Joe:   Hey, what's up, guys? Joe McCall here. REI in your car. And I am on the way to the airport. If you listen to my last podcast, I talked about follow the fat man. Don't try to reinvent the wheel, right? I was sharing that story on a podcast and we were talking about in the context of stop asking what if and just start asking what next. Like if you have all of these I's dotted, all your T's crossed. Or if you feel like you have to have all your I's dotted, all your T's crossed, and you feel like you got to have all of step seven and eight, figure it out before you start doing steps one and two, you're going to get stuck and you're never going to take any action. You just need to start worrying about not even worry. You just need to start doing the next step. Don't worry about the what if. What if this happens? What if that happens? Just start asking better questions. Like what next? What's the next thing I have to do? And guess what? It just falls into place, right? So the first thing is like pick a market is create a marketing plan and figure out, okay, what kind of marketing am I going to do? How much money do I want to make? How many offers do I need to make? How much marketing do I need to do to make that many offers? That's where you start. So the what next for you if you're new is pick a market and then the next step is start doing marketing. The next step is start talking to sellers. The next step is start. Make an offer as simple as that. What's the next step? Always be thinking, next step and stop thinking and worrying about what if this bad thing happens? Or what if that happens? Or what if they find out I've never done a deal before. What if the seller finds out I don't actually have the money to close on the deal? What if, you know, they do whatever it is, right? So I was sharing the story when I was explaining this on a podcast. I was doing it. You just got to follow the fat man, right? Follow the fat guy and find out what he's doing and just follow him like I should be doing right now, following the Fat man and the GPS.

Joe:   So I was sharing the story with this guy and he was telling me, Yeah, you know what? It's kind of like baseball. You're playing in the outfield and you could be stuck with, like, trying to figure out, all right, if I get the ball, if you're playing in defense on the in the infield or the outfield or whatever. You can be like stressed out and just thinking, okay, now if I get the ball, I might do this and I won't do that. And what if it goes over here? Then I'm gonna throw it over there. And then if I get a ground ball, I'm going to throw it here. If I get a pop fly, I want to do it there. And you just you think about all these things except you got this cutoff guy, and the cutoff guy is usually somebody in the infield, maybe second base position or shortstop position. And all you got to do and all you got to worry about really is just getting the ball to hell. You know, obviously, if you could throw it from right field all the way to home plate, that's awesome. But if you're, you know, you're just new, you're just kind of like getting into the game and all that. All you got to worry about is throwing it, throwing the ball to the cutoff guy. And that's like the what next thing for you. And every sport maybe has that analogy. Where is your cutoff guy? Maybe it's a course that you bought. Maybe it's a program that you invested in or Holy smokes, watch out. I'm not turning. Maybe it's a podcast that you listen to or a book and you feel like you maybe you have to go through the entire program before you do anything, before you take any action, before you can have any success. But really, all you need to do is like step one, okay, do that then. Step two. Great. All right, do that then. Step three. All right, do that. And then step four. So what's the next step? Who's your cutoff man? Right. You guys, a lot of you, you invest in coaching programs. You have weekly coaching calls that and you have Facebook groups and you don't take advantage of it. You're not on the calls. You're afraid of taking action or whatever. Or maybe you're afraid of asking the question. You're afraid because maybe sometimes I think you're afraid of success. What if I do this marketing and what if it works? And what if the seller says yes and then what am I going to do? Well, that's why you sign up for that program, right? That's why you sign up for the coaching calls, get on the calls, participate in. Don't be afraid to ask questions. Hey, I. What do I do? What's the next step that I'm telling you? That That is awesome. The students and the clients, the friends and I have in our community that are doing the most deals they've given up trying to figure it all out because every deal is different. They know they're not going to know what Step seven and eight is. They're just focused on steps one and two and then three and four. And then when they get a good deal, guess what? Everything becomes easy. At that point, we have a good deal. Getting the money is easy. Selling the deal is easy. It's like and this is why I love partnering with people on deals. One of my clients we just closed when we bought five land deals and we just sold the last one. I think we were all in for maybe $14,000 and we sold them all for about $26,000. So we made about 11 an $11,000 gross profit on these deals.

Joe:   And that's why I love partnering with people, finding other people that are doing deals already. You get the deal, you bring it to them. You say, Hey, listen, I'm new. I watched some late night infomercial get rich quick thing on TV or I listen to my call. I bought his program and I don't know what I'm doing, but like, I got a lead here and I think it's a deal. I offered this and I. Think it might be worth this. Bring it to somebody. Say, Hey, do you want to partner with me on this deal? Do you want to lend money on this deal? And guess what? If you got a good deal, they're going to say, heck yeah. Come on. Thank you for bringing me this deal. This is great. Do you have any more of these things? Let's go. And they don't mind splitting the profits at all because you're doing the hard work of finding the deals. So find the deals. When you get a deal, bring in two people. And guess what? Somebody brings me a deal and I don't like it. I'm going to tell them that's not a good deal. I don't like it. Well, then that's how you learn, right? You go back to the seller and you say, Hey, listen, this isn't going to work. We either cancel the agreement or you negotiate a lower price. Send him an offer anyway in the mail at their lower price. You know, if you bring a deal to a partner to invest in, find out what price they would be interested in that deal for. And then go back to the seller and then lower your price by five or 10 or 15 grand. All right. That's how you learn in this thing. Your JV partners, your private lenders, your funding companies, your guys like me who want to do more land deals. There's a bunch of us in the community, in our community right now. We want to do more deals where we're your cut off guy. All right. Just get the ball and throw it to us and we'll help you. And we share with you all the glory and all the profits and all the excitement. And now you get a deal. You get some experience under your belt. And now, you know, as you learn more and more, you can maybe throw the ball all the way to home plate from right field and get the runner out who's trying to round third to go home. I know some of you don't understand baseball analogies, but trust me, it makes sense. It's a great analogy. And I think anybody who knows baseball would agree. But if you're a Dodgers fan, you know, whatever, nobody cares. At the Dodgers won another World Series. Nobody and nobody would have cared if the New York Yankees won. It's just it was a not a good season. And I was not happy with my Cardinals. But we'll be better next year or I promise we'll be better next year. We'll make the playoffs next year. We'll get back to the top of the Central division in the National League. And yeah, you'll see. All right, guys, Take care. Appreciate you all. Just get the ball and throw it to your cut off, man.