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

Joe:   I want to call some leads, some realtors. Okay, and so one of the tools I like to use is LandStats. It's 99 bucks a month. You don't need to get it. But if you want to get, Norman can put this link in the Zoom chat. It's called getlandstats.com. And so I'm looking for all of the properties that have sold in the last 90 days in the state of Florida. And then I sort this big list by account and I have Hernando County. And then, I create in here a filter. I want only zip codes where the median price is 40 grand or more. And I want to sell through rate of 80% or more and that's it. And so here's a popular zip code with a good median price, which means I have room to make a profit, a good sell-through rate. A sell- through rate is the number of solds in the last 90 days divided by the number properties for sale. So that's a good number and three months of supply is really good. All right. 34614 is a good zip code. Let's go to Redfin. So we're looking at properties for sell in this zip code right now. Let' go to land only. Time on Redfin, more than six months. 44 vacant lots. Okay. And I'm going to sort by newest. And this is a good area. I'm just going to remove that line. I want all of them. Okay? And I am going to do a price filter. I don't want anything more than $75,000. So I'm in a hot spot. And how do I know this is the hot spot? Let me just show you realquick, by the way. How do I know that this is good area? Let's do, we're looking at all the properties for sale. I want houses, okay houses, year built after 2025. In this little area is 584 new construction homes right now in this market. If I do solds in the last year, 657 new home construction solds in the past year. We're about in the three months, 250. So this is a good area, right? So now back to what we were looking for. We are looking for anything under 75 grand that is land, not houses, you're built time on Redfin more than six months. Okay. Let's look at this property. Why isn't this sold yet? Don't know. It's overpriced. Let's call this realtor. Yeah. Hi, my name is Joe. I'm looking for um, Catherine. I think she is listing a property in a vacant lot in Homosassa, Florida

Realtor:   Um, she doesn't work here anymore, but…

Joe:   Okay.

Realtor:   We can talk to you about that.

Joe:   Yeah, I'm an investor and I'm looking to maybe make an offer on this property, but I wanted to ask somebody some questions about it first.

Realtor:   And what was the address?

Joe:   Um, it's 7 Cross Sandra Court, C-R-O-S-S A-N-D-R A. It's a .28 acre lot and it's listed right now for $26,000. What question? Well, I'm trying to get some information about the area and it might be hard for you to tell me any of that because you've not looked into this or don't know much about it yet. But I'm kind of also wondering like, why hasn't it sold yet? I think it's been on the market for 179 days, according to Redfin. I'm an investor. I buy land, you know, all throughout this area. But I am wondering, is there something wrong with it? Is there something that I need to know why it hasn't sold yet. Looks like they've got some nice homes on the street.

Realtor:   Yeah, so this particular subdivision, if you look and see one of us orders, I mean, it's like U.S. 98 there and this particular subdivision has a green belt, which does extend from the property line to that road U. S. 98. U. S. 98 is a major thoroughfare.

Joe:   Okay

Realtor:   little bit of road noise, but it's an HOA community. 0.28 is 100 by 120.

Joe:   So, yes.

Realtor:   It is kind of the end of that. It's where the subdivision, it's like the last street on the subdivision.

Joe:   Yeah, I'm looking at the satellite view and there's no homes at all on that side. Is that going to make, if we built a house on there, you think it would be hard to sell being that close to the highway?

Realtor:   It's not going to be the easiest.

Joe:   Yeah

Realtor:   Subdivision. Yeah. And it's I mean, it's not as price wise. It does match with kind of what the area selling. It does. No, it it's right on kind of right on track.

Joe:   OK.

Realtor:   But yeah, there's HOA restriction.

Joe:   Well, you are right, it is one of the cheapest properties vacant lots in that area.

Realtor:   Yeah, and we're not originally listed. It's been listed at the 26th hour. Yeah. Went on a month back in April last year. Yeah.

Joe:   If I look at vacant land that's sold in the last year, I do see some in that area that are $9,000, $11,000 and $14,000. How firm is the seller on their price?

Realtor:   That I couldn't tell you about, but being that they have not reduced the price since last April, I'm going to say that there are probably fairly some. You know, if somebody is just trying to offload a piece of property, they're going to drop it.

Joe:   Yeah, I'm a little nervous being that close to the highway, to be honest, and that might make it harder to sell. But, you know, what was your name again? I'm sorry.

Realtor:   Oh, it's Emily.

Joe:  Emily, my name is Joe. We don't have… I'm kind of… I live in St. Louis, Missouri, and we're looking to get into some more land in Hernando County. And I don't have an agent representing me. So if a deal like this worked out that you were listing, because does your brokerage allow you to double dip the commissions, get both sides?

Realtor:   Well, it does, but I'm actually the brokerage coordinator, so I am the license filter, but I'm not the one that you would be working with. I have an agent here, that, you know, if you'd like to speak with an agent.

Joe:   Let me ask you one more question because sometimes I'm kind of new to the area so I'm looking for someone to help me and we're looking for off-market deals that we can buy at a discount as is everybody, right? We do pay 10% commissions on deals that realtors bring to us. We can pay cash, we can close in 30 days. I don't play those silly games if you're familiar with other investors that do land. We can close quick, we make real offers. We can do earnest money. We can close in 30 days, I can give you proof of funds, all that good stuff. But we're looking for good off-market deals. Do you know if you have any that we could maybe look at and make offers on?

Realtor:   I don't think there will be any off-market.

Joe:   Uh huh.

Realtor:   I know we have several listed in Sheryl Woods right now, but they're arrested.

Joe:   Yeah, well, maybe, you know, you do have a seller that is, it is listed, but is, you know, is eager, motivated, willing to negotiate. We could maybe still make offers on those, right?

Realtor:   Oh, absolutely. Um, I can give you a dress up one that I can tell you we are about to drop the brace on. Okay. It dropsdropping 10,000, but it's in Sugar Hill Woods as well. And it is 5557 West Oak Garth Boulevard. West? Uh huh. Oak Park. Oak Park, yeah. And Oak Park is one of the main thoroughfares in the subdivision of Sugar Hill Wood. So, you know, you've got good traffic there and that one's gonna be dropping to 39 now.

Joe:   Okay, let me write this down. I know you can't tell me much, but are they in a hurry to sell like do they have to close quick?

Realtor:   Not that I'm aware of, but I will say it's in a living trust. Okay. Sometimes that, well, I don't know this one personally, but I do know that sometimes while I see an all-living trough that's Yeah. Happy to, and this one's been on the market over 300 days.

Joe:   Oh yeah, I see it right here. 315 days, according to Redson. Sometimes we buy and hold land until we figure out what we want to do with it. Sometimes, we will sell it on owner financing and sometimes we'll just flip it. Do you know, like in this area, do you know of many people that do owner financing on land? Do you sell it on terms?

Realtor:   It's done, but it's not as common. So that's a nice thing to offer. Yeah, Sugarmouth is a great, this is a good opportunity, it's a great software vision. It used to be a little bit older. I think we're starting to see more families moving back.

Joe:   Okay, nice. Yeah.

Realtor:   And they're nice size off, but the nice thing about straight around with is every lot higher the green belt behind it.

Joe:   Oh, green dot. What does that mean? Green dot.

Realtor:   You've got a tree line that, you know, so there's no zero lot life between you and your neighbor on the back of your property. Okay. And then on, even if like on the one you were originally looking at, there's always going to be that tree line between you in the major highway or you in next street or when there's, always on the backside of the property lot, there is always a, you know a nice, nice tree break there. Well, that's one of the few that offer that in this area.

Joe:   That is nice. I don't know if I'd be the buyer though, even actually looking here, even if they wanted $39,900 for it, because I just looked at, I put it in the center of my map, I zoomed out, and there's some similar properties for sale for $25,900, $26,900. So I'm kind of looking for a good deal. And if I look in the past year for solds, I see some for $14,500, $22,000, $22.000. What if we did this? Look, what if I looked at some numbers and I just shot you an email of what we could offer. And you don't have to write up a contract, but you could just text them or call them and say, hey, would you consider this? I've got this annoying investor that is making a ridiculous lowball offer. You just never know, right? And then if they say, yeah, then maybe you could write up the contract.

Realtor:   Yeah, can I, I can either give you the name and email of the agent I would connect you with right now or connect you with her and let you talk with her right now, whichever you prefer.

Joe:   Well, I kind of have to go here. Why don't you give me her name and number and email, and I will call her as soon as I can. OK, I got it. I'll go ahead and shoot her an email, and I'll tell her that I talked to you, Emily. But hey, just do me a favor and add my phone number to your phone as a Jo Land buyer. And if you ever come across a listing of vacant land, I know you guys don't like listing vacant land. It takes forever to sell. You don't make much in commissions. But if you got to sell her a client that's like, I just wanna get rid of this thing. You can tell them, hey, I know somebody that can make you an all cash offer.

Realtor:   And now you mentioned Fernando County, you know where you're looking right now is citrus, but we do sell on Fernando as well

Joe:   Well, how did I mix that up? That's embarrassing.

Realtor:   That's okay, we do both. First of all, I live in Orlando, but we do like, you know, the Royal Islands is right there and that's kind of up and coming up busting right now.

Joe:   Nice.

Realtor:   with new build, so land is always, you know, going.

Joe:   Okay.

Realtor:   Rightnow and the building, I live right at the Royal Islands line and it's busting right now, so.

Joe:   Yeah, well, I've done land deals in about six or seven different states and I'm starting to focus more attention down here and I like this area. This seems like there's a lot of activity here.

Realtor:   Yeah we're definitely um air and then citrus springs are pretty big as well so but we can do it all for you so

Joe:   All right, Emily.

Realtor:   I'll be sending the information as well.

Joe:   And let her know that, again, we pay 10% commissions on deals you bring to us. But they need to be off-market, good deals, but you know how that goes. Thanks, Emily.

Realtor:   And I'll thank you all. Have a good day.

Joe:   Bye bye. So, what did you guys think? Was that all right? These calls, when you're calling realtors, they're some of the easiest calls. I'm trying to approach it as like, I wanna help you make some money. I don't have an agent representing me. You can get both sides of the commissions. Is that okay? You notice I asked, do you have any other off-market properties or properties where it's listed but they're willing to negotiate the price a little bit? She gave me one right there. And unfortunately, they won 39.9 for it. They did drop the price, which they needed to do, but always pull up the property like if while you got them on the phone, look at the actives, look at the solds, I tell the realtors all the time like, and I don't think I can make this happen. I don't think this work because I'm looking at actives here. I'm look at solds and numbers aren't probably going to work. But I'll send you an offer anyway. By the way, do you have any other off-market properties? If you add me, add my name, Joe Landbuyerinto your phone, we pay 10% commissions. And you notice too, one of the things I always try to do is I never try to pretend I'm somebody that I'm not. I'm never trying to pretend I'm this big shot investor who buys a ton of land deals. You know, I'm just in St. Louis. I'm trying to get into this market. Can you tell me about it? Because the more questions you can ask, the better.

Gavin:   You called me earlier and left me a voice message. I spoke to Donnie yesterday who gave me your information because she said that you did mainly the land side. Is that right?

Realtor:   I did, and I wasn't able to reach you, the list said you were unavailable, so I did follow up with an email around 12.40 this afternoon. Okay. And I sent you out some vacant land and I was just trying to get to see what you're looking for in regards to features, height, time frame, all sorts of things, but I did send you our current listing of vacant lots, here does the official string look.

Gavin:   Okay, awesome. All right. Well, I can check that out. So thank you so much for doing that. And Donna said that you guys work with investors. So I do a lot of marketing down myself. And obviously, I'm an investor, I buy at discount. And some of the leads that I spoke to Donna for, they want retail. So, I am like, okay, if we could have a working relationship, I actually closed one, you know, last week I have another one in closing this week. I am very reactive and she did say that we work with one other agent that doessimilar to you where you'll actually list the contract for us before we close.

Realtor:   Yeah, we're actually closing on two locks, one is actually in Palatka, that's over an hour and a half away from Nice. So because we have access not only to our local MLF, but also our MLF we can list anywhere. Let me ask you a question. They do a simultaneous close. No, I've also worked with an manufacturer that wants us to do an assignment, which is much harder. How do you close your locks?

Gavin:   We can do a simultaneous as well. We can a double close. That's how I did. And, and to be honest, it just depends on, it depends on the deal. You know, I don't have to do an assignment unless it's a real small, you know, marginal deal, that's the only time really I want to do in an assignment. But we'd have that conversation, you know, on the front side. So yeah, I'm not expecting a straight assignment.

Realtor:   Okay. All right. Wonderful. The investor that we worked with done the double-clothing. We did close on an assignment, but it's hard for buyers to understand that. Yep. That they're accepting it. Thankfully, it was an agent and an as-been. So we just asked her to, you know, literally the 11th hour and she was more understanding and accommodating to the chum. Yeah. I know. That's why we got to the clothing table on that one. But wonderful. Yeah, take a look. I don't really have any sellers right now when it comes to all of our listings we do have some motivated sellers, but depending on what you're looking for I can narrow down that list that I set you. So you hop on in the in your on Amazon. Like I said, you'll see my email actually at 12.40 this afternoon.

Gavin:   Thank you so much. You're working with you. Yeah, absolutely As you're going the one quick question if I get something that I want you guys to list for me Do you guys you'll take care of all the pictures and everything is that part of what you did?

Realtor:   Right, yeah. I mean, ideally, because in Citrus County, their property appraiser site is far exceedsall of the other surrounding counties. They have aerial photos and they run in those once a year. So our listings are essentially based off of what the property appraisers show us. We can also go out there, but it's just trees. So their aerial photos are far superior. Sus, I mean Marion County is a good section, but such a county. If you've gone to our property provider site and clicked on Thinkometry, and not in our GISS website, phenomenal information.

Gavin:   Alright, well that was good to know. Where are you? Okay. Well thank you so much. I will. I will, I'm looking forward to working with you, okay? Okay. Alright, we'll be in touch. Sorry, bye. Bye. Good job, guy. You're out of here. This is out of your thing. This is… Thank you. There's a… You can't overthink this stuff. It's… And this is a lead just so everyone knows if you're watching us for the first time. Yesterday, I spoke to somebody else in the team who gave me this lady I needed to speak to. She called me today. I was on the Zoom call, so I didn't answer. And then I was like, well, I'm going to wait and call that live. So that's what that was about. We've never spoken before. And now you start to see how things lead on. And she knew assignments. She's like, we don't have to do them, we'll do them. And that's normally because it's not been positioned right. So everyone starts worried because they're trying to hide things. You're not trying to do that, you know, in an assignment, but again the easiest way is they just do a back-to-back double close to get around that. So that's a great lead and you know that's again building part of your team as you go through this. And this was just me just so everyone again of yesterday. I literally googled real estate agents. I get a list and I was just calling yesterday just like to see who's going to answer. That's what sometimes you've got to do.