a mixture of direct mail and cold calling. So let's just say the spreadsheets are really good guys. I hope that you're watching this and my app being this down for yourself because we can't control the average net profit is five grand. You can't control that is 30 offers to a deal. Josh might be doing 20 offers per deal. He might be 40 offers per deal. But you can control how much marketing you're doing every day. And so let's say 65% of the leads come from direct mail, 35% from cold calling. So that means he needs to get about ten leads a week from direct mail and your average response rate is 1%. I'm being conservative. I feel depending on the market that we go into a needs, that means about 950 to 1000 postcards a week. And then if he's doing 35% cold calling, which Josh has experience doing, he needs to get five leads a week from cold calling. And if he gets two leads per hour of cold calling, which I feel again is conservative, our viewers are getting between. 2 to 5 leads per hour. Cold calling vacant land leads to another reason why I love vacant land. The leads per hour of cold calling is much higher 2 to 3 or four times higher than it is for houses. So which means you work the numbers backwards. You need to do about a half hour of cold calling a day to make to make our numbers. And so if the postcards and the lists we're going to be using Freedom South costs about $0.60 for the postcard and the list through priced. And we're sending first class mail. That would be about what we're going to do here. Yeah, about $570 a week or about 20 $300 a month on direct mail. And so this is the marketing plan right here. I'm going to zoom in. So this is really big. This is our marketing plan. And so Josh is putting himself out there on the line. We're going to be reporting on these numbers. It's going to take a few weeks to kind of get to where, you know, we're in a rhythm and you're consistently doing that. One thing that Josh is important to understand is this principle of momentum. A lot of people get discouraged because, hey, it's been a month that I don't have any leads coming in yet or I haven't gotten any offers accepted yet. I tell people, you've got to be committed for the long haul. You've got to be committed to doing this for 3 to 6 months. And if you're not willing to do that before you do a deal, then you might as well not even start because it takes time to build that momentum. It's like you're pulling the string with a chain and it's a really hard at first rate. But as that train starts going, it starts getting easier and easier and easier. So this is the marketing plan. I love this. Very simple. You can track this on a napkin, a thousand postcards a week, half hour, a cold calling a day. The goal is to talk to five sellers a day, make three offers a day, and eventually, you know, within the first month or two, following up with at least five people a day. And so this is a recipe for success. I love this. And we may track the numbers here or on another spreadsheet, but you're going to start tracking every day, every week, the number of postcards being sent, the number not a cold calling. Cool. How do you feel about this, Josh?

Josh: Yeah, I feel great about it Joe. I think it's really good to have just some clear, clear, simple goals that I know each day, what we need to do each week, what we need to be doing and in it. And it really allows me to have a just a clear path forward. And so, yeah, feeling good about it, man.

Joe: Now, did you do something like this because you've done a lot of house deals when you guys were doing a lot of house deals, were you doing were you tracking your numbers like this?

Josh: So yes, yes and no. We at the beginning, we were really good about it. And then as we started hiring VAs and staff, we would still track like how many text were going out every day and stuff like that and how many we needed to send a week. We were not good, though, at tracking. The CRM we were using wasn't great at tracking like offers and follow up and stuff like that. So we did track initial marketing pushes, but the offers and then the follow up after that, we were not doing good about, about tracking that very well.

Joe: Yeah, that's, that's a manual process and I don't think there is a CRM. I mean there might, there might be, but sometimes you just get a I like I usually get a virtual assistant to, to track this for us. Right. So good FreedomSoft will track the amount of mail you're sending out the responses that come in but it won't track like how many offers you've sent a day so you'll need to manually track that. And it is probably better just to get a spreadsheet like this and just track it by the day. Put the numbers in yourself at the end of the day. All right. So we're going to be using freedom source for direct mail, is that right? Yeah, right. Awesome. Awesome. I love that FreedomSoft when you hear direct mail engine is amazing. It's powerful and it pays for itself because the savings you get with direct mail, you don't have to prepay for a thousand, 5000, 10,000 letters or postcards. You get discount and cheap pricing and FreedomSoft really doesn't make any profit on maybe a penny or two, but they don't make any profit on their direct mail. They pass the savings on to us. And so that's I love that. And you can send just 100 a week, a thousand a week or as many as you want. The and it just kind of is all done there. Cold calling. Are you going to do that yourself or you're going to get somebody else to do it for you.

Josh: At the at the beginning, I'll do it myself. I am, though, pretty quickly, Joe, I'm going to try to find the budget to at least hire a VA just a part time VA to start doing some cold calling for us. We've got a couple of really good cold callers that we've used in the past in the Philippines. And actually it was we got connected to that group through a year ago actually, you and Gavin recently. And so they they've actually done a very good job. And so I'm going to try to squeeze out a budget to hire somebody to at least do part time, maybe 4 hours a day once I get the budget for it. And then that way that'll boost up our cold calling numbers pretty significantly.

Joe: When you did cold calling before, did you use like a triple dialer or one of those for cold calling.

Josh: Yeah. We, we used what's it called Mojo. Is that what it is. We used the Mojo for a while. I would also there was a couple serums that we used that actually had a cold calling feature that we could use as well. And so we tried a few different ways, but Mojo was the one that we use the most with our VAs.

Joe: You can do cold calling with FreedomSoft The problem is, I don't know if it's a problem. Some would argue the quality versus quantity, but you can only do one number at a time with freedom stuff. And it does. You can start a cold calling campaign. You get all your you can do the skip tracing also if you want, inside of freedom. So although it's a little more expensive to do that, if you do the skip tracing inside of freedom song, but you can it gives you all the numbers. You could just hit dial and then as soon as you hang, you know, you hang up the dial. So it's like very click, click, click friendly, but it doesn't do the triple dial. I know a lot of Gavin, I think is big now on batch dialer. I think there's cold calling. So yeah, that'll be. I'm really curious to know what how of cold calling works for you. There is a company that I've used before for cold calling that you might want to check out if you go to Joe McCall dot com. I've had this guy on my podcast before, Joe McCall dot com slash lead mining. Now he's done good work for me I like Nick a lot Joe McCall dot com slash lead mining and Nick is a guy that has VAs that will do cold calling for you. He'll also do texting for you. Now I don't know if he still is, but they did good work for me. Now I've also had students that said, hey, I didn't it didn't work out well for me, but you might want to give him a call, talk to him and see, you know, see what? Maybe start off slow and see if it works. But if you don't want to hire someone for yourself, you want to hire somebody to do it for you. He's got American VAs and virtual VAs from the I think maybe from the Philippines or something. Okay. But I've had I got I've gotten a lot of leads from him. The other thing to remember with cold calling is you're going to just you're going to need more leads per deal from cold calling. The quality of a cold calling lead is not as good as the quality of a direct mail. All right. Nice. I love this. The let's talk about you've already got FreedomSoft set up. You signed up for it. You did the phone registration business registration thing, right?

Josh: Yeah. Yeah, I've done that. It's still pending right now. And so there I did get a message from them though, because it originally it came back a couple of days later saying that it had failed, the business registration failed. But they wrote me right away, actually, and said, hey, don't pay attention. You may get a couple of failed things. We work directly with these people to get it passed through, and so it may just take some time for us to work with them, to get it, to get it through. So they said, There's nothing on my end I need to do for that. They'll take care of that.

Joe: So yeah, good. Those of you wondering what we're talking about is the phone carriers, the AT&T, there's the Verizon's and the government have all ganged up together against us and have said, we don't like you guys making phone calls and texting people. So you have to register your business with the government and with these agencies. And I forget what it's called. There's a name for it. And this get into effect about a month ago. And this has disrupted the entire industry. I mean, we're talking any CRM that has any kind of phone system. It's virtually almost been kind of shut down. Well, we knew this was coming and FreedomSoft has done a real good job with helping people get registered and get verified. And once you are, then you're good to go. So just be aware of that. So it's real. And that could take Josh could take 1 to 3 weeks. So it takes it's a process. Good. Let's talk about states and markets. What have you been looking at? And I'm going to while you're talking, I'm going to be writing some notes here. What have you been looking at in terms of like states that you want to target?

Josh: Yeah. Do you want me to share my screen? I've got them listed out if you want me to. You want me to show what I've been looking at?

Joe: Okay, that's fine. Let me give and I'll bring share permissions there. There you go. Okay.

Josh: Great. So this is what this is where we've started. So I went ahead and went through your online course, Joe, to where you kind of guide through how to look for counties and everything. Yeah. And so I took the chart, basically the top six states here from, you know, the different websites that we looked at then looked at it on Redfin and Zillow to see how many sold in the last 90 days. Right. And so in North Carolina, I've highlighted the ones that have the most. Right. So and I tried to keep it around 100 or more on my highlighted, just so that we know there's plenty of deals going on in those areas. Yeah. So I've looked at North Carolina, Tennessee, Georgia, Virginia and Florida and then Arizona. Arizona, by far, I mean Arizona and Florida definitely have the most Now there are those are also going to be the most competitive. Virginia really didn't have. Like you can see, like the top five counties, the biggest one was 87 in the last 90, but the rest were like 20 or 30. And Georgia had a few that were good. And then Tennessee had, you know, like. You know, 65, 70, 90. But the North Carolina was good. I mean, that had there were a few counties there that have like 120, 114 up here. So I went ahead and did all of these just so that we would have plenty to look at so that you and I could pick together what we might feel best about.

Joe: Yeah, I like that a lot. And, and those are all good states. I think it's just something that I always wrestle with because I don't like competition, right? I don't like competing against other investors. But at the same time, that's where the demand is. That's where the money is and there's a plenty of opportunity. I've done my biggest deals have been in the most competitive markets. We've done a lot of deals in North Carolina and Florida. Yeah. So, you know, let's look, North Carolina is those are all good counties there. Yeah, go down, let's look at.

Josh: Florida. Arizona.

Joe: Yeah, well, I, I have tried to do deals in Florida. I'm sorry, Arizona. One of the things I don't like about Arizona is there's so many cheap lots like these little lots that sell for $5,000. Right. And one of the problems with that is like, if you're going to sell it for five grand, well, you're going to have to buy it for 100 bucks maybe. And then you don't even make that much money with it. But I know a lot of guys that are doing a lot of deals in Arizona. So for me personally, I would say let's not do Arizona. Also, you have Texas there.

Josh: I did Texas, but I didn't because the data is non-disclosure. It's a nondisclosure state. I ended up not doing it. Now we can see how many how many? Like I like it on the site. Yeah. Land watch we that's the land watch number there is, you know, three 2302 So that's all in the order of land pieces that they have on that site right now for sale. So I mean it's, there's plenty of opportunity in Texas. I mean all of these are 100 and above, these are the top 19 counties that have, you know, 100 and above on the market right now. You know, would you know.

Joe: Do you know any realtors in Texas?

Josh: Yeah, I know a few. I mean, my aunt is a realtor in Dallas.

Joe: You might want to ask her if she has access to county sold data through the back office of the MLS, because that's the one frustrating thing with Texas. It's a great market where there's lots of deals, but it's hard to get comps and it's hard to see which properties have sold. But if you know, if you have somebody who has access to the MLS in Texas and doesn't mind sharing access with you, yeah, I know some people sometimes they can add you as they can add you on as an assistant and or something. There is a software out there also called privacy, and I've not looked at it yet, but I've heard a lot of people talking about it lately. Privy P R I V Y And they claim to have MLS data like directly from the MLS, which if that's true and they have it available in Texas and I'm not sure, again, if that's statewide or just in major metropolitan areas, that would be something to look at. But you've got to have access to MLS data, county records, and a lot of times the back office of the MLS has access to certain data. But I would if you have access to that, I would I would recommend checking out Texas. But I've talked to talk to the friend that you have. Yeah. Okay. Now the scroll up to see what I say. Let's not in Arizona. I like Florida. My two favorite states here would be Florida and North Carolina. I think I'd scroll up a little bit more. Let's look at.

Josh: Yeah, we've got Virginia, which again, only really has one county that's looking like it could do anything. Well, Georgia's got a few with 99, 99 and 69 here and then Tennessee's got, you know, 70, 65, 97, 66 and the North Carolina is the top one.

Joe: Well, I guess it's your column what you go after. I would I would probably also take I would probably also take Tennessee out. Again, Tennessee is a good market. We've done deals there before. Yeah. I just don't see the volume that you do in other states. And it's interesting, there's more activity in Georgia in some of those counties.

Josh: Yeah, right. Yeah. I mean, in Gilmer County, there's 421 pieces of land on the on the market right now and then 99 in the last 90 days. And so that's way more than any of these in Tennessee. I mean, I'm fine Joe, with that. I don't I don't have a strong feeling about any of these. You know, if you think if you think Texas would be good to go after as one of the options, I can talk to my aunts and see if I can get access to the back end of the MLS there. I mean, if you feel good about North Carolina and Florida, we can go for those because I'm I really don't have a strong opinion on this one at all since I'll be virtual anyway, it doesn't really matter.

Joe: Yeah, and that's one of the things too, since we're kind of publishing this live, I'm trying to walk this tightrope of. We share which counties that you're going to go into. One of the things that you've got to remember, too, is we're going to pick at least like six or seven counties, maybe two. We're going to pick ten counties, because when you start pulling lists, if you're sending a thousand a week, that's 4000 a month. After three months, that's 12,000. So you need a list of 12,000 records. And in some of these areas to pull that many every three months, you're going to need to be in three or four counties at one time. One of the drawbacks with North Carolina is closing costs are higher. You have to get to an attorney state. You have to use attorneys to close Florida. There's a lot of we're doing deals in Florida right now and our closing costs are a third of what they are in North Carolina. The demand is higher in Florida for vacant land. We're selling them faster there. And one of the things, too, I have found it's easier to find realtors to sell your land in Florida because there's just so many there's so many of them. Right. So I would my I guess my two favorites for you would be Florida, North Carolina. But if you could find a way to get access to sold data in Texas. Okay. Let's see what you can do there now. Yeah, there's something that you have to dig into, Right. And so it talked to you some friends that you have there. See if you can get access to historical sold data. You know, what properties have sold for. See if your friends would be willing to share that with you. You might even want to contact Privy. Privy is not cheap. It might be a hundred or 200 bucks a month, maybe more. But yeah, let me know later what you're what your friends say about that. Let me show you one other thing here. If you want to just kind of narrow your things down into a little bit more. You want to do a little more research here. Let me log in to price, and I'm going to show you a different way to kind of do some research here. I always tell people to like, be careful with analysis paralysis because you can sometimes go way too deep down the rabbit hole. Yeah. Now analyzing these things. And so here and priced and you have to have an account with Prycd yet. No, no. Okay. Yeah. I'd recommend getting it. You don't have to, but I highly recommend it if you go to plans and pricing. It's 25 a month, 50 a month or 500 a year. I just recommend the $500 a year. And what Prycd does is this is where you're going to get the lists, you're going to get property research on these properties and the data. They're really good. They get their data from data tree, but it's made for land investor. So they give you a lot of information that you don't normally get from other list providers, like, for example, GPS coordinates as part of the export and they give you comps on each property. So they tell you about what the price of what each property is worth, which we use when we're doing what I'm going to be recommending for our direct mail is a postcard that I've been testing lately that's been working well for us. It's a range postcard. It's going to say, Hey, do you want to sell your 2.6 acre lot? We can pay you somewhere between this and this. And so we use the estimated value from priced to come up with that number. But they also get you get ten free comp reports a month, see them pull up some property and get to get more due diligence on it. And so it's up to you. You don't have to do this, but check it out later. And if you do, you get 200 or something free credits. If you go to Joe McCall dot com slash price and I'll put that in the chat here okay Joe McCall dot com slash Prycd and you get 200 free credits. I do make a little commission from that, but I'd still be recommending it even if we didn't. So let me show you why I like it here. There's this thing here called you can go to more. It's called research. And if you scroll down this is a it's a land comp data table, and we're going to put Florida in here, for example. And you can play with this later. And you can see there's 67 counties right down here. There's 67 counties in Florida, and it's all in this big table here. And we can run some filters here where we could say, all right, let me show me all and I'm going get a little technical here. But there's certain fields that you can filter by and you'll need to go to edit visible fields right here to choose the fields that you want to filter when you're doing your research. Okay. All right. So one of the things I'd like to do is let's look at social columns. So if I'm looking at all 67 counties in Florida, I want to make sure that I'm looking at some counties that have a lot of soul comps and I don't know their soul comps. Is that the last six months to a year, five years? I don't know. But if I'm looking and you can see this column here, I want where there's maybe over 800 soul comps and that drops it down to 30 counties, I think. What did I say before? 67.

Josh: Yeah, yeah, 67.

Joe: So then I can do another filter and I can say, All right, well how about days on market where this column right here is our market? I want all the counties that have less than, let's say, 200 days on market. It takes it from 20 to 19. So I could show me to 25 less than 225. It gives me 26 counties. Oh. That should be on the other way. One 7510 Challenge. So now I've taken 67 counties down to ten. Just with these two things. Now, again, I don't you need to use this kind of research in combination with what you just did, because sometimes you'll find a county that's on this list here that doesn't have as many souls as what you've already found in and in red bright. But this is a good place to start. And then there's other filters you could use here. You could add a new one and you could say, All right, well, show me all the ones. Where. What else can you do here? Oh, the sold to listed ratio. But that means is the higher the number, that means what is it? But the higher the number, the better, because that means there's more solds per listed properties. So you could say, All right, sold. I think I got that right. Sold to listed ratio is greater than, let's say one and see what happens. Now we have four counties. All right, So these are four counties Henry Lee Levy, Okeechobee and Suwannee County, where there's a lot of sold comps. The days on market are less than 175 and the sold to listed ratios greater than one. And you could mess with this again, this area will show me the days on market are less than 200. Now I have seven counties, so you can kind of play these. But I would also take a look at this if you wanted to later. Now see, well, does this make sense now? I don't know if Levy County or Putnam County was in that list that you had before. Do you know?

Josh: Let me see. I can check right now. Yeah. Levy County is and Putnam County. Yeah, both. Both are in the list.

Joe: Okay. Maybe what you could do is, like, how many? I'm going to go ahead and take a screenshot of this and send it to you. Okay. Screenshot. I'm using a tool called drop dropper and copy view URL when I put it in zoom chat for you so you can look at it. Yeah. And just you can then decide well, okay. Maybe, maybe if, if a county, if you've got 20 counties on one list and eight counties on another list, pick the counties that are on both lists, maybe you start from there. But these are counties that have good the high number of sold columns, which is the most important factor fewer days on market and have a high sold to listed ratio, which means there is a lot of demand. And the cool thing about this now is that you could export this into a spreadsheet. You can look at population change like this one has a negative population. Jackson County, not sure what's going on there, so maybe that's not a good one. I don't know. You can get data like month over month price change, but I you know, I like these counties here. And it also you can see here the total out of county parcel owners. The great thing about Florida is there's a lot of them, right? There's a lot of people who live outside the county. So when we do our direct mail are cold calling. We're looking for it's a real simple filter. We're pulling lists of people who own vacant land in these counties over for longer than ten years, 5 to 10 years who live outside the county. And we pull that list and we mail them. And so you'll have a lot of them here. This doesn't yeah, doesn't tell me like how long they've owned it. But this is a great, great place to target. These are all good counties. We've done deals in almost all of them. Yeah, some of my best deals are in Suwannee and Putnam County. So yeah, this is a good place to start. And once you. Once you pick a county, I'm just going to show you right now how to do this in price so you can watch this later. Let's just go with let's go with Suwannee County. Okay. I'm going to go here to price land. I'm going to type in Suwannee, hopefully, hopefully I can remember how to spell it. There is Suwannee County and watch what I do here because I'm adding in these acreage increments and I have a minimum acreage secondary, ternary. And so in Florida, I'm okay with wholesaling little bit, 0.2 acre quarter acre lots. As most other states, I only want to do the bigger lots because there's more profit in them or whatever, but I'm going to use 0.2 acres to 1.01 acres because it rounds it to 1.00. Okay, my acreage increment is minimum was 0.02. So. Right. Yeah. Then I'm going to do 1.01 to 2.01 0.1 acre increment and then I'm in 2.01. So it's just 220 and one acre. Oops. 21 0121. Okay, so doing that trigger increment, when it gives you the list, it's going to you'll see in a minute here, it's going to break down the quantity and the pricing by the pricing formulas based on those and those things. And so this is pricing characteristics. I don't really mess with this too much. You could put more weight on the for sale comps or more weight on the sold comps if you want. I just think that 5050, yeah, this is the power of price, which I love is there. It's a lot easier to find vacant land with the data tree filters that they that they use here. Yeah this is where are you now owner filters. I'm going to say in county I exclude people who live in the county and then I'm gonna scroll down to the last sale date. If we do last sale date before a25 years ago, 28 to. So last sale date before October one, 2018. So they're going to for at least five years. I click search. We're going to see how many we get here. It's analyzing the properties, creating pricing models, giving you comps, and they get their comps from active listings and sold listings. All right. I've got 30. There's 3600. So that will last. You have to remove duplicate owners and stuff like that. That's enough mail for three weeks, right? We'll need to we need more counties than that. But then you sort here by data tree owner record title. Okay. And you can see this is interesting. Suwannee County doesn't have a lot of these little quarter acre lots at sell. Yeah they're more of the bigger lots and some of them are in wetlands. We've done deals that are wetlands and people will buy that just so that they can, you know, go mudding like with a four wheeler, gets go into the mud, play around or in when it's dry, go camping, go play in the yard like that. But most of the properties are 4 to 5 acres, so there's 606 there, between 4 to 5 acres, 336 records that are between 3 to 400. So it did a good job of splitting these out. Yeah. And you can tell as you then based on right here, this sliding scale offer price adjustment 25 so you can scale this up to 35 and she want generally in more competitive markets. I kind of bump it up a little bit. We're not sending blind offers. As you know. There's two different strategies a lot of people use with land. When they do that, we send a blind offer, just throw a bunch of thousand offers a week and see what sticks, what comes back, and that works. I prefer to send mail and just get people to call. I want as many people to call as possible and then I'll make an offer to them after we talk to them on the phone. Yeah. So then you can also sometimes there's a hybrid where you can send a arrange postcard or a letter and say, we might be able to offer you between this and this call and let's discuss. Yeah. So you get that price from priced here. So anyway, when you are ready to, to download this list, you just click here. And I like to go to geo pricing here. Not going to go into all the details kind of about this yet, but also to if you want my help in downloading this, I can have my team do it for you. We can talk about that offline.

Josh: Okay. Yeah, that's fine.

Joe: We can help you with that and we'll just send you an invoice or whatever. It's it works out to be about $0.08 a record to download this this. But I'm going to show you what to do here just for the recording and for everybody watching here, too, we're going to select all I like to go to geo pricing. There's different pricing schemes. If you're interested in getting more information, click these question mark little icons and they explains there's these three different prices based on the county, based on the city mailing address for the property. And geo pricing is like an algorithm means for pricing. So I start with Geo. And another thing that's important, understand Prycd. When they do their estimated values, they'll get you 75% of the way there, like they do a pretty good job of getting you in the ballpark, but you can't just rely on them. You got to take it with a grain of salt. It gets you in the ballpark sometimes are low, sometimes are way high. Any time you're looking at a deal and you look at priced what they say you should offer, what they say it's worth. You always need to look at Zillow or Redfin and see, well, it doesn't make any sense because the cheapest properties that are similar here are for sale for 20 and prices. I could sell it for 30. How am I going to celebrate 30 when there's a bunch of other properties that are listed for 20,000? So anyway, I'm going to select all of them here and I'll move my offer price adjustment here to 35%. Let's say I'm a click continue. And these are you can scrub fields if you want to here. Then I'm going to click continue here and this is where we do some custom scrub filters after the properties are downloaded next. This is it's kind of confusing how this works, but price charges you for all of the properties you download, but they will credit you properties that were scrubbed post download. I don't think you'll have to just go to the web site to see how they explain. Okay, click on this thing and this explains what it is. But I like to remove blank owners, church owners, government owners, blank addresses, non-U.S. addresses, same zip code as parcels. That's kind of what I, I just like to do there. And that might remove 10 to 20%. So blank owners, I mean, there's no owner on record church owners. It could be a church that owns a property government owned the rest of the government. The blank address is kind of the same as a blank owner. Non-U.S. addresses. You can't mail very easily to owners in France, believe it or not, it's crazy. I see a lot of people who own vacant land from France and same zip code as person. I just remove them. So then you click, continue. It does its magic back here. And then here are some things that I do. You can skip trace the data here if you want. How much do you pay for skip tracing using Prycd? I don't know. Plans, pricing. Let me look here real quick. If you're at the gold level, $0.14 a record. But I think if you're at the gold level, it's cheaper than that. Okay. I'm not sure I'd have to look into that. But if you sometimes skip chasing news, you can get it cheaper. Sometimes you get what you pay for. So wherever you get your skip tracing, just make sure it's from a good quality skip tracer premium. Soft does really good skip tracing, but it's about $0.20, $0.24 priced at $0.14. I think it's good. I don't know. Batch does really good skip tracing. And Gavin talked to Gavin if you want. And because he has some discounts he can give you. Okay. And you might, you know, if you're going to be using Batch dialer for your cold calling, probably be better to do your skip tracing with Batch. Yeah, right. Right. So anyway, back to.

Josh: Historically, historically, we've used Batch for skip tracing in the past.

Joe: And now they're good. So download options here I'm going to remove duplicate owners. That just means when I am, I'm not going to be mailing one guy 20 postcards because he owns 20 different pieces of land there. And just I'm only going to mail once. Split pricing. What that means is in the spreadsheet it'll give you about 20 columns for pricing at 5%, 10%, 15, 20%, 25%, and then revert to city pricing. That just means if the geo pricing model is not, it's not very good, they'll revert to a city pricing and then sort records here you could do you can sort by if you wanted to by mailing city or APM and I don't really worry about that you give that file a label and then custom reference number this is important. So this is Suwannee County, right? So what I do when I send out my mail, I put a reference number on the upper right and the lower right of the postcard in the letter. So when they call the goes to voice mail, the voice mail says, Hey, thanks for calling the remember number and the reference ID on that postcard and we will send you an offer right away. And so it's not like houses where they can just give you the address and you can look it up. A lot of these vacant lots don't have an address and numbers are long and confusing. Sometimes it has dashes and periods and extra zeros and you can't look it up. But when you download your list from price and you have a reference number, so all you need to do is give you a reference number and then you can easily go into your spreadsheet or in your freedom. So I'll find that property and you get all the information, the GPS coordinates, the APN number, the acres size, the owner and the mailing address, property address, all that good stuff. So I usually do a custom reference number and I just do it where it's like as you like first four letters of the county. And I start with like 1750, something like that. And so then every record will be start with 1750 CWA, Dash 17 So the next one will be 1751, you know what I mean? Right?

Josh: Right. Yeah, absolutely. That's good.

Joe: Right? So from here then you just click checkout. So it's good for now. I got to get going here, but how do you feel about that? What we just already shared with you there?

Josh: Yeah, that's. I mean, that looks great, man. That's going to that will be I'm excited to start getting a list and get some mail out there, so that'll be good. Yeah. I'll, I'll, I'll reach out to the to my on such just about the Texas data as well.

Joe: Okay. Yeah. You can still buy property data from priced for Texas. It's just not going to give you the sold comps. Yeah but next time we chat, let's talk about Texas. I think for you, I think you two best states, three will be Florida, North Carolina and Texas. Let's talk about that next time. But you know something, Here's the thing. To some people get just stuck in analysis paralysis and you spin their wheels and like can't make a decision because they're afraid they're going to make a mistake. You remember, like that one county we looked at, we could only get 3600 from there. Yeah. So you have to pick as many counties as you can. So what I recommend is list. Let's try to find 5 to 10 counties. And it's okay if it's in like two states. Yeah. And so the next time let's talk let's, let's actually pull the list, let's put it into freedom solved. And so your assignment would be, I think offline, we send you some texts to watch some videos on FreedomSoft. And let me just I want to show you here because I feel like this is important. If you go to I want everybody else to watch this as well. When you're in FreedomSoft, I'm in somebody else's account here. If you go to need help, you don't have to use freedom soft again, but I highly recommend it just makes everything so much easier for you if you go to classroom here and onboarding classroom. These are recordings from recent onboarding sessions. And so just watch these videos here. It's real important you get familiar with freedom soft and learn how to how to keep things organized and clean. And these Quickstart guides are real important. Building your lead list. They're going to be talking about houses, but just be aware and they're going to show you how you can download a list of houses from freedom stops. You don't need to worry about that, but this is a real good video here. Lead Management Best Practices by Rob it's a 46 minute video. He does a really, really good job of keeping things clean and organized using labels, using groups. Labeling your lists and your campaigns the right way so that you can understand them launching your marketing A follow up automation. Really, really good. Don't worry too much about these extras. Lead capture user sites on platforms and Craigslist. Don't worry about that. The other thing that is going to be important for you to watch, if I go back to the help section, go to support center here, go to do a search for direct mail and direct mail overview. This is a new functionality they added about six months ago, and I love it. I use it all the time. And so just read through these articles here. Watch the videos they have. They're going to show you how to do direct mail, how to send direct mail to list, how to send a direct mail to a single record. Track the status, how to do you do direct mail sequence. So there's direct mail templates and there's direct mail sequences. You have to understand the difference between those two. How to attach a phone number. So you're going to get your phone numbers from FreedomSoft and your your FreedomSoft phone numbers are going to be when they call that number, it's going to go into that counting how to edit the direct mail templates. This is really all my templates are going to be in your freedom soft account, but you'll still need to edit them and personalize them for yourself. So this shows you how to do this. Let's talks about the credit system, the pricing system, and how to stop sending mail. So if you send out mail and let's say you have a sequence like every 30 days, it's going to be sending on a different postcard and a letter and a postcard and a letter. If they respond, you can it's easy to stop this mail from going to them. Okay. So to watch those, that's kind of your homework, I think, for between now and next time we chat. Get familiar with FreedomSoft, the direct mail. Pick 5 to 10 counties, one or two states. You're going to talk to your friend in Texas about getting access to the. See if you can get access to MLS or data land in Texas and anything else.

Josh: No, I think this is great, man. Thank you, Joe. I appreciate it.

Joe: Yeah. All right, Josh, take care, man. We'll talk soon.

Josh: All right. Yep you too, man, thanks.

Joe: All right. Bye bye.

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