Joe:  Welcome. This is the Real Estate Investing Mastery Podcast. Hey, what's up guys? Welcome to a brand new YouTube video series I'm doing called the New Market Video Series. This is something I haven't done in about three years, where we're going to go in and pick a brand new market, one that we've never done a single deal in, and we're starting from zero on camera, live. We're going to be picking the market, building the list, sending real actual offers, calling sellers and realtors. No theory, just watch what we actually do. It's going to be so exciting. Thanks for tuning in. Let's go into today's video.

Back to the Land Portal, going into Drill Deep. We're looking at Florida. I'm just going to create a filter here. We're only going to look at Florida and we're only going to look at Marion County. By the way, Marion County was ranked number two in Florida for the most sold in the last six months. That's a great market. I open up Marion County. Here are the top zip codes: 34432, 34481, and so on. There are 35 zip codes. Now if I click on this 292, it's important to know who are the buyers, who's buying land right now and what are they buying. These are the 292 vacant land sold in the last six months. The median acreage is two acres. Marion County, median two acres. And look at this, the median price is $80,056. I like that.

What are the best zip codes in Marion County? We're going to go into my FreedomSoft account. We're going to go into Marion County, look at the last 180 days, and it's going to give us the best zip codes right there. Just like that, these are the zip codes where there's the most activity happening. I'm just going to pick the top seven zip codes and click right here, Find Buyers. I'm going to look for active buyers and remove duplicates. These are just buyers who have bought in the last six months in those top seven zip codes. Can you believe this? 773 different buyers who have bought vacant land in the last six months. Now I'm going to add them all to a list called Marion Buyers, Marion County, Florida, recent buyers. And I'm going to add them to my workflow automation. In just a minute here, it's going to add all of these buyers into a list and I'm going to see from this list who are the most active buyers. Marion County is a big county. We're going to go fishing where the fish are biting. We're going to go where the fish are biting. This is your depth finder. If I go back here to the zip finder and say I've got those top seven zip codes and I want to find sellers, let me show you something that's going to blow your mind.

We want absentee owners who don't live in the zip code. We're going to remove duplicate owners. They live outside of the zip code and they've owned the property for at least five years. And we want only one to 10 acres in those top seven zip codes. In other words, they don't live right next to the property. I don't like sending marketing or making offers to an owner that owns a house and then owns another vacant lot right next to them, because chances are they're not going to want to sell it. This thing is climbing, 1,772, 2,200, it's still going. Let's see if that buyer's list is ready. Okay, good. While that list is building, here are the 786 different buyers who have bought land in those top seven zip codes in the last six months. I'm going to filter: show me all of the buyers that own more than 10 properties. 197 of them own more than 10. How about own more than 20? 152 different buyers own already more than 20 vacant lots. What if we said they have purchased more than five properties in the last six months? 112. Do you think maybe they're looking for more land? They've bought over five in the last six months. And you can just click on one of these. This guy who lives in Katy, Texas owns 345 properties, a lot of them in Florida. So anyway, those are active buyers. There's a lot of activity going on there. You see what I'm talking about?

Let's go back to this list of sellers. 3,600 vacant land owners who own land in those top seven zip codes for over five years, between one to 10 acres, and do not live in that zip code. That's a great list. I could add them all to a list and send out postcards. That's going to cost about 3,600 times, let's say conservative $0.80, about $2,900 to send all of them a postcard. Now if you've got that kind of money, great. You should send them all mail. You don't have to do it all at once, but you should schedule out maybe 500 a week. You're going to get a lot of leads, maybe 20 to 25 leads a week from sending out these postcards. But a lot of you guys don't have that kind of money. You can't spend $1,600 a month on postcards. So you want to be more judicious on how you're spending your direct mail. Instead of downloading all 3,600 and scheduling out their mail, we're going to make it a little simpler. I'm going to go to the Land Portal.

We're looking at Marion County here and we're just going to target the top zip codes. Marion County: 34432, 34481, 34431, and 34482. Those top four zip codes. I like this first one, 34432. Now let me explain something. This list of 3,600 sellers, how many of those do you think might be landlocked or 100% wetland? I don't know, but there will be some in there. What if we could narrow it down to only the best properties that are not landlocked, no wetlands, have at least 100 feet of road frontage, good solid properties? Let's look in this one zip code right here and see what we get. I'm going to click on Build a List, then Map Search. Florida, Marion County, zip code 34432. I select just vacant lots, minimum one acre, one to 10 acres, and click Apply. Let's just see how many vacant lots there are in just that one zip code. 3,300 vacant lots between one and 10 acres in just that one zip code. What if we could narrow that down to only the best properties and send some offers to them?

By the way, this is all taking us way longer than it would normally take. If I was just working on my own and I didn't have to talk and teach, I would have already sent five offers by now. So we're in Marion County, which has a lot of activity, and we're going into one of the best zip codes in one of the best counties. I want to find just good lots and I'm going to send intelligent offers to them. One to 10 acres. I'm going to exclude any active listings and exclude any sold listings that sold in the last three years. Estimated price from LandPortal algorithms, I want it to be over $25,000 and under $200,000. Out-of-state owner, yes. Do you think an owner that lives outside of Florida might be more interested and more detached from the property? Probably. I want them to have owned or transferred it at least five years ago. Now here you can filter by property slope. I'm not concerned about property slope in Florida. If you were doing deals in Tennessee, North Carolina, Kentucky, West Virginia, Colorado, wherever there are mountains, you might want to say you want at least 25% of the property to be buildable, meaning it's under 10% slope. You can do that here. There's no other software that can do this.

No landlocked properties. I want properties that have at least 50 feet of road frontage. You could also filter for water features if you wanted, like on a lake, a pond, or a river, but I'm going to ignore that for now. Here's what I think is most important in Florida: maximum floodplains and wetlands. I don't want any, but let's do a maximum of 25%. Then corporate owned, I'm going to say no, so no LLCs. We went from 3,300 records down to 433. If we tighten it up even more, at least 100 feet of road frontage and zero wetlands and zero floodplains, we get down to 405. What if we set the owner's property count to a maximum of five? We don't want to target a landlord who owns a ton of other properties. 341. And if we set the minimum price to $30,000 and exclude anything sold in the last five years, 341 goes down to 263. I feel pretty good about that. We went from 3,300 down to 263 of the best vacant lots.

Let's click List View. Look at that. Now I'm going to save this list. We're going to call it Marion County, Florida, 34432. I'm also going to save this filter so I can use it again. 15 filters saved. This list is sorted by newest. You can sort it by lot size, high to low or low to high. The prices you see here, $12,000, $14,000, $8,000, those are just the prices it last sold for. If I click on this first one, looky there. It's on a road. There are some new homes being built nearby. 1.13 acres. This looks like a good deal. I'm going to turn on owner names. You can see here the owner does not own the land next to it, which is good. I'm also going to turn on floodplains and wetlands. Look, no wetlands or floodplains. This is a great property. Who wants to send this guy an offer? All right guys, 263 of the best vacant lots in the county sitting right there. The next video, we're going to pick one and we're going to send the owner a real offer, start to finish, comps to stamped envelope. We'll see you there.