Joe:  Welcome. This is the Real Estate Investing Mastery Podcast.

Joe:  Hey guys, how you doing? Joe McCall here. And I just want to show you how you can wholesale your first vacant land deal in 10 days or less. Are you ready? We got a lot to cover here. I'm going to go through it as quick as I can. I have a mind map here. First, let me give a shout out to Jerry Norton. He's got a video here where he kind of talks about something similar, but for houses, I recommend you go check it out. It's called how to get your first wholesale deal in ten days. So I'm talking about how to Get Your First Wholesale Land Deal in 10 Days. It's a little different, similar in a lot of ways. I've learned a lot from Jerry over the years. He's a flipping genius. So go subscribe to his channel after you subscribe to my channel. All right. Anyway, this probably won't work for you. Most people don't want it bad enough. Most people are just too lazy and they're not willing to put in the work. And most people honestly are afraid of rejection. So it does take work. Listen, you're not going to push easy button and money's going to fall from the sky while you're playing video games and your underwear in your parents' basement doesn't work that way. You need to put it in the. Work and most people just honestly don't do that. So if you're interested in doing the work and if you are interested in, hey, I'm going to do whatever it takes to do a deal, to make some money, then you're in the right place. Stick around. Don't go anywhere. Subscribe to my channel. Like this video. Now this only works when you put in the hard work, obviously. Don't be lazy. You can't be afraid to talk to people. Learn not to get afraid of rejection. That's okay. It's just part of the business. Get over it. Get over yourself. Listen, we're not in this business to make friends. We're in this to make money, right? If you want friends, go get some dogs. You can hear my dogs barking in the background maybe, right.

You learn the numbers. This is a numbers game, it's all about offers. It's about how much you follow up with. So there's really only two important numbers in this business. Okay, write this down. Two important key metrics, KPIs, whatever in this. How many offers have you made in the last week? How many offers have he made in last month? So you might need to make 100 calls, make 100 offers to do a deal. There's a big difference when you're doing this kind of marketing of going out to get leads or getting leads to come to you. And so in this strategy, we're going to be about going out and getting leads. If you have money and you want to spend money on marketing, you can do a bunch of direct mail. Maybe a thousand bucks a month is a good place to start. Where leads are coming to you, the positioning is completely different. When the leads come into you, you're talking to them, you call them back, right? But when you're going out and getting the leads, you don't have to spend any money for direct mail, I'm going to show you some free ways to do all of this. But the quality of the lead is different. With direct mail you might need to make 30 offers to get one accepted. With this strategy I'm going to be teaching, you might have to make 100 offers to one accepted, maybe 150, who knows, but it's a numbers game. So do you have the money or do you have the time?

If you have money and you don't mind investing in marketing, like direct mail or Google PPC, that's the best way to get leads. Those are going to be the highest quality leads. But if you don't have the money to invest in that marketing yet, or you just don't want to yet, then you want to pay attention to this case. So you either have money or you have time. A lot of people here maybe don't have the money or you don't want to invest it yet. So if you aren't going to talk to people and make offers, then quit now or hire somebody else to do all of for you. There's no reason why you couldn't take this video right now. Give it to a VA. Give it to one of your kids. Give to your spouse and have them do that for you.” That's what I did. The first 20 or 30 deals that I did, I did with my teenage boys. I paid for the marketing. They took the leads. They sent the offers and we only talked to the sellers after they got our offers. So we made about $150 something thousand dollars over a few years doing it very, very part-time from a laptop on the kitchen table doing these land deals. But we were willing to put in the marketing, all right? I didn't want to do the outbound Dialing, my kids were, my boys were 13, 14 years old at the time. So if this, what I'm showing you though, you can take this stuff and give it to somebody else to have them do it for you. If you don't want to do it yourself, make sense. All right. So what's the number one rule in real estate? It's not location, location, it's make offers, make offers. Make offers and write this one down. Your speed to income is directly proportional to the number of offers that you make. Simple as that. Your speed income is directed proportional to the number offers that make. So if you want to make some money in real estate, doing land deals, doing house deals, whatever you need to make offers and the faster you make offers, the more offers you make, the faster, you will get deals. You'll start making money. Very simple math formula. Okay. Now for those willing to do the work, I'm telling you, man, if you can make a hundred offers and you're willing to get a hundred knows, you probably will do a deal. You can make five to 10 grand within 10 days. Now here's the key to this. This is really important. 15 conversations a day. 50, I want you, if you really want this bad enough, you need to talk to 15 people a day. It takes a couple three hours. It's not that big of a deal. 150 a day times 10 days is 150 conversations. I can virtually guarantee you will at least get a deal under contract if you can make 100 to 150 offers. And you're usually going to get one deal out of every hundred conversations, but let's cushion it a little bit. Let's make it 150 conversations.

Are you willing to do that? Then you're in the right place. You can plan to spend at least a couple hours a day on this two to three maybe four at the most. Remember, this is completely free. This doesn't cost you anything. And if you're serious about this, I want you to commit right now for doing this for the next 10 days. Can you do that? If you can do that type in the chat right now. I'm going to commit to do this for The next 10 Days. Now you might be wondering, Hey, Joe, what do I do with these leaves? Once they come in, if they say yes, what do I do? I want to invite you right now to join my next five day flipping dirt challenge at flipdirtchallenge.com,FlipDirtChallenge.com, where I'm going to be showing you how to actually do these deals all the way through from the marketing to the talking to sellers to the if you want to, to the making of the offers to selling the deals and how to make the money, how to find the realtors and all of that in life, it's a free five day challenge. The link should be in the description below, flipdirtchallenge.com. You might need to do www.flipdirt challenge.com, but go there right now if you wanted to watch it. But the purpose of this video is to show you how to actually get the deal under contract. And I do talk a little bit about this in that five day challenge, so there are two main ways that I'm gonna be teaching you now.

Number one, reaching out to realtors, and number two, sending offers directly to sellers. So let's talk about realtors first. We're talking about phone calls, text messages, and emails. I don't like emails, but if you don't have a phone number, maybe you could do that. So the goal here is not to necessarily make an offer on one individual property and get that accepted. The goal is to actually build a database of realtors that will give you leads in the future. This is really important to understand because most of the deals that we're gonna be texting them or calling them about are not deals. They're not going to be good deals. The reason why I'll explain this a little bit, but the reason why they haven't these vacant lots haven't sold yet is they're overpriced. So the seller is not motivated enough to drop the price yet. But the goal of all of this that we're going to teaching you here is to build a database to network with realtors so that you can follow up with them. You'll still send a bunch of offers, but chances are if you pay attention when I'm going to show you, they're going be giving you other deals besides the ones that we are calling them with that. All right, so here are the steps. We're going download a list of agents in our target areas. The first step is, well, what are my target areas? I downloaded, I have access to a lot of land data and I got this spreadsheet of, I picked Florida, all of the zip codes that have at least 100 sold comps and I uploaded it to chat GPT. And in fact, you could do this without the data. You could probably go to chat right now and just say, hey, what're the best counties to wholesale they could land in in Florida? And it'll probably give you some of these counties. But basically from that spreadsheet, It gave me the top 10 counties, Lee, Charlotte, Putnam, Okeechobee, Washington, Citrus, Marion, Highlands, Brevard, Sarasota. I know this is really small. My apologies. But in these zip codes, I got three zip codes in Lee County.

Let's just go look at Lee County now. One of the first things I like to do, I recommend PropWire. Okay. You can get a free account, propwire.com. Again, shout out to Jerry Norton. He's built a great tool here. This is pretty good in most parts of the country for land deals. It's really good for houses. But in some counties, the data for vacant land is really actually kind of missing and not as great. But for the purpose of this, we're going into Florida, which usually has really good data. And we're looking at those three zip codes here. I went to property type land. I'm looking for, I go to more, I've got properties that have been on the market longer than 150 days. And so they're listed on the MLS and they're priced between 20 grand and 80 grand. So I don't want really cheap ones. I don't want really expensive ones. So 20 to 80 grand, let's just say click save and close. We have 1300 results here. All right. And when you click on one of these, this property hasn't sold yet. They're asking 29 grand for it and has been on the market for, I don't know. We'll find out in a second here. Why hasn't it sold yet? Because it's overpriced and the realtors name and information is right there. So we're going to call them. We're going email them. This property has been in the market 230 days. Now it's a good property here. You can see information. If you scroll down here about the property, et cetera. So the other thing that you can do. Oh, yeah, let me go back to this though So if you select all 1300 you can actually download them into a spreadsheet and you can start Dialing or texting them and I'll talk about that next year in a minute. You can also go to something like Redfin And if we put in one of those zip codes here, 33974, and then we go to for sale, and we go to filters, and I want land only, all right? And I want to do between 20 grand and 80 grand. Scroll down, I'm gonna do time on Redfin more than 180 days. Now in PropWire we did 150, with Redfin you can do 180 days, now look at this. There's 585 homes priced between 20 to 80 grand, not homes, vacant lots, that have been on the market over six months. And if you wanted to, you've wanted to narrow that down even more, you could do where there's a price reduced in the last 30 days. There are 30 different vacant lots where they've reduced the price in the past 30 days, or you could more than 30 days and there are 218. So maybe the most likely is they've dropped it in the last 30 days, less than 30 days. Oops, hold on a second here, what did I do? More than 30 Days. All right, 279 anyway, in that one zip code, this is just one zip code of the three that chat GPT told me would be good ones to go into.

So what do you do with this? Well, I'm going to sort this by newest. So these are newest ones that just hit that six month mark. And you click on one of these and you're likely to find the realtors information here. Now it's Brenda Brito, whatever, Marzucco something real estate, you just search Google, and you'll find information about this lady on homes.com maybe is a good place to go. And You'll find her phone number and you can call her or you can send her a message right here. Okay. And you just go to the next one. This one is listed with Noah something and I Google them and I go to this is one of their websites. All right and there's a phone number right there. So you just have to do a little Google sleuthing and you can find who these agents are. Sometimes their phone numbers are here. Sometimes you can ask them a question here. But a lot of times these are buyer's agents that they'll put you in touch with. The goal here is to talk to the listing agent. So this property here, Noah has listed this thing. It's been on the market for, hold on one second here. I just found a mistake. I did time on Redfin. I want more than 180 days, right? And then I want price reduced in the last 30 days. That's where I got messed up before a lot of you all saw that and you're like, what are you doing, Joe? All right, here we go. So the same point I'm trying to make here, I'm sorting this by newest. So these are properties that have been on the market over six months that have had a price reduced. In the last 30 days, okay. So click on one of these, you scroll down, you can see it's been on market for 180 days and the realtors information is right there and there's some phone numbers and some emails you can contact them the goal well first of all you got to ask yourself well why hasn't this property sold yet it's just overpriced that's all okay so that's kind of how you find them you can go in and download a list of agents from propwire or you can go one at a time and look in Redfin going to a price filter here vacant land filter time on Redfin more than 180 days And if you wanted to narrow it down even more, if there's too many, do price reduced in the last 30 days or price reduced more than 30 days ago. So sometime there's been a price reduction basically is what I'm doing there. Make sense?

Okay. So you can do it through prop wire. You can go to redfin and homes.com. Let me do redfin is what i just showed you here. You can do homes. The cool thing about homes. Is you can actually, oops, let me go here, homes.com and that one zip code we were in was 33974 3397 for You're going to go to all filters and we're going to go two land only. We want 20,000, maybe to 80,000. And we scroll down two days on market more than six months down below here, somewhere at price reduction, if you wanted to in the last 30 days or something. All right. So from here, you can sort it by newest and these are the vacant lots. And the cool thing about this is when you click on them, sometimes it's easier to get the realtors phone number. Okay. There's a phone number right there. And you could also click right here, send a message to them. And this goes right to the listing agent with sites like Redfin or Zillow. When you send a message, it goes to a buyer's agent with homes.com. They send your message directly to the listing agent, which is pretty cool. All right. And then you can go back and just start going through these and reach out to the realtors. Benjamin, Medina, Sherman, calling them there. Sometimes if you scroll down, you might even find realtors, the email for the realtor, sometimes not, but you can contact the listing agent directly with homes dot com. It's just easier to find the phone number. If that makes sense. Redfin, if you go there, you have to Google if there's not a phone number here and it looks like there is, but sometimes you have to Google the realtor here to find them and to find their contact information, all right? But anyway, I also like doing this inside of freedomsoftnow.com.

So I'm gonna show that to you here in just a second. Okay, so this is one of my Freedom Soft accounts, but if I go here to Tools Lead Finder, let me show you something first. If you go to Tools Zip Finder. I wanna know what are the hottest markets or in Lee County, what are the best zip codes where the most investor activity has been? And it shows you right here, boom, the best most active zip codes, where the most buyers are. And if you just click on one of them, I think this was the one we were looking at. You can click right here. Find buyers. And it'll give you the most active buyers who are buying land right now in that area. Okay. And boom, in that one zip code, there are 305 different buyers who have bought vacant land in the last six months. And then once you add that list to a list in Freedomsoft, you can say, all right, show me the ones that already own more than 10 properties or have bought more than three in the last six months. And it'll show you who the best buyers are right now that are looking for land in that. But the other cool thing that you can do here is you could click, you pick the one zip code, you click find sellers, and you can choose search MLS, active aged listings. I know I'm going through this really fast, but then I can say all right.

Give me all the vacant land where the days on market is more than 180 days, and the price is below 80 grand and above 20 grand or whatever you want, right? Then you click find or search, and it's gonna give you, hopefully here if it's working, a bunch of listings where it's been on the market. So there's 500 different listings here of properties that have been on the market over six months. And so you can select all these pages and click add to lead list, and right from Freedomsoft, you can do a text blast campaign and an email blast campaign to these Realtors. So it'll give you the Realtor's contact information on each of these vacant land listings right inside of Freedom Soft. And you don't have to pay anything extra for these records here. And then right from inside of freedom soft, again, you can do a text blast and email blast and say some of these things that I'm gonna be showing you now back to the mind map, okay? So there's different way to get vacant land listings. You could go one off one at a time, redfinhomes.com and you could contact them one at the time from that. A prop wire is free where you can download them if you want the challenge with prop wire is the data for land is not as good as the data for houses in parts of the country.

And then you can also go to freedomsoftnow.com. The cool thing about freedomsoft is it has built into it the marketing capacity. You can make the calls and do the text and do the emails right inside of that platform. You don't have to use another platform. Freedomsoft gives you the numbers and all that. And you get a dollar trial if you go to freedomsoftnow.com, plus you get my custom signature edition of Freedom Soft when you go to freedomsoftknow.com. All right. So we're looking for older vacant land listings. Now you're going to send them messages. Now you can do text or if we are homes.com you could send this text down here, something like this. And this could be an email or a phone call, but I'm going to be talking about this here more as we go through this. Oh yeah. Call them is right here next, but you can send them. Messages. Hey, I'm looking to buy some land in the Lee County area. Please call me. Or you could say, I'm interested in this 0.2 acre lot in this area, please call me. Now, what are the advantages to this? You're getting the agents to call you now, and the agent will call you when they are available. A lot of times, unfortunately, when you're calling realtors, you get a lot of voicemails and all that. And it's not as intrusive as inbound calls where they might be busy doing something else. So a lot times when you call a realtor, even though their job is to answer the phones and talk to potential clients, sometimes they see an unrecognized number and they let it go to voicemail. And then they call you back and you play this phone tag and all that, it's frustrating. But there are some advantages to texting first, having them call you.

Now the positioning is important in this, okay? You want them to think that you're a serious buyer so they can maybe earn a commission by calling you back. And you don't want to use the traditional wholesaler, cash buyer, I'm an investor type of language. You are a buyer. You are looking for vacant land deals. Now let's talk about the numbers. If you could text at least 25 agents a day, you should be getting about 10 to 15 inbound calls a day. So this is important. When you do this, you need to be available to answer the phones when these realtors call you back. Okay. Send about 25 text messages a day or again, go to homes.com and you click right here, type something in there, click send message and give them your phone number and they could call you that way. Does that make sense? Okay. Now let's move on. The other thing is I want you to call them. If they don't answer phone, leave them a message, text them back. The advantage to calling them is it's the fastest way to talk to them. And you're actually calling about a specific property. Okay. Now, how's the conversation going to go? Either you call them or they call you. Here's how the conversation, I like to do it. Hey, I see you've got this listing here. And I'm wondering if I could ask you a few questions about it. All right. I'm an investor from out of town. We're trying to buy some more land in this area.

By the way, Mr. Realtor, I don't have an agent representing me right now. So I don't know if your broker will allow this or not, but you can represent both maybe the seller and the buyer. Maybe you can get both sides of the commission. Would that work? Are you allowed to do that? I always ask letting the realtor know I'm interested in this property. I don't have a realtor representing me. If you can help me pull this deal together, you could maybe get both side of the commissions. It's called the double dipping the commissions, okay? So tell me about this property, why has it been on the market so long? Sometimes I'll ask them like, you know, okay, I'm looking at this property. It looks really nice Tell me not this property here. This has only been on the redfin for 64 days But this one here, right then on the market 180 days looks like a nice property. The realtors name is Nikola So tell me what's what's going on? Why has it been on? The market so long is something wrong with it. What's the area like how long has it? Been on the Market by the sometimes again, I won't assume that they know but I'll asked how long is it been the market? Oh, it looks like it's been on market yikes 180 days I'm looking right here. I don't know if that's right or not. Okay. All right. So then back to the mind map here It looks like a nice property. Why hasn't it sold yet? Is something wrong with it? They're not in a hurry to sell it, right? I'm just asking a lot of questions then i'mgonna like to go and look at nearby active or sold listings on redfin or Zillow so on this particular property, for example, they're asking 25 grand It's about 0.23 0.24 acres i'm going to click on the map right here They're asking 24 grand, right? I'm going to click on nearby homes for sale, and I'm gonna set my filters here. I only want to look at land, and I want to at look at pendings. I'ma click okay, and I wanna sort from low to high. And if I zoom out just a little bit, my property's right in the center of the map.

Guess what I see? I see some properties right now that are listed that are about the same size for a lot less. They're askin' 24 grand. I see Mr. Realtor. I see properties here. I don't know if this is right. They're askin' 24 grant, right, yeah? Well, I see some vacant land here that's listed right now, right in the area, like within a half mile for 18,500, 19,000, 19 500 and let me, let me look a little closely here. Oh man, there's some more. Dang it. Look, oh, there are some 15,500 15,900. And then if I look at solds, I go in the past, you know, look at some solds that happened recently. And again, I'm sorting from low to high and I have the realtor on the phone. If that's too many, you zoom in and you say I'm looking at some souls and Oh my goodness, I see some vacant lots that have sold here recently for 7,000, 7,800, 10,500. They're asking 24 grand, right? How negotiable are they on their price? So while I'm on the phone, and this is why I like Redfin, let me just go through what I just did there again real quick here, okay? This is a property we're calling on. They're askin' 25 grand. I think I said 24 grand. But they're askgin' 25 grant. I click on the map, I click nearby homes for sale, and I set my filters to land. And my property is right in the center of this map, right? And I'm going to sort from low to high and I'm gonna start zooming out. All right. And if you start from low-to-high, while you're on the phone with the realtor, right then and there, you can say, they want 25 grand, but I could buy similar lots right now for 15,500, 16,750, et cetera. And then you could quickly go to solds, look in the past year. All right, and if you've got too many, then zoom in. Or you could even, if you wanted to, go solds in the last six months. Now, look at this. This is interesting because I want to sold in the six months, the cheapest one is $8,800. But if I go sold in the last year, cheapest one is $7,000, $69.95, $7000. So like, and sometimes I might even go out more if I want more comps, because I want all the cheapest comps I can find trying to figure out where is this seller at? How negotiable are they on their price? And I'm going to let this realtor know, like I want to make a lowball offer, but it's not like I'm okay. Let me get back to the script because I'm getting ahead of myself. So let me get this straight. They're asking 25 grand or they're asking 50 grand per acre, but I'm looking at properties similar in the area that are currently at 5,000, 7,000 $15,000 or $10,000 an acre.

And oh my gosh, when I look at these sold comps, I see a bunch of sold comp's in this price range. Oh, I don't, this is probably where I'm going to need to be at. And that's not going to work. Isn't it? I'm probably going to be like five or $7,000. $8,000 that's probably not going to work is how, how negotiable are they on their price? All right. Then I might even ask them later on. You know, sometimes I sell my land with owner financing for the cash flow, you know? So what price, they're asking 25 grand now, it's been on the market for six months, but if I decide to sell it with owner-financing, what price do I need to price this property for to sell that quickly? Okay, all right. Now, I set the expectations and I say things like, you know what, honestly, I don't think I'm gonna be your buyer. If I would need to be, if I make an offer, it would probably get rejected pretty quick. I would to be somewhere in this price range and that probably would not work, would it? You know? I don't know. The realtors many times will say, You know, I don't know I could send them an offer. They probably won't take it, but we can always ask, right?

So then I say something like what if this deal doesn't work out? Do you know of any other off-market properties that I could maybe buy? I pay 10% commissions on good deals off-Market deals and this is where the power of this whole strategy is Okay, this particular deal. I need to buy it for maybe seven or eight grand. They're asking 25 grand I have seen it happen but the chances of that seller dropping their price that much to where I need to be with this one phone call with the realtor, slim to none. But the chances are much higher if that asks that realtor. Hey, I'll pay 10% commissions on any good off-market land deals that you bring me. That's where the money is. So then I say something like this to the realter. All right, let's do this. I need two. I need a look more carefully at the numbers. Why don't I, you know, I'm going to send you my contact information. I'll shoot you an email with my, with a number that I could offer. Don't write up a contract. You don't need to write it up. I'm just going to send you a number you can run it by the seller text them or call them or whatever and if they say yeah then go ahead and write up the contract but I'm also going to send you my contact information okay in case you find any other deal in the future would that be all right okay and by the way do you know of any other agents in your office that might know of some another off-market vacant land deals that I can buy at a discount I'll pay them 10% commissions or maybe pay you a referral commission or something like that as well.

So now what do you send to the realtor? I'm going to send them an offer number, just real simple, not a written contract, just an offer never on that lead, you know, that we're looking at here. It'll probably be around seven grand. I'm gonna send the seller an offer for seven grand, and then I'm going to turn around and sell it for 15 grand here. Okay. You can see these comps for 15, grand. I feel good about that. Just do a quick double close or a quick assignment. That's what I’m going to do. You can also send a proof of funds letter if they want it, which by the way, you get for free, if you're part of dirt flippers, I'm remind them of what I'm looking for. I'm looking for off market vacant land deals. I remind them that I'm going to pay them 10% commissions for any off market, vacant land deals that I can buy at a discount. Now, I don't want them to send me listed properties. I can find that myself on Redfin or Zillow or realtor.com or homes.com, right? I want them to send me deals. Because listen, here's the deal. These realtors do not want to list this land anymore. They don't like listing land. It takes too long to sell. Their commissions are way too small. If you can tell them, hey, if If you get a seller that comes to you wanting to list their land, you could ask them, hey, do you want a cash offer right now? And you don't have to go through the hassle of listing it. I know a guy. That's the whole point of this conversation. Does that make sense what I'm saying? Are you smelling what I am stepping in?

Remind them in the email that you can pay cash. You can close fast. Give them your contact information and tell them, Hey, save my number as Joe Landbuyer. Obviously, your name is different. Jimmy, Susie, land buyer, tell them, save my number in your phone so the next time an agent or seller calls you to list their property, you can just look up, who's that land buyer? And then I'll come up, all right? Now here's the key to this. You've got to follow up, follow up in a couple of weeks, follow-up 30 days forever. Alternate between text message, ringless voicemail, email, phone call. Say things like, hey, you probably don't remember me. We talked a little while ago about that property. Has it sold yet? Remember, I'm looking for vacant off-market vacant land deals that we can buy at a discount. I can pay cash. I can close in 30 days. I'll pay you 10% commissions. Hey, next time you get a potential land deal, if you don't want to list it and hope or wait for it to sell, just call me. I can make you a cash offer on the spot. So this follow-up is the magic where the money happens. It's really important to maintain this relationship with this realtor. When they call you, answer the phone.

When I've done this many times, the realtor will bring up other deals that they know of. They maybe talk to a seller, they haven't listed it yet. They know of another property that's already on the market, but they know the seller is willing to discount their price quite substantially. So almost every time I've never done this, where the realtor is mad at me because I'm approaching it like, Hey, I'm an investor. I'm interested in this property. It looks like a nice property. You know, why hasn't it sold yet? You know? Oh no, I'm looking at comps. You know this, this doesn't, so I'm justifying my low ball price and I'm telling them you can get both sides of the commissions if you want to represent me as the buyer as well. And also if this doesn't work out, do you have any other off-market land deals? I'll buy them and I'll pay you 10% commissions. These realtors are used to getting five to 6% commissions, sometimes half of that when they're listing vacant land, maybe 500 bucks, maybe a thousand bucks. But now I'm going to be giving them commissions of two or three, $5,000 if they can bring me their deals. The followup is so important with this. Okay. You've got to stay consistent. And if you can talk to five or 10 or 15 of these realtors every single day, oh my gosh, guys, and you do the follow up, you text them, you are going to find deals, you can't help but not find deals. I'm telling you.

Alright, so then if the realtor actually brings your lead, remember, not all leads equal deals, You must do some research, come up with an offer. And I'll talk about that here in a second. Remember to think about what price you need to sell this property for. So when it comes to making offers, you need to think About, well, alright, so this property here, they couldn't sell it for 25 grand, I'm going to have to probably sell it for 17, 18 grand, right? Which means I'm gonna have to offer about 50% of that. That's typically general rule of thumb. I think about what price can I sell it quickly for, and I'm going to make an offer about half of that Now when it comes to, when a realtor does bring you a lead, there are four pillars of motivation. There's distress, urgency, property details, and price. Now distress, you need to kind of know what's going on in the seller's life that would want them to sell this quickly at a discount. So I asked the realtor, can you tell me what's going on with this one? What's their situation? Why are they wanting to sell? Then urgency, you know, you need to know how quickly does a seller want to sell this property? How soon are they looking to sell? Is this a now thing or a later thing for them? What's more important to sell it quickly or to sell it for the highest price possible? And then I want to get into the details of the property, right? I want know more about the access, the slope, the wetlands, as it in a homeowners association, are they current on taxes?

So I might ask the realtor something like, what do you know about the property and the condition that it's in? Does it have any utilities at the street? Has there been a survey done? Has it passed a perc test? Is there a paved road that accesses the property very easily? So these are the questions you can ask a realtor. Then when it comes to price, you say, hey, do you know what offers they've turned down before? Do you know, what their rock bottom price is? And hey, what price do you think they would sell it for? If I could pay cash in 30 days, let the realtor tell you. Sometimes they would just won't know. So then you have to send an offer, but you try to get that out from the realter. You want to know, are they in a hurry? What's the reason? Are they in hurry? Details about the property and what's the price that they actually want. So then if it looks like a good deal, I'm going to get the agent to write up an offer. So I'll say something like this, Hey, what I would need you to do for me is write up the offer, get the seller to sign it at this number and then send it to me for the final signature. Then I will sign it and it will be under contract. Now why does this matter? This is important. The agent needs to write the offer. The agent. Needs to get. The seller to. Sign at the agreed price. So you do not want to have to sign it first and then have the agent put it in front of the seller. This is all about positioning. And this is really important.

The agent may say, well, we don't do it that way. He said, well I'm sorry. This is the way I have to do it. You want the agent to get the seller to agree to the price first. Okay. This protects you and it ensures that the seller is committed before you're locked in. Okay. Now let's talk about making offers. Okay. There are some tools that I like to use and I like to use Redfin. And so this particular deal here, I'm going to show you a tool in using Zillow and you're going to get this tool for free if you're me. Would you be interested in a free software that I built that helps scrape properties on Zillows and actually tells you what to offer. If you go right now to joemacall.com slash Zillowing, you can get this thing for freeand I have an ethical bribe. I'll give this to you on the next page after you opt in to get it. You'll get an invitation to join me on my next five day challenge. So go to joe mccall. Com slash Zilow to check it out. Okay, now that one particular property we looked at there, let's look it up on Redfin, oh, I'm sorry, on Zillow. We're on Zillo right now. I found that property. I'm going to do a few things here, okay? I'm gonna reset all my filters. So I'm looking at all the properties I'm lookin' at for sale. I want land only, and I wanna go look at backups and pendings. And I wanna set some basic lot size filters in 7,500 square feet to one acre, all right? And I'm a zoom in and my property should be in the center of this map. And there it is, that's the property right there, 25 grand, okay? I'm gonna start zooming out. Now I have seven comps, you see that? I'm going to zoom out again. Now I've have 36, I'm a sort from low to high. And this is, again, the conversation you can have with the realtor. Like, well, why?

I zoom out one more time. Why would I want to pay them 25 when I can buy this one for 18.5 and this one for 19? But I zoom in, I want about 10 plus, 10 to 40 comps maybe, and I have this Chrome extension that you can only get at joemacall.com slash Zillow, where it's going to scrape all of those properties on the right. And I'm just going to clear my results from the previous time I did this. I click analyze current page. It just scraped all of those properties here and it's, excuse me, it's giving me a price per acre for each of those property, okay? And then back here at this little table, I can say, all right, well show me only the lowest 10. And then it gives you the median price, the average price, the median average price per acre. So if I do maybe lowest 50%, the median prices 95,851 an acre. And if I scroll down, our property, I think was 0.23 acres. Okay. So, if I'm using 99 or 95,851 an acre, it's 0.2, 3 acres, I want to make at least 10 grand. Let's do $7,500 profit. I'll be willing to pay a realtor 10% when I sell it. $500 for photos, $2,500 for closing costs, because in this example here, I'm going to take down the deal. If you want to do an assignment, you don't need to pay a realtor commissions.

You can do zero, you can do closing costs zero, unknown zero, whatever. But based on this, if I'm gonna turn around and resell it with an agent, I want to sell it for maybe 22 grand. So I'm an offer 8,400, which is about 40%, 38% of current value. All right, so the next thing you can do is you can click solds. And I want to go look at solds in the last six months. All right, there's 33 comps here. If there were not enough, you would just zoom out to get more. But 33 is good. I'm going to scroll down to load all of those properties up. And I'm going to scrape them right here, analyze current page. Okay. Now if I scroll down, this time I'm gonna do show all. I want to see all ofthesold comps here. All right. Now look, there is an average of 257,000 and a median of 92,000. This is why I like median better because it removes the outliers. Now, if I acre here. So I might do, oh, I could just remove them. I could go x, x, x, X, and scroll up. Now, the average and the median are a lot better. Okay. So if I do 85067, the properties may be worth 19,500. So this is where you can look at, all right, well, what price do I need to sell this property quickly for? When I'm looking at solds here, if I sort it by price, I'm going to need to be offering around 12 grand, this lower end, Probably not nine is gonna be your super low, but I might offer ten to twelve thousand dollars But then I'm gonna sell it for like twenty or twenty one thousand dollars See all these comps that are much higher than that. I know this is really small You may not be able to see this but this is all I'm doing here I could say well, you know what based on active listings. Yeah, I could sell it. Maybe I don't know $93,000 an acre so I scroll down here. I'm going to put $93.000 an Acre and so I'm to sell it from about 21 grand And if I want to make $7,500 and pay a realtor commissions and pay closing costs, I'm going to offer $7800. Now, if I wanna do an assignment, well, I could make commissions zero, closing costs zero, unknown costs zero, and I might be able to offer $12,000 or $13,000. Now it depends on the strategy.

If a realtor is bringing me the deal, I wanna pay the realtor some commissions, I'm gonna work that into my offer. I'ma do 10% commissions. I wanna figure 2,500 in closing costs because I'mma have toactually close on it. SoI'm an offer about 8 to 10 grand on this deal. That's as simple as that. You've got to ask yourself, what price could I sell this for quickly? So could I, sell it for 21 grand? I don't know. Maybe that's too high because right now it's listed for 25 and it hasn't sold yet, but I look at comps here. There's a lot of properties that sold for 20, 20, 21 grand, but maybe, you know, maybe I need to do 90,000 an acre. You just play with the numbers. Okay. So I'm going to offer about seven to $8,000. Simple as that, this Chrome extension, by the way, you can take all of these and you can export it to a CSV, a spreadsheet. You can click AI analysis and it sends it to cheap chat GPT and you can play with a custom GPT that I built on that But this is a pretty cool tool that just helps you come up with an offer Based on a price per acre that you want to use whether it's meeting or average Whether it's based on solds or active listings pretty cool to play with. Okay. All right So now after you talk to 10 to 15 realtor's a day by sending an email by sending a text or talking to them On the phone, right? This is something that you could do five or 10 of these a day where you're actually sending an offer to a vacant landowner. Now, normally, right, I don't like sending blind offers, but this is different. The reason I don t like blind offers the normal way that most land investors do it, they're blasting out 500 to 1000 offers at a time is because they're stupid offers. They're sending offers that are either really ridiculously low or really ridiculous high or wrong. And then you have these awkward conversations when the seller call you or they send the offer back the signed and it says you're offering 32 grand but that's like 10 grand too high and you have to call them back and say hey I know I offered you 32 thousand dollars but actually I need to offer you twenty three thousand dollars oops you know it's a mistake or whatever just weird I don't like doing that but one of the things that I have been teaching this for a long time and one of the members in our dirt flippers community has been doing this and actually doing a lot of deals is by sending intelligent offers one at a maybe five or ten a day consistently sending out the offers to sellers saying hey if you want to sell your vacant lot I'll buy it for this and you never have to go back and renegotiate on those offers because they're intelligent offers You didn't send some mass offer based on a price per acre by zip code or by Subdivision or by city or county whatever like that the I've just never seen there will never be actually an algorithm or software or AI that will intelligently make offers on vacant land It's easier for houses.

Zestimate's done a pretty good job coming up with the values for houses, a lot of good software, but for land, it's different. It depends how much of the vacant lot is buildable. Is it under wetlands or not? Is it on a paved road or not, is it landlocked or not. These algorithms and these tools that try to tell you they come up with offers do not factor that stuff in. They don't look at, well, what are similar properties actively listed for in the area? So after you've talked to 10 or 15 realtors every day, if you want to do a deal in 10 days or less, a vacant land deal, I want you to send one off offers to sellers. I'm gonna show this to you now in the mind map. There's a few ways to do this. Let me talk about why it works so well. You're sending an intelligent offer. You're send it in an actual handwritten envelope, which doubles or triples your open rates.

You're telling the sellers, I'm a serious investor, I can close in 30 days, unlike these other ding-a-lings that send you these offers that are fake and that are way too high and they want 90 days or six months to close. I pay cash, I can close in 30 days. The letter is personal, it's coming from you. And then this is a key. Listen, you answer the phone when they call. This is super important. You're gonna get them, you're gonna go through all of this work of coming up with an offer, sending them a letter, handwritten envelope, real stamps. And when they called, you make them jump through a bunch of hoops. You make them a call center answer. You make a VA call them back. You make the listen to a voicemail. You know, like, no, listen, you need to put your cell phone number on this letter or a virtual phone number like Google Voice or something that you get from Freedomsoft that redirects to your cell phone because you need to answer these calls. This is why it works so well. Okay, now how do you come up with an offer? I'm going to show you how do find the deals, how do make an offer, but first you need ask yourself what price could you quickly sell this vacant lot for? You want to make sure that when you advertise your property, this property for sale if you get it under contract, it's going to be the cheapest property on the market in that area.

So it's really important that you look at active listings as well as sold listings when you're coming up with what can I sell this quickly for aggressively for in 30 to 60 days. Then when you have that number, you're going to subtract your minimum profit. Maybe it's five grand, 10 grand. You're going subtract realtor commissions, maybe 10%. You're gonna subtract closing costs, drone photos, miscellaneous unknown oops factor. So these things, you may not list it with an agent. You may not do any closing costs. You may do photos. So, great, you just make more profit on the deal, but you want to subtract those numbers and you want make sure that your offer is not more than 50% of what the property is worth. So, simple numbers. If you're going to list it for 20, you subtract all those numbers, $20,000. You want to make sure your offer isn't more than $10,000, very simple, okay? Now there's some tools. I'm going to show you how to do this.

First of all, is the Zillow land analyzer that I showed you before. If you go to johlmccall.com slash Zillows, it redirects you to a page to get this Chrome extension that I was showing you before again. And this is a Chrome extension. And let's say, for example, on this deal, we wanted to make an offer on that property. We zoom into it where it is. We set our filters, you know, land only, backups, pendings, days on Zillow, any. And we sort this list from low to high. Again, we're land only right? And we scroll down to load them all up and we scrape them. I'll clear the previous results here. Scrape them all. And it just gave me a price per acre on all the properties here. I might do lowest 50%. So based on active listings, I'm going to be at about 95,000 an acre, but I also can look at this and I can see, you know what, this particular property, yeah, I am going to list it for 19 grand. I'm gonna list it 19 grand and so I am gonna offer half of that. What is that? 19,500 or 9,500 is what I meant to say. Kind of that's how we do it. Now you can also get the price per acres. You have the formula here. This tells you, okay, well, maybe it's worth 22 grand. So you should offer 8,300. You want to make $7,500 profit, 10% commissions, 500 photos, 2,500 closing costs, a thousand unknown. I know this is really small, but this is this Chrome extension. It's free. And then you can go here and you can say, solds. We'll do some examples here in a second. And let's say solds in the last six months. And if you want more comps, zoom out, bam, there you go. Yeah. 87 comps sorted low to high scroll down and I'm going to scrape those. And then I'm going to go to page two, scroll all the way down, scrape those. And if you want to go page three, scroll, download them all up and scrape those from now what you have. If I do show all scroll down here, I have 87 vacant land listings right here. And if I wanted to, I could say show me the lowest 50% and I got 72,527 an acre.

So if I scroll down, here maybe it's worth 16, 17,000. So half of that would be about $8,300. Now, what we're going to do here is we are going to send offers one at a time. And what we are gonna send is this offer letter right here. Now, I would encourage you just to zoom into this, take a screenshot. If you want this, go to the five day challenge right here, flipdirtchallenge.com, www.flipdirt challenge.com and see how I do all of this. And you can get these kinds of documents, but this is a letter I like to send. Hey, I'm reaching out personally because I'm interested in buying your 0.23 acre land near city state. I'm not a big company. I'm a realtor. I'm just a family-run buyer, family- run land buyer who tries to make things simple and easy. I'll zoom in a little bit. For people who don't want the stress of owning a property, they're not using anymore. Over the years, I've assisted many landowners who felt stuck with a property that they no longer use and was too far away, continued to cost the money in taxes and maintenance, needed paperwork they didn't want to handle, or simply didn't what to pass on to the kids. If that sounds anything like your situation, I think I can help. Here's my simple offer. Cash price. I pay all closing costs. You choose a closing date. No agents, no commissions, no back and forth surprises.

My goal is to make this a safe no hassle easy sale for you if you like to move forward great if not No pressure at all. Here's how the process works. We sign a short purchase agreement a local title company handles everything They do all the paperwork. They send you your money. We close whenever you want You never have to visit the property, talk to neighbors, fix anything, or deal with inspectors or realtors. This is meant to be quick and simple. If this offer works for you, or if you'd like to talk through it, and Justin, just call me at, I'm easy to work with, and happy to answer any questions. You could also say, if your property is listed with an agent, please give them. Why am I doing that? Because, make this into one page, because if it is listed, sometimes, you know, realtor won't respond to my calls or answer my calls about a certain property. So maybe I'll send this letter directly to the seller. I'm not telling them to go around the agent or try to cancel the listing agreement with the agent. The agent won't answer my call. The agent will send an offer to the cellar for me or whatever. So I'm going to send an offered directly to this seller. Here's something else that I send. I'm, not going to spend a lot of time into this, but this is a two option letter of intent. Sometimes I send this where I'm offering them a cash offer and an owner financing offer. And if you zoom in, it just says, Hey, I know this is out of the blue, but I might be interested in buying your property near city state county. If you're interested in selling it, I'd like to make you an offer. Here are some different options. The first one's cash. We can close in two weeks if you want. This is the simplest and fastest option.

If you look into close quickly and walk away with cash in hand, or I'll offer them owner financing. Where I give them a little higher price with a down payment, maybe interest rate for X number of years, monthly payments, this option gives you the higher price and steady monthly income over the next five years. So if you really want to get even more offers accepted, why not offer owner financing? When you're sending a one-off letter to the seller, say, Hey, I can pay, let's say for an example, it's a hundred grand. You can say, I can pay you 50 grand cash, or I can be 75 grand with owner financing, zero down, 3%, 5% interest for 10 years, and then what if they say, yes, well, that's a good problem to have, isn't it? That you buy it with seller financing and you sell it then with seller finance, and you could even wholesale it, possibly, but you're going to buy it on your financing, sell it with owner financing, and you're gonna get $200 to $300 a month in cash flow without using any of your own money if you set it up right, okay?

So I'm going to show you a few things here that is going to help you to come up with offers. Now I just showed you if you find a deal you want to make an offer on, let's you're in property right here and you're going to send an offer to maybe this property right here. It's been on the market for 230 days. The realtor is not calling you back or not returning your calls or whatever. They're not answering their phones. You could right here again go to we got the realtors contact information here. So now you want to just send an offer directly to the seller. It has been on the market or 29 grand. It hasn't sold yet. It is overpriced. Something is wrong with it. So you can click the owner's information right here. Now this tab, if I click owner, I'm not going to do this because YouTube will actually take the video down if it's showing personal information of somebody like that. But here you would get the owner's name and mailing address. And so if you wanted, you could send the owner an offer letter directly. Now I'm just going to copy this address here and let's go to Zillow. I'm going to just paste that address in Zillows. You can see the realtor information here as well. I click back to search and I'm gonna remove boundary. I'm just going to zoom in to that property. There it is in the center of the map and we're going to reset all my filters here. You know, I like Zillow to find comps just because it has a lot of data in it. So on backups and pendings and days on Zillownia, I'm going to start moving, zooming out. Now, if you wanted to, you could do lot size filters. I could say minimum 7,500 square feet, maximum a half acre. All right. And I'm gonna sort this from low to high. I have 48 comps in this view, scroll down to load them all up. And remember, they're asking 29 grand for it, right? Well, look, there's 16,000, 750, 18,000 20,000 20,400. If I'm going to sell this property quickly, I'm probably going to list it for 20 grand.

And so at this point, just make an offer. I'm gonna sell it for $20,000 maybe $19,000. Half of that is what, $9,500? That's it. And so I could send the offer right here. I just put in $9500. I think that's $19 grand, half of 19 grand, right. So that's it, that's the, it'll be this letter. You're going to send them an offer for $9,500. You just put that number in here and you would print the letter and send it in a handwritten envelope. Then from here you could, if you want to just analyze a little bit more, you could do all that scraping. I'm going to clear the results from my previous one, analyze current page. So just scraped 41 listings here. I know this is really small, but You can see then the average and the medium price per acre here is 94 grand. So if you did 94 grand, what if I did, I want the lowest 50% or the lowest 10, right? So I'm going to list it by the way, let me get, there's an outlier here. I'm gonna remove the outlier. So if I list it for 78,000 an acre and it's 0.25 acres, there we go. I'ma sell it for 19,500, 19,600. Half of that is $9,800 right here. Now you could subtract your profit, realtor commissions, pictures, closing costs, and unknown, and come up with $6,100. But I know in this area, particularly in Florida, it's easier to do assignments, and I may not have to pay a realtor any commission, so I'm gonna offer, be a little bit more aggressive on my offer, because I know I can sell these deals so quickly, especially, look, when I switch to solds, look how many yellows there are here. And if I go past six, back six months, there are 15 vacant lots that have sold recently in this are.

Let me zoom out a little more. There's 51 sold comps in this areas. So I'm going to sell this thing really, really quickly. So in general, if I'm at, when I'm seeing this much volume, I'm not going to put a ton of weight on the lowest sold comps. I might ignore them. I'm just going to try to get my property to be the cheapest. Or now I'm, I'll be buying it somewhere in this price range. If I'm sorting this from low to high, I want to be buying it somewhere around six or eight hundred or between 11,000, maybe some to somewhere between 10 to 14,000 where I'm going to be offering it. Right. And then if I scroll down, I going to selling it on an assignment for 20 grand maybe. You can see there's a lot of good sold comps here supporting all of that. But let's scrape all of these, just scrapedall of the solds. All right, then I'm going to do show all. So now I'm looking at all the sold and I have a median average of 72 grand, let's say. So that tells me yeah, the properties may be worth 18 grand. And so half of that is nine grand. That's what I would offer on this property.

Okay, so that is an example now of finding a property on prop wire that's been on the I can't get ahold of the realtor. So I'm going to send an offer directly to the owner But it's an intelligent offer and you can also send what's called the two option letter of intent now I'm not going to spend a whole lot of time in here But in this I have an offer spreadsheet here and this is what I use a lot in dirt flippers If I zoom in I know this is kind of crazy a lot of stuff going on here But over here is you buy it on owner financing and you sell it on our financing. How does that work? So on this deal, let's look at point two five acres If I go look at active price per acre for my thingy here, I got $84,950 an acre. And I'm going to put that into my spreadsheet right here. So based on active listings, you know, maybe it's worth $18,000. Now let's look at sold listings. Go back to my scraper here. I'm going to do show all, scroll down. Based on solds, I got $72,000 an acre. So I'm going to copy that, put it here. All right. So, you know, I've got based on active comps, it's maybe worth 18 grand. Based on, sold comps it's worth about 18 grand, I'm only $50 off. So the lower of the two is that. So let's say I'm gonna list it for, I was going to say, I'm a listed for 19, uh, 19,500. And my cash offer is going to be 50% of that. And my owner financing offer is gonna be 75% of that, so I'm an offer 97, 50. I know this is real small, I apologize.

So I'm going to give the seller two options, a cash offer and an owner financing offer. Maybe let's do 45%. And so if I'm gonnabe buying it, I'll make an offer at a hundred percent of this. So I could discount this a little bit if I want to do 95% most to a hundred percent. And I'm going to offer zero down 5% for 10 years. So I'm gonna give the seller a cash offer for about $8,800 or owner financing offer for $14,000 for 10 year, 5% interest, 10 years, but my payment to that seller will be about $150 a month. Now, when I sell it on owner financing, I can charge a premium on owner-financing, okay? When I sell on owner finance, I'm to bump it up, maybe 29 grand, because you gotta understand, And this property wasn't able to sell at 29 grand for cash, but you might be able to sell it for 29 grand on owner financing on the right terms. So back to my spreadsheet here. I might offer, let's say, $135,000. I'm going to sell it with owner financing for $26,000, so I'm gonna buy it with the owner financing for $14,000 and I'm gonna sell it on owner financing for $24,000 I'm usually going to get 3% down from my end buyer and I want to charge normally 9.9% interest over 10 years.

So, oh, guess what we have here? We've got cash flow. Got about $186 a month in cash flow for 10 years, now my general rule of thumb is I want at least $200,000 so I might do a few things here. I might lower the interest rate a little bit. Oh, look at that. I lowered it to 3% to the seller and my cashflow is exactly $200 a month or I might, let's say I still want to do 5% to seller, I might bump the price up to $140. So I'll sell it for $27,300. But generally speaking, I want to make cashflow on this of at least 200 a month. So now when you go up here, if I were to wholesale this deal, if I were buy it with owner financing, no, if I were buying it with cash and sell it for $19,500, pay, have closing costs, realtor commissions, miscellaneous, I'll about $5,000 in wholesale profit. But if I sell it with owner financing, I'm going to make about a 24, $25,000 profit over time. So it's, this is amazing too, when you look at your cash on cash return, right? So if I have 1300 in closing costs, I have about 2000 miscellaneous costs, I don't pay the seller any down payment. I collect about $1,800 from my end buyer. My total cash in the deal is 5,100.

My first year cash back is 5 thousand. Guess what that is, that's a 98% first year cash on cash return, which is really, really good. You put in five grand in this deal, you got 5,100 back or so approximately, you put 5, 100 in it, you get into 5,000 back. That's a really, really good return on your cash. Your cash on cashreturn which is a very important number is the annual cash flow divided by the cash invested into the deal and your annualized cash on cash return on this deal is about 80%. You cannot beat that anywhere. And I looked this up on Google because if it's on the internet, it must be true. But the average annual salary of a family or an individual in the United States is about 66,000 a year, it's about 5,500 a month. And if you did two of these a month in 14 months or 1.2 years, you could quit your job by offering the seller a cash offer and an owner financing offer as long as you can cashflow about 200 bucks a month, isn't that amazing? So a simple spreadsheet like this, I mean, if you want more information on this, again, just go to www.flipdirtchallenge.com and you can get more information how to get that spreadsheet.

Okay. Now, here in the offer letter, well, I don't know what happened there. Let's zoom back out a little bit. So you put the cash price there of whatever I said, $8,800, maybe $9,000. And then owner financing right here would be 14,000 and then you would do zero down payments, $0 interest rate, 5% for 10 years, monthly payments of what did we say 149.95. And that's it. Okay, that's sending two different option offers. Now, I want to talk about the land portal. This is really cool. I just did a seminar workshop for my dirt flipper students the other day, talking about how to get these how to do these things. And one of the things about the land portal is really, really amazing is you can actually search for properties that are not listed, but that meet certain criteria is like, it's not landlocked. It's not wetland, it has road access, it not above a certain slope, etc, etc. And the owner has owned it for over 10 years, they live outside of the state, it is an individual, not an LLC. So I'm going to show you how to do that right now. The land portal is not cheap. It's 50 bucks or 50 or 60 bucks a month. And when you download things, you have to pay, I think eight cents per record, but you don't have to download anything here. I'm gonna show you, how you can just do this kind of one at a time.

And so what I taught in this class recently is how to send these one-off offers, starting with the land portal, not starting with properties that have been on the market over six months. So let me share this with you. This is really cool. Again, If you go to getlandportal.com, I'm gonna log in here. Hold on one second. All right, so we're gonna go to map search and that zip code we were looking at is in Florida. It was in 33974, okay? Zip code is… Well I gotta pick a county first. I think this was Lee County, right? All right, zip code is, where'd it go? 33974. All right, cool. And the other cool thing about the land portal, it uses AI to find vacant lots. And so sometimes, depending on the county, the county may not classify a property as a quote unquote, vacant lot. So in a lot of the data providers, it doesn't show up. But this will actually use a use AI to look at a parcel to see if there's any building or structure on it, instead of just relying on the County classification of that property. So we want vacant lots, and for acres, I know in this zip code, everything that's selling is about a quarter acre. So I might do point toto 0.3 acres. All right, MLS active listings. I know this is really small, but you might need to zoom in. I'm going to exclude active listings and I'm gonna exclude sold listings from the last three years.

And I want out of state owner. Yes, out of estate owner. And I want them to have bought it before 10 years ago. So I might do, they bought it before December 1, 2020, 20, oops, 2015. Oh, let me get this right here. There you go. So they bought it before 2015 and I am including unknown sale dates. That's all right. Now, if I was doing this in North Carolina, Tennessee, parts of Georgia, I don't know where they're Arkansas, where there's a lot of slope on some smaller lots, you could say I want at least 10% of the property to be buildable. I only want, I want to at least 25% of the property, to be under 15% slope. You could do that here, which is really cool. And then a landlocked, no, I do not want any landlock properties. You could even say I want road frontage of at least 20 feet. Oh, here we go. Especially Florida, wetlands and floodplains is a big deal. Wouldn't it be nice if you could say, I don't want any properties with any flood planes or wetlands.

So zero, zero for both. Then scroll down corporate owned. I want, no, I only want individual owners. And then I click apply. What this is going to do now is pull up all of these properties that are exactly what I want in the zip code that I want the size that I want from the owners that I wanted that live out of state that aren't in LLC. They've owned it for over 10 years. It's not wetlands. It is not landlocked. There's no other tool that I know that can do this as quickly as this. All right. We only have 4,100 records. So I need to do a little bit more searching, narrowing it down a little bit more. What if I'd said they bought it before 15 years ago? They've own it for at least 15 years. And what if I said, I don't know what else I could do. Let's try this. You know what you could do, and I'm not going to show this to you now. You could actually zoom into an area and then circle in that area the properties that you want. All right. So now there's 3000. This is a very active zip code. There's a lot of vacant lots here. I don’t, you know, I could, there is something here I could. Sometimes it doesn't work. I could say owner's property count.

Sometimes it doesn't. So you could say I only want owners that own less than five properties. In other words, I don't want to target an investor that owns 300 vacant lots. Let's see if that brings it down from 3,900. Sometimes that filter doesn't work. Well, okay. I got 3,300 now let's just zoom in. This is a lot of flipping properties here, isn't it? All not landlocked. Hopefully I did something right. I did, I didn't do anything wrong in that search, but all right. Anyway, now we can just zoom. There are a lot properties we can make offers to. And if I switch here, floodplains, wetlands, look, there's doesn't, there's no wetlands or floodplains here. These are good properties.

So if I click on this one, for example, click on view property, scroll down here, I can see the owner's name, I could see the owner's mailing address down here. They estimate that the price is about 18,000. Boom. And so I could send this letter. This owner lives in Massachusetts. They've owned it for over 15 years. It's not in a wetland. Wetlands flood planes are zero. The buildability is 99%. Of course, everything in Florida is flat, but that matters more in other States. So you know, here are the GPS coordinates, I want to make an offer on this property. How do I do that? Well, we need to figure out what it's worth. Now their algorithm says it's worth about $19,000. Maybe that's true. Maybe it's right. I'm going to just pull this property up on Zillow. I'm going to take that address, I'm gonna go to Zillows. I am just going to put that in here, click back to search. It's in the same area we were before, isn't it? Zoom right in, there's the property right there. I'm going to reset all my filters. Let's first look at active for sales. Let's do land only. I want to do backups and pendings and I'm gonna do lot size between 7,500 square feet and a half acre days on Zillow. Any, I know I'm gone through this fast, but back out, I'm going to sort from low to high. We have 10 comps, right?

Let me zoom out one more time. Bam. Now I got 29 comps. All right. Scrolling down here to load them all up. I'm to go to my Chrome extension, clear results, analyze current page. It just scraped all of them. I could do lowest 50%. Let's do lowest 10. I've got 84,000 an acre. I'm going to put that right there. 84,00 and our property is we're going to land portal. Go hold on one second. All right. Try here. So our property was 0.24 acres. So go all the way down here to the bottom 0.2 for acres. And I can sell it for maybe 20,300. Half of that is 10,100. Or if I wanted to track these numbers, I could offer 6,800. So let's look the solds here real quick. I want to be, you know, the markets may be softening up a little bit, not for us wholesalers who are making a killing right now, but I'm going to do six months instead of 12 months. I only have 12 comps now, I'm gonna zoom out to get some more sorted from low to high. And again, looking at this, if you use the formula, Let me let me scrape all of these here. I'm gonna click analyze current page. Did I zoom all the way down? Yeah, you have to scroll all the down. That's important, because see, these don't have the blue marks. Let's scrape these now. All right, if I do lowest 50%, for example, and I scroll down here and I look at sold, it's includingall of the prices that investors are buying these properties at. If I put that number here, this says I should sell it for 14,000, but it's putting too much weight on the properties that investors were buying.

I wanna focus more on the retail comps, not the investor comps. So how do you do that? When you're looking at solds, do show all. Now you scroll down. Okay. And based on all of the solds there, the average or the median, whatever one's lower is 70,000. I'm going to scroll down and put that in here. Okay, point two. So I can maybe sell it for 17, 18 grand. Half of that is 8,500. Now, this is when you got to do a gut check. So alright, I could sell it 17 grand. But look, there's a lot of properties here that sold for more than 17 grand, why can't I sell it at those prices? I can't sell it for 19 or 20? I don't know. Let's look at active for sales. Now I'm going to do show all there's some, you know, if I listed it for 19,500, I would be at the top end of this range. I don't know if something's wrong with this one that is priced at 16. Sometimes I just ignore the, the weird outliers that are really cheap. Something's wrong. But like, look, if I listed for 19 grand, I could probably sell it really quickly. Cause I can see there's a bunch of sold comps that are 19 grand 18 grand, but I want to be conservative. I don't know what's up to you. Right?

So I'm gonna list it for 18 grand. So means I'm going to offer nine grand. When I'm looking at solds. Yeah, you know, this is one of those things where this is such a hot market. Generally speaking, I don't know if I'm you understand what I'm talking about here. But generally speaking, when you make an offer, you want to be at this lower end of the range, and you want to sell it if I scroll down at the higher end of the range. But I'm thinking, all right, I'm gonna sell it for 1918 grams, sell for 18 grand, half of that is nine grand, that's the offer I'm going to send to that vacant landowner. Now, let me you something cool here. This is a tool that you guys can use. I just this was within the last few days, there's a company called print genie. And the cool thing about print genie is they will let you send handwritten envelopes one at a time without huge monthly subscriptions. Now you could print these letters and handwrite them yourself 10 to 20 a day while you're watching TV at night or something like that. Or what if there was a way you could just send it like that to the seller through online portal like this or you can have your virtual assistants do this in the Philippines, they can actually send handwritten envelopes for you from the Philippines. Come on, are you serious? Yeah.

So if you go to let me share my screen again here, if you go to joe mccall.com slash print genie, joe McCall. Com slash print, gene, it'll take you to a page like this, there are no minimums. So you can send one off letters, and you can get them in handwritten envelope. Like you see here on the on this image right here, a hand written envelope. So go ahead and create a free account, the pricing ranges from zero to 50 a month to 100 a month, I think. So at, if you're paying a monthly, you get, you do get some savings. All right. So I'm going to log into my print genie account and I'm going to show you how to send an offer to this. So in fact, we'll go ahead and send a real offer. So hold on one second. So I've actually glad we got this example here because the owner's mailing address was actually wronghere in print genie. Normally it's right, but this is something you should always be doing anyway, because we're sending intelligent offers, right? One at a time. So you should always have it in a separate tab, the county's assessor's website. So I just Googled Lee County, Florida property tax search or something like that. It brought this up. I put in the address and I have the address of the owner who lives in Massachusetts here in public records. And it's the same address. It's actually in the land portal as well. For some reason, Print Genie has it wrong. Not a big deal. Sometimes it happens. It's rare. But in this case, I'm just going to overwrite the mailing address of the owner.

So hold on one second. Me put that in there. Okay, so I have the name of the owner, the property address, and the mailing address, I'm gonna click OK. And then this is a powerful thing. That's so cool about this. It brings up the letter right here. And I just put in my numbers, I want to put in 9000 here, acres, it's point to 0.25. The reference ID, if you want to add a reference ID. I'm just going to call it Lee dash 1750. Let's say, and this is the company information that you could put in here and we're going to click refresh and we are going to review a proof of this letter right here download PDF proof. And so here's the letter sent to the owner with a reference ID boom, boom, boom, real nice. Your signature, your cash offer right there. It looks great. All you do now is youclick, you have to click. I agree. And you click next step. This looks good. Do you want to do it? Now it's going to cost me a dollar 14 to send this handwritten envelope with this letter. I'm with a real stamp and an invitation style envelope to the seller.

Now it cost me $1 14 because I'm at the $50 a month level. If you were at the free level, it's like 30 or 40 cents more per letter, but just like you can choose first class or standard class, they should get this within a week, seven days or so. You click pay, it comes out of your account that you prepay credits in there and then it sends it. And just like that guys, just like, that it takes 10 to 15 minutes per property. You go find it on the land portal. It's not landlocked. It's wetlands, floodplains. You figure out based on Zillow what you could quickly sell it for. You make an offer for half of that. And then you put that information into print genie one at a time. You can do 10 of these a day and send the offers like that. So I know I covered a lot here. This has been a way longer video than I maybe should have been two different videos, but I wanted to show you if you want to do a deal, a vacant land deal in 10 days or less, it's very simple. There's a few things you have to do. Number one, talk to 15 realtors a day. That might sound crazy, but if you could talk to 10 to 15 realtor's a text them, email them, voice message them, send them a message at homes.com just say, Hey, I'm an investor. I'm looking at this property here is the seller's price negotiable, talk to them about the property, ask them, Hey do you have any other off market properties, you can do 10 of those a day, and then follow up with them every single week, every 30 days, whatever. After that, and then you can manually handwrite send by hand or through something like print genie 10 offers a day you should be getting a deal under contract.

Okay, now Again, like I mentioned before, when you're sending the one-off letters, if it's going to work, you need to put a phone number in there that redirects to your cell phone so you can talk to them and you can. Talk to them about the property. You don't want to make them jump through hoops and all that jazz. So I think we're good. If you have any questions, please put them down in the chat below and I want to tell you again, invite you to come to my free five-day flip dirt challenge www.flipdirtchallenge.com. I'll see you there. Take care. Have a good one. Bye.