hey what's up Joe Mall here on this video I'm going to show you how to flip a vacant lot in 30 minutes or less and I'm looking at my timer here I've got to actually leave in 30 minutes to go to an appointment that I have um so I'm going to walk through how to do it from A to Z I love this vacant land business I've made a lot of money uh my clients and friends are making a lot of money my sons teenage sons are making a lot of money doing vacant land deals um so let's just jump right in I don't want to waste any more time I've got this mind map here I'm going to give you a lot of cool things by the way uh for free and if you want to get it all just go to simple land kit.com the things that I'm going to be sharing with you in the mind map you can get it right now for free no strings attached at simple land kit.com so let's jump into this uh there's three main steps to flipping a vacant land deal uh you find it uh then you make an offer and then you flip it all right so the first step is you've got to pick a market I want you to fish where the fish are biting where the fish are and how do you do that well you want to make sure you're in an area where there's a lot of recent activity you want to find the best zip codes and you want to find out who the buyers are right so let's just real quick um let's go to actually Zillow and let's just type in Florida because there's a lot of activity going on there I'm just going to fly through this super fast let me reset all my filters and uh let's look at uh land only all right and then let's look at land that has uh sorry here we go sold in the last 30 days and what are we looking for look at this almost 3,000 vacant Lots in the last 30 days have sold in Florida well we're looking for Pockets where there's a lot of activity um and so you can see there's a lot of activity down here a lot of clusters up here where else are you seeing activity um in this area what if we did like I only like dealing with uh cheaper properties okay under 100 Grand where are the pockets you know look there's a lot of pockets going on right here oh Joe there's a lot of competition you know what it's all right I don't care let's look at one of these this is uh Lehigh Acres 33972 33 well I don't know what county that is let's just check this out let's look at uh I'm going to paste that in and I'm going to type in the word County and uh it's Lee County Florida Lee County Florida all right let's just look at that real quick let's go to uh Lee County Florida there are 470 vacant lots have sold in the last 30 days there that's a lot right well there's a lot of activity here and there but not much activity here so instead of pulling a list of everybody in that entire County what if we just f focused on the top zip codes where there's a couple tools that I like to use to do that let's go to redin let's go to Lee County Florida and uh Lee County there it is right there and I like red fin for one simple reason it lets you download stuff so I'm going to go on solds the last month let's do home type land only and I just want you know the cheapest property so let's do anything under a 100 grand boom 556 properties have sold um let's do under because I don't want to download all of them I redin only lets you download 350 at a time so there's 470 here um so I could maybe create another filter for lot size minimum 9500 sare ft maximum one acre does that elimine bring it down a little bit well now I got 450 uh so anyways what if we just scrolled all the way down here I'm going to download oh let's do this let's sort by most recent sold all right so now if I scroll down all the way there's a download all button right here if I download that let me try it again did it work there it goes and I'm going to open it up in Google Sheets here and I'm going to do something pretty cool to it so we're again we're not just spraying and praying targeting the whole County we want to see in this County where specifically are the land buyers buying what what ZIP codes are they buying in all right so I'm going to open it up in Google Sheets here this will take me just a second I'm going to delete this one row up here let me zoom in a lot all right here's the ZIP code column right here I'm going to highlight it yellow so you can see what I'm doing right here go to data column stats and boom what do you see right here the most active zip codes 33974 3 3972 33976 so instead of again doing the whole County let's just Target on the top zip codes where there's the most activity all right now I use freedomsoft this is my main favorite tool this is one of my accounts I'm going to log in here let me just pause this real quick okay so I'm in my demo account here um if I go to tools uh ZIP finder I do land if I go to Florida and I go County we're looking at Lee County right Lee let's do last 180 days search so what it's doing now is it's looking at all the recent land activity and giving me the best zip codes and you can do this for houses or for land and here you go you can see some of these same zip codes here they're going to be a little variance but instead of targeting all of these zip codes here right what if we just targeted the top three four five I want anything above so I'm going to be targeting the top six zip codes in that and now from here I can actually just click find buyers and it brings me here on another sheet in a second here another tab who the most active buyers are in that area who have bought in the last four or five or six months all right so I'm going to remove duplicate owners I want vacant land I don't care if they live in the ZIP code or out of the zip code and I just want like 0.2 to One Acres because knowing this area I I want to make sure I'm only dealing with Buyers who are buying what the things that everybody else is buying okay so that's going to take a little bit to find out who those active buyers are but you can also use tools like prop wire a shout out to Jerry Norton built an amazing tool here and you could do Lee let's see if it brings up Lee County Florida and then you could do uh property types land cool and you can go to more and you could do owner filters or uh Financial filters here we go select date um bought within the last 3 months 1 two 3 so bought since December boom boom boom and uh yeah you can click save and close and then there's 1,200 results here you can download all of them uh I'm not sure how this works I normally just do it all in freedomsoft but you can download all of them and you can put them into a Google sheet just like what we're doing here to find the most active zip codes you know the other cool thing you can do with this once it's in a spreadsheet is you can go to highlight the price column and go to data right column stats and here you can see the average and the median price so the median price that these properties are selling for is $26,000 cool what if there is a way you could find out who the active buyers are who actually is buying properties so you can see what they're buying where they're buying it what they're paying for it right well so here are there's 1300 buyers active buyers in those six zip codes right here in freedomsoft I'm going to select all these pages and I'm going to add them to a lead list and uh I'm just going to give it a number here those are like reference numbers we're going to call this Lee County Florida active buyers top Zips all right and I choose my workflow Automation and I click create list now in a minute this takes a minute it's putting them all into a list and then from here I'm going to find out who the most active buyers are and this is really cool I can't wait to show that to you but um back to the Mind map now we found the best zip we've see just visually we see the best you know most active States then drill down what are the most active counties and then in those counties what are the most active zip codes and we're going to see in a minute who the best buyers are and you can do the same thing in uh propstream um if you have a propstream account go to propstream joe.com close your eyes I'm putting my password in here um to log into propstream and it's real similar if you have a propstream account um you can go right up here to the top Lee County Florida go to filter we're going to do vacant land and we're going to scroll down and we're going to click on owner information and we don't care what kind of owner it is last sale date we're going to go back three months one two three November or October one that's pretty much it right um and we could do acre sizes if we want um but we view so there's 3200 records and that's in the whole County um and so we could download them into a spreadsheet put them in Google Sheets do the same thing to find the best zip codes and you can do similar things to find the best buyers and all of that so let's this is coming in uh we'll take another minute but prop stream is good prop stream is going to pay you pay 9 7 a month for it prop wire is free they get paid though when you do skip tracing I have found generally speaking for vacant land the data is best in freedomsoft um and then propstream and then prop wire prop wire is really good for houses sometimes in some areas of the country it's hard to get um uh good data for land with prop wire that's just my two cents with that all right so when these buyers come in here a minute I'll show you that the next thing we're going to do is we're going to pull a list of Sellers and we want people who own land in those top zip codes that have owned it for over 10 years and live outside of that zip code so what I like to do is here you know we've got these top zip codes we've selected the top right and I'm going to click instead of find buyers I'm going to click find Sellers and I'm looking for all land here and by the way this is all included in if you have freedomsoft if you have the custom signature edition of freedomsoft with my customizations in it um with all my contracts and scripts and marketing pieces and workflow automations and all of that fancy of websites right so we're going to remove duplicate owners we want vacant land only we want people that don't live in that zip code we don't want to send mail to somebody who own some vacant land that they live right next to I'm going to financial filters I'm going to say they've owned it for over 10 years okay they've owned it they bought it before 2015 I include unknown sale dates and I don't want the little dinky properties and I don't want the really big ones either so let's do anything between 0 2 acres and two acres click search and this is going to take a minute here as it comes up let's look to see oh those buyers not in here yet they are coming so this is going to give me now all of the vacant land owners in the top zip codes who have owned land in that area for over 10 years do you think they might be motivated maybe interested to sell yeah and I will tell you this too there's a lot of activity here so these are going to be sellers who are getting a lot of call calls and marketing uh from other investors so maybe in other parts of the the country where you're targeting more recreational land you're going to be getting um maybe 10 $20,000 average assignment fees or profits on a wholesale deal in Florida because it's so competitive but you can sell them so quick and there's so many buyers I would be shooting for a minimum of five grand so if you can do a quick assignment and just make $5,000 um that's that's better than a poke in the eye with a stick right and if you can just sell those things fast and the cool thing about Florida I just interviewed a client that I've been working with for just four months he's already done eight deals he's got two or three more under contract and it's been really cool working with him and he's going to be coming out on my podcast soon on the YouTube so pay attention his name is Zach you're going to love this interview with him but like he just does little assignments and he doesn't have to list them on the MLS he gets them under contract he just puts them on Facebook he puts them on Facebook Marketplace and Facebook groups and I'm getting a little bit ahead of myself but here's the thing he's in Florida in a very competitive market and he's not concerned about taking them down he's not concerned about finding a realtor to list them he's just getting them under contract putting them out there in Facebook groups and selling them like that and he's okay with a $3,000 $5,000 assignment fee does that make sense all right so we got to hurry up here let me get back to my screen and see how this is coming along all right I'm going to pause this real quick um all right so while uh freedomsoft is pulling that list in there for me um I want to show you another little trick here that's free um if you have a list Source account doesn't cost anything to get a list Source account um you can go into geography and you can select county and you select the state that you're in and you go down and you select the the county here that you want to look at Lee County I'm going to go to property I'm going to go to property type I'm going through this fast because I got to chop chop here I'm going to select vacant land and then I'm going to go to property last Market sale date and you're going to choose three months now as I'm recording this this is not working and I've sent a support ticket to core logic or List Source their Tech guys are aware of this are actually working on it but right now if you go 3 months it's not allowing you to pick a date after January 1 2025 but so they are working on that it'll be fixed probably by the time you're watching this video but for now I'm just going to pick you know maybe uh October one through the end of December and then for some reason that comes over all right and then I'm going to go to options and I'm going to say no preference for corporate owned there's 4200 records of vacant land purchases in the last three months or so um and then I'm going to pretend like I'm purchasing the list cool and I click that and then I click purchase partial list here I go to custom selection and I can group everything by ZIP code now you can't see all of the drop downs that I'm doing there but um you can group them by ZIP code now what you can do is you can actually export this into a spreadsheet or what I typically do is I'll just copy this stuff all the way down here copy it and I'm going to just open up a new sheet maybe let's do a new tab here all right and just paste that right there and then uh you can maybe what we'll do is I'm going to do a add a column header okay so we have zip code and count and then I'm going to just sort all of this from Z to a high to low so boom look at that you get the most popular zip codes I know it's kind of small right there but you see I've got the most popular zip codes just by doing that free little search thing in list Source copying all those numbers pasting them into a spreadsheet okay all right so my list is ready now here so this is my again my list of buyers the active buyers in the top zip codes there's a ton of them oh my gosh so I'm going to click view all and I'm going to then go here to this filter Advanced filters and you can't see this drop down but I'm going to go all the way down and I want to see all of the people that own uh greater than or equal to 10 properties and when I click this this filter is working now and I scroll down I got 877 different buyers that have bought land in the last three four months that own more than 10 are you crazy let's do that own more than 25 how many do we have 444 all right now from here in Freedom soft I could skip Trace them I could send them letters and marketing one of my favorite things to send let me show it to you real quick here is a uh a postcard that I have that works really really well uh for it pretends that I'm A desperate motivated uh buyer now here here it is right here urgent help dear buyer name and this is when I get a deal under contract I send this out to all of the recent buyers in that area right from freedomsoft takes like four clicks I see you recently bought some vacant land in this County the near the one I own I need to sell my vacant lot ASAP I've had it on the market for some time now and I can't wait any longer I'm desperate the taxes are paid the title is clear I need this thing sold today please call me or text me thank you I desperately need to sell my vacant lot near the one you recently bought in the county and it inserts it there this postcard works you may think it's weird or crazy but um yeah so real I from freedomsoft right here I just go to all of these buyers who are buying land and I say hey are you interested in buying some more right let me do one more filter here you can say purchase properties more greater than or equal to they've purchased more than five properties um on or after um let's go back 6 months 1 2 3 4 5 6 so they've purchased more than five properties in the last 6 months and there's 474 of them do you think this might be a good area do you think there's a lot of fish looking for land here yes oh my gosh and there's also a lot of realtor so this is a great area now also if I go back here these I have 29,000 records here of sellers people that own land and I remov duplicate owners there's 29,000 different owners who own vacant land who have owned it for over 10 years in these hot zip codes are you kidding me so you could download all of them you could do a quick campaign I'm just going to download one page of them right here 250 and I'm going to create a list I'm going to call this Lee a th000 so every property record in this let's call it Lee County Florida demo campaign oops uh sorry campaign and I'm going to choose my automation my automated workflow that you get in the custom joall signature edition of freedomsoft and while these are going in there we're going to jump back to our mind map so we've picked a good Market where there's a lot of activity we pulled a list of sellers now we need to set up a voicemail now I like to do Direct Mail super simple I want to automate as much of this business as I can I don't want to talk to people so I'm going to send them a postcard and my postcard says hey if you want to sell your property proper please text or call our 24-hour recorded voicemail and we will send you an offer it's as simple as that okay now if you want this script for the voicemail again go to simplan kit.com and you can get it for free there's my script right there tell them who you are tell them what you want and then ask them on the on the post on the voicemail hey um what's your reference ID so thanks for calling if you want to sell your vacant lot leave your name and number and the reference ID on that postcard we sent you and we will send you an offer okay then we want to send them a postcard and we make sure that each postcard has the reference ID now some of my postcards that I send look like this and you can get all these postcards again at simple land kit.com simple land kit.com for free uh third notice I have different ones it says property notification urgent notice things like that hey I desperately need to talk to you about your property call this number nobody will answer 24 hours a day 7 days a week this postcard works like Gang Busters and I know you're thinking that's weird Joe but fine if you don't want to send that postcard send a postcard like this I've done lots of deals with this kind of a postcard with freedom soft it cost about 7 cents first class um and I also send letters this letter um where' it go here H here it is land neutral letter um I just talked to a client the other day um who just quit his job two weeks ago he's doing land full-time now he's super excited he's been using this letter for a couple years and he's done tons and tons of deals from it um right now he's averaging about $30,000 a month and wholesaling profits and about four or five grand a month on owner financing that he's collecting from selling his properties but he just uses this letter and it works it works you can do these letters um and the and I'll show you in a minute a campaign you can set up real quickly inside of freedomsoft that does it all for you so I like postcards they're cheap and they work all right let me just check here real quick all right so we're back here in my demo account um to get a phone number you just go to settings you go to phone and you got a phone number right there if I were to get a new one I would just do maybe 352 area code I would choose you can get as many virtual phone numbers as you want this is a phone number that goes on your um postcard and then um I'm going to just mess with this a little bit this Florida sellers I'm going to click on here and this is where you get a phone number and this is the number that's going to go on your postcards and then you just record a voicemail right here I'm going to do it real quick hey this is Joe thank you for calling if you've got some vacant land you want to sell please leave your name and phone number at the sound of the tone along with the reference ID and we will send you an offer right away thanks a lot super simple 5 10 15 seconds okay and then this is also really cool because sometimes they call and just hang up um I send them a text the system sends them a text automatically write it back right away thanks for calling what's that reference ID on that postcard we sent you and you put your name there okay cool now what I'm going to do do is I'm going to go back to my lists I just downloaded this list right here of sellers there's 250 of them I'm going to view all I'm going to highlight all of them and I want to send them a postcard okay 250 I'm going to go here to uh more actions and I'm going to click send direct mail I'm going to choose the sequence that I want to send and uh let's do this one right here and I need to add some Direct Mail credits but this is what it's going to look like all right and there is the postcard it's addressed to the seller's name and it's got the phone number called 24-hour recorded voicemail and then it asks them for the reference ID so when they put this reference ID on there it um um I get the notification that they sent an email I can see their text their emails um in here in fact let me pause this and I'll show you what this kind of looks like uh with some real leads so I just called the um the number from my Google Voice and if I go here to Communications um you can see the voicemail now in a minute the the voicemail will be played uh you'll be able to listen to the voicemail right here but I could send a text back right away thanks for calling you know what is your email okay so here you can see the um I called for my Google Voice number and there is the um the voicemail that just came in now I This Is My Demo account I don't have uh texting activated in this but I could just send a text message back right here you know what is your email address Etc and the system will also send a text automatically the first time somebody calls saying hey thanks for calling sorry I missed it what was that reference ID so when they call the first time and it's a Miss call or it goes to voicemail the system will send them a text back right away all right cool so uh we've found the let me just review real quick we found the market we pulled a list of sellers we set up a voicemail and we send a simple postcard or a simple letter right now we need to make the offer and to do that you basically call back everyone that who called you now you don't have to call them back when I first started I don't know our first 30 or 40 deals U we didn't call anybody back before we sent them an offer we got the voicemail we looked up their information and we sent them an offer and only talked to the ones after they got our offer but ideally I would suggest you call them back and ask them some simple questions there's three questions that I want you to ask okay number one what's your situation number two what would you like to see happen and number three when would you like to see that happened that is an amazing very simple script that anybody can remember think Pawn Stars if you've seen this show Pawn Stars you're like a pawn shop right what happens when they bring in an item they say hey great tell me about this what's your story where did you get it where's it from that's the what's your situation right and then they say what what would you like to see happen how much do you want to sell it for you always make the seller come up with the price first and then you say all right well how quickly do you want to sell it is this a now thing or later thing for you so here in the mind map if again if you go to uh simple land kit.com you get this script I have a script of it's not a word for word script but it's just a list of questions that you can ask the sellers um and the best part of this is the part right here questions to determine motivation and I want you to also think about this too you're The Reluctant buyer remember this we are deal finders not deal creators and so we want to we're never chasing the sellers right we make them come to us and so we act like a reluctant buyer disinterested buyer you know sometimes I start the conversation with hey I got your voicemail thanks for calling uh do you mind if I ask you some questions about your property to see if it would be something I'd be interested in right uh so cool tell me about your situation what's going on you want to sell this thing is this like is this a now thing or a later thing for you so right back down here you'll see some questions like sounds like a nice property why would you even want to sell it what would you like to see happen when would you like to see that you're not in a hurry to sell this property right what do you when were you hoping to be able to sell this is this a now thing or later thing and this is a great question I love to ask what's more important to you are you trying to sell it quickly or to sell it for the highest price possible and I always act like you know what I'm probably not your buyer why don't you just list it with a realtor they can get you the highest price I always ask too if you got another offers on it before have you tried listing it before what do you think the property is worth if they won't give me a number A lot of times I just say well you know what I'm probably not your guy um you should list it with an agent they can give you an estimate for what they think the property is worth do you want me to give you some names and numbers of Realtors who have sold property here in the last year or so you see I'm never chasing them right I'm just asking questions and these conversations should be 3 to five minutes long very very short questions with the sellers okay and then I recommend you have a lead sheet now this is something again you get at simple andk.com it's a blank lead sheet uh what I did when I was first getting started doing houses I would just print 20 of these and I'd have four folders I'd have one folder for hot leads cold leads warm leads and blank lead sheets and so you don't have to use anything fancy like software and freedom soft or whatever I'd recommend you do but have a blank lead sheet and then every time the seller calls you just write down their name and address of the property you ask them some questions you fill out this piece of paper and then you know if it's a hot lead you got to do something with it right away put it in your hot if it's warm you got to do something in a week put it in the weak or in the in the warm folder right and then if it's cold you got to do something in 30 days put it in the cold folder and then just carry those around and every time you need a lead you know once a week go through the warm ones once a month go through the colds you know what I'm saying so it's very important you keep track of your leads and if you're not going to use a CRM which you should then use these blank lead sheets it's very important okay so we're going to call everyone back we're going to talk to them and this is really important here we're going to send every seller we talk to an offer every seller how many of them every single seller unless they tell you to you know F off or whatever you're going to send every seller an offer and I like to use Redfin or Zillow it's very very simple and fast um so let's just take a look real quick at one of these properties let's say we're going to make an offer on this property is listed well it's sold but let's say you know the seller um it's been three years I pull the property up on refund on redin so let's just try it from here I'm going to go to redin click enter and it's going to bring up the property I click on this little map icon and then I click on nearby homes for sale and it puts me right in the center of that map is that property right there all right so first I'm going to go to for sale and I want to see all the for sales and pendings and I want to see land only boom I click done and then I want to sort from low to high and if you want to you can set some filters for the lot acreage size right so I know I don't want anything less than 9500 Square I don't want anything more than half an acre boom and so now I have six properties inside of that little area if I want more comps I just zoom out zoom out all right look I got a whole bunch of them there and I can see the cheapest ones here and basically what I'm looking at is I want my property to be the cheapest so if I'm going to sell this property I want to sell it in one or two months if I'm going to sell it for cash so I'm going to think I'm looking at this thinking all right well this one's pending it's about the same size for 17 grand I'm going to list mine for 7 17 grand just like that that's it that's how I come up with my numbers and then I've got an offer spreadsheet here um you could also take the average of the three lowest similar active listings in the area so you could go here to redin you can take the average of the lowest three and then multiply that that number by 85% this is the price that you're going to sell it for again I want when I put my property on the market I want to make all these other land owners uh upset that I'm under cutting them and I'm pricing my property so much cheaper than all of them so I want to Price Mine you know maybe take the lowest four average them multiply it by 85% okay and then because again that's the number I'm going to list my property for right then in order for make a uh I got a offer less than that right simple rule of thumb very quick and dirty I'm going to make an offer at 40% of that and that's my offer okay I also have a spreadsheet I'm just going to walk through this real quick where can you get this spreadsheet again simple lit.com just go there right now you can get it okay it's free uh this spreadsheet basically what I'm doing here is on red fin I have all of these uh active listings here there's a really cool tool that's free from Pebble called uh Pebble it's a scraper and I can just click here and it scrapes all those properties and it gives me the average price per AC oh you can't see it I'm on my screen I'm sorry so it's a Chrome extension called pebble and um you can get it for free from pebble.com or Pebble rei.com or whatever uh it's a it's a competitor to freedomsoft they're really good CRM I recommend it to people who don't want to use Freedom soft but um see you see the median price here per acre and the average price per acre so I just take whatever is lower of the two oh shoot you can't see it but there's a popup right here in my window um I take the 61,000 square feet a price per um acre right and then I'm going to put that right here and my property is like 0.25 acres and So based on $61,000 um I think I'm 0.23 uh hold on one second let me look at this okay this is right so the average or the median whichever is lower is $61,000 an acre and mine's 0.25 Acres so and I discount the actives 15% so it's maybe worth $113,000 based on active listings but let's look at solds and I'm going to show you how to look on Z for solds okay because it's just kind of the same thing I'm going to put the address right there uh boom all right or an address of a nearby property and I'm going to click back here to search and now I'm going to remove boundary I'm looking at solds cool I'm looking at land only all right and I'm going to remove my uh price filters here and I'm going to go to more and I want 7500 Square ft to half an acre and I'm going to do sold in the last six months can you believe this remember we looked at is this a popular area or not there's a lot of activity here right so I don't need to go back here but I'm going to zoom in because I got way too many comps now I have 33 comps I'm going to sort from low to high all right you have all these solds here and then I'm going to do that Pebble scraper again and you can't see it but it's a Google Chrome extension and I it just scrapes everything and it gives me the average price price per acre is about 45 ,750 and I'm going to paste that right here all right so this tells me I could sell this property maybe it's worth $1,000 to $133,000 hm well I'm looking at this thinking if I go back here I'm looking at actives and for sales I see this one has sold for $1 16999 I'm going to sell mine for 17 and I'm still going to be cheaper than everyone else out here so I'm going to list it for 17 this is where I put right here I'm going to put 177,000 and uh you know what I'm going to make uh I want to do a $7,500 wholesale fee normally I like to shoot for a minimum of $10,000 but in Florida it's a really competitive market and I know I can sell it quickly with just a few phone calls and I don't need to use a realtor so I might I might be okay with uh maybe $7,500 instead of 5,000 right um I've got $1,000 oops factor I might take some pictures or hire somebody to go take pictures um after closing cost so basically what this is it gives me an offer of $6,000 I'll zoom in gear here in case you can't see it which is about 35% of what I can list it for so I feel pretty good if I list it for 17 grand and I pay no realtor commissions because I can just make some phone calls and sell this thing you saw how many solds there were in this area this is insane right that's just in the last six months I could probably sell it pretty quickly by just calling these people that bought these lots for 21,000 22,000 and sell it like that right so I don't need to pay a realtor I'm G to make the realtor commission zero sometimes I use I do 10% commissions usually so subtract all these costs and you come up with an offer at six grand now that's 35% of the list price I always have a this is really important to have a rule of never offering more than 50% if if it's under 100 Grand approximately right always make sure your offer is never more than 50% and if it's over 100 grand general rule of thumb i' never offer more than 60% okay uh so yeah I'd offer $6,000 that's it and we're good to go right again Max offer price is 50% so if you look at you take what can you list this property for subtract your profit subtract your costs of realtor commissions normally I pay 10% I want to be real generous with my commissions I'm going to subtract closing cost hiring somebody to go take pictures and I call it uh oops Factor of maybe a thousand bucks or something like that right offer Max 50% now here is if I'm not going to go through this but if you are pen and paper guy here is a pen and paper sheet that you can print out and you write down the active comps to find the value of the property based on the price per acres and then you look at sold comps by the way when you're looking at active comp comps do not forget to also look at pendings that's really important all right and then you get an average price per acre for actives and an average price per acre for solds and I usually just pick the lower one all right and so I've got maybe $10,000 um price per acre and I got five five acres and my sale price or my list price will be about 50 Grand or whatever so I then I take 50 Grand and I subtract my profit of 10 grand I sub subtract a couple three grand for closing costs subtract another four to five grand for realtor commissions subtract 500 bucks for photos and maybe 1,000 bucks for um un own and that comes up with my offer price but again make sure your offer price is not more than 40 50% cool now again you could go do it the same simple way uh where was it the simple fast strategy take the average of the lowest three similar active listings in the area multiply that by 85% to that's the price you're going to list it for and then multiply that by 40% all right all right that's your going to be your offer amount now we send offers I send offers with I could show you right now in freedomsoft but I'm already past my 30 minutes but I'm going to keep on hurrying up here okay we can send offers through freedomsoft uh real quickly in the mail and in an email and in uh by text and by digital signature like you would use with docy signers whatever okay so here's my main offer letter that you can take a look at real quick it's just a cover letter it says hey thanks you know we'd like to buy your property this is what we can pay this is how you can return it to us and here is our one-page contract it's very simple easy we have 90 days to close you can see this right here 90 days to close you can change that we don't have any earnest money deposits and we can extend it 30 days if we want it's a very good contract all right um and we also sometimes just send a one-page offer letter that looks kind of like this um it's just on the top half it's a hey you know great talking to you um we want to buy your property and then down below is the purchase agreement very simple one-page thing that you can use and uh we also sometimes when we're sending what's called Blind offers we send these check letters out and it basically is a check that shows through the envelope of what we might buy their property for that's a little more advanced but those are some of the things that we do now this is really important just an hour ago one of our top clients his name is Zach I talked about him earlier he posted something on my our Facebook group that said all right 4 days four contracts all from texting old leads so inside of freedomsoft he set up a simple campaign and he started texting um and and you you do it automatically you don't have to do it manually texted all of his old leads I don't know a couple hundred of them and got four deals under contract in four days so it's really critical and important that you follow up with your leads I'm hoping you pay attention and listen to me on this because uh one time my business partner and I Gavin looked at had our previous year and we had sold 58 deals we flipped wholesaled 58 deals and of those 58 four came from followup I'm sorry only four came from that first Contact 54 came from followup so if we would have not done any followup that year we would have only done four deals does that make sense and on average it was seven to eight touches over two to three months some of the follow-up was only a couple weeks some of it was over a year but on average two to three months of follow-up seven to eight touches if you are not doing followup you are wasting your money so just like don't even think about sending offers doing all this marketing sending offers if you're not going to do followup and this is so important to understand I want you to listen send an offer every 30 days to that seller all right maybe after three or four times of sending the same offer to them just follow up send a text send an email send another postcard send a letter so important and you need to have some something that does it where it just does it for you in spite of you you just set some automation which we I could do that and I I don't have the time to show you in freedomsoft right now but you can set up a whole Year's worth of automation of automatic followup by texts emails uh voicemails uh postcards and letters it's it's incredible okay cool um follow up every 30 days automated as much as possible email SMS voicemail and mail by the way freedomsoft in case you ask because I can hear somebody asking freedomsoft does ringless voicemail no it does not but there's other companies like Sly broadcast and slide dial we do ringless voicemails but basically hey I'm following up with that offer have you sent have you sold that property yet do you have any other properties you might be looking to sell and so I've got a bunch of templates again at simple land kit.com of follow-up things that we send here's a sample follow-up postcard that's handwritten from Freedom soft here's a simple letter just saying hey you know what we sent you an offer um and I ask them to fill out this thing and send it back to us and people actually do I've reconsidered I no longer wish to sell I still want to sell but I'll take this um etc etc okay cool are we doing all right here we are we good let me get back into this thing oh here we go boom why would this work all right hang on a second okay so um we find the deals we make offers and on average we do about one uh offer accepted out of every 20 to 30 offers that we send those are just our numbers the next step is you flip it once you get an offer accepted this is when you start the due diligence right here is a due diligence checklist yes would you like this again simple land kit.com but it's basically I'm not going to go through this but um these are basic you want to make sure it has Road access you want to know about the slope the flood planes are the taxes current what are the comps like are there HOAs leans judgments etc etc okay um there are some good online tools that we use use to to do research one of my favorites lately is something called regrid land ID is is okay um I used to like it a lot but regd is just faster and easier um Google maps of course in our vas if you're one of our clients we will do comp reports and do diligence reports for you um a due diligence report is pretty amazing and sweet um it's just this we actually call the county we we do all this research on the zoning um the assessors the um ho ways what's allowed what's not utilities and all that stuff um so that's pretty cool um we also this is really important call local Realtors who have sold land in the area it's so simple if you go here like I just showed you to Zillow and you go in this is the last six months right do you think you might find a realtor who has a buyer if you just call these Realtors up and say hey I see you sold this property for 22 Grand uh their name is usually right here and phone number Jim mccab right there okay hey I see you sold this property for 22 Grand I'll pay you 10% commissions if you if you have another buyer you can bring me my deal I'm wanting to sell it for 18 boom boom shakalaka that's how you do it so you find recent solds like I like homes.com uh because homes.com will actually give you if I can find an example here um homes.com will actually give you the realtor's name and phone number now this is not a good example I don't know why I linked to that here let's look at this example here this was recently sold and there we go right there you can see the listing agent and the buying agent their their phone numbers and emails okay um homes.com is pretty powerful I I like it um and that's a screen okay I offer my realtors I I I pay them very generous commissions 10 sometimes more percent sometimes I'll give them a bonus um if they can sell my property quickly I ask them what do they think it's worth uh what price do I need to sell it for to sell it in two to four weeks and I even have a script for realtors for you boom right here okay so I want you to get this because it's uh it's amazing and nobody else has giving you all this stuff for free right uh also I recommend you submit the deal to potential Partners you know find somebody in the area to partner with you on the deal um partner bring your deals to me if you're one of my clients in our community um other land investors in our community and there is a bunch of funding companies that I have in my program um yeah you can do the deal yourself but when you can bring it to somebody else and partner with them it's faster to partner with somebody who's already done deals there they already have the paperwork they have the money they have the local Realtors they have the title companies the buyers they'll do all the work they make everything easier so you make more money faster and they'll let you know if it's a good deal or not if you bring the deal to us and we're like nah uh we don't want to lend this lend you money on this deal we don't want to partner with you on it might not be a good deal right so you can go back to the sellers and cancel or renegotiate the contract so who would they fund the deal typically the requirements are when you bring it to a funding company to somebody else to partner with on a deal usually we have a minimum purchase price of like 30 grand your offer price has to be Max 50% of value usually Max 25% Wetlands it has to have Road access usually we're going to want at least two different realtors for Price opinions it's got to be in an area with high demand good number of recent sold comps and it can't be do probate deals those take a long time it's got to have clear title okay um boom all right so another cool thing I don't have the time to talk about is um and I teach this in my program but you need to be able to dig your well before you're thirsty and so I talk about how to find private investors that will lend money on your deals and that's really important to to think about now when you Market your property for sale one of the things that we do is we it's real simple and I showed this at the very beginning remember we find recent buyers who bought land and we send them a postcard and we skip Trace them and call them this is the postcard that we like to send um or sometimes we do it as a yellow letter we type this up urgent notice don't throw me away I desperately need to sell my property I'm telling you guys if all you did was this you could sell all of your properties because this works really really well you write a yellow letter red Sharpie don't throw me away urgent notice I desperately need to sell my 2 acre vacant lot and I've had it on the market for some time now I can't wait any longer take a look at the attached map call me I'll tell you all about it the title is clear taxes are paid I'm desperate I need to sold today call me please make me a cash offer right now take that letter crumple it up fold it back up fold it into fourths and then put it in an invitation envelope handwritten with a stamp and that will get the phone to ring I'm telling you I don't know why more people don't listen to me and why more people don't do this but that may be the only thing you have to do uh again I was talking about Facebook groups and Facebook Marketplace one of my clients um all he does do is get these deals in Florida in very competitive markets puts them on Facebook Marketplace and he joins all of the local real estate Facebook groups and post them on there you know you can post something in Facebook with just like big text and color and he just basically says hey I got a23 acre lot in this area uh for 19 Grand anybody want it that's it and if they comment or DM him he sends them some pictures okay also I sometimes list our properties with the realtor and I use broker.com a lot they're discount broker um that you can use sometimes if you list it with a realtor before you own it you have to get an authorization to list agreement or what's called a limited power of attorney sometimes um or an authorization to sign listing documents and so there's some links to that that you can get again at uh simple andk.com and again if you're working with me and you're one of our clients submit the deals to us we'll partner with you on it if it looks like a good deal this is when you buy it and you sell it we always use title companies um get some local recommendations from realtors in the area we have a nationwide list of investor friendly title companies and um yeah so we've got you know if you just right now go to our list of um in title companies in Florida we've got a list of them that will um that we can work with and by the way if you're one of our clients and in our community um you can get free transactional funding we don't charge any money for transactional funding only for people in our community and um if you do have to cancel the deal here's sample termination agreement that we have in the simple land kit and it basically says hey you know what sorry we have to cancel it for these reasons whatever and uh it's not a big deal um remember you guys in our contracts you have 90 days to close and you do not have to buy it if you can't find a buyer okay boy we're flying through this fast now how do you profit how do you make money well you rinse and repeat um and so what I recommend you do is um there's two ways you can sell a deal basically we'll wrap it up with this okay number one you sell it for whole like you wholesale it and you sell it for cash and I like to call that piles of cash or you can sell it on terms with owner financing and get streams of cash this is a fantastic business I love selling land on owner financing for the cash flow because you get great cash flow without any of the tenant headaches and hassles and termites and toilets and all of that stuff you get great cash flow without the regular maintenance and cons concerns and problems that you have with houses and trust me I've had a lot of houses and I know a lot of landlords who hate their lives because landlords being a landlord is stupid and there I I understand the argument for it but like I've never well I can't say that either I have met very few landlords that really enjoy owning rental properties all right let's just say it that way but uh so that's my opinion I think owning vacant land and selling it on owner financing is one of the fast ways to get to regular consistent really good monthly cash flow Okay now what's next well I just want to say because I got to wrap this up here if you go to simple lit.com uh you get to download uh a lot of the things that I'm just was showing you now also after you download that stuff you're going to get an opportunity and an invitation to watch either a class or a webinar or a challenge or something like that where I'm going to teach you and I'm going to dive into a lot more detail about how all this stuff works and I'm going to give you an opportunity to to work with us and become a member of the community where we can partner with deals we can um I can we have a lot of services where we do the marketing for you we set the stuff up for you we have the money for you we have the lists for you and we got a great community that is always together partnering and stuff like that on deals but first um just go check out simple land.com I appreciate you all we'll see you later take care bye-bye