Joe:   All right. What's going on, guys? How are you doing, Joe here on this video in the special master class, got a bunch of you live right now watching on Zoom. I'm going to be teaching. I was thinking about this. If I had to start all over again from scratch and I had to do a deal in 30 days, 30 days, what would I do? And this is exactly what I'm going to do, what I would do, what I'm going to show you in this class, kind of that process. Now, some of you were in this position right now. Some of you are like, your back's against the wall and you're in a spot where it's make it or break it. It's do or die. You've got to do a deal now and you got to make some money fast, right? Well, I think there's no better, faster, easier way to make money quickly in real estate than by flipping land vacant land. I'm talking about wholesaling land. A lot of you are watching me right now. I've seen me talk about this a long time, but I'm going to be talking about how to flip and wholesale vacant land with just a phone and maybe a subscription to Freedom Soft, which I'm going to be talking through how I do this. But here's the bottom line. If the number one rule in real estate is not location, location, location, it's make offers. Make offers, make offers. That's it. So if you want to do a deal this month, you need to make offers. And in fact, I'm going to challenge you. You may not like this. There's not an easy button to push. I'm going to challenge you to make 100 offers this month, in the next 30 days from when you're watching this. And I can almost virtually guarantee that you will do a deal if you make 100 offers. Yes, I'm a freedom soft fanboy fact. You get Freedom Soft right now at Freedom Soft Joe.com, go there. It's the tool that I use every single day. I use it for all my coaching clients. I get them set up for my students. I teach them how to do it. You're going to need a CRM to manage your leads. There is no perfect CRM out there, but Freedom Soft is pretty dang close. And if you want my customer signature edition of Freedom Soft with all my customizations and everything, go right now to Freedom Soft Joe.com. Now, one more thing too. I'm going to be giving you. I'm going to be showing you what I want to do, what I would do in 30 days. And you're going to need my free simple land kit that you can get right now. If you go to simple and kickoff and on here, you're going to see my offer software in my offer calculator and my scripts. I'm going to be showing you what I actually say to realtors and land owners when I'm trying to do deals. So go to Simple Land Kit.com, completely free, costs you $0. And if you're not happy with that, I'll refund your money. Freedom Soft Joe runs from 197 to 297 a month. Worth every penny. You can save money by doing it somewhere else for cheaper, but you get what you pay for. If you want to do deals and take this business seriously, sign up for Freedom Soft right now.

Joe:   All right, so what would I do? First thing I would do is I would find a good market where there's a lot of land activity. How do you do that? Well, let me share my screen with you here. I'm going to hop right in to the right screen. Am I here? Okay, good. Let me move this around a little bit. Make sure you can see me and hear me just fine. Okay? Here we go. Boom. I want to find a market where there is a lot of activity. And how do you do that? Well, one of the first places I like to go is Zillow. Actually. Let's go to Land Watch. Land watch.com. Now I'm going to just click search and it takes me to the entire United States. And I like to flip cheap land because there's more of it and it's easier to buy. It's easier to sell cheap land. I'm going to look for anything under 150,000 bucks actually is to anything under 100 bucks. This isn't an exact science. I'm just looking for cheap land and I'm going to scroll down here and I'm a click sold. Now, Land Watch is part of the Land.com Family of websites. It's the number one place that people go to sell vacant land, Land.com, Land of America, Land Watch, dot com, etc.. Now, when I say show me all of the properties that are sold and active or available, that does not mean every property that's listed or every property that is sold. This is only pulling from properties that are listed on the land. Dot com family of websites makes sense. So when I say sold, it doesn't mean sold from county records under 100 grand. And the most popular state is Texas. Interesting, right? Florida's number two. California. North Carolina. Arkansas. Arizona. So yeah, that's it. Now, if you only want to do recreational land, you might want to do, let's say, 2 to 40 acres. Let's say so cheap, larger recreational land. Number one state is Texas and California. Notice Florida is not on this list anymore. Why is that? Because most of the land that's being bought and sold in Florida is little, small, little infill, quarter acre lots. Now, it doesn't mean that's a bad thing. In fact, in my example here, I want to go into Florida. I'm just saying, if you want to avoid the smaller infill lots, then you can do that. But here's the thing. I want to go where the money is. I want to go where the demand is. Maybe it's Texas. I like Texas. One of the big drawbacks of Texas, though, is it's a nondisclosure state. So it's really hard to get comps in Texas, but there is a lot of activity there. And there's also a lot of activity because it's the largest state in the country next to Alaska. People in Texas like to think that it's the largest state, but it's actually not. Alaska is. Bigger. Sorry, it doesn't look bigger there, but trust me, it is. Okay, so I'm going to just remove the acreage. So now I'm looking at under a hundred grand available and sold and Florida is right there. Okay. And so let's click on Florida. And if I scroll down some more, guess what you see? You see the most popular counties right here. And if I click see more. All right. These are all the counties ranked by numbers here. Now, as I'm looking for the most popular areas, I want you to avoid, generally speaking, the most competitive areas, right? Lee County, Charlotte County, Citrus, citrus. Putnam These counties are very, very competitive. A lot of lean investors are doing this. So I kind of like to look down a little bit more further down the list. And this county right here catches my attention. Brevard County. Where is that? I'll show you in a minute. But one of the things I want you to do is let me just actually x out of this. I mean X out of Brevard, X out of Central East. Great. I want you to write down all of these counties right down the top. I don't know. Florida has 100 counties or something. Write down the top 40, 30 or 40 counties and just go to a site like Zillow and see how many souls are in the bed. I have happened there in the last six months. So if you go to Lee County, for example, Lee County, Florida, and I'm going to reset all my filters here so you can see what I'm doing. I'm looking in sold, looking at land only. And I want to go to more and I want to scroll down to Sold in last six months. Sometimes you can't see the dropdowns when I'm doing that. All right. So there's 5300. That's a lot. That's a lot. But part of the problem, though, with this county is it's really is competitive. And so I don't recommend necessarily going into this, but write this down 5347. The next county we were looking at was Charlotte County. All right. Charlotte County, Florida, right up above it, 3300. Nice. Okay. That's a lot. But it's still a little too competitive. Let's look at Citrus County, Citrus County, Florida, almost 2000. That is even north Further still, isn't it? Yep. That's a good county. But, you know, maybe law is too much competition. Still, Putnam County is a great county. Let's look at that. Putnam County, Florida, 1365.

Joe:   Now, what I want you to do is you're writing down the numbers of all these counties. And I want to dig deep into which counties have the most activity of a lot of activity. Right. So sometimes what's it's interesting is that this list, you might find a county down here that actually has more than some of the counties up here on top. Let's look at Marion County, Marion County, Florida, 2021. All right. So this is an example here. Marion County actually has more than Putnam County, even though they're swamped here. There's a good, strong county, lot of activity. I want to follow the money. Right. I know if I get a deal under contract in Marion County, I'm probably going to sell it pretty quickly to a large pool of buyers. Sarasota, Let's look down here. Bovard I wanted to look at Brevard County because that kind of caught my eye. Brevard County, Florida. All right, look, 1071. That's a good number. I kind of like Brevard, maybe a little better for a couple of reasons. Number one, it's not it's not going to be the cheap properties that you get in. Lee Charlotte County. Okay. Lee Charlotte County, you're going to get a lot of properties that are selling for maybe 10 to 12, $15,000 in Brevard County. You're going to get let me start by newest. You're going to get properties that are selling for 36, 42, 51, 47, 35, 36. You see what I'm saying? So you're not going to get the real cheap ones that you get in Charlotte County. In fact, I just want to show you. So you see what I'm talking about. Lee County, Florida. If I sort by low to high, look, you see a lot of these properties are selling for 6560, 770. You know, so I want to be in areas where it's a little bit more competitive. And if I were to actually let me zoom in to an area, I'll show you what I mean, because this is important. Understand a lot of activity right here. My goodness. Right. So let me just draw this area right here. All right. Let's zoom in. That would be a good area to target, I would say. Right. But then if I let me switch to for sales and let me switch to Pennings and there is on Zillow any and let me sort from load I look by you're competing against properties that are currently selling for 14 $15,000. So it's just not I like to target deals where I'm making at least $10,000 profit, $10,000 profit. So that's why I like Brevard County a little better. For example, Brevard County, there are cheap properties there. Those properties don't have any road access, it looks like. But I'm going to show you in a minute how to find the best zip codes in these areas to target and how to avoid these cheaper areas down here. So let's look at let's go back here to sold and sold in the last six months. These again, these are prices that investors are buying these properties for. I'm not letting that activity intimidate me, but I do notice just already there's a lot fewer really cheap properties here that are selling now. There's this thing called spray and Pray marketing. Very spray and pray marketing. Let me open up my freedom soft here. I want to show you kind of how to drill down maybe into a little better area. Let me log in to my freedom soft account here. Let's see if this works. So this is one of my main freedom soft accounts. And there's a tool in here called Zip Finder. And one of the cool things about zip finder is you can spray and pray and target the whole county. But I want to be real specific and I just want to go after a small area. So I'm going to go look for. I want to find what are the best zip codes in Brevard County. So I'm going to search for Florida and I'm going to do county. And I might choose the county Brevard. And I want to look in the last 180 days. And click search. All right. There you go. It's a big county, but most of the properties are being sold in 32909 and 32908. Let me write that down here. I'm going to write that down. By the way, I see something cool. 32909329. Wait. Check this out. I had a call this morning with one of my clients, Nabeel, and it was so cool. He was at a workshop we did a few months ago. He bought a vacant lot for $35,000. No one's to guess how much he just sold. Well, he's closing on Monday in about five days. Guess how much he sold it for? He bought it for $35,000. Sold it for $75,000. On Facebook marketplace, he actually started calling some realtors and he had a hard time for whatever reason. Realtors are giving him a hard time about it. He's like, fine, I'll just listed on Facebook Marketplace sold it within two weeks. His gross profit is $40,000 on this deal. So love it. You can do this. All right. So anyway, back here to freedom Soft. These are the two best zip codes. Now, if I'm going to be wholesaling a deal here, I want to know who are the buyers that are buying the properties. If I don't want to spray and pray the whole marketing, all my marketing to the whole entire county, I just want to target the zip codes where the buyers are. And here we go. These are the buyers right there. I also want to know who are the buyers that are buying the properties there. All you do is click find buyers right here. Okay, We're going to go to Advanced Search. So we're looking for land. I'm an absentee owner. I'm not going to do pre move duplicates. I want them all. And I want to see in the last six months, I don't care if it's a cash buyer or not. Usually they all are. We're going to look for all land. And I don't care about the acreage, the acreage size. So I'm I click search. Hopefully this works. All right. It gave me here 506 different transactions in those two zip codes. SoI'm a select all pages here. I'm going to add them to a lead list here. We're not going to send them any mail, but I'm going to just say Brevard Buyers one. And let's click can you list Brevard County, Florida Recent Buyers demo? And you can give it a workflow automation if you want. But all right. And then I don't need this available to anybody on my team because it's a demo and I'm going to create a list now of who these buyers are. And it takes a minute to get added in here. But I want to show you something really cool when they get in here. I want to know which buyers have bought the most properties. All right, cool.

Joe:   Which buyers have bought the most properties in those areas? And what kind of properties are they buying? Because again, when I get a deal under contract, those are the first people that I'm going to skip trace and I'm going to call them and say, Hey, I see you bought a property here just recently. Are you looking to buy more? Because I've got one. Would you be interested? And I can see what they bought them for. So that's really important as we go through this. Refresh my screen here real quick. So let me we'll go to that. We'll look at that here in just a minute here. That's the lead finder. So the buyers are being added to this list right now. But I can also get a list of the sellers. Let me go back here to return to search. I see some comments here. Whoa, whoa. What's going on here? WB LLC sounds like a radio station. Finding someone to sell you something in Florida for under 13 grand is like hitting the lottery. It's very rare. Is it? Are you sure about that? Because check this out. I'm in Brevard County again. This is the last six months. 4000. 4000. 4550. 200. 6000. 6000. These are really rare. I tell you, it's rare. It's rare to the people who don't make any offers. Somebody is buying these deals for that cheap. And these are on market properties. How many people are buying these deals off market? That's what I like to do. I like to target off market properties. But we'll talk about that in a second because I'm going to show you if I wanted to do a deal fast, what would I do? And we're still back into like, well, let's find the right market. So let's find the right states. Let's find the right counties. Let's find the right zip codes. Then let's find who the buyers are. And let's go down deep into that. So let's see if this the buyers have come in here yet. There they are. In fact, they're still coming in. There's 256. I think there was 500, wasn't there? All right. Yeah, there's 576. So we're still waiting on another 300 or so. Yes. Off market properties. Yeah. But we're also going to target on market property. So bear with me here. Bear with me here. We're talking about the fastest way to a deal. So you can't I mean, you can do direct mail and I like direct mail, but if I had to do a deal in 30 days, it probably means I don't have a bunch of money. And so I'm going to have to do the cheapest type of marketing that I can do. Right? All right. Excuse me. So we're back here to this. I'm going to use those two zip codes again right here. This time I'm going to click find sellers. I'm going to open a new screen. I want to choose all land advanced search here. So in those two zip codes, I want to see who are the landowners. And I'm going to select remove, Duplicate. So in other words, I don't want to download the landowners who I don't want to download 20 records for somebody for one person that owns 20 properties. I just want to download one for and it'll give me all of them in there. Out of zip code only. That means these are owners that own land that they don't live in the same zip code. So there's a bigger chance of them being more motivated because they're more distant and removed from the property. Right. Financial filters. I want somebody who has bought a property within the last over ten years ago. So I'm going to say they had to bought it for September 1st, 2014. And I include unknown and I want to do lot size. Okay, I'm going to do minimum 0.1 acres, maximum five acres and I'm going to uncheck include unknown. And let's see in these two zip codes, how many owners do I have that don't live in that zip code, that owner for over ten years. I click search again. Hopefully this works. It's 501,000 1500 again because like I don't want to do spraying, period. I want to target the whole county or the whole state. I want to target zip codes where the buyers are, where there is activity because I know if I get a deal under contract here, I'm going to sell it quickly with just a few phone calls. Look, there's 7100.

Joe:   All right. I'm going to let's look at the buyers now. Let's refresh my screen. You know what it might be that they already removed duplicates for me. That's why there's only 256 here. But these are buyers, right? These are recent buyers. And so let's look at one of these. This company, K6 investments. They I know what happens. Okay. So there was 576 records, but they removed the duplicates. That's why we only had 256 because it brought these guys in as buyers. All right. So one of the cool things here, I'm going to go to this advanced filters. I'm looking at all Brevard County recent buyers. I'm going click on advanced filters and I'm going to go down all the way here. I know you can't see this dropdown, but there is something down here called Owned Properties is greater than or equals two five. So if I now click search. Check this out. Hopefully this works. It's working. What it's doing is it's going to pull up all of those recent investor buyers that already own more than five properties already. So that tells me there are more serious active investor. And look, there's 90 records in here, 90 different buyers that own over five properties already that are actively currently buying in this zip code. Let's just click on the first one here. This is Cruz, something Seraphin cool. Let's look at own properties. See those green little circles there, right there. And so I can see here, look he's buying this one 424 519 grand, 23, 23, 59. So when I get a deal under contract. Look, he owns these four right here. I can see he bought it for 2419. So, you know what? If I brought him a deal and I was trying to sell it for maybe $24,000, he think he might be interested in buying it. Hot diggity dog. Yes. All right. So let me show you one more thing. I want to show you how to find these buyers, because, you know, it would be helpful if you called them and talk to them. Well, that's going to be really easy. Are you going to do is select all 256 Now you could only again, you could skip trace just the ones that have more than one property. So I could also go down to purchase properties purchased more than two properties after six months ago. So you could say, All right, you only give me people that have purchased more than two properties in the last six months. Let's try this search real quick. There's 95 buyers, right? 95. Let's do her purchase. More than three. Again, these are vacant lot buyers. There's 63 buyers that have purchased more than three lots in the last six months. Do you think this would be a good list of buyers to contact when you get a deal in her contract? Yes. And in fact, if you don't want to call them, you can send them a postcard. Let me show you my favorite postcard here that I like to send from inside of freedom Soft. This thing is ninja crazy. It works so well. This postcard right here. Now it's got Merge fields, but it says, Dear buyer's name, I need your help. I see you recently bought a property at Address. It's near the one I owned. I need to sell my property ASAP. I've had it list for some time now and I can't wait any longer. I am desperate. The taxes are paid and the title is clear. I need this thing sold today. Please call me or text me ad phone number. Thank you. Name front of the postcard. I desperately need to sell my property near the one you recently bought out of address. Call me ASAP. This postcard works really, really well. So who do you send that to? You send it to these buyers here. 63. So if I wanted to, I could just click all 63 more actions, send direct mail right there. And just like that, I could send that postcard to all 63 of them and they get sent in the mail, same or next business day. But you know, you could also. You trace these guys? Now, some of em are else's. Some of them aren't. But I can go right here to more actions. Skip Trace. And I could skip trace them and get their phone numbers and call them all from right inside a freezer. All right. Now, I want to get a deal under contract so I know who the buyers are. I know where they're buying. I know what they're buying. Let's look at this guy right here. Holiday Builders Inc for own properties. So they got some over there, but they just bought this one for 30 grand three months, four months ago. Right here. Let's look at another one. C h. S h c m 20, 32 grand. 35, 35, 35. My gosh. And this is all since in the last three months. This stuff works, guys.

Joe:   Now, this is why, again, I want to go. This is why it's so important to understand. Listen, you want to go into the markets where there's buyer activity. You want to go where there's buyers already buying deals. This guy is buzzed by five different properties in the last three months. I know exactly what he's buying here. I can go and deep into one of them here if you want to look into it. That's the property right there. And you can, you know, look at the satellite image and dig deep into where it is. But that's it. You know, you can zoom in and look at these areas, but who's buying this stuff? Well, these guys, it just gives me that much more confidence. I know if I get this deal under contract, I could get it under contract for 30 and sell it for 35 like that to this guy for the phone call or with a letter. Now, it's hard to skip trace an LLC, right? If not impossible. And you could there's different ways you could do that. But my goodness, I have their address right here. I could send them a simple postcard. Help! I'm desperate. I need to sell my property now. Near the one you just recently bought. Call me. Okay. So now we need to get a deal to sell to these guys, Right? So how do you find them? Remember I went to. We looked in those two zip codes and I pulled 7100 vacant land owners in those two zip codes so I could select all of them. But actually, I'm just going to select one page of 250, 251 thing, too. I forgot. Well, let me go back to search because I'm going to skip trace them. They can't be losses. So many ownership type individual owned include exclude corporates, exclude trusts, exclude banks. Now normally what I'm sending direct mail, I don't care. I want to mail all of them. But when I'm skip tracing, I can only skip trace individuals, right? So I'm just excluding corporate owns here and they've owned it for over ten years. And let's try this search again. So I'm going to get less. Well, I'm already getting more than I thought I would get. I mean, aren't you? I'm excited. Aren't you excited about this? Because here I am. I'm going into the areas that I know there are buyers. I'm really hungry for deals. And I now have a list of 6500 vacant land owners that aren't in an LLC. They've own this land for over ten years and they don't live in that zip code. This is a great list to target. All right. So I'm going to de select them. I'm a select just this page of 250. I'm going to add it to a lead list. And let's call this Brevard. Start with a number because of reference numbers. If you're doing direct mail, it adds that number to the letter of the postcard. I'm going to add it to a new list. I'm going to call this Brevard County, Florida. I'm going to cold call this list and I'm going to call it demo and I'm going to give it to my workflow automation. Now I have a workflow automation that you get in the Jos custom signature edition of Freedom Soft, which is where freedom soft. Yoakum All right. If you want my custom signature edition, which has my workflow automations, my customizations, my marketing pieces, my contracts, my checklist, my websites, my custom user defined fields, marketing pieces, all of that stuff You got to get freedom soft joe.com to get on the same page for good. So I'm going to create a list with my custom workflow automation and I just want to make sure none of my team has it, just me. All right. Now the leads are all being added in here and I want to cold call. I want to be able to call these leads. And so realquick, I'm going to just get a phone number. I'm going to get a virtual phone number for Brevard County, Florida. And so what's the area code in that area? I don't know. Let's look real quick here. Brevard County, Florida, area codes. Three, two, one. All right. Let's see if I can get a 3 to 1 phone number. I want to go to Settings phone ad number three, two, one. All right, good. I'm a star. My screens here for a minute because it's going to ask for my credit card number. What? I'm going to use this number here. Three, two, one, 4757444. Now, by the way, if you are a freedom soft subscriber, you get one free phone number a month at the 197 a month level at the 297 a month level, you get three phone numbers and you get double the downloads. So at the 297, 197 a month level, you get 3000 downloads. The 297, you get 6000 downloads, you get three phone numbers and the direct mail is the postcards are like $0.10 cheaper. So if you're sending at least 1000 postcards a month, which you should be setting a thousand A. If you can have savings more than makes up for itself and you get more phone numbers that are included, does that make sense? So then again, you can go to profit stream, spend 97 a month, you can go to list source and buy lists or data tree or price, which is 50 bucks a month, and then you're paying $0.10 a record. You're going to be paying a lot more. Now, there are free services for lists like prop wire, which is good for houses. Prop wire is not good for land. I'm a good friend of Jerry. I love Jerry. We just hung out together a week ago. But I told him, I said, Hey, listen, prop wire is awesome, but you need to work online. And there are they are working on it. But I just wanted to let you know you get what you pay for some time. So this is while on freedom's off the land lists are included and you don't have to pay any extra for that. Right?

Joe:   So I'm going to buy this number that has a lot of fours in it. 4757444. And I'm going to put it on my credit card there. After you get your three free phone numbers, it's 595 per phone number per month after that. All right. And so this is my special number there. I'm going to copy that. And I'm just going to call this Brevard County, Florida, cold calling number. And I'm going to again, call this demo and I'm going to record just a quick voicemail. All right. Hey, this is Joe. Thank you for calling. If you've got a piece of land that you want to sell, please leave your name and number, and I will call you back right away and send you an offer. Thanks. So you can record or upload a custom message When I'm sending a postcard that says call or text our 24 hour recorded voicemail. My voicemail is about 20 or 30s long. Let me just make sure this worked. Anderson Joe, thank you for calling. If you've got a piece of land that you want to. All right. Sounded good. Save changes. I'm gonna do one more thing here. I'm going to go to inbox, my lead's inbox, and I'm going to create a new campaign where I can do these outbound dials from. I'm going to create a new campaign called it Brevard County, Florida, called Calling Demo Campaign Type. This is manual targeting sellers. I'm going to choose that phone number that I just bought. I'm going to choose my awesome custom signature addition workflow of Joe's vacant land workflow automation. And I'm just going to make sure that only I have permissions to this campaign create campaign. All right. So now when I make outbound calls, they're all going to be made from this campaign. So I've got, you know, probably 80 different campaigns. This just keeps everything really neat and organized. Now, let's go back to my list. Remember, I got that list right here of 250 people. So if I open this list up, I've got a bunch of people in here that are not elses. Now, some of them I'll be able to skip through some of them I won't like. This one has a weird name. This is just pulling it from county records. But yeah, this is pretty good, right? I've got people here who've got land and they've owned it. I click create here on properties. I can see the other properties they own. I scroll down here and I can see that Reginald Windsor Allen, who lives in Grant, Florida, owns this property right here, 0.24 acres. I can click on this map. I can see the satellite view of it. I can zoom in. So when I'm talking to them, I can say, hey, I think you own a property at the corner of San Mateo and Sandy Road. Is that right? Again, as I'm talking to them, by the way, I'm going to ask them, do you own any other properties and see what they say. But you can also click right here to see if they do own other properties. Now, I'm just going to talk to him and ask him about the properties. Sometimes you can see the street view right here. Nice. Look at that. Looks like a vacant lot to me, doesn't it? Okay, cool. Now I want to skip through some. How do I do that, Joe? Very easy. I'm going to select all 250 right here. You know what? It's going to take me a little too long to do all 250, so I'm just going to select 22 skip Trace for right now. I'm going to go to more actions. I'm going to go to Skip Trace Records and I'm a drag owner of record up here. Mailing address, mailing city mailing State mailing zip Confirm. Skip Trace. Skip trace 19. Next step, submit order. Okay, so this is going to take a little bit. It's, you know, with only 19 leads, it'll just take 1 or 2 minutes, but it's going to now skip, trace this and give me the names, give me the phone numbers and the emails of all of these if it's available. Now, the skip tracing costs about $0.15 per record. You can get it cheaper somewhere else. But again, you get what you pay for. And the nice thing about just doing it in here is it's all done in one place. You don't have to worry about importing and exporting and matching, mapping and merging fields and all of that. So those will all come in here in a minute. While that's coming in is skip tracing. I want to review my cold calling script and if you want this, how do you get it? Glad you asked. Go to simple Land kickoff to get this exact cold calling script. Cool. All right. So it's very simple. Hey, I'm looking for owner name. Or you could do something like, Hey, owner name. My name is Bill. I'm sorry for calling you out of the blue. However, I was calling about the four acre property near the one I believe you. That I believe you own in Brevard County. Or you could use this. Hey, I'm calling about that letter we sent you about your vacant lot in Z County. Did you get it? Now, don't use that if you didn't send him a letter. But I sent thousands and. Thousands of letters and postcards every single month. And so many times I might have actually sent a letter to this guy. So sometimes you could just follow. Start with that. Hey, I'm calling about the letter or the postcard we sent you. If you. Did, you get it? I'm probably not. Sorry. I'm sure you get a lot of mail. Another thing that you can do. This is one of my new favorites. Oops. And I'll give credit where credit is due. You know, there's a guy on YouTube called The Flip Man. What's his name? His first name. I want to say Tyler Taylor. No Ty. His name is Ty. Flip Man. Go watch his YouTube channel. I don't know if this is his that he made up, but I saw him talk about and I like it a lot. Hey, Jim, you're going to hate me because this is a cold call about buying your a quarter acre lot near in Brevard County. Do you want to hang up now or can you give me 60 30s and then decide? I love that a lot better because it's like it's kind of throwing them off a little bit, right? Like what? Jim, you're going to hate me. This is a cold call. I'm calling about your 2.8 acre property near City. You want to just hang up or can I have 30s and then you can decide, and then you can hang up. You see how that disarms them? It's like, unexpected and it's a surprising response. So that's my new favorite shout out to Flip man Ty. All right.

Joe:   And then you say, Well, I'm looking to buy some land in the area and I'm calling to see if your thought about selling it or if you'd be interested in entertaining an offer. Very simple. If they say, Yeah, great. Do you mind if I ask you some questions? Good. Okay. It looks like it's .24 acres. Is that right? Good. Does it have road access? Good. Does it have utilities? No. Is there any building or structure on the property? What's the terrain like? You know, if it's in a floodplain or a wetland. Good. Thanks. Do you have a price in mind what you're looking to sell for? If we came up with an offer that works for you, how quickly would you be willing to close on the property? If they say, Well, how much? You can say something like, Well, my partner actually runs the numbers and the location of the property is a big factor. Have you have you tried to sell it before? Do you know of any other similar lots nearby in what they've sold for? Okay, great. Do you have a price in mind or a range or anything like that? I want to try to get the seller to give me a price and many times they're just not going to know. So I'm going to show you in a little bit here what I would do. I actually have them on the phone. If they say no, I say, all right, well, do you have any other vacant land that you'd maybe consider selling? If they say, yeah, maybe in the future. Great. Do you have a time frame in mind? Who are you? Well, you know, I'm a real estate investor. I'm looking to buy more land in the area. I buy them fast. And you don't have to pay any commissions or closing costs. Do you mind if I ask you some questions? That's how I answer. Who are you? If they say, How did you get my number? I just say I got it online and I got nothing to sell. I'm just looking to buy some property. You wouldn't be interested in selling your lot, would you? That's all you have to say. Okay. So check out this script. Pretty cool. Let's go back here to see if the skip tracing worked. I'm going to refresh his work. No, it's still in progress. Good thing I didn't do 250. Sometimes the servers are slow. Sometimes it's usually it's faster than this. But while I should have skipped traced the list before, and, in fact, maybe I can just show you from an old campaign that I did. Well, how the skip tracing works and how easy it is. Should we do that? Okay, so let me go to my lists here and let me go to. Here we go. Nope. Let me go to my campaigns. You know what? Hold on a second here. Sorry. Let me go back to my lists. I need to select all lists. Now I'm going to search for cold. Shoot. Okay. I'm just looking in the wrong places. Let me go to my campaigns. You all on there? All right, here we go. This was Charlotte County, Florida. We actually got 400 leads from a cold calling campaign. We got two deals out of it. I made 31 grand, and we just we could have done a lot more on that. But let's just this is new. All right. So these are a bunch of leads that came in. And I want to do a cold calling campaign to them. Right? So let's just say I'm going to select 200. I'm going to select 20 of them and just do a cold calling campaign. All I want to do is kind of go to more actions. And then I'm going to click new click to call Dialer. I'm going to give it a name. Pavard County, Florida. Cold calling campaign demo. All right. I want to call them from the number. This is where you need to choose the campaign that you're calling them from so that those leads will stay in that campaign. And I click nextstep and you can say choose primary. I know this is really small, but you can remove duplicate numbers. You can remove numbers, the DNC, you can remove numbers of known litigator if you want. And you can send a follow up message after calling if you want and you can say, I'm going to put their first name, primary contact name just left you a voicemail, You could opt out text or acknowledge that the message clearly identifies the sender, right? And it's not going to send it every time. But just when you just when you do this, then I click complete. Now, the broadcast has been created. This is my cold calling campaign. I have 21 numbers here. All I need to do is click this call button and it starts dialing. And so this is a guy here, Theodore. We have two different numbers from him for some reason, and I'm going to call them. I just click call right here and let me actually click on this to see what it was a little bit that we were doing here. So we got some information. We sent him some offers. This came this was from a couple of years ago and I can see the offers that I sent him here. So the last offer we sent him was December of 23. We sent him an offer for 13 grand. All right. So I'm just going to from here. I want to call Theodore. I just click right here. I click call and it's dialing him right now. You can't hear it or call it automatic voice. All right. So normally I would just call him back again because I got the voicemail. I just call him again. And after calling him 2 or 3 times, I can click right here, send SMS, and it sends him this Texas. Theodore just left your voicemail, Joe. That's it. Then I go to the next one. Call, call cold, call and go all the way down.

Joe:   And so this isn't a triple dialer that dials three numbers at a time, but I would argue this is better because now this is quality over quantity. And so when they do answer, there's not this weird long, you know, feels like 22nd pause in between Hello to when they answer like, have you ever gotten a cold call? You know what I'm talking about. Somebody calls you and you say hello. And there's this long pause and then they say, hi, Hi. This is so is this so and so. I hate that. That's so bad. Right? When you're cold calling through, freezing soft, it's instant. So it's just like you're actually calling them. Hey, Jim, you probably hate me. This is a cold call. I'm calling about this put .24 acre property you own here. And we talked to you probably remember we talked a while, a while ago, a year ago about it. Just wondering, do you still want it to be sold it yet? Well, see what I'm doing there? All right, let's go. I just realized something, too, that freedom's YouTube does not like it when I show people's phone numbers. So if this videos on YouTube and it's getting it's gotten shut down, it's because I'm showing phone numbers on your site to be really careful. Let's go back to this skip tracing order here orders. It's complete. Here we go. So there are three leads without matches, 16 leads, complete. Cool. And these are the property. Now, if I clicked on it and you could see the phone numbers in the emails, but I don't want to do that right now because YouTube just doesn't like that. Hopefully this video is still up too, but I'm going to go here to my lists, to County right here. I'm going to click view all. And one of the things I should have done is I should have moved the ones that were skipped traced to a group here called Skip Trace. I'm going to pause my screen here for a minute. Let me just open one of them and let me try to. All right. I'm going to do a screenshot and then I'm going to blur out the phone numbers so you can see what it is. Okay. Here. This is what I just did. So, Reginald, I got three different phone numbers from him and two different emails. So what's the point of all this? I need to do a deal in 30 days. I need to send my goals now to send five offers a day. So I'm going to do I want to give credit where credit is due here. Jerry Norton, again, he has this thing called 555. And I love this call. Five realtors call five cold calling property owners and do five follow ups every day. And that might take a couple hours. But if you do that, you can talk to five different people or five new people I'm sorry, ten new people and five follow ups. You can find five offers to make out of that. Okay. If you make five offers a day, that's seven. That's about 35 offers a week. Well, if you don't work Sundays has the numbers on this. Here, let me see your. Because you want to work Sundays. You can make five offers times six days a week. That's 30 offers. Okay. Eight times four. But 220 offers in a month. I'm telling you, if you can make 100 offers in one month, you will do a deal. Actually, five times five is 25. 25 times four is 100 offers. There you go. All right. Now we're cooking math. There's only two kinds of people. There's only three kinds of people in the world. Those who can count and those you can't. So you're going to make 100 offers a month by just making five offers a day. And so to do that, how do you get to five offers? I want you to call five realtors. I'm showing you that. Next, I want you to call five. Just skip trace and cold call and tell you talk to five people who own land and ask them, hey, do you want to sell a property? And then talk to them and ask them about it? Okay. And then I want you to follow up with five We on the same page there. Okay. What do you say to realtors or let me show you. I want to I want to kind of move on now. I showed you kind of how I like to again rewind kind of where we were. We want to find the hot markets. We find the best states, we find the best counties that are too competitive. We find the best zip codes in those counties. We find who the best buyers are. We know they're looking and what they're buying. And I know that they're paying between 30, 32,000 bucks for these vacant lots here. Then I'm going to pull a list of people who own land already in those areas they've opened for over ten years. It's not an LLC. They don't live in that area. I'm going to call them. I'm a call as many as I can to talk to five people every day, and then I'm going to make an offer to everybody I talked to. I'm going to make an offer. I'll try to make it verbally over the phone or hand, or I'm going to look it up and then call them back and send them the offer in the physical mail. So I always whenever I'm making an offer, I want to send it in the physical mail.

Joe:   Now let's move on to another step of like, okay, I'm actually gives you the phone numbers of the realtors. Remember those two zip codes were 32909 was one of them. So I'm to start with three to 9 or 9. And then let's just. Look to see where it was. 39098. It's maybe it's a zip code right next to it. All right. So it's these two areas right here. So I could remove outline and I could just draw. Let me click draw. It's like this area for those two zip codes and I'm looking at for sale. I want land only. And I'm. By the way, what do you say to realtors? I know because you're asking that right now and you're thinking in your head and you're like, my gosh, this is going to be stressful and confusing. No, just go to simple income and I'll show you my script that I have with realtors because it works. It works really well. Okay. Back here, or how are we going to call? There's 600 vacant land listings right now. Let's go here to filters. I don't want the real expensive ones, right? I just want everything under 100,000 bucks. There's 577. I'm going to scroll down here. Land time on Redfin, more than 90 days. So these are properties that have been on the market over three months. There's 364. Nice. Why haven't these sold yet? They're just overpriced. They're asking too much. That's why they haven't sold yet. And then I want to go down here and I might do price reduced more than 30 days ago. So they've reduced their price over one over a month ago and they still haven't sold it yet. No. You should also, by the way, do it in the last 30 days. There's just not as many of them. There's 23. So do in the last 30 days and do more than 30 days. I wish there was one that's just was like has reduced, has had their price reduced period but there's not so it makes sense. But you think about this again these are properties that have been on the market for over three months. They haven't sold yet and they've reduced their price over a month ago and it still hasn't sold yet. Click See 81 Now you can sort this by newest. And so these are going to be the properties that just hit the 90 day mark. Why haven't they sold yet? Again, they're just overpriced. Let's look at this one right Here is an example. The first one, this property is listed right now for $47,000. It's about 0.2, three acres. Scroll down. There's a realtor, Justin Sands, but I don't have his phone number. So to get his phone number, you'd have to go Google him, which isn't a big deal if I just go here and I google Justin Sands Dxp Realty, usually within one of the first few pages. There you go. I have a cell phone and you can call him right then and there from his cell phone. There's different websites that'll be here. There's his number right there. So yeah, a lot of times you can find the number just by Googling it. All right. Now, I'll show you in a minute what to say to him. But why hasn't this property sold yet? And this is important because when you're on the phone with these realtors and when you're on the phone with these homeowners, I want you to learn how to look the property up, because many times they're not going to know what price they want to sell it for or you need to ask them, why is this property sold? It looks like a nice property. It looks like a great neighborhood. Why hasn't it sold yet? Well, I don't know. It's just overpriced. Well, you know. Yeah, I'm talking to the realtor here. How negotiable is the seller on their price? Well, I just don't know. I'm. I'm sure they've been getting some offers right now, you know? Okay, well, let me just look this up real quick. And I like to do this while I'm on the phone. So I got this probably up. I'm going to click this map icon right here and I'll click on nearby Homes for Sale. And it puts that property right in the center of my map. Now, I'm going to go in here and I'm going to click on for sales coming soon actives and pending. I want home type land only and I'm going to sort from low to high. Look at this. I'm going to zoom out because I want more comps. My property is in the center of the map. I want to zoom out one more time now. I got 42 cops. And remember, this guy wants to sell his property for 47. Why isn't it, soldier? So when I'm talking to the agent, guess what I'm asking? I'm sure it's a nice property, but I don't know, man. I'm looking here. They're asking 47. Is that right? Man. I see some properties here. One just went pending for 22 when one was active for sale for 32. One just went under contract for 35. Here's another property that's bigger currently for sale for 35,000 there. They're not you know, that's not going to work something in this price range, is it? Why would I want to pay them 37,000, 47,000 for this one when I can buy this one right now for 32,000 on dirt and dander and just, you know, two, four, 4 or 5 blocks away? Well, then let's look here. Sold real quick. And this is why I love Redfin, because you can quickly go in and switch between sold and for sales. I'm going go back all year because I want as many cheap comps as I can. Mr. Realtor. Wow. I'm looking here. There's some properties in the area that just recently sold for 24,000 527,000, 28,000 2828. Man, in a perfect world, I'm going to have to be around there around 25 to 28 grand. That's probably not going to work, is it? Or when I'm talking to a seller on the phone, I can ask them questions like because I just called him out of the blue. They don't know what their property is worth. And I'm going to tell him, well, I'm looking here and I can see some sold. And again, remember, I'm sorting it from low to high, their property properties right in the center of this map. These are really, really good comps, aren't they? Which is, again, another reason why I don't like going into Texas because I can't do this in Texas. Now, those of you who are already doing land deals in Texas, you're like, Yeah, Joe, keep on telling everybody, don't do deals in Texas. All right, whatever. But now I got him on the phone with the seller. I'm like, Hey. You know what? I'm looking right here in your neighborhood. And in the last year, there's been some properties that sold for 24,000. 27,000, 28,000, 28, 28, 28. Yeah. Boy, in my own little perfect world, I would need to be somewhere around there. That probably wouldn't work for you, would it? I'm establishing kind of where they're at, and I would say something like, Well, you know, I don't know. I need to look at the numbers here. But yeah, I don't know.

Joe:   Now, remember if I bought it for 27 grand, do you remember that guy, that buyer that we looked at? Look. Same zip code, guys. He's buying these things for 32, 35, 35. Do you think I could sell him a deal for 35 grand? Do you think when he goes and looks at it, he looks his property up? Guess what? He's going to see that it's on the MLS for 47 grand and I'm selling it to him for what, 35 grand? And then I'm buying it for 27 grand. What's my profit? Eight grand. 8000 assignment feet. Just like that. Just making some phone calls. Do you see that? Are you guys excited about this? Does this make sense to anybody? I'm just looking. I would be jumping around up and down if I were seeing this for the first time. I love this stuff. I'll talk a little bit more about what I would say to the realtors. I'm going to show that in the script here. Yeah, this is what I need to be at. In fact, I'm a try to get less than this, but I know look at some of these properties I've been selling for 45, 44,000. I might be able to sell it. Not to this guy, although, you know, I could just call him, sell it pretty quick for 35. I might be able to sell it for 45 if I put it back on the MLS. Because look, if I scroll down and if I scroll down to like page four, there's some properties here that sold for 54. Now those are bigger ones and there are some ones that, okay, let's go to page two. There's a lot of properties here. And come on, 35 grand, 35, 35. Let's go to page three. 36. 38. So what if I just called these realtors up? I called, I bought with Cheryl Smith. Cheryl Smith Realty. There's a phone number right there. Cheryl. Hey, my name is Joe. I see you just recently sold a property to somebody. I have another one just like it. Your client isn't looking for any more properties, are they? I can pay you 10% commissions for 5% commissions, you know, and see what they say. And you can sell it without even putting it on the MLS just for some phone calls by calling the buyer's agents here to see why. Guys, you can do deals quickly with just a phone call. Now, whether you're using you maybe use your cell phone, maybe you don't want to use freedom soft, but you can make the calls right from the computer or from your cell phone. Call these realtors up about these properties. The chances of this seller being a little bit more motivated to sell might be pretty good because, look, they've had it listed. They I'm not sure what happened. Maybe they bought it in 2016 or something. I'm not sure when they bought it, but they listed it for 55 grand in June 14th. They've dropped the price here and it's not sold yet. Maybe they're in a hurry, maybe not. But I want to talk about why I'm calling these realtors and why this is such a big deal, because I care more about the relationship with this realtor than I actually do about this deal. And I'm going to talk about what to say to this realtor right now. Okay? Because I'm call this realtor. I'm asking them about the actives. I'm asking them about the sold. And you see how easy it is to do this. When you have Redfin, you can just swap between actives and for sales and pending, you know, UPS and say, well, why would I want to buy their property for 47 when I can buy this one right now for 32? And if you want more cheap comps, just zoom out. I can buy this one for 30, 22 right here, 31. Okay. Now, what do you say to these realtors? Glad you asked. Here is the script, by the way. I have a YouTube video. If you go to my YouTube channel and do a search for Joe McCall and do a search for the word realtors, I have a video where I actually called some realtors and I walked through the script. This is kind of, well, this is my script here. Hey, my name is Joe. Oh I wanted to show you something before I get to the script. Is that okay? Remember we were looking in the zip code 32908 on Redfin. Let's go to homes.com and let's do a search for 32908. Let's go to all filters. I want Max 100 grand. I just don't want the real expensive properties and I am going to go down two days on market more than three months. And sometimes you can see price reduced in here. Sometimes you can't. Price reduced. You see it anywhere. Let me do land only right there. Land. Yeah. I thought they used to have it. I think they took it away. So one of the reasons why I like Redfin, maybe I'm missing it, but I don't see an option for price reduced. I look at that. Is that nice? They hide it. Underestimated payment just doesn't make any sense. Price reduction over one month best so stupid they hide it so it's hard to find. All right whatever. So over one month ago, there's 23 homes. Now, the cool thing is you can go through this now. Now sometimes is sponsored. This is a sponsored listing because you see the guy's picture there. That doesn't mean necessarily. Okay, sorted by recommended.

Joe:   Now I'm going to sort by newest. All right, here we go. If I click on this one, guess what you get? You get the realtors email address and phone numbers. Sometimes a phone number shows up here, sometimes it doesn't. Let's go to that. This one right here. Look, I love these ones because it's a cheesy street view photo and a stupid map and the satellite image reappears. This deal isn't going to sell. It's been on the market for a long time now. And there's a listing agents. Again, the email over here, phone number right there. This is the same guy. I think it is. Yeah, it is. Look, he's got a bunch of them. Let's do this one. Either take phone number, email address. No pictures. They just dropped the price a while ago, but it still hasn't sold yet. It's been on the market 102 days. So anyway, this is and there's your phone number also right there. Sometimes there's two different phone numbers. This one and this one might be different, but this is why I like homes.com is you get the contact information. The drawback with homes.com is there's not an easy way to look at the comps for the property like I just showed you how to do in Redfin so you might need to, you know, copy this address and look for the property in Redfin so you can find those comps easier. So that makes sense. All right. Back to the script. I'm going to call these realtors up and this is all I want you to do. Five of these a day. This is I'm telling you guys, this is exactly what I would do if I needed to do a deal in 30 days, I would call five realtors and I would cold call five land owners in these top zip codes. And I if I had to dial 100 numbers to get to five people, I would do it. All these com phone calls might take a couple hours a day, but this is how you do deals. And I'm telling you, you just get one deal. You know who these buyers are. You make some phone calls or send some yellow postcards and you can get these buyers, get these deals flipped and assigned in less than a 1 or 2 weeks. They're cool or what? Okay, so here's our script when I'm talking to realtors. Hey, my name is Joe. I'm a vacant land investor. I see you have a property listed here at this address, plus whatever. You don't have a couple of minutes to you. And I'm not calling it a bad time, am I? I'd like to ask you some questions to see if this would be something I would want to buy. By the way, I don't have an agent representing me yet, so if you can, maybe you can submit the offer to me and get both sides of the commission. That wouldn't work for you, would it? Okay, so I'm just telling them, Hey, you can represent me. I don't have an agent and you can get the commissions. Now, the technicalities of who pays what commission, I don't care. Right. I just want to tell the realtor. Listen, I want to make sure you get paid. And if the seller is not paying you any commissions, then I can pay you a commission. I just need to know we can work it out in the offer. I can work the numbers up. Does that make sense? Okay, so tell me about the property. What's going on? Looks like a nice property. I'm sure you've been getting a lot of calls on it, right? I know they probably haven't because they dropped the price over a month ago. It's been on the market for over three months. Why hasn't it sold yet? Is something wrong with it now? The cool thing I like doing this with land better than houses is I don't have to worry about the repairs and the estimate for repairs and what's going to be worth fixed up and all of that. So how long is it been on the market? I know because I can look at Redfin or homes.com and I can see it's been on the market for 104 days. But I want them to know. I want them to tell me. So there must they're not in a hurry to sell it, are they your client? They're not in a hurry to sell it. All right. So, you know, if it's Lynn, I'm going to ask some questions like, you know, tell me if it doesn't have road access, is it wetlands? What's the terrain like? Are the utilities there? Maybe you could ask something like, have they done a survey on it? Have they done a Perc test? A test is like a soil test to see if it's good enough for septic systems, Right. If it's houses, you know, how much work does it need to get fixed up back on the market? What do you think it could sell for fixed up, etc.? Okay. Another great question is if I were to buy if you were to help me to buy this property, if you were to help me buy this property and then resell it, what price would I need to sell it for to sell it quickly? Well, I love that question because I'm getting to the heart of the matter. Like, well, okay, ifif you want to represent me, I can buy it, but I'm going to need another realtor to turn around and sell it. Maybe you can list it for me to and I'm paying you even more commission. But what price would I need to sell it for to sell it quickly? This is going to get the realtor thinking about, yeah, you know what? So you're not going to be able to sell for 47 grand because it's been listed for 47 grand for four months and it has and sold yet. Yeah, you're probably going to need to listed for 35 grand. I need to make some profit. So yeah, I want to I'm going to have to this probably is going to work, but I'm going to have to probably need to be in it like 25 grand. All right. So anyway, how do you think this so this 47,000, you think this is a fair price for this crazy market? And is it fair for the amount of work that it needs or if there's something wrong with it, you can always find something wrong with it. It doesn't have a survey yet as not a protest. There's a part wetlands. The road isn't paved, the road is paved. It's in an HOA. It's not in an HOA. That's another really good question to ask here. By the way, the HOA and restrictions, restrictions, restrictions can be good. They can not be good. I don't like argue that there are restrictions. You know, there's if there's too many restrictions, I can't put a four Wheeler. I can't write a four Wheeler, I can't ride, I can't park my RV and etc., etc.. Right. So I want to ask these questions because this helps me kind of bring the price down a little bit. Now, I already talked about that question, right? How negotiable is a seller on their price? I'm looking at some nearby active listings or sold listings. Is this right? I see one that's bigger for less. I see this one that's a little bigger. They're trying to sell it for 27,000. Is that right? What's going on here? What's the seller? I'm just curious. What are they gonna do if they can't sell this property? How long do they have to wait? And they received any other offers yet? How much? Sometimes is something the realtors aren't supposed to tell you? Sometimes they will. I might ask them why they would turn down or rejected any offers. What were some of the offers that they rejected? Sometimes the realtors will tell you that, Well, man, I don't know if I can get anywhere near that number. Looking at some similar properties in the area. In a perfect world. I like that. This is again, giving credit where credit's due. With Jerry Norton, he likes that phrase. In a perfect world, I would need to be out around. Blah, blah, blah. That probably wouldn't work, would it? Now, if I could get them something closer to their asking price. Another way you could phrase this, too, is I'm seeing there's a bunch of properties that are selling here for like 35,000 if I can. So I want to be at like 25. She says Absolutely no. I said, Well, I could offer a little more, maybe 35,000, if they would consider seller financing or payments over time. They wouldn't consider that, would they? So if I could get them something closer to their asking price, they wouldn't consider maybe selling it with seller financing. All right. Well, okay. Kind of got to the conversation. How about this? Let me show over my pencil. Let me look at some numbers here. Let me email you something back. Maybe I can give you maybe I can email you some options. You don't have to write up a contract just yet, right? Just text the seller, call them and ask them if this number would work. And if they like my number, then you can help write up the contract and we proceed from there. Cool. All right.

Joe:   But by the way, listen, if this deal doesn't work out, do you have any other off market properties that I might be interested in? I will pay you 8 to 10% commissions. Here we go. This is why we do cold calling to realtors. This is why we called realtors. I don't expect that client to drop their price from 47,000 to 25,000, which is probably where I would need to be at. Probably not going to happen. But you know what? By the way, it does. And it's going to happen one out of 100 times. So make 100 calls. Right. But here's what I do care about. I care about building a relationship with this realtor because next time, do you think they like listing these properties here? 30 grand. What do you think their commissions are on this thing? They used to tell you, I don't understand the rules now, but I don't know if it tells you what the commissions are or not. But if you look into it, sometimes it'll tell you, the buyer, the buyer's agent, the seller's agent commissions. Let's see if it does. By the way, do I like to go look at property history? Because I can see what the previous owner bought it for sometimes. Oops. So I'm just looking to see. Depends on the market. Sometimes you see what the buyer's agent commissions are, sometimes you don't. But these agents are only making maybe 500 to $1000 of commission on these deals. All right. They're stupid properties. They hate listing them. They get small pennies in commissions and they sit on the market. They feel like they usually sit on the market for for months and months and months. It's obnoxious. But now with my script, I'm telling them, hey, listen, if you can bring me one of these deals instead of just listing it, I'll pay cash. I can close in 30 days and I'll pay 10% commissions. Now, if it's over 100 grand, I'll pay 8% commissions or something. But I pay really, really generous commissions. Why? Because I want these realtors to bring me their future properties. These are realtors that are willing to list vacant land. Okay. Most realtors don't do any vacant land. Which, by the way, let me tell you something. One of the great strategies you could do is go into these markets and call the top producing house agents. These are the ages that put a lot of money every month into ads and billboards and radio ads and TV ads or whatever. They pay for those expensive premium listings to become a premier agent and Zillow or whatnot. They get a lot of incoming leads from all the marketing. What do you think they do with all those vacant land leads? They ignore them. They throw them away. They're not going to list. Would they rather list a $500,000 house and make $15,000 in commissions or 30,000 in commissions wherever they're at? Or they rather list a $30,000 property and make $1,000 commissions. You see what they do. They throw away these landlords, but they're doing so many, so much marketing. What if you called these top producing agents and said, Hey, what do you do with those vacant land listings that you just throw away? If you send them to me, I'll buy them. You don't have to list them and I'll pay you 10% commissions. Can I send you my name and phone contact information? Cool. Yeah. So now guess what? I get the email address of that agent. I send them my contact information for if you find a deal. And this is where the whole this is where the money is made right here in the follow up. Now you've got five realtors a day and you've got their phone numbers or emails and you send them similarly, you send them an offer on this property and you add them to your follow up list and you start following up with them every two to 3 or 4 weeks, every four weeks, minimum, every four weeks. You follow up with them. Hey, Jim, you probably don't remember me. I'm that guy looking for vacant land. Do you have anything? This is where the power. This is, right? Five a day, 100 a month. Right. After two months. You've talked to 200 realtors. After three months, you've talked to 300 realtors every single month. You're sending an email, a text message saying, hey, how are you doing? You probably don't remember me. I'm looking for land in Brevard County. Do you have anything? My gosh. My. And explode. This is how you can do three or 4 or 5 deals a month without doing any direct mail. Talk to five realtors a day cold. Call five sellers a day and follow up with five old leads every day. You cannot not do deals. By doing that, you see, like this is insane. But only a small percentage of you are actually even going to do it because you're afraid to pick up the phone. You treat this thing like a 500 pound cactus. It's not that hard, guys. You need to pretend. Put this in your head like you are. You've got $1 million burning a hole in your pocket right now, and you're looking for deals. That's it. That's all you're doing. You're not selling anything.

Joe:   This isn't MLM. You're not trying to sell Amway or Essential oils or whatever the prove it thing, like the whatever the MLM thing is right now. Right? You're just, Hey, I'm looking for deals. You got anything? That's it. That's all you're doing. Tell me about the property. Why should I? Can I ask you some questions? Why should I want to buy this property and not this other one that I can buy for ten grand cheaper? Tell me about that. I'm looking for deals, and if you get anything, I'll be glad to pay you some money. I'd be glad to pay you a bunch of money. If you think of me and you call me next time you find one of these properties like this and I don't want to listed, the guy just wants to sell it quick and get rid of it and be done with it. I can pay cash. I can close in a week, two weeks? I don't know. I can pay. I can close quick. But Joe, I don't have the money. I can't close. That's why if you're one of my students, bring the deal to me and I will fund the deal for you. Or we have people inside the community, inside of my inner circle community that will fund the deals for you. Don't worry about the money. I wish I could slap you. Don't worry about the money, guys. The money is there. You find a good deal. You can find guys like me, find people inside of our community that will fund the deal and partner with you on it all day long. On any day that ends and why you can find the money on a good deal like this. I'm telling you. All right. So back to the script. If this deals doesn't work out. Do you have any other off market or properties that I might be interested in? Notice I said off market. I don't want the realtor to give me a bunch of properties that are already listed on the market. Does that make sense? Here we go. Jerry. Joe is bringing the heat. Come on, Jerry. What's up, brother? I like Jerry a lot. He was just in Saint Louis, and we did a meet up together. Jerry, I don't know if you heard or if you're still even listening. You're probably not. But I was. I was giving you a shout out earlier as I was using the five, five, five thing that you talked about. All right, cool. So, by the way, if you go to our YouTube, I'd go to Jerry Norton's YouTube channel. You guys got to we did a video series a year ago and it's one of his best performing videos. Look, Jerry Norton is and is doing a run one right now. A live agent outreach. This streamed an hour ago. And look, Jerry is a beast at this. He's does this for houses and so does Jamil. I'll be speaking with Jamil at an event in Dallas in a few weeks. But anyway, yeah, I mean, Jerry, a guy that's been doing this forever, but we did a video. If you go to Flipping Mastery Playlists right here, we did a video series on that Land Flipping Masterclass, and I literally gave away everything in these seven videos. So just go to Jerry's channel to look up this How to Flip Land Master class and check it out. Okay, So back to this script. This is why it's so important. I just I don't care about this deal necessarily. I want to get on this person's radar so that next time they find an off market property almost in zero resistance from realtors, they all of a sudden become super friendly and very helpful. And they're like, yeah. Let me tell you a little bit about, you know what? I just got off the phone with this other seller and I know this other property. So one realtor, when I was doing this, this was crazy, this property, I was like, we're miles apart, right? And so I knew that was going to be a deal. He was still willing to present my offer to the agent. And I told him, by the way, listen, they're probably going to reject my offer, but if you submit it anyway, it might actually bring them a little bit more down to earth and they might even lower their price, which will help you then maybe find another buyer quicker when you lower your price. So that makes sense. All right. So then this same guy, this realtor I was talking to just a few months ago said, listen, I got another property. It's listed right now. It was listed for $27,000. This is a small little vacant lot in a hot market, was listed for $27,000. And he said, you know what, The owners I think he was the listing agent or the buyer's agent. I don't remember. But the sellers had accepted an offer that was really low. It was listed for 27 grand. I forget what the offer was, and they went through a ton of hassle because there was some a death in the family a long time ago and so they had to get a bunch of documents signed. They actually had to fly to India to get a document signed from somebody and then fly back to get the documents to the title company so they could close. All right. Well, the buyer backed out because they got tired of waiting. This whole process took several months. The buyer backed out. And he said to me, listen, I know those sellers and they're super motivated right now. They would sell this thing for 15,000. So it was listed for 27. He told me they'd be willing to sell it for 15,000. That was still too much. So I said, Well. I don't know if it's going to work. And I showed him my cards. He said, I know, but these people want to sell it quickly. And now I could have actually bought it for 17 if I was okay with just making a small little 4 or $5000 assignment fee. But right now I'm at the place where I want the bigger I want minimum $10,000 profit. So I actually turn the deal away. But you could have had that deal if you're okay, if you're happy with just a quick simple 3 or 4 or $5,000 assignment for you, which what kind of a difference would 3000 bucks make in your life?

Joe:   I'm not making any income claims or guarantees. You're right. But what I'm saying is these deals are out there. All you've got to do is pick up this silly little phone. You don't have to use freedom soft. There are so many deals out there right now, guys, and you just need to pick up the phone and call them. So back to my script and we're almost done. So I think this deal doesn't work out. Do you have any other off market properties you want to get the email, You want to send them your information and you want to follow up every 3 to 4 weeks asking them if they have any other off market vacant land deals and then your emails and your texts that you can do from free to soft is going to be like, Hey Jim, you know, insert Merge field their name, right? You probably don't remember me. We talked a month ago. I'm looking for off market vacant land deals. I pay 10% commissions. Do you have anything? That's it. And you can split it up. Text in different language, different words. But that's it, man. You just every 30 days you send an email, you send a text. Hey, how you doing? You got any deals? I'm looking for something. You're going to get phone calls back. You're going to get. Yeah, this is I'm telling you guys, if you want to do a deal in 30 days, just talk to five people. Maybe you don't want to do the cold calling directly to the land owners. Maybe that's a little too intimidating. So just call realtors. Call five a day. It's amazing when you use a script and you come at it with like, How can I make you more money, Mr. Realtor? How can I get this problem propertyoff of your books? How can I? You know, if you find another deal in the future, how can I help you make more money? And you come at it with that approach of like, I want to help you. The total conversation, the dynamic completely changes and it becomes so much easier. So anyway, if you want these scripts that I gave you, go to Simple Land Kit.com Right now. And if you want to get Freedom Soft, which makes everything a whole lot easier when it comes to like finding the top zip codes, finding who the best buyers are, finding the names and phone numbers of the sellers. Go to Freedom Soft Joe.com,  Freedom Soft Joe.com. The more that I'm thinking about this and thinking, Dang, you know what would be fun? What if we did a real challenge, a real life challenge on how to do a deal in 30 days and actually do this stuff and have you do it along with me. Now, I don't know how that would work. Maybe it would be a challenge of like how to get a deal under contract in a week. Maybe that might be better. But I'm telling you, it's pretty mind spinning. That'd be cool. Wouldn't it? Be fun to who would be interested in doing like a five day challenge on something like that? How to get a deal under contract for vacant land using these things I'm talking about now you can send direct mail, which is awesome. I love direct mail. That's way in that main way. I find my deals because I don't like cold calling. But again, if my back is against a wall, this is exactly what I do. I had a student one time. This is way long ago, probably 12 years ago, and I was teaching a course on how to flip leases. It was called Quick Turn Leasing. Michael was his name, and there was he was homeless and he actually heard my podcast and I think he didn't I don't remember how this worked out exactly, but he was homeless, living out of a car, and he would go to the library. But he he got my program. I think we were selling it for 97 bucks or two, 97 or something. And he would go to the library to get on the computer to find the deals. And then he would go to the payphone and make phone calls from the payphone from the public library. And within 2 to 3 weeks, maybe four weeks. I don't remember the time frame exactly. He made his first thousand bucks. All he did was find tenants for rental properties as well. That's the way we were teaching it back then. And you need to have a license to do that, you know. But he would find tenants for landlords for in exchange for one month's rent and he would then go put signs in the neighborhood and put ads on Craigslist and things like that. It's gotten a lot harder to do that now. But anyways, what I wanted to tell you was this This guy didn't let anything hold him back. He didn't make any excuses. He just went we went to the library to get on a computer. He used a payphone to make phone calls and he made enough phone calls until he started doing deals. And then within a few months, he was able to get an apartment. He went to Walmart and bought lawn furniture to put in the apartment. And then within I think six months or something, he had normal furniture and he bought a new car. Just because you know what, you can make money or you can make excuses, but you can't make both. So you need to decide today, what do you want to do? Where are you at? I want to be on the side of making money. And if you want to make money in this business, you got to do the work. If you don't have the money to invest in marketing like a bunch of direct mail, just got to make some phone calls, smile and dial, baby, right? Brent Daniels has the TTP method. Talk to people. It's called the flap your lips method flap your lips. Talk to people. That's how you do deals. That's what exactly what I would do to make a deal. Do a deal in 30 days or less. All right. So, listen, I appreciate you all. Let's wrap this up. I hope you got some value out of this if you're watching this. And you. Do. I really appreciate it. Just give me a thumbs up. Subscribe to the channel, let me know. And if you thought what you thought of it, you know, let me know if you want me to do more videos like this or what other videos you want me to do. Thank you guys so much. Appreciate you all. We'll see you.