Joe:  Hey, this is Joe McCall. Welcome to the Real Estate Investing Mastery podcast. Got a great show for you today because we're going to be talking with the Land Diva and her team Rhea. And she's amazing. She's been crushing it, doing land deals and other types of deals. She's a very active entrepreneur and a very serious land investor, has got a great business. And I have brought her on the show because I want to talk to her and her team about what's going on. What is she doing? She sent me a message the other day that she just partnered with somebody in our community and lent the money on a deal and got some percentage of the profit. And so we're going to be talking to Rhea about what she's doing and how she's doing it, and so that you can do it yourself also. And you might be looking at this podcast here and thinking, man, I want to partner with people like Rhea. I want to work with people like Rhea, or maybe even partner with Rhea herself and her team on your deals. So we're going to be talking about that on the show. I just want to jump right into it. Rhea, the land diva, how are you? And we got Imelda and Alexa. How are you guys?

Rhea/

Land Diva Team: These are the three land divas. We got a trio of land divas here. We're amazing. Joe, it's. Yeah. It's great to be on your podcast. Thanks for having us. We're excited to be here.

Joe:  So you bought my program a year ago?

Rhea/

Land Diva Team: Well, the gal down there in the corner of the of the screen. Imelda. Okay, now, why don't you. Why don't you tell? Why don't you tell Joe what happened? Because this was kind of fun. What happened? Yeah. Yeah. So I Rhea and I and we kind of met last year through some too. And, and I met Alexa through Rhea, and I started doing some wholesaling. I got one deal, and I didn't realize that it ended up being a land deal. At the end of it. I was in Tampa. It was a house that I assigned, and they tore down the house for the lot. And it was, you know, they paid $700,000 for it and just for the lot. So I didn't realize it was land, you know, and I didn't even really want to do single family. I just kind of spent months thinking through things. And I was doing other stuff. I was doing some lending, and we were doing a foot together, the three of us, actually. And in November, I watched one of your interviews with Jerry Norton, and they kind of hit me. I'm like, oh my gosh, that was that was really a land deal, you know? And I watched them all. You had like a series with him and I, I mean, I just I just bought the course that day. I'm like, okay, I'm going to buy and I'm going to do it.

Joe:  And so you're the troublemaker. I really was in trouble.

Rhea/

Land Diva Team: So and I called Rhea and I was like, oh, we're going to do land. Nice. You don't know this yet, but I have a plan. And she's like, oh, really? And it kind of just evolved very quickly, very quickly. We were like very quickly got, you know, Freedom Soft and got all that going. And we were putting in a ton of hours trying to get everything set up, you know, and just trying to follow your course as much as, you know, your course gave us the foundation to have some direction, you know. And yeah, that's how it all started. And that was November right now. So that was, if I remember correctly, because I remember when she called me and said, hey, what do you think about land? And I was like, I know nothing about land. She's like, I bought a course. And I was like, oh God, oh God.

Joe:  Looks like this was November 23rd.

Rhea/

Land Diva Team: November 21st of 2023.

Joe:  Right. So this is July 24th right now. So it's again November, December 7th, nine months, nine months. Okay. So then Rhea what you said land. Okay. What was your experience before that.

Rhea/

Land Diva Team: Yeah. Yeah I had you guys meet okay. So I'll back up a little bit. So I've spent the last 22 years in commercial real estate and I do tenant representation. I'm downtown, I run my own company, but I also run five location direct primary care, practice, listen, anything that makes money and where you can build systems. I like to do it right. Does it make it makes no difference to me what it is. Systematize right. Creates a little box and let it run. I probably want to do it. And so in January of 2023, I woke up one day, said, I don't want to do tenant rep anymore. I want to start buying hard assets and right pivoted join, pay for BS group and then sort of got my feet on and bought a bunch of single family homes and realized, oh God, no, I don't want to do that. We've since syndicated. We owned a hotel with Alexa over here and some other things, but one of the things that happened was we need today money. We need like a conveyor belt of money, right? Because wewe all lend money as well, and we lend a lot of money and, you know, like you run out really fast. And so when Mel came to me and said, hey, what do you think about land? I realize, ooh, that sounds really good. Very systematized. Right. In your course. Right. So we went through it very systematized. You literally just follow the blueprint, just do what your course says to do. Set up all the systems alignment, integrator and visionary. I can do all of those things to set them all up. Mel is like an absolute savage on the phones with leads like seriously, she she's like a killer. Get me. Give me the phone and let me get them live and I will take them down, which is incredible right now. Alexa had a bunch of stuff going on and she was like, I don't know, you guys. I got some other things going on, so I'm not ready to jump in right now. So Mel and I were like, okay, well, we're full steam ahead. And so I'll give you guys a couple of metrics because I just want you to have an idea. We started with what you suggested, Joe. Right. I think they started like with 1500 mailers. We did it through rocket mail. We set up Freedom Soft, we created our systems and we, you know, test and measure, test and measure, mailed them out. The one thing that we heard that you said that we took to heart was and offers like, this is really simple. If you're not sending offers, you're not going to get a deal. So we're like, we need to send 20 offers a day.

Joe:  I remember you telling me that I remember. I remember who told me that I thought, wow.

Rhea/

Land Diva Team: 20 offers a day like if we you know, we have we had an idea of what we wanted to make and so we just kind of reverse engineered it and said, all right, well, we want to make this kind of money. What is our spread need to be? But in the beginning, you know, we were like fumbling around and like, okay, well, wait, you know, the very first deal that we closed our spread was, what, $3,800 on it? And we were like, we're not doing that again. Like, that's way too much work. I don't have money. Right? Because we didn't scrub our lists, you know, as rigorously as maybe we needed to now. So what we started doing in the beginning was we were mailing we didn't do any texting, no call calling. We did do some cold calling right now. But sending offers was like our main priority. And so we just started pumping out offers, got a bunch of stuff in the pipeline and, you know, got on the phones, called all the sellers and just figured it out.

Joe:  Yeah. So, okay, 20 offers a day. Does that blind offers or is that talk to people. Send them an offer neutral letter.

Rhea/

Land Diva Team: So neutral letter they call. We jump on the call or I don't remember when we added texting. We added texting pretty early. It was early. We were texting 600 a day when we first started and launch control. So basically we took it to heart. Yeah. Like you said, make as many offers as you can. And I mean some of those offers were like the seller was like, I want 100,000. I'm like, great, I'll give you 15,000.

Joe:  And you still send them an offer, right?

Rhea/

Land Diva Team: Send them an offer. I mean, a lot of really upset people, but I mean, it's like, okay, you're getting this is what I can pay. Sorry. And we put it in our pipeline for follow up, and we put an automation on it, and we let the automation do its thing. And until they tell us do not ever call me again, we are going to continue to pursue them.

Joe:  Oh yeah, this is music to my ears. I can't believe it.

Rhea/

Land Diva Team: Joe, listen, we I understand that only a thimble full of the people that buy your course actually follow through. And I actually heard this chat the other day. I don't know if you guys heard it actually pays more. Be set it on one of the family night calls. And I was like, really? Who wouldn't bother wasting all that time going through the course and then not actually following every single, you know, stat that you suggest. But like, we all execute, right? That is like what we do and we're not afraid to get in and listen. In fact, one of the mailings that I sent out, I like spent I know I think I wasted like $1,500 because I made a mistake and I was like, Melanie, sorry, I made a mistake and I just wasted your money. I hope you don't mind, but, like, that's part of the process, right?

Joe:  Sure. Yeah.

Rhea/

Land Diva Team: You know, you test, you measure. So we pumped out offers, we got lots of stuff in our pipeline. And we started to figure out, like, we don't want this one or this one's not enough spread or this is, you know, little things that we're like, no, that doesn't fit in. Like how we want it to, you know, to look right, the business, the kind of business we want to build. But the other thing that we could see very quickly was we could see that this is just a numbers game, right? If you just play the numbers game, you up the number of offers you up, the number you up, the number of mailers you upped, the number of offers you up, the number of contracts. So instead of like the shotgun approach and I'll just kind of fast forward, you know we're a little more sniper now. Right. Because we've learned, no, I don't want to do that. Or each county is a little different. No, wait a second. We need to increase our smallest size. Right. Because the spread is too small in this area. And so we're a little more detailed now on what we do. We pulled some resources from my other company. I have a director of analytics. He's actually my finance guy. Super good with data and analytics. He pulls all the lessons from some. So we had some you know, we had access to people and we have a customer service team that are over in the Philippines. You know, we hired very quickly. We've got three people that are all doing different things on the back end. And then we're involved to a certain degree, right? Overseeing, opening up the hood and taking a look underneath it, making sure that the systems are running as we designed them. And we were writing our SOPs. Anything we do more than once we write in the SOP, Mel would create the little video. Alexa would be like, I got Dispo process. Hold on, let's clean up the contracts. That's changed contracts. Let's change the offers because we don't want them to all sound like Joe McCall's offers.

Joe:  No, no. Right.

Rhea/

Land Diva Team: I mean. Your offers are great, but everybody is using your same offers.

Joe:  Yeah. All right. So let's talk about I want to get into the details of kind of what you're doing and how you're doing it. But what kind of business are you doing today? Like how many deals have you done? How many vacant land deals have you done since November?

Rhea/

Land Diva Team: Yeah. So we're going to walk you through. We actually mapped out all of our metrics. So we're in a place right now where we are tracking everything. We have a KPI dashboard coming out. We literally need to look at absolutely every dollar we spend and make sure that it makes sense because we have enough history and data. Right? Yeah. We've done $291,000 in gross revenue. We transitioned from Freedom Soft to another piece of software, so we actually lost some time and some footing. But we knew that was going to happen, right? Because we had to transition our entire team and we said, it's okay, we're going to do this. Yeah. Our margins right now are 68%.

Joe:  And that's really good.

Rhea/

Land Diva Team: That's crazy. Yes, crazy. We know that's going to slip as well. And so not now. Alexa joined us in February. She came back and she was like, all right you guys. I took care of all the things I needed to and I'm in. So she joined in February. But from an entire company perspective, we've done 291,013 deals, two seller finance deals. We have 14 more contracts that are in the pipeline with two that are in escrow. That'll bring another maybe 45,000 in gross profit, six that look kind of iffy. If they sell, we're lucky, right? You know, sometimes I guess if it's two that look really good and six maybes.

Joe:  Okay.

Rhea/

Land Diva Team: And so net to myself and Mel and we didn't do an exact calculation for Alexa because she joined in February. Yeah, but we're really only counting January through the end of June. $96,000 net to me and net to Imelda. It's a little bit less because Alexa has a little bit of that, but she joined in Feb. And then of course, it takes about 90 days before those contracts start popping out the bottom right.

Joe:  Yeah. So cool. So you've netted. And for in my mind that's after marketing expenses app correct software things like that. Yeah. You've netted 96 grand.

Rhea/

Land Diva Team: To know versus 180 but almost 200. Oh yeah. Next to me is 96 and 96 to match with you didn't count Alexa. But Alexa does have a couple of contracts in there too.

Joe:  So 192,000. Yep. Sweet. Yeah. That was out of about 13 deals that you've completed. Yeah, a couple of seller financing deals that you're getting cash flow monthly on that. Correct. Good for you. Wow. And that's net after marketing expenses. So I know people are asking a lot of right. People are asking a lot of questions like that. Oh that sounds awesome. But like how much money did you spend on marketing to get those deals? Do you have like the numbers of how many letters or postcards per lead, per contract? You know, things like that.

Rhea/

Land Diva Team: Roughly, roughly. Because remember, we transitioned from a freedom sop to another piece of software. Right. And so like and we have them in different campaigns and we had to upload and transfer everything over. But we sent about 36,000 mailers.

Joe:  Okay.

Rhea/

Land Diva Team: Roughly. And that would be don't we're not counting November and December, even though we sent our first mailer in December because Mel and I were like, poking in the jar, right? We're still trying to figure out, okay, what do we say to sellers like, you know, we got to get our groove on, right? We're still trying to figure we had to learn how to do everything ourselves first before we could teach it to somebody else.

Joe:  Oh, yeah. Yeah.

Rhea/

Land Diva Team: Right. So that's so that's what we did. So about 36,000 mailers. We did a little bit of cold call and we didn't get anything from cold calling. We were hiring our team, right. We had to hire a team and we had to burn through a couple people. Right. We did iron fired hire and fire, but we weren't doing a huge amount of mailers like we. Our first mailer was 1500 Mel and then we started doing 2500. We're now doing 30,000 a month, right? And we're doing cold calling and we're texting. Right. We're we've layered on a variety of other now, we haven't done our full 30,000 yet. We just scaled up because we've got our systems in place and we know our metrics. So we know that our team can handle a certain number of incoming, please. Yeah.

Joe:  Nice. Okay. So you're sending right now you're almost scaled up to 30,000 mailers a month. Yeah. And are those letters or postcards?

Rhea/

Land Diva Team: Letters and postcards. We do like A33 sequences. So we do a neutral letter and then we follow up with the postcard. Now previous to this scaling up, we were only doing two sequences right. We would do the neutral letter and then we would do the postcard. And then we would see what we got. We'd moved to another county and if it was a really hot county, remember we hadn't been like our strategy was like it was developing. So now that we have enough history and data, we can look back at that go, wait a second, this was a hot county for us. We're going to go in and we're going to kill it. Yeah, we're going to take a step. We're going to nail it. We're going to cold call it. So now we understand that layered approach to make sure that we're capturing everything.

Joe:  Yeah. And so what you're sending neutral letters. Do you want to sell your land? Call me. What are you getting? On average response rate from an A? For me, a response rate is like somebody that just calls, right?

Rhea/

Land Diva Team: I think it's like 2%. Yeah, 1 or 2. I think it's about 1 to 2.

Joe:  All right. That's about good. That's average. Yeah. Are you targeting, more recreational lots or infill lots or does it just depends.

Rhea/

Land Diva Team: Well, we didn't really have any like strategy in the beginning. We were just like, just do it. Joe says, right. Or just go pick some counties where there's a lot of stuff going on and we're just gonna blast out, which is what we did. Now we know what an infill whatis now you know what a recreational lot is. Now we know it a lot. That doesn't look so good. Yes. Well guess what? It doesn't have road access or it doesn't have, you know, it's in the middle of nowhere and nothing's selling. So now we're a little bit smarter, so. But we are we'll, we'll take any of those. We'll do commercial lots. Makes no difference. In fact, one of the lots that we had, we bought it in cash. Turned out you couldn't build on it. The guy, oh, he owned the lot, but he also owned the two houses on the property beside the lot. Said to Imelda, because she's the savage on the call with sellers and said, I can't afford my mortgage. And she said, well, we could buy your house for two and he's too great. It she said, what's your mortgage? And he said, 72,000. And I just want a little bit of money in my pocket. And she's like phenomenal. And she sent over a contract and contracted his two houses so that we could, you know, just oh, cash. Just cash. Okay. Yeah. We sold it as a rehab. I mean, we bought it for 92,000. We sold it for 165,000.

Joe:  Yeah, beautiful.

Rhea/

Land Diva Team: But we needed it because we had all cash, purchased the corner lot beside it, and we needed two more feet from his lot in order to make it buildable. And we thought, that's too much brain damage. Why don't we just buy his lot as well by his two houses with the lot, and then we'll just sell the whole thing as a package?

Joe:  Nice, right? So what's your metrics now? Have you been tracking how many offers you typically send out before you get a deal?

Rhea/

Land Diva Team: Not perfectly, but we were tracking about what you I mean you said like 30 offers right. Are about one deal roughly. But in the beginning, the problem was that we were sending offers on everything, and some of those weren't even really perfectly qualified leads. Right. We're just sending, again, we're perfecting our systems. We're getting everything set up. We're learning like, okay, what, you know, what's our conversation with the sellers? Now we have a very different process, right? It's not a lead unless we've got the four pillars and there's some there's enough motivation to go over to the comping team and then they compete and then they do work on it. So we will discard a bunch of, you know, candy, I am thinking about selling. Sure. You're selling for 100,000 and it's worth 50. Like that's not a lead.

Joe:  Yeah. Oh. So what are those four pillars? Those are the four pillars of motivation, I'm assuming.

Rhea/

Land Diva Team: Yeah. Timeline, motivation, price and condition. Like what's, you know, services, roads etc.

Joe:  Yeah. So Imelda you're when these leads come in are they going to voicemail. You're trying to answer them live. What are you doing now.

Rhea/

Land Diva Team: We have our we have our team answer the phones okay. And anyone that is are considered a hot lead. Basically they pass it along to our hot lead pipeline and then we get on the phone okay.

Joe:  Yeah. Cool. And listen I'm okay if you don't like and soft because I use it and I love it. But you were using and you didn't like it. It's not for everybody. What did you what are you using now? What do you what software or free CRM using.

Rhea/

Land Diva Team: It's not the we didn't like freedom soft. Freedom soft is a great piece of software. Let me be really honest. I mean, I think it's phenomenal. And we transitioned over to Pebble mostly because we had Trello. So we had to have the paid version of Trello for dispositions. By the way, Alexa is our disposition queen, right? She's our contract queen. Actual drafts the contract like nobody's asked me. Hey, she goes in. So, you know, like your cash contract. Do we have the MD? We need 15 days. Do we do an assignable? Is it all cash? She's redrafting all of those. And then she handles the back end kind of system up. You know systems for that. So that like.

Joe:  Doyou feel like Pebble does a better job is more like Trello in the sense it kind of has the deal flow a little bit better. And the dispo side.

Rhea/

Land Diva Team: Alexa, what do you think? Yeah, I would say it's just easier to track it in one place versus, you know, having freedom soft up and then logging into Trello. It's way easier to have it all in one place. I did like how I think that freedom stuff is simpler to use for sure.

Joe:  But Pebble just offers more. So are you still using Trello or are you using Trello with Pebble?

Rhea/

Land Diva Team: No, we got rid of it. So we just use the deal flow on Pebble now. So all of our stuff is in one app.

Joe:  Yeah, yeah, I like I like Pebble. It's a good software. Let me just ask you, there's been a long time since I looked at it. Do they give you the phone numbers? They're inside a pebble as well. And so can you still have the communications with sellers by phone and text inside of Pebble. Nice. Okay. And then email does inbound and outbound emails all inside of Pebble is.

Rhea/

Land Diva Team: Well, yes, that was a big one for us. You can also sign docs. You can do. Yeah you can. You know, you can pretty much do anything nice.

Joe:  All right. Cool. Well, I wanted to ask you some questions about the tips for talking to sellers. Right. So there's a lot of people watching this or listening are like, that sounds awesome. One of the reasons why they like land is I might have talked too much before about how you can do a bunch of marketing, how all the calls go to voicemail, you send an offer and then only talk to people after they get your offer. And that does work. But it's not the fastest way to do all right. I think the fastest way to a deal is getting on the phone and talking to. So what are some tips you'd give to people on how to talk to sellers better? And how quickly do you talk to sellers? Just somebody who's doesn't have as big of a budget as maybe you guys do. So each lead is more valuable maybe to them. What advice would you give to that person?

Rhea/

Land Diva Team: I'm just I'm just myself on the phone and very, you know, honest and respectful. Hi, Mr. Thompson, good morning. You know, thank you for calling us. You know, what has you wanting to sell. And I'm pretty straightforward. I actually don't last. Yeah. I'm not on the phone very long, but I have had sellers where they're on the phone with me for 30 minutes because they're just talking and talking, not just listening. You know, I listen to what they have to say and. Yeah, I think that's I think that's just what I do. I'm just really honest with them, respectful.

Joe:  I love that.

Rhea/

Land Diva Team: Yeah. I don't have a special or anything special. Well, you do hear that. Yeah. You actually we can I need to say this because she really does have something special. Special what she has special that I think is really unique is she's really just herself. Right. So, you know Mr. Johnson, right? Very like what she said. She's very respectful. We all are. You know what can I you know, what's the problem? What's going on? What can I help you with? And then she's relentless in follow up.

Joe:  Good. Let's talk about the follow up. That is so important. There was a lady that I'm Pam Dodson. Yeah. We did a bunch of house deals with her and Mellody. You remind me a little bit of Pam, and that's what she was so good at. She was just a bulldog on the phone in front. Not like, aggressive, but just relentless follow up. And she's like, because one time we were we were helping her and coaching her or something like that. And then we were talking about a specific lead, and something happened where most people would have said, oh, it's just a dead lead throw away. And she said something like, no, I'm just going to keep on calling them until they sell their house to me or they sell to somebody else. Yeah. I was like, really? She said, yeah, what's the big deal? And then that's when you realize, oh my gosh, that's somebody we need on our team. And so done hundreds of deals with her. But just the relentless follow up, what kind of follow up do you do and what is it. What does that look like.

Rhea/

Land Diva Team: So once someone has been tagged as hot for us, I mean, unfortunately they'll said they'll sit on the pipeline for a while, you know, and sometimes we kind of, you know, we're cleaning, cleaning it up. And I'm like, no, don't take that one off. No, don't take that one off. And it's like, well, you've been texting them, calling them for a month and they haven't replied, I'm like Einstein, so could you call them? And we had a lead like that from Plant City that that was the lot that we bought. And then, then we got the two houses. I mean, I texted the guy since I think December and until February, we didn't sign anything. He wouldn't respond, didn't respond at all. And I just kept texting him and reading and voicemails. And then one day he's like, well, only if you meet me at the lot. And I drove out there. It was only an hour away. I was like, I'm going out there. So I drove and I met him there and luckily I was closed, right? But I just kept I just kept texting him and he was just very he felt, he felt that everybody wanted to scam him. In fact, he showed up to the title company to clothes. He wanted to be handed a check physically.

Joe:  Okay.

Rhea/

Land Diva Team: He was very he didn't trust anybody. So ultimately I gained his trust. In fact, I tried getting him to list as houses, and I gave him one of our agent's number. She called him, I don't know how many times, and he didn't. He never called Derek. He didn't want to list. So we tried again.

Joe:  I told her, that is so important. If you want to stand out in a competitive market, you just have to do what other people aren't doing and that's following up, talking to people, getting on the phone. Yeah, right. Because people are getting inundated with offers and mail houses and land, right? They're getting inundated with other people that want to buy their stuff, but no one's willing to pick up the phone and do the hard work and talk and listen to them and follow up. Oh, that's so good. So like when you're talking to sellers and you don't have you don't channel your inner Grant Cardone and go into some super high pitched used car salesman thing right now.

Rhea/

Land Diva Team: Far from it. No, not at all. Okay. It's really pretty straightforward. Why do you want to sell? You know, how soon are you looking to sell? And just again, just respectful. And some sellers want some sellers want to chat with you and some don't. Some just want to give you the facts and then just hang up and I, I guess I mirror that right? If they want to channel chat with them. If they don't I just get the. Fax and get off the phone. And then if I tell them I'm going to call them back, I call them back. You know. Nice.

Joe:  Okay. Yeah. And you manage all the conversations inside of Pebble via outbound inbound calls? Yeah. Is that right? Okay, nice. Let's talk about dispositions. Alexa, you're in charge of Dispo. Is that right?

Rhea/

Land Diva Team: I am.

Joe:  Yeah. Now, what does that look like for you guys?

Rhea/

Land Diva Team: So that's basically once the customer service team gets the contract signed, it comes over to me. I'll get that over to our title company. At the sellers chose that title company that they want to work with. We'll go that route. We have to determine if it's going to be an assign as an assignment or a double close. And then basically from then on out, I'm dealing with realtors, I'm dealing with title companies, I'm dealing with surveys, photos, anything like that. So pretty much anything after the contract is signed all the way to the closing table. I'm also we just had an incident where we had a lot under agreement. We had an end buyer and the seller just sold it to somebody else when we were under contract. So I'll probably be in charge of litigation as well.

Joe:  Wow.

Rhea/

Land Diva Team: Yeah. Yeah. So that's frustrating. We had we had that we had that happened twice. We had another seller who signed, forged his wife's signature, and then we go to close and of course, he can't produce any ID for her because of course, he she didn't sign. She signed. So there's a lot of shenanigans, you know, that that happen in land, which, by the way, I just want to say like right. So what did we learn from that? Well, we learned we might have to put a memorandum on property that has a big enough spread and do that very quickly, that we'll just do that automatically ourselves through deeds.

Joe:  That kind of clouds the title. It's like an affidavit of interest or a memorandum of option or something. Right. Okay.

Rhea/

Land Diva Team: And or think about do we litigate? Do we send a letter and say you were under contract and then negotiate some sort of payment? You know.

Joe: What? Can I give you guys a little tip?

Rhea/

Land Diva Team: Yes, please.

Joe:  I learned this from a guy in Bakersfield, California, where he's super competitive. Every deal he got under contract, he would have his attorney immediately send them a letter, the owner a letter, and congratulations. And the letter, the title of it was the law Offices of, you know, the town attorney's name. Right. Looked like an official certified letter, whatever. And the letter would say, hey, congratulations, Mr. Seller on the contract that you've agreed, you know, agreed to sell the property to my client. So and so and so and just spells out the details of the arrangement. There's a two week inspection contingency. This is for houses. We're going to close on this day. If you have any questions please don't hesitate to contact our office etc. etc. and they would even include a copy of the contract. But just that little act getting that official letter from his attorney to that seller right away, he claimed, virtually eliminated any of the problems he had after that with that, put that seller. So that could be something. If you have an attorney, maybe even a company like Prepaid Legal or something like that, you could get them to do something like that for you. Okay, cool. The, are you guys Alexa closing on your deals right away, or are you trying your stretch? Are you trying to do 90 days? See if you can get any interest on it or not. What are you guys doing there?

Rhea/

Land Diva Team: So we sometimes we'll close all cash. Most of the time, though, where it's, it's we have 90 days. And so one of the things that I change in the contract that we provided is instead of 90 days, we change it to 90 business days, kind of like a psychological thing, right. Buys a little bit more time, but they still read it as 90 days. So we're doing that, but sometimes we do close in cash. Just depends. Like the seller finance ones will close in cash, obviously. And then, you know, given them the terms on the back end. So I'm also doing that too. That's part of the Dispo is setting the terms. We're working with title to get the note and all that stuff done too.

Joe:  Are you listing them with the agent? With the realtor? We are. Yeah. Have you had any kickback from realtors? You know, hey, you can't list that because you don't own it yet.

Rhea/

Land Diva Team: No, we disclose everything. So that was one of the things that, you know, we made very clear what we're doing, just that there are no issues. And if somebody has a problem with that, then find a.

Joe:  Double close, no problem, you know? Okay.

Rhea/

Land Diva Team: So we haven't we did have we did in South Carolina and there was an issue. So we probably won't.

Joe:  Do that again. But where our target markets are now, at.

Rhea/

Land Diva Team: This current moment, we don't have any issues with that. And if it's really good lot. Right. And we're not worried about it, we'll just close. It was close at cash. Yeah right.

Joe:  Do you guys use your own cash to close those deals?

Rhea/

Land Diva Team: We have use. We use. Sowe did buy 50 acres in Plant City for 340,000. And it had a very large RV. And so we use two private money lenders, one for 190,000, another one for 170,000. And then we actually gave them a flat fee. We were way too generous getting a really good deal. And then we closed it in 45 days. And so these guys cast their money back and they were like, this is crazy. But, you know, we were converting these private money lenders into our private money lenders in perpetuity, right? Be more generous. Let them have a taste of it so that you can continue to use them. But there have been a couple of times when we've gone to closing and the end buyer backs out. And we have. To fund the same day. So we recognize we have to stay a little bit liquid because like that happened just the other day with the Lexa, just like I have to buy it outright today.

Joe:  Where are you guys know? In my inner circle you get free transactional funding, right?

Rhea/

Land Diva Team: You know what we do?

Joe:  You guys get free today. Wondering if you're members of my inner circle, which you are. You should be.

Rhea/

Land Diva Team: Yes we are.

Joe:  So in the membership site there is, so it's just in the member's area, there's think on free transactional funding and free proof of funds. You get free proof of funds letters and they will fund we will fund your transactional deals like that's it has to be double close right. So you have to have an end buyer ready to close on the deal. The will fund the deal to the title company. When I'm not sure the details of how it works. I work with a guy named cam on this. But yeah, and we don't charge any interest or points.

Rhea/

Land Diva Team: What? That's amazing. Thank you.

Joe:  It's 1 or 2 day close, right? Yeah. And the cool thing about what these guys do that I'm working with on this is, they have a list of all of the title companies. They'd done this all over the country, but they have a list of all the title companies that they've done this with. So they depending on the state that you're doing deals and they'll give you the good title companies that are more investor friendly. Oh, I mean, to work with that will make everything easier on that closing part of that. Does that make sense?

Rhea/

Land Diva Team: Perfect it does. Thank you Joe. We didn't know that. Wow. Okay. That's a nugget. Thank you.

Joe:  Let me know offline two later. If you want me to show you exactly where it is. But cool. But so Alexa, real quick, how did you guys meet. Was it through the sub two community?

Rhea/

Land Diva Team: Yeah, it was. So Bri and I hopped on a zoom. I was last share sometime, and then we just kind of hit it off and then we met more and then. So we ended up flipping our house first, and then we got into this land stuff. But originally it all came from sub to.

Joe: I love this okay. To those of you that don't know, it'spaced mortgage community called sub to community and it's probably the biggest, best community on the in real estate investing. But mainly it's for houses, right. And I know Pacey's a good guy. I saw you guys at the last. What was it called, squatter flats from it. Yeah, that was awesome. There's a great event. Just super cool. But I want to encourage everybody to like I've done. I don't know if I've ever done a deal where it's 100% on my own. Find myself, like every deal I've done, has always been with somebody else, partnering on something that I'm not good at or don't want to do right. A lot of times like, and I, you've heard me tell the story, I'm sure. But when I wanted to travel Europe with my wife and our four kids, I wanted to do deals while traveling. And when you're in Europe for three months, you only have a small window of maybe 3 or 4 hours a day where you can talk to anybody, do any work. So I just asked myself a simple question. I wrote everything down. It has to be done in a deal. And I said, how can I do none of this? How can I get somebody else to do this all for me? And so then I found, all right, well, I got my local assistant and I had a US based assistant at the time. She can manage the marketing and I have a virtual assistant that can manage the leads. Then I partner with local wholesalers to do the acquisitions side of it, and then we use realtors on the disposition side of the deal. And you know what happened? I started doing more deals, more deals and making more money profit. Even though I was splitting it with everybody, I started doing more deals because I wasn't the bottleneck anymore. So forcing yourself to go spend three months traveling around the world will really, really help you with developing the systems and building the team. That's awesome. I just love what you guys have done. That's awesome. And then in the community is where you can this is what I wanted to ask you. In the community, you find people to partner with on deals. And have you found private money lenders?

Rhea/

Land Diva Team: Yeah. Oh my gosh, Joe, they're coming out of the woodwork. We have more private money lenders than we have deals to fund because we actually can fund sometimes. And sometimes the brain damage of having to deal with the private money lenders a little too much, which is like never mind will fund it ourselves. But like the big one. Yeah, especially like their brand new lenders, if they're brand new lenders, I mean, we're holding their hands. We're teaching them how to wire we actually we enjoy that. I want people to learn how to win. But sometimes speed, right to get to the close is what we need. So actually, the two private money lenders in our 50 acres, one of them was a brand new lender. And he came to me and said, Rhea, I have my IRA money. I've never done a lending deal, and I want you to show me how. And I was like, I've got one for you. It's a home run. It's like goofy, easy. And he said, okay, and now he'll lend to us forever because he got a ridiculous return. But there are a ton of lenders, right? Because it's first position, it's land. They know us. Like, I own a hotel with Alexa and two others. We syndicated it. We raised $2.3 million. We're in the middle of, rehabbing. It pays more. Be made $100,000 LP investment. He told me it's okay to say that. I wouldn't normally just close that. So the result of our friendships and our connections and our zooms, I mean, they're not only are we doing business together, but we shared a room with squad up. I mean, these girls are like my. Besties like. Yeah. You know, the benefits are just, I mean, unbelievable. Look, I were I come from a very corporate environment, right? Commercial real estate, it's all guys. It's all tenant representation. Like we'd kill each other to like to get the next deal. Yeah. I'm not accustomed to being in a group where you're collaborating. Right. And then I come into this group, like your group. Joe and I meet Alexa, and I meet Imelda, and, like, everything changes. Like, every deal I'm doing is with other people. Some of them are not so good. We just say that.

Joe:  Yeah, yeah. You still you still have to do your due diligence. Right? And because somebody is in the community doesn't mean that they're good to do business will. Right. You still have to filter them out. Be careful who you're lending your money to. Lend on the deal, not on the person. Right?

Rhea/

Land Diva Team: Right. I want to say one other thing because this is kind of fun. So I was watching this land funders, right. There's people that will land fund and they take 5050. And I'm thinking 5050. That's a lot of money just for like funding. And I thought, well, that's fair. I don't think somebody should take 50%. So I was like, well, I'm, I've put myself out there and tell them I'll take 30%. I'm not going to take 30% because the new land guy or gal who doesn't have 5 or $10,000, they don't know how to do this. And so I put myself out there in your group and said, I'll fund deals at 30%. And this young, brand new kid came to me and said, I got this deal under contract. It's 5000. I've got it under contract for 5000. Will you help me? And he send it over to me. And I looked at it and it's got slightly more than 20,000, you know, RV if you want to call it that or market price. And she's I said, great, no problem. I will fund it for you. And then it comes back to me and he says, well, I don't even know what to do. And I was like, oh, you're brand new. It's my first deal. And I was like, oh, okay. I said, just send it over to me. We're going to put it up on the market. It's sold in two days. I didn't even have to fund it because I went to the title agency and said, can you do A to B and B to C at the same time and we won't have to fund. And I took 30, 800 and he took the rest of it in his mind was blunt. He was like, hey, you know, like that's his start.

Joe:  I love it. That is so awesome. And so that how much you gave me the numbers before and I was going to bring this up. What was the what did he buy it for? What did you sell it for?

Rhea/

Land Diva Team: He bought it for 5000. We sold it for 20. We had a realtor fee like 3.5%. It's the same realtor that we use, right? Central agency that we use because I already had everything in place. Right? Here's the title agency, here's a realtor. The pictures are going up tomorrow. All you need to do is sign the listing agreement. And then we didn't. I mean, I barely even had a JD with the kid. I was like, I don't even have time to do the paperwork. Like, I just trust me, it's all going to be okay. We'll find out if we need to. It'll happen. And then at closing, I mean, you know, knows a little bit of a risk for me. I was like, can you just make sure you disbursed to my LLC? And they were like, yeah, no problem, because it all happened so fast.

Joe:  Yeah, that's important too, when you're lending the money. I wanted to talk about this when you're lending money. Well, let's say when you're borrowing money on a deal, you're private investors. Do they send the money to you or do they send it to the title company?

Rhea/

Land Diva Team: Right. Great detail. Never, ever, ever to the individual person always goes to title and always have paperwork. Do not listen to what I just said. Always have very detailed paperwork. You know, unless you're prepared to lose your money. Right?

Joe:  Just feels like it should be right.

Rhea/

Land Diva Team: Just know that if you miss a couple of steps and you lose your money, that's your own fault.

Joe:  Yeah, I just love that. How you know, my community is not as big as is, obviously, but I love how people are starting to partner with each other on deals, lend each other money on deals. We have people in there like you who are just saying, hey, listen, if you're if you knew and you got a deal, bring it to me and I'll partner with you on it. I'll lend money on it. We'll split it, you know, 30, 70 or something like that. Talk about a no brainer. I mean, I wish I would have had that when I got started.

Rhea/

Land Diva Team: Yeah. Yeah.

Joe:  That is so awesome.

Rhea/

Land Diva Team: Yeah. One of the things that I found really interesting is the sense of community, like, so I don't even really know what a mentorship was until like, I came into pieces. Mentorship. I've heard of masterminds, but I didn't really know what it was, just because I've spent time in a more kind of traditional, different professional environment. And, you know, when you get in, like your group or any other group, right, depending on what it is, my recommendation to somebody who's, you know, is spend as much time as you possibly can in between taking action, sending out offers, sending your mailers, connecting with the people that are doing what it is that you're doing. Right? Yeah, because they're going to teach you. They're going to show you, like Tyler, who's the little guy that I funded. You can call me any time now. Go. Hey, Rhea, what do you think? He doesn't even need to partner with me. I could, I'll tell him what to do. You can go keep all the money. Because I was so excited for him to win. Yeah, and so was he. You know, it's perfectly fine.

Joe:  I love it, man. I just loved having that. That opportunity for people to find those kinds of people. Right? Because there's a lot of people, most of the community that's active in the group are newbies, people just getting started. They need some help. And when there's other seasoned pros in there that have been there, done that, they can help them with those deals. That is that's awesome. Okay, let me see. Any more questions I have here? You don't have to. Give me the state that you're in. But are you are you mainly going in the southern part of the U.S.? The western part northern, you know, where are you guys kind of at? And how many different states are you in?

Rhea/

Land Diva Team: We're going to give you the state. We're in Florida. There's nothing to hide. And that's not rocket science, man. You guys look right. There's room for all of us. You can all come into Florida if you want to, but for probably going to wait because we got Imelda over here. Me? I'm just warning you. You might want to stay out of Florida because she'll kill them everyday. But, you know, there's so much land, there's so many sellers, there's so many motivated sellers, there's so many mailers, there's so many text messages. Like, sometimes it's timing, sometimes it's like you don't have to worry about what the competition is doing. We're really not in a place that I've seen where I'm like, oh, they snatched that from underneath us. Like we're just not really. And I don't know, I think if you come at this business with, a mindset of scarcity, like you're going to you're going to miss the whole point, right? You're going you're going to miss it. Like there's more than enough business for everyone. And so we're in Florida, right? We mailed we texts. We're getting ready to do call calling through Land Caller, which is Joe Roberts group. We're to layer that on and see what the results are from that. Again test measure what's the, you know, return or are we spending the right amount of money for the right amount of business coming in? But one of the things that we've done is we've actually set a target. I want to share this target with you guys because maybe in like another eight months or nine months, Joe will come back on it will tell you if we had it.

Joe:  Yeah. Good.

Rhea/

Land Diva Team: But you guys, this is our bag. This is our big, hairy, audacious goal, right? Like, if you're not setting something crazy, then you're thinking way too small. Okay, so here's our goal. So we've done 13 right. And we've got 14 in the pipeline right now. Couple of those are maybes. They're not really going to close. Or if they do they're we call them Hail Mary. We got a couple of Hail Marys in them 50 signed closed contracts by 1231 2024. Our average spread his $30,000. We've increase that. We don't want $10,000 or $20,000. We want 30,000. Yeah. And that converts to $2.6 million in gross revenue in the 12 month period with a 50% margin. We will not stay in our 68% margin. That's it's goofy. Yeah.

Joe:  Well, man, if you read the book, ten is easier than two. No I haven't.

Rhea/

Land Diva Team: No I'm writing it down right in.

Joe:  Data is exactly what you're talking about right now. Ten is easier than two. And so it's easier to achieve. So like even cuz you're aiming at ten. And when you start thinking bigger. All right, how can we ten x even though may be ridiculous like you may shoot it, make it a goal to make $20 million a year. Well, that forces you to think that differently. Like, all right, so we can't do this. So then you start aiming for that and you may not have 20 million, but guess what? You're going to get 2 million, which is better than where you are now. But it forces you to think more strategically and it forces you to 8020 your business. All right. Where do we where do we need to spend? Where are we spending right now? 80% of our results are our efforts. That's only giving us 20% of our results. Yeah. Where should we be focusing one where we're getting the biggest impact on our marketing. So like, it just forces you to ask bigger and better questions.

Rhea/

Land Diva Team: Yeah. That's awesome. That's the place that we're in right now. That's exactly where we are. We're having to get much more strategic and say, okay, where's our spend? Where's our time? What how's our team functioning? What are they doing? Are we are we getting the right quality of leads? Are we spending the right amount of time comping? What about the due diligence or in the just slow process? When this guy, the seller, sold the contract when he already had a signed contract? Boop. That was a mistake. We should stay in contact with them so they know that they we have a fully executable contract. Right? So we missed it. So okay. Cost us $10,000. All right. That's all right. Right. I mean, it didn't cost us actually hard money with the opportunity cost.

Joe:  Right. Sure, sure.

Rhea/

Land Diva Team: But like really swinging for the fences like that 2.6 million. That's not even swinging for the fences. Because one of the things that we've talked about also is we need a line of credit for like $10 million so we can buy all of our land and cash because we want to entitle, we want to subdivide. So there's today money, there's tomorrow money and there's generational money.

Joe:  Yeah.

Rhea/

Land Diva Team: So the conveyor belt and we're going to need a lot more cash to do that. Right. $1 million parcel, a $2 million parcel. We can't close that in all cash. So now we need the commercial banks, right. And, you know, we're starting to think about how do we get to that. Much like the Willie Goldberg level. Right. We listen to his cast and we're like, oh yeah. Is there a hedge fund out there? Right, that wants to place money? You know, we're looking for those really big players that understand how big we're going to play, and they want to place money with us because they think we're a sure bet.

Joe:  Yeah. And there's a lot of people like that out there.

Rhea/

Land Diva Team: Come to us because we are here and we are waiting for you.

Joe:  I love it and I'm so happy for you guys. Proud of you both. I mean, all three of you. That's awesome. Epic. I love it. Any tips or advice? How about I go through each one of you? Alexa, we'll start with you. What are some tips and advice you give to beginners getting into this land investing stuff?

Rhea/

Land Diva Team: Yeah, so I think it's really just go through your entire course and follow it. Like don't try to recreate the wheel, just follow it and do it for a minimum of six months. Don't do it for a week and then give up because you're on contract. Do it for a minimum of six months. And then my other thing is, if you are planning on partnering with people or like building a team like we did, make sure you're partnering with people who have different skills things. Right. You don't want three of you in one spot because you're all going to be doing the same thing, fighting over the same thing. And it's not it's most likely not going to work out. So, you know, we all quote unquote dated before we joined the partnership, just to make sure we could play off of each other's skills. So it's super important to stay in your lane, know what your role is and just do that role. Do not go into Rhea's court. Do not go into the middle of the sport because things get messy. So just stay in your lane.

Joe:  Yeah, you guys fit perfectly together. I don't even know y'all that well, but it's just looks like your dream team. That's awesome.

Rhea/

Land Diva Team: We feel that way.

Joe:  Imelda, tips, advice from you.

Rhea/

Land Diva Team: I say just take the damn actions like I, I, I mean Rhea for a while at the very beginning, he's like, all right, hold on. Well, I'm like, let's send 5000 mailers a week. She's like, well, you have to weigh in. And she got to kind of pull me back a little bit, but I think you just you just do it. Just do it right. Like think do you have that analysis paralysis that people talk about. And we definitely don't help them. We just we just screw stuff up and then we learn from it. That's the only way you're going to learn from it and think if you're afraid of losing a little bit of money or you you're going to lose some money that isn't normal. That's part of it, right? It's like when you're riding a bike, you're going to fall, you are going to fall. And I think if you're okay with the learning process and taking action, you're going to learn and you're going to I think you're going to succeed. You just have to take action. That's it.

Joe:  Yeah. Good. Thank you. Rhea. What are you texting? Right.

Rhea/

Land Diva Team: I was going to say kind of the same thing that both of the ladies said. But one of the things that's been really helpful for me, I've been listening to tons of podcasts. I mean, obviously your course, Joe, right and what you teach and what some of the other people are talking about. But like learning about subdividing and entitlements and when you don't understand something, I never know what to purchase. What's the purchase? Okay. Google it, figure it out, call the do whatever you need to like, be really curious. Right? Peel the onion skin multiple layers because this is a journey, right? You cannot eat the elephant all in one sitting. You're going to follow your course and you're going to take one step and one action. Next step, next action. And it will all come together. And then when you sort of get your feet underneath you, then you can start looking at the more advanced strategies, layering in texting and cold calling. Right. Like don't try to do it all at once because there were moments because now it's like we're going to less than 50,000 this month of like these keys, which probably would have been fine for us because we'll just work 24 hours a day, like we don't have an issue with that, but it's not probably how you want to do it. So, so I would say take the action layer in every one of the steps that's in your course. And then once you kind of feel like confident in the mailers and you're able to handle, then you can think about what the next steps are. I mean, it's all been an evolution for us. And now we're, you know, we you can see the possibilities. Very like look, I'll be honest, $400,000 a year in income is actually a small. If that's small and income like I, I am crystal clear that I will make millions of dollars just to me, and my partners will make millions of dollars on their own in less than two years. Millions. I'm not talking hundreds of thousands. I'm talking millions. So land is like this untapped, you know, uncork the money. It's sitting there. But you have to take the action and you have to be prepared for a lot of hard work. It is work. And if you think you're just going to, once you get your system up and running and all the people are trained in the SOPs and all that good stuff, you can just look under the hood periodically, right? Which is probably Joe where you are. Right? You just look under the hood. It's all running the way. We're not quite there yet, but you can get there. It's very achievable. Every single person that comes into your course, I don't care who they are. Yeah, you can get there.

Joe:  Nice, I love it. Okay. How can people reach you guys? You know, if they want to partner with you on a deal, maybe they want to lend you money on some of your bigger deals. How can people reach you guys?

Rhea/

Land Diva Team: Yeah, we do have some big deals. We have a $500,000 deals. Million dollar deals. We pay great rates. When we have a huge spread. Rhea Campbell. All one word underscore o r d is my Instagram handle okay. Okay. So Rhea Campbell underscore O R D that's Instagram or you can Rhea at Land divas.com.

Joe:  Rhea at Land divas.com. Okay.

Rhea/

Land Diva Team: And we will find other people's deals as well. So, we want to we want to fund at levels that we think are maybe not as high as some of the other land funders, because we want you to win. The more money you keep, the more money you have for marketing, the faster you can get to a higher level.

Joe:  Yeah. Love it. Cool. Imelda. Alexa, anything. Any final words?

Rhea/

Land Diva Team: I know, thank you so much for the course together. It gave us our head start, and we're just excited for what's to come. And, you know, hopefully we can jump back on next year and share our progress with you.

Joe:  Will you please, please keep me updated on how you guys are doing?

Rhea/

Land Diva Team: Thank you so much.

Joe:  Hey, real quick to, I don't know if you guys knew this. I'm doing a two day workshop in Saint Louis end of August. As I'm recording this now, August 26, 27, I'm calling it the Do Deals workshop. And, we're going to do it at Busch Stadium, where the Cardinals play. I'm not. That'll be like. Wow. You guys are welcome to come. Amazing thing I do. We are only charging $500 per ticket. But you can bring a business partner.

Rhea/

Land Diva Team: Oh, amazing.

Joe:  So it's all free. If you're going to come maybe you can pay a little bit extra, but, for that. But, let me know. I have to rerecord. And if anybody else listening to this, if you're interested in that workshop, we're only limiting it to 60 or 70 people. It's called just go to do deals workshop.com. In fact, do I have it here on my. Yeah. Here is. Oh look at that. Do deals workshop.com. And I'm doing this with Brent Bowers and Ray Zhang. Okay. two of the guys that Well, Ray homeless, the immigrant from China here in the US killing it. Now, on our last workshop, he went into my two markets and did a bunch of direct mail because I was teaching what we're doing and where, and he just messaged me the other day, two months later, he's got 11 deals under contract in my backyard. So, yeah, it's pretty, pretty crazy. But anyway.

Rhea/

Land Diva Team: I love that. That's how easy it is. That's literally how easy it is. Just go in, send the mailers and wait for it to come back.

Joe:  Yep, yep. Exactly. It's been a pleasure. It's been a lot of fun. And thank you Rhea, Imelda and Alexa appreciate you guys so much Joe.

Rhea/

Land Diva Team: Thank you. You're wonderful. Your courses amazing. The community that you've created. We can't thank you enough because we feel so incredibly grateful. Please let us know what we can do for you or for your community, because we feel like it's really important that we give back what you so freely gave to us, because you gave us all the money back for your course. Yeah. Oh, cost us nothing.

Joe:  Yeah, yeah. And by the way, those guys don't know what we're talking about. If you go watch my webinar, it's simple land class.com. I have a course. And when you complete the program, you make at least 50 offers. In six months, I'll refund all your money.

Rhea/

Land Diva Team: Oh that's incredible. No, I remember I told Rhea, I'm like, look at this. Like, come on. It's a no brainer. So we owe you something. I mean, you know, Joe, you do. We owe you a great meal in Saint Louis when we come for your Do Deals workshop.

Joe:  All right. All right. Sounds good.

Rhea/

Land Diva Team: All right. Thank you so much.

Joe:  See you guys, later.

Rhea/

Land Diva Team: Bye, everybody.