Joe:   Hey what's up Joe McCall here. In this video, I'm going to show you how to flip a vacant lot in 30 minutes or less. And I'm looking at my timer here. I've got to actually leave in 30 minutes to go to an appointment that I have. So I'm going to walk through how to do it from A to Z. I love this vacant land business. I've made a lot of money. My clients and friends are making a lot of money. My teenage sons are making a lot of money doing vacant land deals. So let's just jump right in. I don't want to waste any more time. I've got this mind map here. I'm going to give you a lot of cool things, by the way, for free. And if you want to get it all, just go to simple land kit.com. The things I'm going to be sharing with you and the mind map. You can get it right now for free. No strings attached. It's Simple land kit.com.

Joe:   So let's jump into this. There's three main steps to flipping a vacant land deal. If you find it, then you make an offer and then you flip it. All right. So the first step is you've got to pick a market. I want you to fish where the fish are biting where the fish are. And how do you do that. Well, you want to make sure you're in an area where there's a lot of recent activity. You want to find the best zip codes and you want to find out who the buyers are. Right. So let's just real quick, let's go to actually Zillow. And let's just type in Florida because there's a lot of activity going on there. I'm just going to fly through this super fast. Let me reset all my filters and let's look at land only. All right. And then let's look at land that has sorry. Here we go. Sold in the last 30 days. And what are we looking for? Look at this. Almost 3000 vacant lots in the last 30 days of sold in Florida. Well, we're looking for pockets where there's a lot of activity. And so you can see there's a lot of activity down here, a lot of clusters out here. Where else are you seeing activity in this area? What if we did like. I only like dealing with cheaper properties. Okay. Under 100 grand. Where are the pockets? Look, there's a lot of pockets going on right here. Well, Joe, there's a lot of competition. You know what? It's all right, I don't care. Let's look at one of these. This is Lehigh Acres. 3397233. Well, I don't know what county that is. Let's just check this out. Let's look at I'm going to paste that in and I'm going to type in the word county. And it's Lee County Florida Lee County Florida. All right. Let's just look at that real quick. Let's go to Lee County Florida. There are 470 vacant lots have sold in the last 30 days there. That's a lot. Right. Well, there's a lot of activity here and there, but not much activity here. So instead of pulling a list of everybody in that entire county, what if we just focused on the top zip codes or there's a couple tools that I like to use to do that. Let's go to Redfin. Let's go to Lee County, Florida, Lee County. There it is right there. And I like Redfin for one simple reason. It lets you download stuff. So I'm going to go on Solds the last month. Let's do home type land only. And I just want the cheapest property. So let's do anything under 100 grand. Boom 556 properties have sold. Let's do under because I don't want to download all of like this. Redfin only lets you download 350 at a time, so there's 470 here. So I could maybe create another filter for lot size minimum 90 500ft², maximum one acre. Does that. Lemons. Bring it down a little bit. Oh now I got 450. So anyways, what if we just scrolled all the way down here I want to download. Oh let's do this. Let's sort by most recent sold. All right. So now if I scroll down all the way there's a download all button right here. If I download that let me try it again. Did it work. There it goes. And I'm going to open it up in Google Sheets here. And I'm going to do something pretty cool to it. So we're again we're not just spraying and praying targeting the whole county. We want to see in this county where specifically are the land buyers buying what zip codes are they buying in? All right. So I'm going to open it up in Google Sheets here. This will take me just a second. I'm going to delete this one row up here. Let me zoom in a lot. All right. Here's the zip code column right here I'm going to highlight it yellow so you can see what I'm doing right here. Go to data column stats and boom. What do you see right here. The most active zip codes 33974 33972 33976.

Joe:   So instead of again doing the whole county, let's just target on the top zip codes where there's the most activity. Right now I use Freedom Soft. This is my main favorite tool. This is one of my accounts I'm going to log in here. Let me just pause this real quick okay. So I'm in my demo account here. If I go to Tools zip finder I do land. If I go to Florida and I go county, we're looking at Lee County, right. Lee let's do last 180 days search. So what it's doing now is, is looking at all the recent land activity and giving me the best zip codes. And you can do this for houses or for land. And here you go. You can see some of these same zip codes here. They're going to be a little variance. But instead of targeting all of these zip codes here right. What if we just targeted the top 345I want anything above. So I'm going to be targeting the top six zip codes in that. And now from here I can actually just click Find Buyers. And it brings me here on another sheet in a second here. And another tab. Who the most active buyers are in that area who have bought in the last four or 5 or 6 months. All right. So I'm going to remove duplicate owners and one vacant land. I don't care if they live in the zip code or out of the zip code. And I just want like point 2 to 1 acres, because knowing this area, I want to make sure I'm only dealing with buyers who are buying that what the things that everybody else is buying. Okay. So that's going to take a little bit to find out who those active buyers are. But you can also use tools like Prop wire. A shout out to Jerry Norton built an amazing tool here. And you could do Li. Let's see if it brings up Lee County Florida. And then you could do property types, land cool, and you can go to more and you could do owner filters or financial filters. Here we go. Select date bought within the last three months 123. So bought since December. Boom. And yeah you can click save and close. And then there's 1200 results here. You can download all of them I'm not sure how this works. I normally just do it all in freedom Soft. But you can download all of them and you can put them into a Google sheet, just like what we're doing here to find the most active zip codes. No, the other cool thing you can do with this once it's in a spreadsheet is you can go to highlight the price column and go to data right Column stats. And here you can see the average in the median price. So the median price that these properties are selling for is $26,000. Cool. Well what if there is a way you could find out who the active buyers are, who actually is buying properties so you can see what they're buying, where they're buying it and what they're paying for it. Well, so here are there's 1300 buyers, active buyers in those six zip codes right here in Freedom Soft. I'm going to select all these pages and I'm going to add them to a lead list. And I'm just going to give it a number here. Those are like reference numbers. We're going to call this Lee County Florida active buyers top zips. All right. And I choose my workflow automation. And I click create list down a minute. This takes a minute is putting them all into a list. And then from here I'm going to find out who the most active buyers are. And this is really cool. I can't wait to show that to you.

Joe:   But back to the mind map. Now we found the best zip code we see. Just visually we see the best, most active states. Then drill down to what are the most active counties, and then in those counties where the most active zip codes. Now we're going to see in a minute who the best buyers are. And you could do the same thing in Prop Stream. If you have a prop stream account, go to Prop Stream Joe.com, close your eyes. I'm putting my password in here to log in to Prop Stream and it's real similar. If you have a prop stream account, you can go right up here to the top Lee County, Florida. Go to filter. We're going to do vacant land, and we're going to scroll down and we're going to click on owner information. And we don't care what kind of owner it is. Last sale date we're going to go back three months 1 to 3 November or October 1st. That's pretty much it right. And we could do acre sizes if we want. But the view so there's 3200 records and that's in the whole county. And so we could download them into a spreadsheet, put them in a Google Sheets, do the same thing to find the best zip codes. And you can do similar things to find the best buyers and all of that. So let's this is coming in. It will take another minute, but prop stream is good. Prop stream is going to pay. You pay 97 a month for prop Wire's free. They get paid though when you do skip tracing. I have found generally speaking for vacant land the data is best and freedom soft and then prop stream and then prop wire. Prop wire is really good for houses. Sometimes in some areas of the country it's hard to get good data for land with prop wire. That's just my $0.02 with that. All right. So when these buyers come in here a minute, I'll show you that.

Joe:   The next thing we're going to do is we're going to pull a list of sellers, and we want people who own land in those top zip codes that have owned it for over ten years and live outside of that zip code. So what I like to do is here, we've got these top zip codes, we've selected the top right, and I'm going to click instead of find buyers I'm going to click Find Sellers. And I'm looking for all land here. And by the way this is all included in if you have freedom. So if you have a custom signature edition of Freedom Soft with my customizations in it, with all my contracts and scripts and marketing pieces and workflow automations and all of that fancy of websites. So we're going to remove duplicate owners. We want vacant land only. We want people that don't live in that zip code. We don't want to send mail to somebody who owns some vacant land that they live right next to. How I'm going to financial filters. I'm going to say they've owned it for over ten years. Okay. They've owned it. They bought it before 2015. I include unknown sale dates, and I don't want the little dinky properties, and I don't want the really big ones either. So let's do anything between 0.2 acres and two acres. Click search. And this is going to take a minute here. As it comes up Let's look to see. Oh, there's buyers not in here yet. They are coming. So this is going to give me now all of the vacant land owners in the top zip codes who have owned land in that area for over ten years. Do you think they might be motivated, maybe interested to sell? Yeah. And I will tell you this too. There's a lot of activity here. So these are going to be sellers who are getting a lot of Carl calls and marketing from other investors. So maybe in other parts of the country where you're targeting more recreational land, you're going to be getting you maybe ten, $20,000 average assignment fees or profits on a wholesale deal in Florida because it's so competitive. But you can sell them so quick and there's so many buyers. I would be shooting for a minimum of five grand. So if you can do a quick assignment, just make $5,000. That's better than a poke in the eye with a stick. And if you can just sell those things fast. And the cool thing about Florida, I just interviewed a client that I've been working with for just four months. He's already done eight deals. He's got 2 or 3 more under contract, and it's been really cool working with him, and he's going to be coming out on my podcast soon on the YouTube, so pay attention. His name is Zach. You're going to love this interview with him. But like, he just does little assignments and he doesn't have to list them on the MLS. He gets them under contract. He just puts them on Facebook. He puts them on Facebook Marketplace and Facebook groups. And I'm getting a little bit ahead of myself. But here's the thing. He's in Florida in a very competitive market, and he's not concerned about taking them down. He's not concerned about finding a realtor to list them. He's just getting them under contract, putting them out there in Facebook groups and selling them like that. And he's okay with a 3000 $5,000 assignment fees. That makes sense. All right, so we got to hurry up here. Let me get back to my screen and see how this is coming along. All right I'm going to pause this real quick. All right.

Joe:   So while Freedom Soft is pulling that list in there for me, I want to show you another little trick here that's free. If you have a list, source account doesn't cost anything to get a list source account. You can go into geography and you can select county, and you select the state that you're in. And you go down and you select the county here that you want to look at Lee County. I want to go to property. I want to go to property type. I'm going to this fast because I got a chop here. I'm going to select vacant land and then I'm going to go to property last market sale date. And you're going to choose three months. Now as I'm recording this is not working. And I've sent a support ticket to CoreLogic or list source. Their tech guys are aware of this, are actually working on it. But right now if you go for three months, it's not allowing you to pick a date after January 1st, 2025. But so they are working on that. It'll be fixed probably by the time you're watching this video, but for now, I'm just going to pick maybe October 1st through the end of December. And then for some reason that comes over. All right. And then I'm going to go to options and I'm going to say no preference for corporate owned. There's 4200 records of vacant land purchases in the last three months or so. And then I'm going to pretend like I'm purchasing the list and I click that, and then I click purchase partial list. Here I go to custom selection and I can group everything by zip code. Now you can't see all of the dropdowns that I'm doing there, but you can group them by zip code. Now, what you can do is you can actually export this into a spreadsheet. What I typically do is I'll just copy this stuff all the way down here, copy it, and I'm going to just open up a new sheet. Maybe let's do a new tab here. All right. And just paste that right there. And then you can maybe what we'll do is I'm going to do a add a column header. Okay. So we have zip code in count. And then I'm going to just sort all of this from Z to a high to low. So boom look at that. You get the most popular zip codes I know it's small right there. But you see I've got the most popular zip codes just by doing that free little search thing in list source, copying all those numbers, pasting them into a spreadsheet. Okay. All right. So my list is ready now here. So this is my get my list of buyers, the active buyers in the top zip codes. There's a ton of them. Oh my gosh. So I'm going to click view all. And I'm going to then go here to this filter. Advanced filters. You can't see this drop down, but I'm gonna go all the way down. And I want to see all of the people that own. Greater than or equal to ten properties. And when I click this filters working now and I scroll down, I got 877 different buyers that have bought land in the last 3 or 4 months that own more than ten. Are you crazy? Let's do that on more than 25. How many do we have? 444. All right. Now, from here in Freedom Soft, I could skip trace them. I could send them letters and marketing. One of my favorite things to send. Let me show it to you real quick. Here is a postcard that I have that works really well for its pretends that I'm a desperate, motivated buyer. Now here it is, right here. Urgent help, dear buyer name. And this is when I get a deal under contract. I send this out to all the recent buyers in that area. Right from freedom soft takes like four clicks. I see you recently bought some vacant land in this county. The one near the one I own. I need to sell my vacant lot ASAP. I've had it on the market for some time now and I can't wait any longer. I'm desperate. The taxes are paid. The title is clear. I need this thing sold today. Please call me or text me. Thank you. I desperately need to sell my vacant lot near the one you recently bought in the county and inserts it there. This postcard works. You may think it's weird or crazy, but yeah, so real. I am from Freedom Soft right here. I just go to all of these buyers who are buying land and I say, hey, are you interested in buying some more? Let me do one more filter here. You can say purchase properties more greater than or equal to. They've purchased more than five properties on or after. Let's go back six months 123456. So they've purchased more than five properties in the last six months, and there's 474 of them. Do you think this might be a good area? You think there's a lot of fish looking for land here? Yes. Oh my gosh. And there's also a lot of realtors. So this is a great area.

Joe:   Now also if I go back here these I have 29,000 records here of cellars, people that own land and I remove duplicate owners. There's 29,000 different owners who own vacant land, who have owned it for over ten years in these hot zip codes. Are you kidding me? So you could download all of them. You could do a quick campaign. I'm just going to download one page of them right here, 250. And I'm going to create a list. I'm going to call this li a thousand. So every property record in this. Let's call it Lee County Florida demo campaign. Oops, sorry campaign. And I'm gonna choose my automation or my automated workflow that you get in the custom Joe McCall signature edition of Freedom Soft. And while these are going in there, we're going to jump back to our mind map. So we've picked a good market where there's a lot of activity. We pulled a list of sellers. Now we need to set up a voice mail. Now I like to do direct mail. Super simple. I want to automate as much of this business as I can. I don't want to talk to people. So I'm going to send them a postcard. And my postcard says, hey, if you want to sell your property, please text or call our 24 hour recorded voicemail and we will send you an offer. It's as simple as that. Okay, now, if you want this script for the voice mail again, go to Simple Land kit.com and you can get it for free. There's my script right there. Tell them who you are. Tell them what you want and then ask them on the post and the voice mail. Hey, what's your reference ID? So thanks for calling. If you want to sell your vacant lot. Leave your name and number and the reference ID on that postcard we sent you, and we will send you an offer. Okay, then we want to send them a postcard. And we make sure that each postcard has the reference ID. Now, some of my postcards that I send look like this. And you can get all these postcards again at Simple Land kit.com. Simple land kit.com for free. Third, notice that I have different ones. It says property notification, urgent notice, things like that. Hey, I desperately need to talk to you about your property. Call this number. Nobody will answer 24 hours a day, seven days a week. This postcard works like gangbusters. And I know you're thinking, that's weird, Joe, but fine. If you don't want to send that postcard, send a postcard. Like this. I've done lots of deals with this kind of a postcard with freedom, so I have to cost about $0.70 first class. And I also send letters. This letter. Where to go? Here. Here it is. Land neutral letter. I just talked to a client the other day who just quit his job two weeks ago. He's doing land full time now. He's super excited. He's been using this letter for a couple of years, and he's done tons and tons of deals from it. Right now, he's averaging about $30,000 a month and wholesaling profits in about 4 or 5 grand a month on owner financing that he's collecting from selling his properties. But he just uses this letter and it works. It works. You can do these letters and the and I'll show you in a minute a campaign you can set up real quickly inside of freedom stuff that does it all for you. So I like postcards. They're cheap and they work. All right. Let me just check your real quick. All right. So we're back here in my demo account to get a phone number. You just go to settings. You go to phone and you got a phone number right there. If I were to get a new one, I would just do maybe three, five, two area code I would choose. You can get as many virtual phone numbers as you want. This is a phone number that goes on your postcard. And then I'm going to just mess with this a little bit. This floor to sellers I'm going to click on here. And this is where you get a phone number, and this is the number that's going to go on your postcards, and then you just record voice mail right here. I'm gonna do it real quick. Hey, this is Joe. Thank you for calling. If you've got some vacant land you want to sell, please leave your name and phone number at the sound of the tone along with the reference ID, and we will send you an offer right away. Thanks a lot. Super simple. Five, ten, 15 seconds. Okay. And then this is also really cool because sometimes they call and just hang up. I send them a text, the system sends them a text automatically write it back right away. Thanks for calling WhatsApp reference ID on that postcard we sent you and you put your name there. Okay, cool.

Joe:   Now what I'm going to do is I'm going to go back to my lists. I just downloaded this list right here of sellers. There's 250 of them. I want to view all I'm going to highlight all of them. And I want to send them a postcard okay 250 I'm going to go here two more actions. And I'm going to click Send Direct Mail. I'm going to choose the sequence that I want to send. And let's do this one right here. Now I need to add some direct mail credits. But this is what it's going to look like. All right. And there is the postcard. It's addressed to the seller's name and that's got the phone number, call 24 hour recorded voicemail, and then it asks them for the reference ID, so when they put this reference ID on their ID, I get the notification that they sent an email. I can see their texts, their emails in here. In fact, let me pause this and I'll show you what this kind of looks like with some real leads. So I just called the the number from my Google voice. And if I go to here to communications, you can see the voicemail. Now in a minute the voicemail will be played. You'll be able to listen to the voicemail right here, but I could send a text back right away. Thanks for calling. What is your email? Okay, so here you can see the I called from my Google Voice number. And there is the voicemail that just came in now. And this is my demo account. I don't have texting activated in this, but I could just send a text message back right here. What is your email address etc.. And the system will also send a text automatically the first time somebody calls saying, hey, thanks for calling. Sorry I missed it. What was the reference ID? So when they call the first time and it's a missed call or it goes to voicemail. The system will send them a text back right away. All right. Cool. So we found the let me just review real quick. We found the market. We pulled a list of sellers. We set up a voicemail, and we send a simple postcard or a simple letter. Right now, we need to make the offer. And to do that, you basically call back everyone that who called you. Now you don't have to call them back. When I first started on our first 30 or 40 deals, we didn't call anybody back before we sent them an offer. We got the voicemail, we looked up their information and we sent them an offer and only talked to the ones after they got our offer.

Joe:   But ideally, I would suggest you call them back and ask them some simple questions. There's three questions that I want you to ask. Okay. Number one, what's your situation? Number two, what would you like to see happen? And number three, when would you like to see that happen? That is an amazing, very simple script that anybody can remember. Think Pawn Stars. If you've seen this show Pawn Stars, you're like a pawn shop, right? What happens when they bring in an item? They say, hey, great. Tell me about this. What's your story? Where did you get it? Where is it from? That's the what's your situation? Right. And then they say, what? What would you like to see happen? How much do you want to sell it for? You always make the seller come up with the price first. And then you say, all right, well, how quickly do you want to sell it? Is this a now thing or later thing for you? So here in the mind map is again if you go to Simple land kit.com you get this script. I have a script of it's not a word for word script, but it's just a list of questions that you can ask the sellers. And the best part of this is the part right here questions to determine motivation. And I want you to also think about this too. You're the reluctant buyer. Remember this. We are deal finders not deal creators. And so we want to we're never chasing the sellers, right? We make them come to us. And so we act like a reluctant buyer. Disinterested buyer. You know, I sometimes I start the conversation with, hey, I got your voicemail. Thanks for calling. Do you mind if I ask you some questions about your property? To see if it would be something I'd be interested in? So cool. Tell me about your situation. What's going on? Do you want to sell this thing? Is this like. Is this a now thing or a later thing for you? So right back down here you'll see some questions like sounds like a nice property. Why would you even want to sell it? What would you like to see happen? When would you like to see that you're not in a hurry to sell this property? What do you. When were you hoping to be able to sell this? Is this a now thing or later thing? And this is a great question I love to ask. What's more important to you? Are you trying to sell it quickly or to sell it for the highest price possible? And I always act like, you know what? I'm probably not your buyer. Why don't you just list it with a realtor? They can get you the highest price. I always asked you if you got another offers on it before. Have you tried listing it before? What do you think the property's worth if they won't give me a number? A lot of times I just say, well, you know what? I'm probably not your guy. You should listed with an agent. They can give you an estimate for what they think the property's worth. You want me to give you some names of numbers of realtors who have sold property here in the last year or so. I'm never chasing them. Right. I'm just asking questions. And these conversations should be 3 to 5 minutes long, very short questions with the sellers. Okay. And then I recommend you have a lead sheet. Now this is something again you get it simple. And kit.com. It's a blank lead sheet. What I did when I was first getting started doing houses, I would just print 20 of these and I'd have four folders. I'd have one folder for hot leads, cold leads, warm leads and blank lead sheets. And so you don't have to use anything fancy like software and you Freedom Soft or whatever. I'd recommend you do but have a blank lead sheet and then every time the seller calls, you just write down their name and address in the property. You ask them some questions. You fill out this piece of paper and then you know if it's a hot lead, you got to do something with it right away. Put it in your hot. If it's warm, you got to do something in a week. Put it in the week or in the warm folder. Right. And then if it's cold, you've got to do something 30 days, put it in the cold folder and then just carry those around. And every time you need a lead once a week, go through the warm ones. Once a month, go through the cold, you know what I'm saying. So it's very important to keep track of your leads. And if you're not going to use a CRM, which you should then use these blank lead sheets, it's very important. Okay. So we're going to call everyone back. We're going to talk to them. And this is really important here. We're going to send every seller we talked to an offer every seller. How many of them every single seller, unless they tell you to half off or whatever, you're going to send every seller an offer. And I like to use Redfin or Zillow. It's very simple and fast.

Joe:   So let's just take a look real quick at one of these properties. Let's say we're going to make an offer on this property is listed while it's sold. But let's say the seller, it's been three years. I pull the property up on refund on Redfin. So let's just try. From here I'm going to go to Redfin, click enter and it's going to bring up the property. I click on this little map icon and then I click on Nearby Homes for sale. And it puts me right in the center of that map. Is that property right there. So first I'm going to go to for sale. And I want to see all the for sales and pendings. And I want to see land only boom I click done and then I want to sort from low to high. And if you want to you can set some filters for the lot acreage size. Right. So I know I don't want anything less than 9500 square where I don't want anything more than half an acre. Boom. And so now I have six properties inside of that little area. If I want more comps, I just zoom out. Zoom out. All right, look, I got a whole bunch of them there, and I can see the cheapest ones here. And basically what I'm looking at is I want my property to be the cheapest. So if I'm going to sell this property, I want to sell it in 1 or 2 months if I want to sell it for cash. So I'm going to think I'm looking at this thing. All right. Well, this one's pending. It's about the same size for 17 grand. I'm going to list mine for 17 grand. Just like that. That's it. That's how I come up with my numbers. And then I've got an offer spreadsheet here. You could also take the average of the three lowest similar active listings in the area. So you could go here to Redfin. You can take the average of the lowest three and then multiply that number by 85%. This is the price that you're going to sell it for. Again I want when I put my property on the market, I want to make all these other landowners upset that I'm undercutting them, and I'm pricing my property so much cheaper than all of them. So I want to price mine, maybe take the lowest for average them, multiply by 85% okay. And then because again that's the number I'm going to list my property for right. Then in order for makeup I got to offer less than that right. Simple rule of thumb. Very quick and dirty. I'm going to make an offer at 40% of that. And that's my offer. Okay. I also have a spreadsheet. I'm just going to walk through this real quick. Where can you get this spreadsheet again? Simple land kit.com. Just go there right now. You can get it. Okay. Free this spreadsheet. Basically what I'm doing here is on Redfin. I have all of these active listings here. There's a really cool tool that's free from Pebble called Pebble is the scraper. And I can just click here and it scrapes all those properties. And it gives me the average price per acre. Oh you can't see it I'm on my screen. I'm sorry. So it's a chrome extension called Pebble. And you can get it for free from pebble.com or pebble.com or whatever. It's a competitor to Freedom Soft, really good CRM. I recommend it to people who don't want to use Freedom Soft. But see you see the median price here per acre and the average price per acre. So I just take whatever's lower of the two. How? Shoot, you can't see it, but there's a pop up right here in my window. I take the 61,000ft² price per acre. Right. And then I'm going to put that right here. And my property's like 2.25 acres. And so based on $61,000, I think I'm 0.23. Oh, hold on a second. Let me look at this. Okay. This is right. So the average or the median whichever is lower is $61,000 an acre. And mine's 0.25 acres. So and I discount the actives 15%. So it's maybe worth $13,000 based on active listings. But let's look at solds and I'm going to show you how to look on Zillow for Solds. Okay. Because it's just the same thing. I'm going to put the address right there. Boom. All right. For an address of a nearby property. And I'm going to click back here to search. And now I'm going to remove boundary. I'm looking at Solds. Cool. I'm looking at land only. All right. And I'm going to remove my price filters here. And I'm going to go to more And I want 70 500ft² to half an acre. And I'm going to do solds in the last six months.

Joe:   Can you believe this? Remember we looked at is this a popular area or not? There's a lot of activity here, right? So I don't need to go back here, but I'm going to zoom in because I got way too many comps. Now I have 33 comps. I'm going to sort from low to high. All right. You have all these solds here. And then I'm gonna do that pebble scraper again and you can't see it. But it's a Google Chrome extension and it's just scrapes everything. And it gives me the average price per acre is about $45,750. And I'm going to paste that right here. All right. So this tells me I could sell this property. Maybe it's worth 11,000 to $13,000. Well I'm looking at this thinking if I go back here I'm looking at actives. And for sales I see this one as sold for 16 999. I'm going to sell mine for 17, and I'm still going to be cheaper than everyone else out here. So I'm going to listed for 17. This is where I put right here. I'm going to put 17,000. And you know what I'm going to make I want to do a $7,500 pulse of a. Normally I like to shoot for a minimum of $10,000, but in Florida it's a really competitive market and I know I can sell it quickly with just a few phone calls. And I don't need to use a realtor. I might be okay with maybe $7,500 instead of 5000, right? I got $1,000. Oops factor. I might take some pictures or hire somebody to go take pictures after closing costs. So basically what this is, it gives me an offer of $6,000. I'll zoom in a gear here in case you can't see it, which is about 35% of what I can list it for. So I feel pretty good if I list it for 17 grand and I pay no realtor commissions because I can just make some phone calls and sell this thing, you saw how many solds there were in this area. This is insane, right? That's just in the last six months. I could probably sell it pretty quickly by just calling these people that bought these lots for 21,020 2000 and sell it like that. Right. So I don't need to pay a realtor. I'm going to make the realtor commissions. Sometimes I use I do 10% commissions usually. So subtract all these costs and you come up with an offer. It's six grand. Now that's 35% of the list price I always have. This is really important to have a rule of never offering more than 50% if it's under 100 grand. Approximately, right. Always make sure your offer is never more than 50%. And if it's over 100 grand. General rule of thumb I never offer more than 60%. Okay. So yeah, I'd offer $6,000. That's it. And we're good to go again. Max offer price is 50%. So if you look at you take what can you list this property for? Subtract your profit, subtract your costs of realtor commissions. Normally I pay 10%. I want to be real generous with my commissions. I'm a subtract closing costs. Hiring somebody to go take pictures and I call it oops factor of maybe a thousand bucks or something like that. Offer max 50%. Now here is if I'm not going to go through this. But if you are a pen and paper guy, here is a pen and paper sheet that you can print out. And you write down the active comps to find the value of the property based on the price per acres. And then you look at sold comps. By the way, when you're looking at active comp comps. Do not forget to also look at Pendings. That's really important, right? And then you get an average price per acre for actives and an average price per acre for Solds. And I usually just pick the lower one. Right. And so I've got maybe $10,000 price per acre. And I got five like five acres. And my sale price or my list price will be about 50 grand or whatever. So I take 50 grand, I subtract my profit of ten grand. I subtract a couple three grand for closing costs, subtract another 4 to 5 grand for realtor commissions, subtract 500 bucks for photos, and maybe a thousand bucks for unknown. And that comes up with my offer price. But again, make sure your offer price is not more than 4,050%. Cool.

Joe:   Now again, you could go do it the same simple way. Where was the simple fast strategy? Take the average of the lowest three similar active listings in the area. Multiply that by 85% to. That's the price you're going to list it for. Then multiply that by 40%. All right all right. That's you're going to be your offer amount. Now we send offers. I send offers I can show you right now in Freedom Soft, but I'm already past my 30 minutes. But I'm gonna keep on hurrying up here, okay? We can send offers through freedom soft, real quickly in the mail and in an email and in by text and by digital signature, like you would use with DocuSign or whatever. Okay, so here's my main offer letter that you can take a look at real quick. It's just a cover letter. It says, hey, thanks. We'd like to buy your property. This is what we can pay. This is how you can return it to us. And here is our one page contract. It's very simple. Easy. We have 90 days to close. You can see this right here. 90 days to close. You can change that. We don't have any earnest money deposits and we can extend it 30 days if we want to. Very good contract. Right. And we also sometimes just send a one page offer letter that looks kind of like this. It's just on the top half. It's hey, great talking to you. We want to buy your property. And then down below is the purchase agreement. Very simple. One page thing that you can use. And we also sometimes when we're sending what's called blind offers. We send these check letters out, and it basically is a check that shows through the envelope of what we might buy their property for. That's a little more advanced, but those are some of the things that we do. Now this is really important. Just an hour ago, one of our top clients, his name is Zach. I talked about him earlier. He posted something on our Facebook group that said, all right, four days, four contracts, all from texting old Leeds. So inside of Freedom Soft, you set up a simple campaign and he started texting me. And you do it automatically. You don't have to do it manually. Texted all of his old leads, I don't know, a couple hundred of them and got four deals under contract in four days. So it's a really critical and important that you follow up with your leads. I'm hoping you pay attention. Listen to me on this, because one time my business partner and I, Gavin, looked at a previous year and we had sold 58 deals. We flipped wholesale 58 deals, and none of those 58 four came from follow up. I'm sorry, but only four came from that first contact. 54 came from follow up, so if we would have not done any follow up that year, we would have only done four deals. Does that make sense? And on average it was 7 to 8 touches over 2 to 3 months. Some of the follow up was only a couple weeks, some of it was over a year, but on average 2 to 3 months. A follow up 7 to 8 touches. If you are not doing follow up, you are wasting your money. So just like, don't even think about sending offers, doing all this marketing, sending offers, if you're not going to do follow up. And this is so important to understand, I want you to listen. Send an offer every 30 days to that seller. All right. Maybe after 3 or 4 times of sending the same offer to them. Just follow up, send a text, send an email, send another postcard. Is in the letter. So important. And you need to have something that does it where it just does it for you in spite of you. You just set some automation, which I could do that I don't have the time to show you in Freedom Soft right now, but you can set up a whole year's worth of automation, of automatic follow up by texts, emails, voicemails, postcards and letters. It's incredible. Okay, cool. Follow up every 30 days. Automated as much as possible. Email, SMS, voice mail and mail. By the way, freedom Soft, in case you ask. Because I can hear somebody asking for Freedom soft does ringing voicemail. No, it does not. But there's other companies like Sly broadcast and Sly dial. We do ring this voice mails. But basically here I'm following up on that offer. Have you sent. Have you sold that property yet? Do you have any other properties you might be looking to sell? And so I've got a bunch of templates. Again it's simple land kit.com. A follow up things that we send. Here's a sample follow up postcard that's handwritten from Freedom Soft. Here's a simple letter to saying, hey, you know what? We sent you an offer, and now we ask them to fill out this thing and send it back to us. And people actually, do I reconsider? I no longer wants to sell, I still want to sell, but I'll take this, etc. etc.. Okay, cool. Are we doing all right here? Are we good? Let me get back into this thing. Here we go. Boom! We find the deals, we make offers. And on average, we do about one offer accepted out of every 20 to 30 offers that we send. Those are just starting numbers. The next step is you flip it. Once you get an offer accepted. This is when you start the due diligence. Right here is a due diligence checklist. Yes. Would you like this again? Simple land kit.com. But it's basically I'm not going to go through this, but this are basically you want to make sure it has road access. You want to know the about the slope. The floodplains are the taxes current. What are the comps like? Are there HOA liens, judgments, etc., etc.. Okay, there's some good online tools that we use to do research. One of my favorites lately is something called Re grid land ID is okay. I used to like it a lot, but regret is just faster and easier. Google maps of course, and our VA's. If you're one of our clients, we will do comp reports and due diligence reports for you. Due diligence report is pretty amazing and sweet. It's just this we actually call the county. We do all this research on the zoning, the assessor's, the HOA is what's allowed, what's not, utilities and all that stuff. So that's pretty cool. We also this is really important. Call local realtors who have sold land in the area. It's so simple. If you go here like I just showed you to Zillow and you go in, this is the last six months, right? Do you think you might find a realtor who has a buyer? If you just call these realtors up and say, hey, I see you sold this property for 22 grand. Their name is usually right here. And phone number Jim McCabe right there. Okay. Hey, I see you sold this property for 22 grand. I'll pay you 10% commissions. If you have another buyer, you can bring me my deal. I'm wanting to sell it for 18. Boom boom shakalaka. That's how you do it.

Joe:   So you find recent solds. And like I like homes.com. Because homes.com will actually give you. If I can find an example here. Homes.com will actually give you the realtor's name and phone number. Now this is not a good example. I don't know why I linked to that here. Let's look at this example here. This was recently sold. And there we go. Right there you can see the listing agent and the buying agent there. Their phone numbers and emails okay homes.com is pretty powerful I like it. And that's a screenshot okay I offer my realtors. I pay them very generous commissions ten, sometimes more percent. Sometimes I'll give them a bonus. If they can sell my property quickly, ask them what do they think it's worth? What price do I need to sell it for? To sell it in 2 to 4 weeks? And I even have a script for realtors for you. Boom. Right here. Okay, so I want you to get this because it's it's amazing. And nobody else is giving you all this stuff for free, right? Also, I recommend you submit the deal to potential partners, find somebody in the area to partner with you on the deal. Partner. Bring your deals to me. If you're one of my clients in our community, other and land investors in our community, and there is a bunch of funding companies that I have in my program, yeah, you can do the deal yourself, but when you can bring it to somebody else and partner with them, it's faster to partner with somebody who's already done deals there. They already have the paperwork, they have the money, they have the local realtors, they have the title companies, the buyers. They all do all the work. They make everything easier. So you make more money faster and they'll let you know if it's a good deal or not. If you bring a deal to us and we're like, nah, we don't want to lend this, but lend your money on this deal, we don't want to partner with you or it might not be a good deal. So you can go back to the sellers and cancel or renegotiate the contract. So who would they fund the deal? Typically the requirements are when you bring it to a funding company, to somebody else to partner with on a deal, usually have a minimum purchase price of like 30 grand. Your offer price has to be max 50% of value, usually max 25% wetlands. It has to have road access. We usually we're going to want at least two different realtors for price opinions. It's got to be in an area with high demand, good number of recent sold comps and new can't be do probate deals. Those take a long time. It's got to have clear title okay. Boom. All right.

Joe:   So another cool thing I don't have the time to talk about is when I teach this in my program. But you need to be able to dig your well before you're thirsty. And so I talk about how to find private investors that will lend money on your deals. And that's really important to think about now when you market your property for sale. One of the things that we do is we it's real simple. And I showed this at the very beginning. Remember, we find recent buyers who bought land and we send them a postcard and we skip trace them and call them. This is the postcard that we like to send, or sometimes we do it as a yellow letter. We type this up. Urgent notice. Don't throw me away. I desperately need to sell my property. I'm telling you guys, if all you did was this, you could sell all of your properties. Because this works really well. You write a yellow letter red Sharpie. Don't throw me away. Urgent notice. I desperately need to sell my two acre vacant lot, and I've had it on the market for some time now. I can't wait any longer. Take a look at the attached map. Call me. I'll tell you all about it. The title is clear. Taxes are paid. I'm desperate. I need to sold today. Call me. Please make me a cash offer right now. Take that letter. Crumple it up, fold it back up, fold it into fourths, and then put it in an invitation envelope handwritten with a stamp. And that will get the phone to ring. I'm telling you, I don't know why more people don't listen to me, why more people don't do this, but that may be the only thing you have to do. Again, I was talking about Facebook groups and Facebook Marketplace. One of my clients. All he does is get these deals in Florida and very competitive markets, puts them on Facebook marketplace. And he joins all of the local real estate Facebook groups and post them on there. You can post something in Facebook with just like big text and color, and he just basically says, hey, I got 2.23 acre lot in this area for 19 grand. Anybody want it? That's it. And if they comment or DM him he sends them some pictures okay. Also I sometimes list our properties with the realtor and I use broker les.com a lot. There are discount broker that you can use sometimes. If you list it with a realtor before you own it, you have to get an authorization to list agreement or what's called a limited power of attorney sometimes, or an authorization to sign listing documents. And so there's some links to that that you can get again at a simple land kit.com. And again, if you're working with me and you're one of our clients, submit the deals to us, will partner with you on it. If it looks like a good deal, this is when you buy it and you sell it. We always use title companies. Get some local recommendations from realtors in the area. We have a nationwide list of investor friendly title companies. And yes, we've got if you could just go right now, go to our list of title companies in Florida. We've got a list of them that will that we can work with. And by the way, if you're one of our clients and in our community, you can get free transactional funding. We don't charge any money for transactional funding only for people in our community. And if you do have to cancel the deal, we here's a sample termination agreement that we have in a simple blanket. And it basically says, hey, you know what? Sorry, we have to cancel it for these reasons. Whatever. And it's not a big deal. Remember you guys in our contracts, you have 90 days to close and you do not have to buy it if you can't find a buyer.

Joe:   Okay, boy, we're flying through this fast now. How do you profit? How do you make money? Well, you rinse and repeat. And so what I recommend you do is there's two ways you can sell a deal. Basically we'll wrap it up with this okay. Number one you sell it for like you wholesale and you sell it for cash. I like to call that piles of cash. Or you can sell it on terms with owner financing and get streams of cash. This is a fantastic business. I love selling land on owner financing for the cash flow because you get great cash flow without any of the tenant headaches and hassles and termites and toilets and all of that stuff. You get great cash flow without the regular maintenance and concerns and problems that you have with houses. And trust me, I've had a lot of houses and I know a lot of landlords who hate their lives because landlords being a landlord is stupid and I understand the argument for it. But like, I've never well, I can't say that either. I have met very few landlords that really enjoy owning rental properties. All right, I'll just say it that way. But so that's my opinion. I think owning vacant land and selling it on owner financing is one of the fastest ways to get to regular, consistent, really good monthly cash flow. Okay. Now what's next? Well, I just want to say because I got to wrap this up here, if you go to Simple Land kit.com, you get to download a lot of this things that I'm just showing you now. Also after you download that stuff, you're going to get an opportunity and an invitation to watch either a class or a webinar or a challenge or something like that, where I'm going to teach you, and I'm gonna dive into a lot more detail about how all this stuff works, and I'm going to give you an opportunity to work with us and become a member of the community where we can partner with deals. We can I can we have a lot of services where we do with the marketing for you, we set the stuff up for you. We have the money for you, we have the lists for you, and we've got a great community that is always together, partnering and stuff like that on deals. But first just go check out Simple and Jet.com. I appreciate you all. We'll see you later. Take care. Bye bye.