Joe:  Welcome. This is the Real Estate Investing Mastery Podcast. What's up, guys? Welcome to the Real Estate Investing Mastery Podcast. We're going to be talking about one of my favorite subjects as usual. That's all we talk about, things I like talking about, and that's land and tech.

Joe:  I love technology. Technology has made my life a whole lot easier in my land investing business. Anytime somebody comes up with a really cool tool or a different tweak on things, a different way to look at things with technology used the smart way, my ears perk up and I get really interested.

Joe:  A good friend of mine, Phil Jones, or Philip Jones, is with us here on the podcast. We're going to be talking about how to get raw leads to raw deals, the power of lead enrichment. Phil, as we've been talking over the last year or so, built some pretty cool tools that just makes the land business a lot easier by getting better leads, qualifying the leads better, following up with the leads better, stuff like that. We're going to be talking about that. Phil, how are you? Welcome to the show.

Phil:  Thank you. Thank you. Doing great. Nice to talk to you again, Joe.

Joe:  Cool, man. Tell us a little bit about where you're from. What are you doing? How did you get into land investing?

Phil:  Yes. I actually was first introduced to land investing when I was in the Marine Corps. That was back in 98 or so. Back then, I was a CH-46 helicopter plane captain. What happened to me was I had some medical going on and I was medically retired back in 2003. Being medically retired, you think that you're going to get taken care of, you have your retirement, you're good to go. I quickly found out that retirement does not cover rent. After I realized this was going to be possibly a problem, I was looking for alternative ways to make money, more so passively. On the side, primarily, I was a network engineer with a couple of large companies for the Southeast Union of the United States. I'm a big guy into tech.

Joe:  How long ago was that?

Phil:  That was roughly back in 2004.

Joe:  By the way, thank you for your service. Always appreciate it. Why specifically land investing, though? What made you lean towards that strategy, not houses or commercial buildings or apartments, multifamilies?

Phil:  Exactly. Everyone remembers the crash back in 2007. The housing market took a big dip. At that time, I owned a real estate brokerage. I wasn't the broker, but I owned the brokerage. I had a broker working for me. Everyone knew how bad it was in houses, not just the amount of houses that were out there, but also the availability of people wanting to even sell houses. We realized that that was slowing down. One thing that I did notice was picking up and actually was steady across the board, and actually increased, was land.

Phil:  It was a lot less money to get into. People didn't have the attachment to land as they did a house, a dwelling. People have memories. It's our first house. It's a new house. I did this in this room. But with land, that usually is not the case. People usually, when they buy it, they purchase land that's going to be out of state, out of county, so they don't see it. Once they make the purchase, you may have probably a couple of months of engagement, and then it goes dormant. I realized that people were purchasing land without any real plan for it. They were trying to get rid of it after they first had a missed tax payment, or they get a call because a tree fell out in the middle of the road, or there's a problem.

Phil:  After evaluating everything, again, I'm a nerd. I was on network admin, right? I realized that when I looked at the positives and negatives for both houses and land investment, there were less attachments and more upside on land than there was in houses.

Joe:  What's fascinating, too, is because there's less emotional attachment to the land than there is with houses, it's a lot easier to lean on technology to make the offers, do the reaching out to make the offers and do the follow-up. Would you agree with that?

Phil:  Yes. No, definitely. I really agree with that. I see technology as being imposed on those aspects, but what people really have a hard time struggling with is the data, and the data would be the leads. If you've been in land investing for even a small period of time, you realize how important leads are and lead quality is. What I see a lot of people struggling with, it's not on actually getting the leads. People buy lists all day, but it's about developing those lists and getting good information out of those lists. You spend good time instead of bad time running around for things that might not even sell.

Joe:  You signed up for our program a while ago. You saw some of the things that we were doing, liked it, but you thought, man, I could maybe make this a little better. You started building your own systems. Talk a little bit about some of the technology that you've created and why did you create it? You mentioned turning raw leads into raw deals. What do you mean by that? How does technology help with that?

Phil:  Great. Typically, when people buy lists for leads, they'll get a basic set of information. It'll usually be the owner's name, parcel number, probably the acreage, county, and just basic property information. But it usually misses a lot of other topics that I think people fail to realize that's going to possibly hamper them when they go for the disposition of that land. We're talking about whether it's buildable. If you're in North Carolina, the slopes really do count. If you are in Florida, an infill lot, you need to look at the zoning and see if that's changed. Overall, between the market, the risk around the property, people don't know how to access it, or they get too much information overload.

Phil:  In order to find these things out, they would have to go to a system here, a system there, and next thing you know, you have to go to five different systems on one lead. The best way to work around that is to quickly investigate and evaluate the lead so you know the goal you're after instead of something that may not be good for you to spend your time on. The technology I introduced is AI.

Phil:  In AI, we just don't look at the lead itself, but we have to look at it from a holistic standpoint. You have access to Google and all of these data centers and all this data coming in, but people don't know how to organize it. The system that I made uses AI to parse through all of that information so I can readily, within a couple of minutes, know who I need to talk to for disposition, who do I need to talk to for their taxes to see if any back taxes are owed, and properly look at the property to see if there's any zoning issues or if it's in an odd location. The faster I was able to do that, the better I was in not only communicating to the landowner, but also evaluating the land to see if the value was even there or there could be possible issues with the property.

Joe:  What are some examples of the information that you go out and find? Are you just talking about the assessor's website, the county website? How are you getting that information? How are you pulling it all together?

Phil:  We use a couple of different AIs that work together as a team. The raw information that we get allows us to evaluate a certain area in the United States to see what leads are going to produce the highest turnover. Is there an active market? With AI, I can quickly evaluate the entire state in a relatively short amount of time to identify hotspot areas. In those hotspot areas, you could say, okay, well, let me put a list together. Who are you putting a list for? What are you putting on that list? Do the owners have, have they owned it for more than five years? Or do most of the owners own it more than 10 years?

Phil:  With AI, I can quickly look at the information coming from the assessor's information, the tax information, to quickly say, okay, if I'm looking at a raw piece of land and the taxes were late on a few times, I can quickly deduce from that information alone that they may have some frustrations or problems with wanting to keep the land. Same thing with being able to tie that in with the tax assessor's office and anything that can hamper a deal. We bring that in, AI evaluates that information, and then puts a point score on everything.

Phil:  So you say, okay, well, I can easily look at this and I have the information. I have this system, that system, and this system to pull the slope and evaluate it from a different standpoint. But there's also geographical enhancements that we're looking at as well. People don't typically look at the nearest location to a lake or to something that would draw more attention to that property when they go to sell it. For example, we had a property in Mineral Bluff, Georgia, that when we evaluated, we knew that the turnover and the value is going to get higher a lot faster, but also the turnover for selling that property was going to be a lot easier for us. Because of the point system, we knew that we had an ideal lead because it was directly in between two things, it was a casino and a lake, Lake Blue Ridge.

Phil:  And because of that, the point scales went up. When the point scale goes up, our AI looks at that and says, okay, well, this looks like a potential property based off of this score. This is what the value should be around based on that and the comps. Now, a normal person would go through this and it would take, how long do you think it would take you to go through and find comps, look at the land evaluation, talk to the tax assessor's office, look at it to see what the frontage looks like, what are the area boundaries and what are the zoning requirements for that piece of land?

Joe:  We have a couple hours, three hours.

Phil:  And so now take that three hours and multiply that by how many good leads that you see out there. Between cold calling and evaluating the lead, you're spending that time, you won't get through very many. If you try to do that on every lead you touch, you might be able to hit 10, possibly 20 leads if you're really working hard. But all of that work to give you that better conversation and better lead quality, you work against yourself when you do that slower because you can't process the volume of leads that you need to keep up with the offers that you want to put out. And so with AI, I can do that in seconds and minutes. I can get all the information I need, make the evaluation and understand what is really driving the value of that property.

Joe:  Are you using this AI to find and build your lists, or after the lead comes in, you're using the AI to evaluate the quality of that lead?

Phil:  That's actually really good. So when we pull the lead and our system starts communicating with the homeowner to verify that they are the owner, we use social engineering to remain 10DLC compliant when we talk to the person. So generally it starts off with a conversation about someone driving past land and immediately the owner will either ask, do you want to buy it, or it goes into a conversation where they are entertaining the possibility of selling it. And so with AI, I can have that conversation a thousand times, a thousand times a day. And so out of those thousand leads that you get in, every lead has been evaluated because AI can do this in seconds.

Phil:  So when I target the landowner and the AI is talking to the landowner, we call it Levi. Levi already knows what the true valuation is, what the possible problems can be and how to work around those problems if they do come up.

Joe:  So rewind a little bit more. You're using AI to get a list of 5,000 people, right? And then you're skip tracing them, then texting them, and then AI is having this conversation. Is that what's going on?

Phil:  Actually, it goes a little bit in a different order. So when we get the leads, that owner's information, we then evaluate the property on its own to see if it's worth pursuing.

Joe:  But how do you get that owner's information? Are you going to a data center and downloading 5,000 records?

Phil:  Sure. We have data that comes via API that comes directly into our system.

Joe:  Okay, cool. And now you've got a list of 5,000, 10,000. Maybe you use your AI to kind of filter that down a little bit, right? To remove people that just bought the land, that's wetlands or floodplains, right? So now you've got this good list. Now you're going to send some marketing to them, right?

Phil:  So this is where our system really helps out. It actually reduced the cost of marketing because as the AI is having conversation with the landowner, it's happening via our backend servers, which are connected via Twilio and another system to actually send out the text messages. We have a server specifically that the AI lives on.

Joe:  Okay, so you're sending out text messages. You're doing text message marketing to get these leads to respond.

Phil:  Yes. The magic of it is, because it can have so many conversations and it can evaluate the land prior to even asking the first question to the owner, the percentage rate for a successful lead, a successful communication where someone wants to actually sell their land, it can range anywhere between 20% and 60% of the texts that we put out. So on an average day, if we put out a hundred texts, based on how we've truncated that list of a thousand, when we communicate to what's left, which may be around a hundred, the percentage that we get in successful texts is roughly between 20 and 60%, depending on the area.

Joe:  Okay. So 20 to 60% of the people you send that initial text to are going to respond or are going to be good quality leads. Does that make sense?

Phil:  Yes. No, it makes perfect sense. As it's having the conversation, the AI is writing notes and evaluating the motivation behind why the seller may be selling. And so it can lead the conversation. Initially, it builds rapport just like anyone else to establish a line of communication to the landowner that, hey, I'm here. I'm not trying to give you the lowest price. I'm not trying to give you a high price, but I'm here because I actually have a genuine want for this land and I'm just a regular guy. And so the pushback comes down greatly.

Phil:  What we found out is that when an institutional investor introduces themselves to a lead, you have one of two things that can happen. One, they look at the professional investor and say, okay, yeah, I've been trying to sell my land, and move on. But typically if they've been talking to an institutional investor, you're going to get the highest price on everything. Think about it. If you have a bank saying, we want to buy your land, you don't want the bank to give you the least amount of money. And so in order to get beyond that, we approach it from a humanistic standpoint and do social engineering to where the landowner is more open to discussion.

Phil:  And so the AI is having this discussion with all of those hundred leads at the same time, which again, as it's having the discussion, it's saying, okay, well, could you tell me about this? Or if the person says, well, why do you like this area? It will immediately grab information for that area and say, oh, well, there's a lake that's not too far from there. You ever heard of Lake whatever? And they'll respond. And so the conversation is more human. Often, I think less than 2% of the conversations that the AI has, the person thinks that it may be AI, but even then it still gives a human response.

Phil:  So if someone says, oh, is this AI talking? Well, this is just a guy named Phil, but I can definitely talk to you if you want me to give you a call. And so it knows to do that. And as it's doing that and it's nurturing that conversation, it gets to the point in which the landowner may want an offer. If the landowner wants an offer, it will record that number down and evaluate that number against what we've already pulled. So we already know if it's a good deal, bad deal, and what our range can be with the low end and high end.

Phil:  After that's reached, it goes up to another level of communication where the AI hands this off to a real person. But by then you have the offer amount, you have the complete valuation, you have the contacts that you will need for communicating to most, if not all, due diligence processes. And so that gives you a step forward in a relatively short amount of time to get to a closing. Speed the deal.

Joe:  All right. So you have a service where you sell this marketing structure to people. If somebody wanted to build it themselves, how would they do that?

Phil:  So if someone wanted to build it themselves, they would need to get a large language model. So something like OpenAI or something like that. A lot of the GPTs that you see floating around now, they all have access and they actually have app builders that are out there now. And so they can go in and say, all right, well, this is my idea. Let me go ahead and do the app. That's the first step. But in that you have to understand what knowledge is going into that AI to be able to produce what it can. So we have AI specifically for the geographical location of areas that are of interest to us, which that will be running. So you would have to program that AI as well.

Phil:  You then have to get another data source. One of our data sources is ReGrid. And so with ReGrid, typically a person would need to pay roughly around $100, $300 for access to ReGrid. But for API access, we have that constantly. So with every lead that we process and that conversation comes up, it's there. So we know the parcel boundary, we know the owner information, and we know some zoning stuff. But all of that needs to be verified, and that happens via a workflow that we put all of our members through. And that's just to get you to getting the conversation going.

Joe:  And then what? Yeah, yeah.

Phil:  Then after that, now you have to find a server to put another language model on. This one is going to deal with talking. And so when it comes to having natural language conversations with AI, anyone that tries to do this just by typing it out realizes that it doesn't have a humanistic approach to a lot of the communications that it tries to come off with. So if you ever received a text from an AI, it'll say something that's odd or out of place, but not genuine. It doesn't come off as genuine to the seller, and thus it can't have that conversation. In order for us to get to that humanistic conversation, we're running through four different types of these language models to look at the context of the conversation, to gather the data and look at the data, such as the point system I was telling you about, whether the property is in a good location, and giving it points. These all have to talk together at the same time while having the conversation. And so all in all, you would probably need closer to around four or five different AIs to have a decent conversation that's humanistic while gathering information and also delivering text as well. Each one is a separate process, so each one has to be developed.

Joe:  Okay. And then if they wanted to build their own texting platform, did you build that yourself? Did you sign up with another tool that does that? How does that work?

Phil:  Sure. So if you wanted to build a texting platform, there's several things that you have to get in place. The first thing would be your 10DLC certification and a number that you're going to text from. Or you can go to a service such as TextMagic, where you can type in a message to a number, and you have to have confirmation that the person that you are talking to actually wants to have the message, and the message that you're saying is compliant with 10DLC. And then once you have the 10DLC certification, and you register that with the text service that you want to use, you can use it manually. In order to do it in a system, you have to have an API connection, a data connection, which would charge you roughly between two and three cents per text and per call of API. And so all the time this thing's churning, you would need to know that you're churning the right leads or you're just going to be burning money. So then you have to get yet another AI to do the land evaluation again, so you understand what leads you're actually going to communicate to. Think of it almost like a big funnel.

Joe:  You also have subscriptions to the data provider. You get the data from ReGrid, I guess, but how are you skip tracing and getting the phone numbers? Have you found different services that are better than others or does it matter?

Phil:  So we actually skip trace our own numbers through an internal service we have set up. In our company, we have something called VTAs, Virtual Team Assistants. And Virtual Team Assistants are essentially worker bees that work for you, that are real people, and they have different expertise. One of the expertise that we have on hand is skip tracing. So when we get the list and we boil that list down to the people that we actually want to communicate to, that list is then going through another process to be skip traced, and that's all internal. Typically, if you go through a company to get skip tracing, it'll cost you roughly around five to 15 cents per lead. So you really don't want to waste money on leads that you're never going to communicate to or someone that has property that wouldn't be of interest to you.

Joe:  I'm going to guess you built this because this is what you wanted, but you also saw a huge need in the marketplace for this. And you realize, you know what, other people probably want this too. So how hard was it, once you got it built for yourself, to scale and build into something that now you can sell to other people?

Phil:  I initially built it for myself. Again, all of these processes, I'm an engineer. So I think in terms of systems and logic. And so as I went through different types of training and understanding the market, I realized that there is a logic that's being followed by a lot of people getting into land investing, or there's a lack thereof of logic. There's no clean workflow. There's no clean way of getting from acquisition to disposition of the property. And there's a lot of steps in between that you need to hit if you want to not only be successful at it, but make it smooth, because every step of that deal is going to be a communication and an insight into not just the lead itself, but an actionable item to take care of.

Phil:  And so I realized when I was doing this at a very high rate, we ran into that issue of having too much time or too little time to handle the leads to get that lead quality. So we now, when we do this, we get it in short form and understand who we need to talk to prior to us even communicating.

Joe:  Now you're doing this for other people. When you sell your stuff, are you selling pre-qualified leads, or are you selling the system where they have to kind of do the marketing and pre-qualify the leads themselves? How does that work?

Phil:  So we have different tiers of membership into the system, each of which gives you a different quality or quantity amount of leads. The leads that the system produces go through our AI backend already. We actually have a live person that's verifying the information after the conversation is given. So you get a fully developed lead, a conversation that you can take over. And so for our core offering, you can get three of those leads in which you will have an offer. And if someone made a joke to the AI and said, yeah, you could buy that for a million dollars, we're not going to count that as a lead for you. We have a way of identifying that. It goes through several sets of eyes, but you can also request a review on any lead that you receive and get a replacement for it. So you're always going to be guaranteed those three offers, not just asking people, but actually people that want offers.

Phil:  And depending on what tier you get, you get three, six, or 10 leads per month, depending on how active you want to be. Because again, while the system does 90% of the stuff for you, there's still a workflow that has to be followed internal to the system in which we get the members to talk to and go through due diligence processes to get the most out of a sale. And that's more so a coaching element that's involved.

Joe:  Now, I'm assuming you built a database around this to kind of manage it. Do they have to use your database or can they use whatever database they're already on?

Phil:  So the database is completely siloed because of the information that we're gathering, it has to be siloed, and so that is all sited in the cloud. But when someone gets a lead, we actually had this happen a few times where when we get you a lead, sometimes that lead may have multiple properties. And so that would be a point at which you will want to split that lead up into three additional deals that may go on. So you can not only market for that, but also do the investigation for that as well. And so if you brought over leads from another system where you got 500 leads and you need to organize them and go through them, we can actually import that into our database and you can export it back out. The leads are completely yours and untouched by anyone but you. And that's how we can get you leads, but also allow you to bring in your own and develop your own leads as well, because the system works regardless of where the lead's from.

Joe:  So how's it going since you built this thing? Is it working well? What are some of the results you're seeing from customers and clients that are using it? And are you using it for your own land business?

Phil:  Yes. So I'm using it for my own land business. I've been busy for the past year, but I still can use this to maintain my way of working every day. But also we have a range of people. We have a lady, she's 63, she's a retired major in the army. She'd gone through roughly around a little bit under $60,000 of training and just information and systems. And so she got to the point where she wasn't producing consistency, constant offers, constant deals that were marketable and profitable, and also handling what happens after you get the offer signed. And so we were able to put her in. She immediately was able to team up with another member, which that happens as well because we're a big group, and start processing that. She actually closed a few deals within, I want to say three weeks of her bringing them in, but she also recently within the past week had another member that bought some of her land.

Phil:  And so that's one instance that we have going on. We have a 19 year old, just graduated fresh out. It's been his first year. He joined us roughly around three weeks ago. He went through our training. He understood how to talk to warm leads. He was able to, right now he's closing on a deal in which he's making $19,000. He was able to acquire the property for around $10,000. And we were able to remarket that property, but our buyer that came in actually put a deposit down that would cover the cost of the property itself. And so we were able to, with transactional funding, purchase the property and then do a second close. But on the second close, since he was owner financing to the buyer, he was able to owner finance to him at $600 a month at roughly around 9%. And this is within three weeks or so. And I'm pretty sure he could do that quite a few more times.

Joe:  Nice. Nice. If people wanted to reach out to you and see how this thing actually worked, how can they reach you? And then what are the different packages and levels that you have?

Phil:  Sure. You can reach out to us on prglandtech.com and it's not going to cost you anything to sign up. Once you sign up, you'll be introduced into the system and allowed to talk to a real person, myself or one of my associates, that can show you what it is you're getting into before you click next and spend money. Our packages actually range anywhere from $249 and that's for three leads. Those are going to be three offers that are going to happen for you. $399 for six and $649 for 10. Now for anyone that you know, we have a discount code that they can use on the site. I believe it's Joe25.

Joe:  prglandtech.com. And there's a code Joe25. At these different levels, can you choose? There's no exclusive territories, it sounds like, right?

Phil:  You actually have the ability to do that. So initially, that's the monthly cost to get the leads. If you are not used to working with warm or hot leads, I suggest you go through our training. And I almost make that mandatory. I say almost because people aren't used to talking to people that actually want offers immediately. And so the training is $970, but again, with the discount code Joe25, it will reduce that down along with the monthly fee as well.

Joe:  So when somebody signs up, do they get to choose the state or the county that they want deals in?

Phil:  If you choose that package. So we have people that are in our core package in which they get three leads just in the profitable areas that we were able to identify. If you want exclusive leads from a specific state, we can do that as well. And that costs $970 per month in which you'll have 10 hours of VTA time, a virtual assistant for 10 hours, you will have 10 leads, so 10 offers actually going out and you'll have the training so that when you're communicating to your VTAs, your virtual assistants, and for the team and your sellers, you'll have all of that training, which is included.

Joe:  Super cool. If somebody wanted to see your training, is there a place for that or do they have to sign up to become a customer to get the training?

Phil:  Sure. If you want, I can show my screen.

Joe:  Yeah. Yeah. Go ahead.

Phil:  All right. So the billing comes in. This is the billing here. Now notice when you come in, you're not forced to go into billing and start the setup fee or you don't have to do the training. We want to talk to you to find out that what we can do for you will be beneficial because we're looking for quality people that we can work with and develop. Because again, when you're working with us, you're not making just random offers. You are getting offers that are accepted. And so we're going to be making you some money right after training.

Phil:  You'll have initially access to this dashboard. My dashboard looks a little different because I'm the admin, but you'll have access to your leads, of course, VTA request, team, CRM, affiliate signup, and also your way to schedule meetings with us. And so this dashboard comes as like the base. This is what you'll go to when you initially come into the system. When you go through training, after you sign up for training, you will end up going to this right here. So this is a training and certification note. In the certification process, you will go over topics such as orientation as far as how to invest in land, all of which is backed by how you and Dirt Flippers do work. And so this covers all of those major topics, as well as areas about how to use the platform so you can easily become acclimatized.

Phil:  After you go through training, which we have training recordings as well that you have access to, you'll get leads, these leads that we were talking about. And they pop up on your dashboard, which is really cool. When you get the leads, your assigned leads will pop up here and you go on the lead. And now when you get the lead, by the time you get the lead, it has already been verified. It has already been vetted to make sure that the conversation that you're going to have is going to be good. So within the first couple of minutes, you're going to get access to AI deal audit. This is where Levi, the AI we were talking about, will write out an executive summary, the reasoning behind that summary, and give you all the information that we can before we dig deeper into that property.

Phil:  So the communication happens right here, you don't have to get another system to send out those texts. Those texts are happening here. Now, because we are recording, I can't put personal information to someone else on the network. So you're not going to see the conversations, but I do have a demo in which the conversation will pop up as well. And so you follow the conversation. If you take over the conversation, you just hit human response on and you continue the conversation. Now, these are going to be conversations in which people are saying they want an offer or they may have multiple properties. And so when you come into the conversation, it's very natural. You never have to guess.

Phil:  And another reason why you don't have to guess is because every step we help you progress from getting the lead, from evaluating the lead and finding contact. The system gives you those AI tools and a lot of tools to evaluate, but they also give you things like a PPO feedback form. So when you're talking to an agent, what questions do you need to ask? What things do you need to go over? What things can you find out about that property? We usually go through these in around 15 to 20 minutes. And in that, there's a lot of additional information of value, comps, marketing, and developing a buyer list that we take you through as well.

Phil:  It covers everything. So if you're saying, okay, well, how do I even find the agent? Well, you just simply come here to buyers and sellers. And then you're going to see all of the tax information, the tax assessor's office, tax collector, county clerk's office, all of this automatically comes into the system. It'll give you the number and the website. And for say an agent, I can come here to find contacts. Now, a lot of times when you get a CRM, you have to put your own contacts in. Say, if you had a deal and you've never been to Pensacola before, and you want to follow where the land sells. I can just simply come here, go to agent and hit find providers. And it will pull up all of the agents in the Pensacola area that deal with land and deal with property of the subject lead. So here, Deanna Nichols popped up, senior agent with Redfin with significant experience in the Pensacola real estate market. And so this could be someone that you can communicate to either by phone or by email, and you can add them into the deal as well. But all of this comes with it. You don't have to add these contacts in there. Our AI finds the contacts for you.

Joe:  This is a giant shortcut, which is awesome, right? To get these qualified leads, if people are wanting more information, go to PRGLandTech.com, and there's a coupon code, Joe25. Philip, any last final words of advice for somebody who maybe is looking at that and thinking, man, I can't spend that much money per month right now. How can I do something similar for myself? What kind of words of advice would you give to somebody?

Phil:  So I would say this, when you are getting into land investing, learning how to get to the point in which an offer is accepted, I think is of course key, but it's what comes after that point that matters. And so it's really important that you perform the due diligence necessary on the lead you're communicating to, and you have that background information, because you don't want to waste your time on things that you won't be able to sell. So before you get a list of a thousand pieces of land and you spend the money on skip tracing, look at the area, how much activity is happening in that area, and what would make that property sell. Look at it from a buyer's perspective. Why would I want to buy this property? And it usually clears up a lot of questions, but evaluate, evaluate, evaluate, so you understand what your offer should truly be. And when you talk to the seller, you can quickly build rapport and fully engage with the seller on the property, because you have that background.

Joe:  That's really good. That's good, Phil. PRGLandTech.com, coupon code Joe25. Go check that out. Phil, thank you so much. Appreciate you.

Phil:  Thank you.