Joe:   Good morning. Hey, this Joe. Welcome to REI in your car. Been a little while since I've done one of these. And sometimes, you know, as I'm doing podcasts, I've been doing them since 2011, so almost 14 years now. And I go through seasons where I would record a bunch of content and then I get way ahead because I release maybe 2 or 3 episodes a week, and then I get started getting behind. So I'm in the behind stage right now. I'm getting caught up. I appreciate you guys. I miss you. I mean, I feel like I should be doing more. I just get busy and, you know, it's been happening to me lately. On a personal note, is my kids, as they get older, I just get more and more busy with things, taking them somewhere, you know, driving around. My daughter is really into volleyball now and my other daughter is into theater and my boys are just doing some crazy stuff, like good stuff in a good way. So it's like everything is just busy, busy, busy, which is awesome. I love this. In fact, I was on a mastermind in Florida the other day and I saw a lot of adults, moms and dads with little babies. And I texted my wife. I said, we need to let's get let's have some babies. Yeah. She laughed, but then said, no. Well, so we're going to have grandkids hopefully soon. You know what I'm saying? I know you know what I'm saying?

Joe:   So listen, I I'm excited because starting next week as I'm recording this, I'm going to be promoting a brand new five days to your first land deal challenge. And I'm going to be kind of just I wanted to talk about it because I want to just give you a heads up and let you know it's coming and talked about. I'm going to talk about what I'm going to be talking about, but it's not going to be a free challenge. I'm going to charge probably 27 bucks for it or something like that because I'm going to be giving away so much good content in there. And you know, when you don't charge for things like this, people don't show up. They'll just be like, I'll watch it later. So I'm charging money for it because I want people to show up. I want people to take it seriously. If you don't pay, you don't pay attention many times and I'm guilty of that. Right? So we're going to be talking about how to do your first vacant land deal in five days or less. And I'm going to be talking about like breaking it down into real simple steps. And here's a cool thing. I'm going to be doing it myself during the challenge, so I'll be teaching you what I would do and then I'm going to actually be doing it. So I'm going to be starting a new land business in a new market from scratch. You kind of get to watch me do it, so I'll be teaching you how to do it, how to do it, and then I'll be doing it myself and it's going to be great. I've been really thinking a lot lately on ways to get deals without spending a ton of money on marketing, and I know it's struggle for a lot of people. You know, it's easy. Like I just send 1000 postcards a week. Well, it's not cheap. It costs a lot of money to do that. Right. And so not everybody has that kind of money to get started and to do their first land deal.

Joe:   So what are some of the things that you can do so that you're not wasting a bunch of money on marketing and maybe not even spending any money on marketing at all? So we're going to be starting off with kind of at that premise, you know, and some of you will have money for marketing. I will be talking about the fastest way to a deal is to be is with direct mail, right? That's the fastest way to do so. I'll be showing you and teaching you all that. But this is why I love vacant land so much. You know, I think it's the easiest, fastest way to get started. And you might be thinking, well, what about competition? There's so many people out there doing deals or there's always going to be competition, and competition is a good thing. It's not a bad thing, right? Competition is a good thing because that means there's people doing it. But let me tell you something that I've been seeing lately is the real estate investing, kind of wholesaling market goes through waves and cycles where it's really popular and there's a lot of other wholesalers out there doing it. But it seems like from what I've been noticing, a lot of wholesalers are dropping out, a lot of rookie beginning wholesalers who don't understand how to treat this as a business are quitting and giving up and getting out of the business. So I would say about a year ago, maybe a year and a half ago, we were kind of at its peak. And it's the same with realtors, licensed realtors. You see this and in fact, I would bet that it kind of parallels so wholesalers in the market on houses and land and realtors in the market. And you can see when there's a lot of realtors or a lot of wholesalers, you know, and then when there's much fewer. So I was hearing somebody say a stat the other day at the peak a couple of years ago, there was 20 something thousand, maybe 20 to 30,000. There were 20 of I'm just going to say 25,000 wholesalers active in the market. And then now today, there's only like half of that number, 10 to 12,000 active wholesalers. Now, I don't know where that came from or you know who. There's no licensing board for wholesalers like there are realtors, but the numbers are going way down and that's a good thing. I got excited when I heard that. I was like, Yes, opportunity right there is. And this person was coming at it from a perspective of potential customers to buy, you know, software and data and lists and that service, the real estate industry. So software and companies that provide services to wholesalers are seeing a real dip in their revenue and in their income because there's not as many wholesalers out there buying their stuff to help them do deals. So that makes sense, what I'm saying. All right.

Joe:   So this is good news. This is good because this means there is actually even now less competition than there was a year ago. Well, guess what also is happening now. At the same time, more and more sellers are becoming more and more motivated and willing to sell their properties at discounts, houses or land. I just got a deal. One of my clients sent me a deal to look at this morning where the seller is facing foreclosure and they have a bunch of lanes on the property and it's not going to work out. Is too complicated of a deal. This person I told him, I said, you just need to find somebody local who understands that market to partner with you on that deal because it's like very there's a lot of a lot of details, weird stuff anyway. So there's a lot of sellers. I'm seeing more and more distressed sellers willing to sell their properties, houses and land at significant discounts. More and more sellers are getting open to creative financing, selling their properties on subject to their owner financing or lease options and stuff like that. So this is a great time to be in the market. Whenever there's uncertainty and people are getting scared and people are leaving the market in terms of realtors and in terms of wholesalers. You're going to see more and more sellers becoming more motivated to sell. And guess what? There are still buyers out there. There's a lot of cash on the sidelines right now looking for deals, waiting for the market to slow down so they can come in and buy more properties. So anyway, that's why I love land, right? It's very easy to go in and see which markets have the demand, have a lot of buyers out there buying deals. Right. And you can find where those markets are and you can target the sellers in those markets. And one of the things I'm going to be I'm going to be teaching 2 or 3 different well, there's like five different ways you can do marketing for these leads, right? So I'm going to be talking about my favorite 1 or 2. Number one is obviously direct mail. So I'm going to be showing you the direct mail that we're doing today that's working today. I got so much to share because it's just incredible. It's really awesome what's going on? So maybe be sharing those details, right? But then I'm going to be talking about free marketing strategies. And one of the ways that are working really good right now, Watch out Dogs is calling realtors. And it's not cold calling. It's not cold calling because we're calling them. They have a property they want to sell. They're trying to sell and they're having a hard time selling it. And I'm going to be teaching how to call realtors and talk to them. And this is a strategy that I've learned a lot from a guy named Jerry Norton. And he does he's been doing this for a long time with houses. And I'm going to be teaching how to do this with vacant land. And it's a great strategy. I can virtually not even virtually I can guarantee you, will do a deal in 30 days if you call five realtors a day and you're not even necessarily going to do deals from those realtors that you're calling about those particular deals. Right. But you're going to be doing deals from the follow up from those realtors as you talk to them, will bring you other deals.

Joe:   And yeah, it's going to be an amazing strategy. Not a lot of you will like doing it right, because it's it means picking up the phone and talking to people. But these are realtors are a great source of deals and there's a lot of them out there that these realtors have discounted off market vacant lots that if you get on their list and get on their radar, they don't want to list those things. They'll call you the minute one comes across their desk because you're a cash buyer. You can close quick and you'll pay them real generous commissions. So we're really talking about how to do that. And I guarantee you, if that's all you did, you could do deals, right? But if you don't like talking to people, I'm going to show you methods on how to do deals without talking to people, how to do direct mail, how to set of voicemails, how to send blind offers. So, yeah. Hey, listen, I need to go. Just go home. Appreciate you all. If you do, stay tuned, I'll be talking more about this, this challenge. And in fact, what I'm going to do is I'm mapping out the content in this challenge right now. It's going to be five days of all stuff, no fluff. And I'll be sharing that and I'll be kind of teaching some of the highlights on these podcasts. I think that's a good idea. That's a good way for me to come up with more good content for you all. So stay tuned for that. All right. Listen, I appreciate you and take care, have a good one.