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

Joe: What's up guys, Joe McCall here. On this video, I'm going to show you the fastest way to a vacant land deal to wholesaling a vacant land deal in 2026. Now listen, you might be watching this halfway through the year, you might be watch this next year in 2027. And I guarantee you this, nothing will have changed between when I'm recording this video on January 3, and when you're watching this. This is the fastest way to a deal. If you want to make money in real estate, the fastest best way I believe to make money in Real Estate is by flipping dirt, flipping vacant land for lots of reasons. I've done tons of videos about that in the past. And it's easier, it's less competition, requires less money, if any money at all. And you can sell these deals really fast because we buy them cheap, we sell them cheap. We sell them to people that want just recreational vacant land to go ride their 4-wheelers on, to go camping, to shoot their guns, maybe build a house someday in the future. And so there's a huge demand for this vacant land, and we only go into markets where there's high demand. So anyway, for lots and lots of reasons, it is way easier than houses. And I'm going to show you on this video how to do it quick. If I had to start all over again in 2026, what is the fastest way to a deal? And I'm going to show you two different ways. If you have no money for marketing, or if you do have money for marketing, would you be interested? All right. So I got a mind map as usual, because I love mind maps. And this is the easiest way for me to kind of just share my thoughts on the best way to do this.

So I'm gonna go through this as fast as I can right now. It starts with finding the best markets. You want to make sure you're fishing where the fish are. Imagine this as being you're on a boat and you're looking for, you know, what are they, I don't like to fish. It's the depth finders, you know, and it shows you where all the fish are. So you want to find the best markets. And there's some tools. By the way, I'm going to give you a lot of links. And some of the links that I'm gonna give you are affiliate links. So I make commissions on these. I would refer these to you even if I didn't make any money on it. I'm only showing you what we use, all right? Some of you also ask me, hey, Joe, do you still do deals today? Yes, we just closed three deals in December. In the last couple of weeks, we've made $13,700 net profit on one of them. And on a couple other ones, we only need like $2,500 on one $3,000 on another one approximate. So they weren't home runs, but better than a poke in the eye with a stick, right? And we've got two more deals in the pipeline that we should be selling in January or February. So yes, we're actively doing land. I'm bullish on land. We're actually ramping up our marketing. I'm going to be doing a lot more direct mail in 2026, and I'm gonna be doing more PPC. That's a discussion for another topic. But yes, we're still doing what we teach and we teach what we do. I love this business.

Okay, so you want to find the best markets where the best demand is, right? And so one of the ways that I like to do this is you start with Landwatch, and you just go to landwatch.com, you click on that. I'm going through this fast. So pause the video, rewind it, whatever. And I want cheap land, right. I don't want to worry about expensive land because there's more buyers for cheap land. So I just looked under 100 grand. Cool. And then I'm going to go down here and I'm gonna check off solds. So now we're looking at available under contract and solds and then down here date listed last 60 days. Now, unfortunately, you can only go back 60 days, but look, there's 38,000 listings on Landwatch. Landwatch is not going to give you the county, the solds. These are only properties that sold that were listed on LandWatch. But Landwatch as part of the land.com family of websites and they're the largest platform for vacant land deals. But you can see here, the shorted our list of 50 states down to at least eight here, Florida, Texas, North Carolina, Arizona, California, Arkansas, Georgia, Tennessee. Even if everybody watching this video, times 10 went into these eight markets, there would be plenty of deals for all of us to go around. So don't worry about competition and whatnot. To make this simple and easy, I'm just going to go into Florida. Florida is a great market, but Texas, North Carolina, Arizona, California, Arkansas, Georgia, these are all really, really good markets. Just let's just keep the simple real fast. I'm going to into Florida, go into Florida, scroll down, you can see the most popular counties. Now I'm not saying you should go into the number one county because they are more competitive, but Lee County, Charlotte, Citrus, Marion, Polk, Sarasota, Putnam, Highlands are all good counties. If I click see more these are all good. I mean these you could do deals in all of these counties I would not though go down and try to do deals in Broward or Palm Beach or Union.

Why? Because land there is just maybe too expensive or just nobody cares. So I want to stick in the areas where there's a lot of demand. So let's just go look at for example, Citrus County. Click on Citrus County and there's a lot of activity here. Cool. So what I teach and what I recommend is you you know pick a couple states maybe write down 10 or 20 counties in each of those states, and then look at the numbers. Okay, so let's go back actually here. I'm going to remove Citrus County. So we're looking at Florida, past 60 days available, sold under contract, whatever, under 100 grand. And these are the counties. So I would click see more, I would write down ten or 20 Counties. And then you just want to look to see which of these counties have the most activity. One of the ways I like to do that is going to let's say Zillow. So if we go into Zillow and type in Lee County, Florida. You can also do this in Redfin. So we're looking, let me reset all my filters here, okay? Lee County Florida, solds. All right, we want land, boom. And you know, if you want to, you can do under a hundred grand, all right? And let's do scroll down, sold in the last 90 days. Now, this is why you should do this all the time, but this is what I love wholesaling so much is because I am not, I am only going in the areas where there's the hottest demand, right?
And look, 1,058 vacant lots have sold in the last 90 days in this county. Do you think it might be a good county? Yeah, I do. Okay. The other county that we were looking at was Charlotte County, right? I don't know how to spell Charlotte, so I'm just going to copy that and paste it there. Charlotte County Florida, right up above it, 883. This is a good area. Now, when you're looking at these counties, you want to know, and I'll show this to you in a minute, but you want to make sure you're in the right zip codes. You don't want to target properties over here, do you? No, you want to target areas where the clusters are, you don't want to target properties down here or in here, you wanna target the clusters. This is really important and we'll talk about this in a minute. But you know, Charlotte County is a good county. Let's do Citrus County. Citrus. County, Florida, boom, boom. Where is Citrus County in relation to all of that? It's just up a little bit. Well, we were down here before, now we're up here. A lot of activity going on in Citrus County, right?

So again, we wanna focus on the clusters. One of the things that's important is I wanna make sure you're not going into areas where there's a lot of really cheap properties currently listed for sale. So one of the things I like to do is I'm gonna go and look at for sale, and I'm on land only, right, and I wanna look at backups and pendings, and I'll scroll down, Days on Zillow Innie, And I want to sort from low to high. And I wanna make sure, look at this, a bunch of these little lots are listed right now for sale for 5,500 bucks, scroll down 6,000, 6,500, but so I don't want to be in those areas and I don't wanna target properties in those sizes either. You can see these are little 5, 500 square foot, 4,800 square foot. So maybe either number one, stay out of those zip codes or avoid, make sure you're avoiding some of those cheaper, a smaller lot. So what if I just said, all right, well, what if we're looking at quarter acre and bigger, right? And we got a lot, we got rid of a lot of those really, really cheap ones. So I feel good about this, right. There are some outliers here, but not very many of the 1,290, you know, most of them are above this. So like you, you generally want to be in areas where the property sizes and the zip codes where you are above $10,000 sale price, because you just, again, don't want to. Competing against a bunch of other properties when you're selling yours, You don't want to be competing against a bunch of properties that are listed for five or six grand and there's some markets in Tennessee And Arkansas and Florida where you have to be really careful Staying away from those zip codes staying away from the zip codes in those counties and or the sizes So if you wanted to you could even do better you can say only half acre boom. So look if I wanted to go into Citrus County I might say only give me properties that our half acre and bigger in the whole county or quarter acre and bigger in certain counties or certain zip codes.

So I don't want to get too deep into the weeds here, but just make sure you're focusing in on the areas where there's high demand. All right. Now I'm going to show you one more cool thing to do that you can do with Redfin. If I go to Marion County, for example, let's go to Redfin. And I'm going to put Marion County, FL, Florida. All right. And we go to here, solds, last three months, land, cool. And let's do under a hundred grand. All right, 367. That's really good, isn't it? Yes, it is. Thank you, Joe. All right now, one of the cool things about what you can do in most counties in Redfin, if you scroll all the way to the bottom, you can download the top 350. So let's sort this by most recently sold because there's over 350. There's 367, I'm gonna scroll down and we're going to just Download the top 350 and we're gonna do something in chat GPT and I forgot to show this to you I'm gonna add this actually to my mind map here. So I don't forget. Hold on one sec Okay So I just downloaded all of those properties that have been sold in the last 90 days from Redfin now I'm going to upload that list to chatGPT and ask it to do some analysis of that spreadsheet for me.

So I'm just gonna go ahead and start talking to it I'm going to upload a spreadsheet to you of vacant land that has sold in Marion County Florida in the last 90 days. I want you to look at this spreadsheet and analyze it for me and tell me what are the hottest zip codes where the most activity is happening. And I want to tell me the median price per acre is for each zip code. I want it to tell how many properties sold in each zipcode. Now in this spreadsheet, the column for lot size is actually in square feet. I want you to convert it to acres. Okay. Now, if you're watching this and you want to do the same kind of script, just screenshot this and upload the screenshot into chat GPT. But I'm going to attach that spreadsheet I just downloaded from Redfin right there. And let's see what it does. And here we go. You can see that it gives us the best zip codes 34473. There's 50 of them, median price per acre of 152,000 median price per acre, median acreages. Isn't this nice to know? So if I'm gonna be targeting this a county, I just don't want to target and spray and pray in the whole county. I want to focus on the activity where most of the… I want focus on the zip codes where most of the activity is. So all this whole exercise we're doing is going from the country to the states, to the counties, to zip codes. And we're targeting only recent activities because why? That's where the buyers are, right? So we want to make our lives easier. We're not going to chase where we think the deals are happening. We want to chase where the deals actually are happening in the recent past. Make sense?

So if we're going to do a list and I'll show you some more shortcuts for this, but yeah, this is great. You know, one of the other cool things with chat GPT, you could straight up ask, I'm gonna start a new chat here and you don't wanna do the land watch and the Zillow or the Redfin stuff. You can go straight to chat GPTs and say something like, so I want to pick some markets where I can wholesale some vacant land in the United States. What are some of the best areas where a lot of land is selling quickly and it could be for recreational use or home buyers. Give me the top 10 markets in the United States where I can wholesale vacant land fast Just gonna ask ChatGPT now take this with a grain of salt, right? But let's see what it says practical list of the top ten markets, Texas, Florida, Arizona Georgia, South Carolina, Tennessee, North Carolina rural counties, Missouri. That's in there. It's interesting New Mexico, Idaho. Boom All right. So then it's only given me so let's say let's a Florida next. Okay, I'm just gonna say alright So let's look into Florida. Can you tell me what are the hottest counties? Give me the top three hottest counties in Florida to flip vacant land in. And then in each of those counties, give me the three zip codes to wholesale vacant land. And then tell me why.

All right, so I love this. This was only like one or two minutes later. Here are three Florida counties that are essentially hot for fast land flips and wholesales plus three inside three zip code. I'm optimizing for what you care about. Lots that move, not trophy, trophy acreage. Marion County, number one, isn't that nice? I was just looking at that, right? Here are some zip codes in there. Why this is hot. Boom. Okay. Affordable Florida buyer pool. Citrus County. The best zip codes. Highlands County. These are all great counties. Great zip codes, why? Affordable lifestyle demand. High lot count. Steady population. Tailwinds. Okay? Super cool. And yeah, this just makes everything so much easier, doesn't it? So now when, let me show you something really cool that we do inside of Freedomsoft. Now I'm going to talk a lot about Freedomsoft, this is my custom signature edition of FreedomSoft and I would encourage you to check it out. Now, it's not for the faint of heart, okay? It does everything you need it to do inside of your land business. It helps you with my custom signature edition. You get all of my marketing templates, you get my contracts, some of my checklists, my scripts, my websites, everything is in there and you can get your lists, you can your phone numbers, you can skip trace, you can cold call, you text, you do digital signatures, you can do anything that you need to do in your land business and it does all your follow-up automated for you.
So anyway, if you were interested in getting Freedom Soft, go to freedomsoftnow.com, get a dollar trial for 30 days. After that, it's 197 bucks a month. And if you join my Flip Dirt Challenge, I'm gonna show you how we will actually reimburse you for Freedom Soft. But if you go to www.flipdirtchallenge.com and dive into a lot more detail, slower, and I'm going to show you how this all works and we'll reimburse you for Freedomsoft, yeah. But anyway, so let me show you something cool in Freedom Soft let's say you want to go into Marion County, all right? So I'm gonna go into FreedomSoft, go to ZipFinder. I know this is really small, but I'm going to go to Tools, Zip Finder. This is one of my FreedomSoft accounts here. And we're gonna search for land and we're going to Florida. We're gonna go to county and I’m going to check Marion County. And let's do last 90 days. In fact, let's see last 180 days. I'm a click search. And what it just did there is, see all these zip codes, there's a ton of zip codes there, but it gives me the hottest zip codes. 34473, 34431, 34472, et cetera. So if I just click on let's just say boom on our 1 2 3 4 5 6 7 8 9 out of 77 zip codes I can right here click find buyers and click find sellers.

So I'm gonna go ahead and do that right now and I'll show you what it comes up with hold on one second. Okay, so this is crazy. I clicked find buyers, and it found 1200 different buyers who have bought land in the last six months in those top zip codes. You imagine how much now I know who's buying what and what they're paying for it. All I need to do is go find the sellers who own land in those pockets and offer them five, 10 grand less than what these guys are paying for. And then I can quickly sell these deals. So 1200 different buyers in these eight or 10 zip codes that I picked who bought land in the last six months. Now, if I click this to add lead list, I can narrow it down even more. And I can say, show me the buyers that bought more than five properties in the six months or whatever, I can say, show me all the buyers who own more than 20 properties and it'll give me the best buyers. I'm going to talk more about this later, but that is amazing. You can go drill down into where the demand is and know who the buyers are. Now I also clicked from here, I clicked find sellers in those nine zip codes, okay? And this is right here, this tab here.
So far it's searching right now. There's over 11,000. Notice I said at the beginning earlier on, like, you know, if every one of us who's watching this video and if I had a bigger YouTube channel would be awesome and I'd still say the same thing. If everybody of us, every one of us actually went into these markets, there'd be more than enough for all of us. You do not need to worry about competition. But in those nine zip codes, there are 13,000 different vacant land owners who have owned land for more than 10 years and do not live in that same zip code. So we're not going to be sending mail to people who own vacant land right next to the lot that they live on, right? We're only sending mail to people who have owned land for over 10 years who don't live in that area in those hot zip codes. Now if you mailed 500 postcards a week, let's just say, I'm going to get my calculator out here, 13,343 divided by 500, that'd be 26 weeks divided by four. That's six and a half months of direct mail in just these nine zip codes in just this one county, in just one state of Florida. Would you see the amazing opportunity here? This is a numbers game. And this is why I'm so excited about this, because when you are sending mail, it's a numbers game. You should expect what we get is about three to five percent response rates on our postcards. And so if we send out a thousand postcards, we'll get 30 to 50 calls. And out of every 30 to fifty calls that we get in, we will typically do a deal. We'll make about one offer that gets accepted for every 20 to 30 offers that we send out.

So we just know our numbers. We know it's follow up. We'll talk about this later, but I know on average it's seven to eight touches over two to three months of follow-up. So the name of the game is offers. And you can work the numbers backwards. If you want to make five grand a month, okay, work the numbers backwards, you need to make, you know, 30 offers a month to get one deal accepted. If want to make 30 offers, you need to send, let's say, a thousand or 1500 postcards. Let's be conservative. 2000 postcards to do a deal. 2000 postcard is going to cost you about 1700, no, 2000 times 0.7, 70 cents per postcard. It's about $1400, right? And you should be making a minimum or we always shoot for a minimum of $10,000 profit on a deal. So do you understand? I hope that math isn't confusing to you at all, but I just want you to know it's a numbers game. So it doesn't matter. You don't have to talk to sellers. Your kids can do this for you, which is what I did with my kids, where we wholesale lamb. Now we did over $150 something thousand dollars, about $153,000 over a period of a couple, three years, when my boys were teenagers doing this very, very part time from our laptop on the kitchen table and my boys never talk to sellers. We would send out postcards, we'd get the voicemails, we'd send them an offer, we follow up, and we get one out of every 20 to 30 offers accepted. That's what got me excited about LAND is because I could make this so simple, my teenagers can do it.

Now, my daughter who's 14 is really interested and she's going to be, she's just talking to me today about it. She wants to start doing this. We're going to start it with her. So there is so much opportunity here. This is fantastic. Now with, well, let me say one more thing too, with direct mail, when we were doing direct mail for houses, we were lucky if we got 1% response rate with direct mail for houses. With land, we're getting 3% to 5% response rates, which is a lot better, isn't it? Okay, so I'm going to talk more about direct mail in a minute, but I just want you to know with tools like Freedomsoft, if you go to freedomsoftnow.com to get my signature edition, you can pick a county, drill down into the top zip codes, find the best buyers, find the best sellers, and then in a moment here, I'll show you how you can actually do some real simple marketing to them. Okay, so find the best markets, you understand that? Start with Landwatch, maybe go to Redfin, do some ChatGPT, okay? But I'm going to show you a cool tool that I just discovered recently, getlandstats.com, getlandstats.com. And if you go here, it's really amazing. It's not cheap. It's 99 bucks a month. But one of the cool things is you can do really good, simple, fast comparables, and you can market research. I'm just going to click on spreadsheet here, and I'm gonna show you real quick shortcuts, how to find the best states, counties, zip codes with just a few clicks. So check this out. So if I go to sold in the last 90 days and I sort this, these are all of the states.
Okay. I sort, this by count. All right. You can see now Maine is unique here and I've talked to the owner of Landstat. So just ignore Maine. There's some issues with, yeah, it's just kind of weird, but ignore me. But there we go. Florida, Arizona, North Carolina, Texas, Tennessee, California, Georgia, and he's getting in Michigan, Wisconsin. They're getting all of this data right from Zillow. Now I forget the reason. The owner told me there's a really good reason why Maine is on there, but I don't remember what that was, but so let's just look here at Florida. Oh, check this out. I open up Florida and now it's going to give me the counties underneath it. And I can sort this by count. So you can see Lee County, Charlotte, Citrus, Marion, Putnam. This is real similar to what the data we was getting, we were getting before. And then if I click on Marion County, for example, guess what? I'm going to see down below. I sort this, by count, I get the most active zip codes. Where the solds are happening in the last 90 days. Cool. Now, you could even filter this down more. You could say, all right, I only want, let me just click out here. You can see it has a count, days on market, median price, price per acre, sell through rate, absorption rate. Those are the same except they're inversed, a month of supply, etc. So you could say you know what, I don't want the really, really cheap properties. So I'm going to filter out, I want them, excuse me, the minimum median price to be $20,000, okay? So then you click apply, and that eliminates, well, I meant to say something more. Let's do 25,000. Okay, so that eliminates the really cheap zip code. And you could also say, all right, well, I don't want counties with a large month supply. So I only want a month's supply minimum maximum. I want maximum of five months or let's say four months.

Okay. So now we've got a much better list, high count. And you can also do the same for days on market, right? So we're not in the cheapest zip codes. And we've got you can sell through rate is if you click it here, it's the amount of properties were sold divided by the numbers that are listed for sale. So the higher the better. You could say, all right, let's exclude. I want a minimum of 90 sell through rate, 90%. Okay, just be careful about filtering too much. But this is a great list right here. And you can see, all right 3, 4, 4, 7, 2, boom. And the one more thing you can do is if you look at go to market search, so 3, 4 4,7, 2 actually, I want to do where so we're looking at the sold. If I click on solds and that zip code right there. It's going to give me another table here and I can see what is the median price. The median acreage is right here 0.26. I love that and the median prize per acre right here of all of those solds is 107,000. So just real quick with using something like landstats. You can drill down into some of the best markets, the best zip codes and you could eliminate the ones where there's too much supply on the market. The sell-through rate is too low. You even eliminate the cheap ones and these great areas to target the same with all of these other counties you could look at okay really amazing the other cool thing I'll talk about later is comparables I'm gonna write myself a reminder to show you that because that's really powerful hold on one second okay so we've got the best markets we know where there's activity we know where there are buyers now we need to get a list of sellers we need a market to them okay now some of the best west ways to find a list of Sellers I'm going to give you three different resources here.

Okay, freedomsoftnow.com land portal and prop stream and prop wire I obviously like freedom soft now calm the best because I can just with a few clicks right find the best zip codes find the Best buyers find the Best sellers and then from these sellers which was right here I could select all 13,000 or I could Select a thousand or whatever click add to a list I could go click get a phone number a virtual phone number create a quick voicemail and then two, three more clicks later, start sending them postcards, 250 a week or a hundred a week, or 50 a week are sending them letters. I'll show you the postcards I send here in a minute, but just like it all does it for you and you don't have to really worry about it. And that's why I love freedom. So I might do a video real soon here of how, how we can do this, like from start to finish all inside of freedom soft. Y'all remind me if you do me, hey, listen, do me a favor. If you like these videos, give me a thumbs up, subscribe to my channel, comment down below.

Hey, yes, please do a freedom soft tutorial for beginning to end. How do you pick the markets? How do get the lists? How do You get the phone numbers? How do use schedule and send out the mail, all that stuff. And I'll do it for you if you have enough interest, right? Would that be fair? I just want to make sure you guys are watching these videos. You're like, okay, so that's a great way to get a big list of sellers really fast couple clicks. And by the way, in your freedom soft subscription, you get up to three to 6,000 every month that you can download for free. These other tools here, the Git Land Portal is 50 to 100 bucks a month, but you have to pay five to eight cents per download. PropStream Joe is $97 a month and I think you get up to 10,000 a download and PropWire is free. Now, this is an order of preferences. Freedomsoft is my favorite. Next is Get Land portal and then PropStreaming Joe and Propwire and I'm going to show you how to use them. All right now, the cool thing about Land Portal, you get a seven-day trial maybe I think here. If you go to the Land Portal. I'm gonna walk through this here. This is pretty cool what it does. It just costs a little bit more money just so you're aware of that. But I'm going to click on map search here and I'm gonna go to Florida. And again, I know this is really small. I'll try to zoom in and we're looking at Marion County, right? So what I like about the land portal is you can exclude properties that are wetlands and floodplains and are landlocked. And so let's pick Marion County again. Wait, that's city. Okay. Marion County Florida. And I'm to do vacant lots only. And I know from looking at Redfin, what I downloaded in GPT in that Marion County wherever it was the size of the properties was 0.28 acres or something like that right so I'm going to do let's do 0.25 to two acres no actually one let's do 0 25 acres to one acre you know I'm actually going to 0.23 because I know there's some good 0.2 3 like I'm gonna exclude active listings and I'm also going to exclude listings that have sold in the last 36 months and I want out of county owner and I wanna say I want them to have last sold before 2016.

So they have owned the property for at least 10 years. Now, if I was in an area where there were slopes, you know, North Carolina, Colorado, whatever, I might say, I want at least, 10% of the property buildable, I wanna at least I want to at least ten 25% of the property to be under 15% slope, you can do that here. But I'm not worried about that here in Florida. What I am worried about is landlocked, right? So I'm gonna say no to landlock and I want to say zero FEMA zero wetlands. That means there's floodplains or wetlands. Now, this is really cool. FreedomSoft doesn't do this. So for, for, for when I'm sending mail from lists that I get in FreedomSoFT, I'm getting just as big of a list as I can. I'm mailing everybody and some of them are going to be landlocked properties. I'll still make offers on those. Some of them might be floodplanes. I will still make offers on them, but they may be, they may not, 500 bucks, a thousand bucks. There's a saying in land, there's a pig for every barn. And so I don't mind getting unwanted properties, landlock properties. I can still sell them to neighbors. I can sell them for super cheap. And I've made a lot of money on properties that everyone else is ignoring. But if you don't want to do a bunch of marketing, you want to be more selective on your marketing, you only want to send maybe 10 letters a day or 100 postcards a month, and you've got a limited budget, then you want use something like the land portal to get smaller lists. Does that make sense what I'm saying there? All right. So we want zero wetlands, no landlocked properties, and I might do corporate owned, no. So these are only individually owned properties. Click apply.

Now I'm looking in the entire county. One thing I could have done is I could have gone here to the top and said only give me these zip codes and I should have done that. Let's see how big this list is here. All right, so look at this. There are 21,000 property records. We want to narrow it down some more, right? So let's go back here to the chat GPT thing and it said their favorite zip code is 34472. So let's look at 34472. I'm just going to copy those three zip codes, okay? And let's go to the LAN portal, scroll down all the way to the back up to the top, and then we'll do parcel zip code. Is, and I'm going to do that first one, 3447 2. Let's just stay with one zip code, right? Click apply, and now there's 60. Alright, so let's add another that other zip code and let's add in that last zip code 3217934476. Alright, now we got three zip code's and we got 111. So remember we went here to zip finder and we picked the nine zip codes. What if we did hang on a second here? Hold on one second. Okay, so I played it. It's more added some more zip codes and I have 300 I'm sorry 637 here now. These are all properties in those top zip codes All right, where it's not landlocked It's not flood plains wetlands.

And so if you're gonna be doing a smaller more targeted list This is something that you might want to check out So you could go into each one of these properties and look at them for example, and you can see all right This is a good property right here that's vacant and that's not landlocked and it's not floodplains wetland. All right. So you could send, you could contact these owners individually and send them some marketing. We'll talk about that next. So that's one of the cool things I like about land watch. I'm sorry, the land portal is you can get very smaller niche type of list. Okay. The other tool that I recommend is PropStream Joe. If you go to propstreamjoe.com, let me log in here and I'm going to show you how I use it. Hold on. Okay. So I just pasted in here all of those top zip codes that Freedomsoft gave me here. I put them into prop string, and then I'm going to click on filters right here. By the way, you can see there's 7,300 properties. That's houses, land, everything, but I'm gonna click on Filters, and I'm a click on property details. I want vacant land, okay, and I can choose all vacant land. So there's 5,200 properties. Now let me just say this to about data providers. You're going to find when you use different tools, you're going find different numbers and which one is right. None of them are ever going to match the same. What the land portal might classify as vacant land is different, going to be different than what maybe the Freedomsoft uses or what the PropStream uses.

So just forget about the idea of finding the perfect land, the best one that gives you the best data. They're all different and they're all going to have mistakes and problems with it. So do not freak out. It's okay. Just don't waste any time trying to narrow this down. So you get the perfect list with no mistakes because you'll never find it. All right. So back here to PropStreaming, we got vacant land and I'm just going to go down to the owner information and I want them to have owned it for a minimum of 10 years and now we got 623 properties now again all of these different data providers are giving me different numbers I'm looking in those top zip codes I haven't even done property size here yet so I could go property details a lot size let's do minimum let's to 10 000 square feet okay that's 572 properties and then you could also do if you wanted to pop up bump hang on once oh yeah I'm exclude. Hold on a second. But here it is. So I could say only one individuals only. Now I got 365 properties. Okay, so this is a good list. And you could download all of these, you can skip trace them, you could even actually do direct mail inside of prop stream. All right, there's another tool that I like use called prop wire. Now prop wire is a going to be free. My good buddy, Jerry Norton owns it and does a really, really good job. And I've talked to him about this and his team, it's really good with houses. And it's Really good with land, but only in certain markets.

So depending on where you are, you may not get a bunch of really good data from of land in PropWire. But I'm going to log in here, I'm gonna show you what you can do. Okay, so I'm going to just type in Marion County, Florida, right here, I go to property types, and we're going to do land. All right, and now we're going to go to more. There's 12,000 results and we're gonna go owner filters. We want, yes, has to be absentee owners in state or out of state. They don't let you choose out of county or out as zip code. So we'll just do out of State. We want individuals years of ownership, minimum 10. And we might, they're not worried about financial filters. We want lot size. Here we go. Land lot size minimum. I think this is square feet, right? So let's do 10,000 square feet. Which is about 0.23 acres and let's see what we get. All right, 245 results now from here, you could go through and you could download them all and we'll talk about next what you're going to do with them or you can click on them one at a time and you can get owner's information on these properties. You can see when it was last sold and if you click on it, I'm not going to this because YouTube doesn't like it when I show personal owner's information on YouTube, but you click there, you can see who the owner is. You can skip trace them. You can contact them. You can send them a letter. You can also look at comps right here.

You can look at a history of the property if it has any mortgages on it or not. Most land, 99% of land does not have any mortgages on it, which is really interesting too, this is in a foreclosure, but that's another reason why I like land so much is you don't have mortgaged, they're all free and clear and you can see pricing comps and things like that on these vacant lots. So prop wire is really good. Just test it because in some counties, in some parts of the country, the land data is kind of missing and I don't know why, but yeah, that's it. So now you, you've got a list of sellers, whether you're using FreedomSoft or land portal or prop stream Joe or prop wire, you've got a list of sellers. Now what do you do with them? Well, there are two ways to find leads to do deals to get leads to come to you or you go out and get the leads. I like leads coming to me. Now unfortunately, if you want to say that you have to pay for that, right? If you go out And get the lead, you'll save this a little expense of that. But that's going to if you don't have any money, you want to go out and get the leads, but you're going to have to have time. So it's either money or time. If you've got money but no time, you want to do direct mail or PPC and get the leads to come to you. The quality of the lead that comes to you is a hundred times better than a cold lead that you're going out and chasing. So you're either going to get the lead to come you or you're gonna go out and chase leads.

Nothing wrong with going out in chasing leads. That's a great place to start if you don't have a ton of money. But let's talk first about getting leads to come. That's with direct mail. And then there's also I should add PPC. That's one of the things we're going to be testing in 2026. And I'll talk more about that on my channel, but with direct mail, you can do things like send 500 postcards a week or 10 to 20 handwritten letters a day or five to 10 just one-off letters a day. I should add that here. And the two favorite tools I use for direct mail are freedomsoftnow.com and getrocketprint.com. We'll talk about that. And also get land portal also does some direct mail handwritten postcards that you can do for maybe a handoff or one off. Letters like that. Okay, so 500 postcards a week. The postcard I like to send looks like this. It's called the third notice postcard. I don't know how well you can see this there. It's just basically, hey, I need to talk to you about your property, text or call this number. No one will answer. It has a reference ID. And then the letter that I like to send is simple letter like this, now you'll notice I do not send blind offers. I don’t, a lot of investors do that. I personally don't like that. I want to get them on the phone. I want to talk to them. And so I've got clients that are doing just this letter and are doing really well with it, quit their job. If you go to my YouTube channel and search for Grant, he quit his job using this letter right here. And then most of my clients, most of what we do is this postcard here. They both work well. They both send people to a voicemail. You notice here, call or text our 24-hour recorded voicemails. I want them to know nobody's going to answer when they call.
And the voicemail just basically says, you want to see the voicemail? Okay, hold on, I'll show it to you. This is a voicemail I use for my postcards and my letters. It's very simple. Hey, thanks for calling. Listen, when you decide to sell your vacant land, you're normally faced with two options, either listing it with a real estate agent or listing it and selling it on your own. But now you have a third choice. My name is Joe. My company is looking to buy several vacant lots throughout the Florida area today. So if you're tired of fake offers, by the way, sellers are tired of these fake offers that they're getting all the time, we are professional land buyers and we buy vacant land for long-term investment purposes. We can pay cash. We can close in as little as 30 days, or whenever you want. Now, off. Just because I say it can close and 30 days doesn't mean I will just because I can say I'm paying cash doesn't mean I have to have the cash, but I can I do have the cash I have access to private investors. I have credit cards, you can buy these land deals with credit cards. You have access to my cash. If you want to go to dot flip their challenge.com I'll show you how you can use my cash to buy these deals. We'll partner on the deals together.

But basically what I'm saying here is hey, I can pay cash, I close in 30 days, or whenever you want. So back to the script. If you like the idea of selling your property for a fair price for cash in the next 30 days without having to put it on the market or dealing with the uncertainty of when it will sell, then please leave your name and number at the tone along with that reference ID on that postcard we sent you. We'll do some research, we'll send you an offer within 24 to 48 hours. Again, leave your number and that reference id will send you and offer right away. Thanks a lot. That whole voicemail scripts takes about 45 seconds. So again, I do not recommend sending blind offers, because most of the idiots, ding-a-lings that send these blind offers are that when that seller gets the offer, it's way off. You spend hours and hours trying to price these, you send these offers, and a blind offer means basically you're finding out, okay, in this subdivision, in the zip code, you're trying to figure out a price per acre, and you're blasting out 500 to 1,000 offers at once. And there's a big difference between a property that's on the water and the property that is a half mile away on a price-per-acre basis.

There's a big difference between a property that is on a slope and a property that's flat, a property, that's landlocked in a property. That's not landlock to property that isn't a floodplain or not. So it's really, I've always preferred to get as many people to respond to my marketing as possible, talk to them, look at that specific property and send an intelligent offer for that particular deal. And you're going to make more money. You're going do more deals. If you do it that way, make sense. And having said that again, I have friends and I just called on my friends idiots who do blind offers and they do very well. It's just a numbers game, but I don't I think it's you're wasting a lot of marketing by doing that So you might do if you're sending blind offers You might do one deal out of every three thousand offers that you send three to five thousand offers That you send out right or if you send neutral letters, you might Do one deal a lot every thousand to fifteen hundred letters that you sent out now Yes, you have to talk to more people but guess what? That's a good thing Why because now I have more people to follow up with I can send more offers I have more people to follow up with, and I will do more deals and I'll beat you hands down across the board by sending neutral letters, neutral postcards, rather than blind offers. Make sense? You picking up what I'm laying down here?

All right. So let me find my mouse. Okay, cool. We're back. Now, 10 to 20 handwritten letters a day. This works really, really well. I love crumpled up yellow letters, you're going to get the highest response rates with. So you may not want to do postcards through freedomsoft or get rocket print.com. But you know, you can handwrite 10 letters a day while you're watching your favorite TV show or whatever. It's a real simple process. Handwritten on a yellow legal pad of paper. You just use a red sharpie for attention. Simple message. I like sending these handwritten letters from a female. Crumple up. After you write the letters out, crumple them up and then smooth them out. Put them in an invitation envelope with a real stamp and include a reference ID for tracking responses, right? Why does this work the best? Creates curiosity. They're going to get a letter that has some thickness to it. It looks personal. It's not corporate. It's non-threatening and they're going to because it's an invitation envelope because it handwritten. They're going to see oh, yeah, you know what interesting and then they open the flap and they see a crumpled up letter and it then You write something on there that says do not throw me away. You will get a huge response rates with these kinds of letters Okay now you can do again while watching TV cost very little but you're going through get Exceptional results and it's very simple what I say in there. Hey Jim, my husband and I are looking for we are investors We're looking to buy some land in the area If you're interested in selling your two acre lot, your 0.25 acre property, please call or text this number. Use this reference ID. Thanks Victoria, handwritten and at the top maybe do something like do not throw me away because the letter is going to be crumpled up. You're going to fold it back up, fold it into fourths. This works like crazy.

We have a lot of people that do this and we'll do deals from it. So again, just 10, 20 handwritten letters a day. You can actually do one and make a hundred copies and crumple them up and send them out, but they work because they're personalized, handwritten envelopes, and they're crumpled up. Who does that? I don't know, people who love money do it, that's what. Now, you can also send five to 10, excuse me, one-off letters a day. Now, there's also the offer letter that if so, I do have a client in our community right now. His name is Jose, he's an awesome guy. He partners with a lot of our people in our committee on deals. He just sends five to ten one-offs letters a days. So, one-of offers. So, what he's doing is he's finding properties. I did a video about this recently on my YouTube channel. I think I did several of them, but basically you're going to find like using the land portal like we were doing here You're gonna find this property here. All right, we want to you want to send this Okay, here he goes. You want to spend this individual actual owner a letter so you can look at the information here They estimate the price to be about 49 grand So I would send an offer at 40% of that now You can also look at comps would talk about that later But the cool thing about volume the land portal is you can click right here start mailing and you can actually send a hand-written letter to them with real handwriting. They actually use robots that take this pen and draw it so it looks really realistic. And so yeah, it looks kind of like this.
Now this is a computer font. So when you actually print it in real life, it's much bigger and it looks I've seen it. I don't have one here. Check this out. This is the envelope here. I've covered up my personal address there. Okay. And let me show you the actual letter inside. It's a postcard and you can put a logo on. Or I know it's really hard to see there, but if you go inside look at that. Can you see that? Okay, Ron Apke from the land portal. It's very realistic looks very and so these cost about a dollar 97 they're not cheap, but they get a much higher response rate So you can send five or ten of these a day right from the LAN portal and they work really well. Or you can just handwrite them yourself. Okay Now the offer letter that I like to send kind of looks like this take a screenshot of this it says hey I'm reaching out because I'm interested in buying your property. I'm not a big company. I’m not a realtor and I can, these are the benefits, you know, but we can help you with, we can pay cash and we sign a short purchase and sale agreement. Local title company handles everything. And it's just a real simple letter that we can send, but the cash price offer goes right there. And I'll talk a little bit here how to do this, but this is a real, simple strategy.

If you just want to send five or 10 intelligent offers a day, I'm not talking about spamming, blasting out 500 blind offers. You're looking at an individual property that you know in this neighborhood, I can offer, I can sell it for 20. So I'm going to offer 10. That's all we're doing there. Okay. And I'll talk more about how to comp these properties real quickly, simple, and then you can make an offer very, very simple with that. So now you are sending blind offers, but they're intelligent blind offers. And you're at each individual property individually, and you're sending them something that's been handwritten. So you can take this letter that I just showed you, you could print it on your home computer, this letter here, print it on your own computer, hand address the envelope. Oh, sorry. Here it is. This letter here. You can print it on your own. Computer and hand address, the envelope, put a real stamp on it and send it. And you're going to get high response rates and you're going to a much better, um, calls on these. Okay. Now also print genie is a really cool tool that I've just started recently using if you go to get printgenie.com, getprintgenie.com.

One of the cool things about this is you can actually it'll send these letters for you handwritten I'm gonna show you how that works here in just a second. Hold on So when you go to get print genie comm you get my Special mail templates and if you click on mail templates go here and you go Joe's land letters right here So far I have three of them on here and I have a two different letters that you send for blind offers One for cash and one that gives them two options cash and owner financing and then this is a buyer's letter I'll show that to you later But if you just click this one right here, this is my letter and you can search for a property here You could get started and you put in the address here And I'm not going to do this but you put it in the Address It'll give you the property address and it'll give me the owner's mailing address and then you just Click Okay And then it will actually print the letter and send it to that seller on a handwritten envelope with a real stamp on it Which is pretty cool and that letter looks like this I know it's really hard to see but it's the same letter that I just showed you here now the cool thing about Print genie is you can send these offer letters and mail one-offs and you don't have to pay any monthly subscription. Now if you have to preload some money into it, but you don't pay monthly, there's a free version if you do pay monthly It's like 40 or 50 bucks a month and then you do save some money on the direct mail But the cool thing is you could not pay anything monthly I think it's about a dollar fifty per letter if you're not paying the monthly and then it's a dollar $15 per letter if you are paying $50 a month.

So it kind of depends on how many letters you're sending and so these are going to be cheaper than the land portal envelopes that you're standing here. But the so it's kind of hard to explain the Land Portal has the most realistic handwriting. But you're gonna pay a little premium for that the print genie the handwriting does look more like it's from a printer. But it's still really good. So does that make sense? You just have to play with that and see what you like But the cool thing is with the Print Genie, you go to getprintgenie.com to get my version of it, you get my letter, all you do is you click the letter you want to send, you click order, you click get started for the address, you type in the address of the property, or you manually type it in here, it'll give you the owner's address and you can send real quick letter to these folks. So again, what I'm talking about here is different ways you can send five to 10 one-off letters a day. You can print it yourself from your home computer, hand address the envelopes, or you can go to getprintgenie.com or getlandportal.com and they will do the handwritten postcards for you. Okay. Now for direct mail, I love Freedom Soft. It's how I do all my direct mail. Freedomsoftnow.com. Now, Freedom Soft will not do handwritten envelopes. That's one drawback to it, but it's still so much cheaper, it's faster. And getrocketprint.com is if you go to something like whatever I showed you before, where you get the list or something. Let's say you go Land portal, PropStream, Joe or PropWire, and you download 500 or 1000 listings, records, okay? You can then go to getrocketprint.com and you can send my mail. Now they have some discounts here that you can check out and it costs about, you can see the, for the double window envelope, this is bulk rate mail, it's not first class. If you do, if you buy 5,000 at a time, you'll spend 63 cents, which is really good. And you can also do postcards, yeah.

So the cool thing is with something like Rocket Print. If you go to get rocket print com all you have to do is you download the list and you send it to rocket print And they will take care of it for you just tell them I want joe's postcard I want Joe's envelope, you know letter or whatever they can do that super cool simple. All right now ppc.
We're going to be testing ppc. See soon this okay, so I don't know why I wasn't showing my screen But I was just showing you with direct mail what the things look like so here he is with rocket print Sorry about that. I don't know what just happened, but you get some really good cheap rates for the mail okay so hopefully the video is not all screwed up but I'm just you understood what I was talking about right okay get rocket print does really good mail check that out now that's getting leads to come to you right so if you want to spend the money you had a little bit of money to spend and you can or the time you want send mail or do the PPC stuff then leads will come to you there's a much better quality of leads you might need I don't know 50 leads to do one deal when they come to you, you might need 200 leads if you're going out and chasing them. But let's talk about that because the great thing about you going out and getting the leads is you don't have to spend much money at all on marketing. And it really comes down to making phone calls, not texting. I do not recommend texting for leads. Now I know some guys are doing it. The problem is it's a tightrope. I mean, you could get into big trouble. You can get fined, you can get sued by texting people without their written consent. It's just not worth it. It's too hard to do. I know some people are doing it. There's software that does it and they claim to be legit and above board. But I just, let me tell you this. If you're going to be texting, just call an attorney that specializes in tele marketing and stuff like that and ask them, is it okay if I send texts doing this and I just trust me on this. They'll say, no, it's not. It's too, it just too easy to get sued and all that kind of stuff.
So what I like to do instead is I like call realtors of older vacant land listings and call the land owners themselves. So I'm going to talk about this here just a second. Now, I can guarantee you will do deals if you do this, but I can also guarantee you that nobody will do this. It's hard. I can't say nobody. Very few of you will. Do it. Now, what if I told you, Hey, listen, I give guarantee if you have a hundred to 150 conversations using what I'm going to be teaching you here, you will do deals. Would you believe me? You know, I Can't guarantee anything, but I can almost pretty much guarantee that this will actually work if you're willing to put in the work now, but it's very hard. It takes time. But it's not fun to deal with all this rejection and cold calling and just sitting on the phone letting the ring go to voicemail and playing phone tag. It's hard. It's not easy. I know I get it. So if you don't want to do it, then send direct mail. That costs money though. So if we don't have money, but you have time, do what I'm going to tell you to do here and you will do deals. It just takes time. So this strategy works really, really well. It's calling realtors of older vacant land listings and I have a script here. I'll show it to you in a minute. But all we're doing is, you know, we're in Marion County, for example, okay. And this is an area that a lot of activity, we want to go in here.

So I'm going to look at properties for sale under a hundred grand. And I got land only, and I'm gonna go right here. Time on Redfin longer than six months, 180 days. Look at this, there are 536 vacant lots right now in this county that have been on the market for over six months. Why haven't these properties sold yet? It's because they're overpriced. Okay. So you're going to go to these properties and you're going to call the listing agent. You're going call Bob Simon right there. And there's his phone number. Now, if you can't find phone numbers, or if you want an E, sometimes with some markets, it's harder to find the listing agent's contact information. You can Google them and find them. You Google Bob Simon from Engel and Volkers, you know, you can, boom, right there, there's a phone number. You can go to their website, you could find phone number, but if you also go to homes.com, the cool thing about homes. Com is it gives you the contact information of the listing agents. It makes it a lot easier to contact listing agents, so if I go here and do Marion County, Florida, and I go to all filters. And I go to maybe I'll do lot size minimum, you know, quarter acre under hundred grand and then I go to land only and then I go two days on market longer than six months, 437 different vacant lots. Now if I click on one of these, guess what I get? I get the owners or the listing agents information. I get a phone number and a listing agent and you can also send them a message. Now what do you say in here? Something like, hey Kendall, my name is Joe, I'm an investor. I see you've got this 0.32 acre lot in Umatilla, Florida. I'm an investor, is the seller's price negotiable? Okay, this one's been on the market for over two years. Why hasn't it sold yet? It's just overpriced. Now, one of the things that you do, and I've done videos on this before. I encourage you to go to my YouTube channel and do a search for a video called them, Joe McCall Realtors. And you'll see a video where I actually call realtors live. And one of things I want to do in 2026 is do more live calls, live deal analysis where I'm looking at deals, I'm making offers. Would you be interested in that? If you are, and you're still sticking around this almost like an hour long into this video, my goodness, like this video comment, down below and say, yeah, Joe, I would like to see you do more live seller calls, call realtors, make offers, look at real deals.

And I'd love to do that for you. So let me know if you have any interest in that or not thumbs up, subscribe to my channel and comment down below. Yeah, do that, please. I'd really appreciate it. And it just helps with the algorithms and the YouTubes and it would be cool to see now this house here, I'm going to call Bob Simon and there I'm gonna say, Hey, what's going on, Bob? Why isn't this property sold yet? You know, is there anything wrong with it? Is the seller negotiable on their price, et cetera, et And I can click right here on that property. I can go to nearby homes for sale, and I can look at similar properties nearby. And I'm going to say, all right, show me land. Actually, under contract and pending, boom. And I want to look at just land, boom, and I'm gonna start zooming out. Where's the? There it is. Zoom out, zoom out. Now, they're asking $34.50, right? And we'll sort this from low to high. And I don't know what size properties these are, right, but I can see already just zooming out a little bit. Well, I got the realtor on the phone. Okay. So I want, I understand that they want 34,000, but man, I'm looking at some other similar properties here that are 21,000 22,000 you know, 13, 20,000. So is 34, are they pretty firm on that? Okay. And then while I'm on the phone with the agent as well. I'm going back in the last year, looking at land that's sold. I can zoom in a little bit more and I can say, man, I'm look in here at properties that sold in the last year and I see something that sold for 10 grand, 20 grand. And unfortunately, I'm gonna have to be in that price range. That's not going to work, is it? So this is a conversation I have with realtors. All I'm doing is that I'm calling them about this property. You know, is the seller negotiable on their price? And I talked to the agent. And let me go over the script here real quick. Because in this script, it's really, really simple. I don't care necessarily about this property that I am calling about. The reason I am call these realtors, I want to establish and build a relationship with them. And I want them to refer me any other off-market deals that they might have.
So again, I just did a video about this. I think it was called how to wholesale a deal in 10 days or less. I just did this a few weeks ago. So go to my YouTube channel, look for a video that came one or two before this one, and you'll find that video and I'll talk more about that, but here's a simple script, you know, Hey, my name is Billy Bob. I'm in a vacant land investor. I see you've got this property listed here. Do you have a couple of minutes to mind if I ask you some questions to see if it would be something I'd be willing to buy or I didn't catch you at a bad time today, by the way, I don't have any agent representing me. If you can help me with this deal, you can get both sides of the commission. Would that work for you? Cool. So tell me about the property. It looks like a nice property. I'm sure you're getting a lot of calls on it, right? How long has it been on the market? No, I know how long it's been, but I'm going to ask that realtor anyway. A lot of times they just don't know. Why hasn't it sold yet? Is something wrong with it? They're not in a hurry to sell it, are they?

So you ask them questions about access, the area, wetlands, and things like that. Do you think that's a fair price for this crazy market? How negotiable are they on the property, right, how negotiable is the seller on the price? I'm looking at other nearby active listings and sold listings. Is this right? Oh my gosh, I see properties here that sold for 10, $20,000 less. What's the seller going to do if they can't sell this property? How long are they going to wait? Have they received a lot of offers? What were some of the other offers that they turned down and rejected? Believe it or not, realtors will tell you this. It's crazy. So I don't know if I can get anywhere near this number that you're at, right? I'm looking at similar properties in the area in a perfect world. I would need to be around this. That's probably not going to work, is it? Sometimes if you wanted to, once you've done a few deals, you can ask them about seller financing. But I say, all right, listen, I'm going to sharpen my pencil. I'm going to email you an offer. Listen, if this deal does not work out, do you have any other off-market properties that I might be interested in. I'll pay 10% commissions. This is where the money is. This is the power of calling realtors. If you can call five a day and ask them this question, do you have any other off market properties that I could buy? I'll pay you 10% commission. These agents do not want to list these vacant lots. They want to give them to a cash buyer, right? So you give them your contact information, say, listen, I'm gonna send you an offer for this property. Don't even write up a contract yet. If the seller says no, that's fine. But if they say, yeah, go write up a contract, I'll sign it, whatever. I'll give you proof of funds letter if you need it. But add my number to your contacts, okay? Add this number and call it Joe Landbuyer. Call me the Joe Land Buyer there. And when you find somebody else that's got a listing that they want to sell or you find someone else, if it's an off-market vacant land deal, and I can buy it at a discount, just don't list it, call me. I will pay you 10% commissions, okay. You're going to get realtors that will follow up with you. They'll send you other deals. They will find another property that's listed on the market for 25 grand, but they know the seller will take 15 grand, you'll get these realtors to start bringing your deals. And the cool thing now is especially if you put them into a tool like freedom soft, or another tool like maybe follow up boss or something, you can follow up every single month automated with these realtors and say, Hey, how you doing? You don't remember me. My name is Joe. Do you have any off market vacant land deals? I'll pay you 10% commission. Hey, I'm calling following up about that property has it sold yet? Do you got anything else? I'm always looking for deals. Let me know I paid 10% missions.
So now you've got this realtors contact information, you're constantly following up with them every 30 days. This is how you make money in this business is in the follow up, right? So this script works really, really good. Call 510 realtors a day. Come on, let's go. Now you can also call the vacant landowner. So any of those tools I've shown you freedom software, getting your list to the land portal, prop stream, prop wire, you can get download lists and skip trace them on those platforms. Okay. And you here's a script that I like to use, I'm just going to review real quick with you. Basically, I like this part. Hey, Jim, you're going to hate me. Listen, because this is a cold call about your 20-acre lot near city. Do you just want to hang up now? Or can you give me 30 seconds and then decide? That's the best way to open cold calls, right? So, hey, I'm looking to buy some land in the area and I'm calling to see if you have you thought about selling it? Or would you be interested in entertaining an offer? Great. You might have I ask you some questions. Good. It looks like the lots two acres. Is that right? Does that have road access? I know if it does or not, but I'm asking anyway. Does that have Is there any buildings? What's the terrain like? Is it floodplain wetlands? Do you have a price in mind? So if I can come up with an offer that works for you, how quickly would you be willing to close on the property? If they say, well, how much? You say, I don't know yet. I need to run the numbers. Do you know, do you have price range that you're looking for? If they said, no, I didn't want to sell it, or do you any other vacant land that you would like to sell? Or they might say, maybe in the future, then you ask for a timeframe in mind. If they ask, well who are you? You say hey, I'm a local real estate investor. We're looking to buy more land in the area. We buy them fast. Do you mind if I ask you a few questions and say, how did you get my number? You say, well, we found it online. I don't have anything to sell. We're just looking to buy some land. So do you, would you consider selling your land? Okay. So very simple, cold calling script. Check that out. I know some of you are saying, well how do I get that script, Joe? Would you like to know? Okay. Go to www.flippdirtchallenge.com. It's a free five-day challenge that I do every week. It talks about how to flip vacant land. And I walk through all of the steps in there and how to find offer and flip these deals, how to get all the money, how to get all the leads for free. So check that out, flipdirtchallenge.com. And it's a really incredible challenge and I know you're gonna like it.

So we just got a few more things here in this mind map. Those are two ways to find deals, right? Get leads to come to you, you go out and get the leads. Now you need to make offers. The number one rule in real estate is what? Make offers, make offers, makes offers. The only metric you need to be worried about in your business is how many offers have you made in the last week? The second metric might be how many offers have been made in last month? And that includes follow-up. It's very simple, you have to make offer. Don't ever come complaining to me or somebody else and say, man, this business doesn't work because I'm going to ask you a real simple question. Oh, it doesn't. Okay. So how many offers have you made in the last week? How many offers? How much follow-up has you done in the past month and most 99.99% of the time, people will say, I've only made five offers or I made none, or I've made one or whatever. It's a numbers game guys. It's numbers game. You've got to get used to know. In fact, I'd say if you've not made somebody upset by 12 o'clock, you're not marketing enough, you're not making enough offers. If it's 25 no's for every one yes, why aren't you going out and getting 25 no's every day? If it is 100 no's, why are you going out and giving 99 no's? Your goal should be to get no's to your offers because you know, one of those of 100 or whatever it's going to be is going to turn into a deal. So this is if you're Not making offers, you are not making money in this business, you need to be making offers period. That's have a metric like a scorecard spreadsheet, something on your wall, how many offers ever made in the last week, and you need to start tracking that you want to make a lot of money in this business, whether you're doing land or houses, your number one goals to make offers to make five offers a day, and you will make money in his business. So I like to make simple cash offers. And I start with what can I sell this property for in one or two months? And then I offer 40% of that. That's that it's simple. What can you sell this property for in one or two months? Now I'm going to show you some examples here of real quickly, how do you find that number out? How do you figure out what this property can sell for? And I got two tools that I like to use.
Number one is my, I created a software, it's a Chrome extension that helps you analyze deals on Zillow. And another one with that tool I was talking about before at getlandstats.com. So let me show you something real quick here. Hold on a second. I'll find a, I'll pull up a good property here to look at. Okay. So I'm in Redfin here and I found this property that's been on the market for over, let's see here. It's been in the market 179 days and I want make an offer on it. So I like to use Zillow. I go to Zillows, I find that property. I'm going to zoom in right into the area, get that property in the center of my map. Alright, and then I'm gonna set some filters here. I have this Chrome extension. By the way, you can get this Chrome extension for free if you go to the flipdirtchallenge.com, www.flipdirt challenge.com. Go check that out and I'm gonna show you on Thursday of the challenge how to get this tool for free. But all you do is you click, you're gonna set up your filters here, so we want to say land only. I got property I'm interested in right in the center of the map, okay? I'm looking at land only, boom, and I'm going to go to filters. I want backups and pendings, and I want to do lot size minimum 7,500 square feet maximum an acre and I'm gonna start zooming out so I'm looking at all the vacant land currently for sale but I'm a sort this from low to high currently for sail right and so now hold on one second oh my gosh so sorry my wife just texted me she's boarding a plane right now Southwest Airlines flying back home and she was one of the first to board I got her the a1 through 15 upgrade or whatever and she's all sitting in the flights They took her bag out of the carrier with the thing above, you know, and pushed it back 10 rows.

So anyway our video editor go ahead and edit that out if you want like so I was just texting her what to do She's got a totally good attitude about it. She's like, it's not a big deal and I have a bad attitude about anyway back to here. We're gonna comp this deal, right? So we've got all of these we have 47 properties here and I just zoom out and I'm gonna scroll down To load them all up and I want to go to my scraper here and I’m going to click analyze current page it just went and scraped all of those properties here and it's giving me the information and if I click right here the lowest 50% I now have a median and an average price per acre of $133,000 an acre right? So I'm going to write that down 133,750 and our property that we're looking at is 0.23 acres okay? Now let's look at solds. I'm gonna click solds, apply there's a ton of them. I want to go down here sold in the last 12 months and there's 58 if that's too you could zoom in. If you need more, you zoom out. So I'm gonna scroll down to load them all up, and I'm going to do that scraper thing here, analyze current page, and it just went and scraped all of those solds. Now, look at the, if they're looking at actives, and we're looking at the lowest 50% price per acre, the average price per-acre median is 132. Okay. And if I scroll down the solds, it's 89. Why? Yikes. Why is this so much lower? Well, because, you know, you've got these outliers here, where you know some investors are buying these is really cheap. So, you could take them out. You could even say something like, all right, well, I want max 0.4 acres. Okay. And that eliminates a lot of them. That kind of brings it down where they're closer to each other. Right. You could also say, well looking at, when I'm looking at solds, I want to look at all of the solds and I can see here.

All right. So the median or the average, whichever one is lower is 143. So I'm going to do 143029. If I scroll up And when I'm looking at actives, maybe I do lowest 50% and I got 158914158914. So now I have two numbers. I have 158 and 143. And on this thing, you could put the lower of the two 143029 and we have a 0.23 acre lot. Okay. So I could sell that property maybe for, I know this is really small. Oh, hold on one second here. Oh, you know what? You don't see. I was doing all this work and you weren't seeing it. Let me do some screenshots here to show you what I was looking at. Hold on one second. Oh, wait, you do see it. Never mind. Never mind, all right. So I was look at my screen seeing something different. You do see what I'm looking at here. All right, so based on $143,000 an acre, this property would sell for about $33,000, okay? And if I wanted to make 10 grand on the deal, pay a realtor 10%, pay 500 for photos, 2,500 for closing costs and 1,000 for unknown, I could offer about fifteen thousand six hundred for it. Okay, or if you're doing the forty percent rule offer thirteen thousand If this is a hot market and you want to be more aggressive offer the fifty percent or sixty percent of the numbers there Okay, so that's just a way you could use this tool this free extension If you go to flip dirt challenge comm I can give this to you for free You can go to the chrome store and search for it, but you won't find it You can only get it. It's a private link So I'll send you the link if you join the flip dirt Challenge now another cool thing that you can do is with land stats. If you go to getlandstats.com, you can put go click comparables right here and you can click on the type in the address there or do latitude longitude. And you can then choose a radius around the property. And I'm saying here, all right, give me the last six months for solds in a one mile radius. And there's 21 properties. You can do two mile radius the last 6 months and I've got 54 properties. Okay. And so you can change the radius or you can the comparison, 6 months, 12 months, whatever. And then you can now sort this by price and I want to take out this one. This one's crazy, right? So I can remove that one and I've been remove this one and I could even say, you know what I want? I don't want anything bigger than 0.4 acres and that removes all of those. And so now I'm looking at all of these solds and I can also sort it the other way and I could remove any of these that I want. Some of these have been on the market for a long time. I don't know, whatever. And look down here, boom, we've got median. Now I like the median and the averages Because the medians remove the outliers. So I sometimes I just take the lower of the two And so if we're looking at sold in the last six months in a two mile radius, maybe that's too much Let's do one mile radius. All right. Now we have 15 of 17 here Okay, and the if I scroll down here, you can see the median is 134, which is real close to what I had before So I'm gonna write down 134 483 and those are sold. Well, what about active for sales?

You don't want to ignore the first sales either. So we can sort this by price, we can remove any of that we want and we can see, all right, so the median and the average, so let's take the lower of the two, 189655. Then you can look at pendings if you want, and you got the median there. So you could, you know, you've got three different numbers, average price per acres for actives, for sales and for pendings. But now you just look at this and say, all right well, if I'm looking at for sale, I want to make sure my property is the cheapest and the median price property of all of them is $53,000. If you sort by price, the cheapest property is $28,000, so you could take a look at that property. Is there something that this is on a corner lot? So I definitely want to be cheaper than that. So you know what? This next one here is $36,000 This one has been on the market. This is brand new on the market. It just got on the market. So, you know, let's look at it here maybe. I definitely wanna be cheaper than this property, and this is a corner lot. So all right, I'm gonna sell mine for $25,000 So I'm a write down 25,000 and I'm going to just do this really simple. I'm gonna make an offer at 40% of that. So I get my calculator here. I don't know if you can see this. No, you can't see it. So I do 25,00 times 0.4. I send them an offer for 10 grand, that's it. So if you're doing the, if you want to send a simple cash offer to a seller, what price can it sell for in one to two months? Use my Zillow Land Analyzer, the Chrome extension, or go to getlandstats.com and use that and offer 40% of that. Maybe 50% if it's a really hot market, there's a lot of activity, 50%. Now this is really important. When you send your offers, always send the offers in writing and follow up. I've already talked about that. Follow up every 30 days, SMS, text, email, calls, ring this voicemail, direct mail. Always do direct mail every 30 days. And if you call sellers, oh listen, this is something I tell people all the time. If I were to call these sellers that you made offers on 30 days, 60 days, 90 days later, if I ask them, do you know who Billy Bob is? Do you know Jim is? You know Mary is? They should all say, yes, this guy follows up with me all the times he sends me these offers. Even if they're mad, they should know who you are. That's how I can tell if you're going to do deals or not. If you're gonna do a lot of, my coaching business partner and I Gavin we were doing a bunch of houses a few years ago and we looked back This is six or seven years ago. We look back into the last previous 12 months We did 58 deals guess how many of those 58 deals we did from that first conversation that first touch with the seller Only four if we would have not done any follow-up that year We would have only done four deals, but we did 54 more deals from the follow-ups And on average it was seven to eight touches over three months three months of follow- ups seven to 8 touches on average Some of them was only a couple of weeks of follow up, some of them were over a year, but the power is in the follow up. 90% of your deals are gonna come from the follow-up.

So when you send offers, even if you're in a competitive market, do what nobody else is doing, talk to sellers, send intelligent offers in writing, follow up every 30 days with that seller until they die, until the property sells, or they cuss you out, and even then, I would still send them an offer every 30 day, okay? Unless they actually tell you to stop, then yeah you can stop you have my permission to stop but that's the money is right there in the follow-up okay always send the offers in writing in the mail emails get lost texts get blocked and flagged to spam okay now what happens now that you get a deal accepted one out of every 30 offers let's say gets accepted you're going to sell the deal to hungry buyers what I recommend is calling realtors so for example if you're looking at you got a property right under contract here. Go through and call all these realtors who sold these lots. You scroll down, you can see the listing agent right here and the buyer's agents. Call at least 10 or 20 realtors. Say, hey, I see you sold a property here recently. I have another property that I'm thinking about buying. I don't know what I'm gonna do with it yet. I might build a house on it. I might sell it with order of financing. I might just flip it. But if you have a buyer who will buy it, I'll pay you $2,000 commission. So just call realtors, it's one of the best ways to sell your deals. I don't know why more people don't do it. It's the fastest, easiest way to sell a deal. Call these agents up and they don't care that you're an investor, that you are a wholesaler. If they do, they're not a good agent that you should talk to. But you can find the listing agent and the buyer's agents, call them, tell them you'll give them $2,000 commissions if they help you find a buyer. Okay. Now, whether you close the deals or not, that's another story. I'll talk about that in a minute. So I like to call realtors. I also go and like to. Nearby home builders. So if I'm in Zillow here, I'm just going to go and reset all my filters. My property is right in the center property that I have under contract is right in the Center of my map here.

I'm going to zoom out and I'm gonna go to first active for sales, home type, land or houses only. Okay. I'm to go to more. I'm in do backups and pendings and I want to go to year built after 2025. Guess what? Hot diggity dog. Look at all these new home builders here, right? These are all properties that are currently listed on the market. All you do is you call up, you click on one of the properties and you look for the agents or the home builders. And you call them. Now, you'll see many times here, source. So you call, just Google the home builders, call the listing agents, call whoever you can find here. And a lot of times you can get community details and find out about the builder. You can contact the builder here and call them, say, Hey, I see you're building some land or houses here. Are you looking for more land? Here is another property. That's a new construction. There's the listing agent, listing provided. And if you scroll down, sometimes you can get information on the actual home builder themselves. But I would call the agent and the homebuilders, find out who it is that is building it. And I don't see the home builder here. Sometimes you can see the Homebuilders. Sometimes, you can't. The next thing is, go to solds. And, I'm looking at all of the solds of built houses built after 2025. Look, there's a ton of them here, right? If you zoom in, you could find, hey, I see you, somebody just, you just built a new house here. Is your client looking to buy more land to build another house? And these are great ways to sell your deals. Kelly Wheat is a listing agent. Okay. Now, there's a few other ways that I like to do. And I like to call recent investor buyers that are buying land. One of my favorite tools is called investor base. If you go to get investor base calm, I'm going to show you something really cool here. Hold on one second. All right. So what investor base does is it goes in and says around this area look in a one to two mile radius land buyers only who have bought land in the last year, and you click search, and it will bring up all of the investors that have land and either flipped it or bought and hold it. So look at this. There's 54 different buyers here who have bought land and you can see what they bought it for. This is a landlord or buy and hold investor and you could also go see flippers here. This guy bought it for 50 sold it, put a house on it and sold it for 300 grand. Sometimes you can say they bought it for like this was a land investor bought this property for 46.5 sold it for 98,000. This one bought the same guy Unity developments bought this one for 40 grand sold it for 52 grand and so if you click skip trace and save it'll give you all of their phone numbers the mailing addresses or emails and you can just go through and call these guys and say hey I see you bought some land here are you looking to buy some more and look at these are people that are buying these bought these properties in the last year and have bought multiple properties in this two-mile radius you think that this might be an interested buyer to buy your property yes so if you did if you just did these three things here and I'm going to give you one more cool thing. Call realtors who have sold land recently, call nearby home builders, people that are building homes right now, the realtors and the home builders and just call the recent land buyers saying, hey, would you be looking for more land? If you do those things and you talk to 10, 20 different people, if you've not sold your property in one week, then something's really, really wrong.

It's either a bad deal or it's a bad deal and you need to lower your price. That's just the way it is. We know we're in areas where there is a high demand, there's a lot of people looking to buy land here, you just need to talk to those people who are buying the land or helping the buyers buy the land. Now one of my favorite ways to find buyers as well once you get it under contract is to send a desperate seller handwritten letter to neighbors and recent land buyers. I'm going to show you what this looks like. One of the tools that you'd like to use is again Print Genie. If you go to printgenie.com. Let me show you what this letter looks like. Hold on one second. Okay, so this is not handwritten, but it should be. And it's just basically a handwritten letter that you send to recent investors who bought property. You say, urgent, don't throw me away. I desperately need to sell my 0.23 acre lot in your city, state, whatever. I've had it on the market for some time now and I can't wait any longer. Take a look at the attached map or you know, that's in this area. Call me. I'll tell you all about it. The title is clear. Taxes are paid. It's free and clear. It's high and dry. It has got road access, whatever, it's in great but I need it to sell today. I'm desperate. Help. Call me and please make me a cash offer right now. Name and phone number. Then you take that letter on a yellow legal pad of paper, write it in big red Sharpie, crumple that letter up, fold it back up, put it into fourth, put in an invitation envelope, hand address the envelope, and put two stamps on it. A real first-class stamp at a one cent stamp. Make it crooked and stamp a little crooked. Return address labels okay. This will get calls. Some people, again, I teach these things and some people think, oh, it sounds stupid. That sounds silly or that wouldn't work or they forget. And they're like, Joe, I can't sell my deals. I'm like, what is going on? Yes. Why have you done this? Have you done this? Have you done this if you do these things, like sending a simple letter like this, calling realtors, calling other investors and they've bought land recently in the area and you've not sold your deal in one or two weeks, something's really, really wrong. It's not a good deal. So you go back to the seller, cancel or renegotiate a new price. You understand? So there's a cool tool with Print Genie. I talked about it before, getprintgenie.com. One of the things I love about this letter is that service is you could do these one-offs.

And so, I have this urgent notice letter, and if you click right here, order, and you click right here. There's a nearest neighbor search, okay? And you can say, all right, give me all of the neighbors in a 0.5 mile radius. And I'll just do max quantity here. And then you put in the address right here all right. You click search. It's going to give you all the neighbors. Now there's 800. So maybe that's too many. Let's do, instead of radius, let's do 0.3 miles, paste the address there. And let's see how many, what do I do, 0.2 miles, okay? This is all of the neighbors and now you have 196. So it costs about five cents a record. So for $9.80, you can pull that, you click purchase, and then you can actually send that letter to all the neighbors. But there's another cool thing here that you could do. I don't know if you know this here. Let's go back here to this is the letter right here. By the way, this is what it looks like. They will handwrite the letter for you and they will hand write the envelopes for you as well.

Okay. So you click order right here and then you go lead type. Let's X out of that and you choose recent land buyers right there. Boom. And then we go out one, let's go out one and a half miles, move that all the way over, put an address there. Now, if your vacant lot doesn't have an address, that's fine. Find an address of another property nearby that actually has an address. Make sense? Click search. There are 370 different land buyers in a one and a half mile radius, and it costs $18.50 for the records. It's about five cents a record. You click fund account to add more money in because I only have $17 in there now. And then it costs about $1.14 per letter. And just like that with a few clicks, you don't have to do any handwriting yourself. You can send handwritten letters. Now, Pring Genie is not going to print them or crumple them up for you, but I'm telling this is one of the fastest and easiest ways to sell your deals. Now I've been going for a very long time. We're almost done. Now, what about closing the deals? You know, sometimes in some states now, it's getting illegal, quote unquote, to wholesale properties. It's illegal and moral and fattening to wholesale land or houses.

So you have to do what? Close on the deals, use realtors. Not a big deal. Remember we're buying these properties for pennies on the dollar. We're buying properties for 10, selling them for 20. A lot of you guys have 10 grand in your savings or in a directed IRA and you can flip this inside of your IRA. You can buy these deals with a credit card. It doesn't matter. In fact, I'd recommend a credit card because that's going to be the cheapest interest rate. You don't have to bring the deal to anybody to partner, even at 20%, 30% interest rates. You're only holding the property for one or two months. You could buy them with a credit card, close them, hold them, sell them one or 2 months later. Now you need to know what you're doing because that is risky, obviously. But if you knew what you were doing and you knew you had a good deal, you could close on the deal, flip it a month later to another home builder through a realtor to another buyer, or just call the buyers yourself and you can sell these deals really quickly and only pay a little bit of interest, which is still even at 30% annual APR for your credit cards, it's still a lot cheaper than paying an investor, you know, 10% to use their money. I hope I'm making sense there. It's still cheaper than paying a private investor.

Just trust me on that because you only need the money for one or two months. Now you need to know what you're doing, but if you to avoid the wholesaling legalities broken without a license, you know, wholesaling, you can't do it, then you need to close on the deals, not a big deal, but you might be worried, Joe, I don't, I don't know what I'm doing. I've never done a deal before. Well, we'll partner with you. We'll partner, we will close your deals for you. We'll provide the money. We'll do all the work selling the deals if you want, or just provide the cash you do the selling and we'll coach you and help you through that process. So we talk about all of that in the Flip Dirt Challenge. So if you go to www.flipdirtchallenge.com, it's a free five-day challenge that we do every week. And on there you're going to learn how we flip these deals. I'm going to show you every step along the process, everything along the way, you're gonna learn how to do it A to Z. Pulling back the curtains, I'm gonna show you. Now, one of the reasons why we do this challenge for free is because we want to do more deals. As I said at the beginning of the video, we did three deals last month of just my own marketing. That doesn't count the deals that we're working on with our people in the Dirt Flippers community, but I want to make more deals, and so we have a challenge that's going to teach you all about that.

And I’m going to give you the tools and things like that Zillow Scraper. I want to show you that, I want to give you a lot more resources there. So check that out flipdirtchallenge.com. If you like this video, please give me thumbs up, mention something down in the comments below. And there was a question I asked you, if you wanted me to do more live seller calls, realtors, making real offers and stuff like that, then let me know we'll do some more video content like that. So appreciate you guys for hanging out here and I will see you on the five-day flip dirt challenge. Okay, www.flipdirtchallenge.com Appreciate you guys. We'll see you.