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

Gavin:  Are you a realtor? Yeah, I'm a realtor. Awesome. Awesome, awesome, awesome. Thank you. I've been calling down a list, trying to speak to someone and you answered. So I appreciate that. How are you doing?

Realtor:  Great. How are you today?

Gavin:  Yeah, good, thank you. Elaine, are you in the Marin County area?

Realtor:  Yes, we are.

Gavin:  Okay, perfect. And do you work with investors?

Realtor:  Yeah, we do.

Gavin:  Nice. And do you do any land deals or just residential?

Realtor:  We do both. Okay. We have land listings, residential listings, and or help buyers on the other side. We do it all. We own a property management company.

Gavin:  Oh, nice. Okay, that's awesome. Well, firstly, nice to meet you. I'm in the northern Florida area, but I do some investing in Marion County. Okay. And I'm looking for a couple of things. I try to work with realtors on basically I'm looking for more deals that I can buy. Okay? Now I'm an investor. I try and obviously I buy and I'd want it at a discount if possible. But I also do a lot of direct to seller marketing, and I have a lot leads that won retail that don't work for me, so I'm always looking to work with realtors that can do, that want more listings. Are you looking for more listings right now? Yeah, always. Always, okay. Yeah, so I mean, that's normally the case. So I guess the first thing is, do you have anything that's maybe not on market yet, or anything, was there any sellers that are looking at selling at discount?

Realtor:  Yeah, I just, you know, in this market and with people becoming and you know they're getting in a finch now wanting to sell because the taxes have increased, the NDRs has increased and everything of them that's sore that there's not enough meat on the bone for something to be good for you Probably right. I don't have anything that has enough at the moment.

Gavin:  Okay come on is it something though that you if something comes up you could reach out um and again

Realtor:  I'll see your number. I can run things by you as, you know, something comes up to help them out, help you out, help me out. You know, definitely.

Gavin:  Definitely. Okay, awesome. I'm happy to pay more in commission. I normally pay my agents eight to ten percent on deals as well to make it worth your while. Is that something that would work for you? Okay, great. And then what's the best way if I get any deals, you know, any from my marketing where they want real, you know, retail, that's not going to work for me? Is it best to just send you a text, give you a call, say, hey, I got a lead here, and kind of hand that over to you? Is that, what's the best way of doing it?

Realtor:  Text or call me I'll shoot you my business card when we get off the phone since this is our office line and yeah if you get anything you could just give us a call or text whatever is easiest.

Gavin:  Well, that's great. Elaine, I really appreciate you taking the call. And yeah, I'm looking forward to hopefully doing some business with you. And I'll probably just check in now and again, see what you've got going on. And we'll go from there. All right.

Realtor:  Awesomeawesome. All right. Yeah, I'll send you my card and you can send me yours and I'll save your number.

Gavin:  Alright, thank you so much. I'll talk to you soon. Have a good day. Bye bye. Alright, bye bye. Good job. Alright guys, it's that simple, right? Again, what am I trying to do when I'm talking with a realtor? It has to be a win-win. I'm honest what I'm looking for. I want discount. I'm not wasting my time or theirs. I'm not lying if I do marketing I can give them listings that's not a lie that's the truth and it needs to be a win-win right I also dangled about the eight to ten percent because no one else is doing that and these are the things again that you're going to get remembered so it isn't scary but if you did that five times a day if I made five of them calls a day if I did that 25 calls a week do you think someone's going to bring me deals? Of course they are.

Joe:  Hey Terry, I'm calling you back. You sent us, you called us the other day about a postcard you got in the mail from us about some land I think you own in Citrus Springs, Florida. Is that right? Right, that's right. Oh good. I'm not calling it a bad time, am I? No. Okay, good, good. I'm in St. Louis, Missouri. We buy land all over the country and we're starting to buy some land in Citris County, Florida I'm just curious, do you live in New Jersey? I do. Ah, okay, okay. Do you own a lot of land in Florida?

Seller:  No, the only lot we own. Okay. The big question is, what are you interested in?

Joe:  Well, I don't even know if I am interested in paying anything for it, to be honest. Well, what do you need to know? Well, um, I'm looking at where it is. What kind of neighborhood is this? Is this, are they building a lot of new homes there or?

Seller:  You probably not. Okay. So it's just an empty lot. I mean, I to be honest with you, I don't know. Okay. We've got it with a realtor down there. Oh, good. Listed so

Joe:  Oh, I see it right here. What? Okay, so you got it listed for 30 grand.

Seller:  Right.

Joe:  Okay, how'd you get that one?

Seller:  Is that what is says?

Joe:  Yeah, I think it does say that, yeah.

Seller:  I thought it was supposed to say 27, but…

Joe:  Okay. Well, do you feel like 30 grand is a fair price for this crazy market?

Seller:  Well, all I know is the price keeps going up, and the person that I've dealt with for the past many years, I check in with her every six months or so, and price keeps going up. And I said to her in November, I said, what do you think we should get? And she said, I think you could get reasonably between 24 and 26. And I said, I'll check with my two brothers and I know one of them would say if we could get 27, but the other one wants 30. So anyway, I convinced the other brother, 27, and so that's what I thought we were listing. So it was based on what she told me. Now, I'll be honest with you, what was your name again?

Joe:  Yeah, my name is Joe.

Seller:  Joe, yes. Yeah, I'll be honest with you. It looks like we can't get that right now, but anyway, because there hasn't been anyone interested. I mean, there's interest, but I want to say, yeah, we're interested in buying.

Joe:  Well, you're not in a hurry to sell it though, right? You've got time, you could wait.

Seller:  No, we're not in a hurry.

Joe:  If you don't mind me asking and you can just tell me to shut up, why, why do you want to sell it? It looks like a nice area.

Seller:  I'm 71 years old. I'm the youngest of three brothers. No one is going to use this property and so we were going to sell it, I'll be honest with you. Did you say your name is Joe? Yes, sir. Yeah. It was up, I think, close to 30 grand before the crash in 2008 and we didn't sell because my older brother said, oh, let's hold out. I said, okay, guys, whatever you guys want to do, I'm the youngest of the three of us, but you know, and of course then it crashed and so, we would have sold then had we been smart, but we didn't. And so anyway, we just keep waiting for it to go up. And you know, I get cards from people all the time. And pretty sure that when I called the gal in November, or we'd receive to, you know, a postcard where someone was interested in 20 grand, although he got others that said they're really interested. One actually said at about the same time, we'd buy it for $3,500, you know? Oh, wow. He has no idea where these things come from. Yeah. But anyway, that's where we're at.

Joe:  Okay. You know, I don't know if I'm your buyer, to be honest, and I think you're doing the right thing by listing it. So good for you. You're listing it with an agent and you're going to get it in front of the most eyeballs. But I'm looking at your property right now and I'm zooming out a little bit and I see a lot of properties that are currently for sale for 19,900, 20,000, 21,000 22,000 like within a couple blocks. And then if I switch to solds in the last year, unfortunately, I see some properties here that have sold for 10,000, 15,000 16,000 17,000 right here on Zillow. So if I was gonna make an offer, I'd need to be somewhere in that price range and that's not gonna work for you, is it?

Seller:  In what price range?

Joe:  10 to 15, maybe 16 grand.

Seller:  I'll tell you, I'll just be really honest with you, Joe. When I called, one of my brothers, I think it was November 11th when we decided we were gonna list it. And so one of my brothers right before Christmas said, hey, what's the deal with the property? Have you heard anything? And I said, no, I will call her. And like, I don't even think I called her. A couple of days later anyway, like on the 23rd of December, I get a letter from the Realty People. And it says, it's been on there, we've gotten, you know, people have looked, but they're not buying. We suggest you reduce the price to $18,000. And I said, because the listing can grow stale and, you now, it is bad for all that. And then I thought, Well, what the heck is that all about? Because Lori told me, you know, we'll list it for 27. Well, let's do it. Yeah, you're not the guy.

Joe:  Well, what if we did this? What if I, I'll send you an offer anyway. I have your address here and you can throw it away. I don't care. Review it with your brothers, review it with the realtor and you know, maybe if circumstances change or something, we can talk again. Would that be all right if I just sent you an offer you could review it?

Seller:  Send it, but Joe, you know, it's going to be, it won't even be kept because I only keep the ones that are the highest. We got one for 20. You know, that's how I know. When I get one, I take and I look and I see the most recent one is 20 and this one is 18, I throw it away. So, you're welcome to call back, but right now, and I'm still waiting to hear back, so.

Joe:  Yeah, Terry, it's been real nice talking to you and I want to wish you the best of success. I hope you sell it for as much as possible and we'll hopefully maybe talk soon at another time. Thank you. I'm good. Thanks, Joe. All right, Terry. Bye bye. Awesome. So let's send him an offer. Let's send them an offer! What would you guys send the offer? And I'm not, I can't share my screen, but remember there were active listings that I was telling him were between, let me just switch to actives here. And this is something I do all the time when I'm on the phone with sellers. And you need to get good on Zillow and Redfin of looking at the property and zooming out and saying, hey, I'm seeing some similar properties at this price. So I told him there's some similar active listings for 19,900 and then I switched to solds and there's a bunch of solds that are like 10,000, 15,000 16,000. So I'm not even gonna do any comps or something. Let's just send them an offer for 15 grand.