How to Wholesale Land Full Course (3 Hours)

0:00 Right now, you're on one or two paths to wholesaling vacant land. >> The first path is that you're just going to sit on YouTube, you're going to watch different videos, go through a bunch of different gurus, never really start anything, and you're just going to sit here on YouTube, maybe take some notes, but never actually take action. >> Or you can take the other path is in 3 hours right now, we are going to break down a toz exactly how you can do your first deal wholesaling land or scale your business to doing multiple hundreds of thousands of dollars per month just simply flipping land to home builders. We're going to break down everything in this video. So stay with us till the end and you're going to learn a lot of information and this could change your life. >> My name is Zach Gin. I've been wholesaling real estate for over 10 years and I'm making over $200,000 a month just wholesaling land around the country and I'm here to teach you exactly my path on how to do it. >> Yeah. And then my name is Jackson. This

0:46 is Carson Weiner. We've been wholesaling land specifically now for the past four and a half years. We've done over 800 land transactions, just over $6.5 million in assignments. And keep in mind, we are not actually buying these properties oursel, right? So we when we got started, this was the first business we got into. And we actually do things a little bit differently, which we're going to get into more, but we actually go and we find the builder first, right? So rather than just lowballing a bunch of sellers and then selling it after the fact, we find what the builder's looking for, go shopping for them, and then we're able to make the difference in between. And also, guys, it's not just us that's doing it. We've taught hundreds, if not probably thousands of people, just like you watching this video, to close their first land deal. We even have people doing, like I said, over six figures profit per month. So, you can do the same thing doing this business. Just pay attention throughout this video and you'll learn exactly how.

1:31 And >> just to make it very clear, we make millions of dollars wholesaling land. But right here, these are all the testimonials of people in my community and his community who are making a ton of money wholesaling land. >> Right. And it's not >> and it's not just these people, right? We actually are having our mastermind here where our students, we have nine people presenting out of 30 that are coming. Two of them have crossed a million dollars in assignments in the past six months and then there's seven of them that have crossed $250,000 in assignments, right? So this is for people that even if you have a 9 to5 and a family and you only have a couple hours to work, you can do one or two deals a month and make 10 $15,000 or you can sit there at your computer 16 hours a day and you can take it to the level that students like Nick have where they're doing over $300,000 profit in a single month. Right? Okay, so this is something that you can either do on the side, you can take this very seriously, make this a true, true big cash flow

2:18 business as we're going to show you how to do today, but there's going to be five, six, seven different steps that you guys are going to need to learn before you get started. So that's what this video is going to go through today. >> Okay. So if I'm used to wholesaling houses, >> if I'm brand new and I want to start wholesaling land, what's the difference? >> Yeah. So the biggest difference in the way we do things is we go builder first, right? So we do it reverse, right? So, if I'm going to go houses is you're going to have a house seller, then you're going to get the contract signed, right? And contract. Then you're going to get so let's say 200K to the seller. You're going to find a flipper for 210K, right? That's going to be your buyer. You get a contract with them. Without buying the property yourself, you make 10 grand, right? That's going to be householding, right? So, what we're doing is when we find our market before we send our campaigns, we get our builder first to let's say they'll say,

3:03 I'll pay $50,000 for anything. Then that now that we know we have our builder, we're going to go and we're going to just mass text, mass uh mail, we're going to have cold callers, we're just going to offer everybody $40,000, right? So when we find a seller at 40,000, we then get the contract signed with them at 40. We sell it to the builder that we already have at 50 and then we still make that $10,000, right? So it's different because we can now mass send offers with this because with the lots and with the markets we're going to get into, all of these parcels are exactly the same, right? I don't want to do a market where there's a 1acre property, then the next door neighbor is a 4acre property, right? I want all quarter acre lots. I want all halfacre lots because if they're all worth the same, I can set 2,000 identical offers at the same time, right? So, if I have my builder locked in at 50, you can go ahead and you can just offer everybody 40. And then another cool thing about when you're selling to the builders is when they

3:50 tell you they're buying properties at 50,000, they're not just buying one or two, they're buying hundreds, if not thousands of lots for that year. So you can bring them five deals a month, make 50,000 a month, that's $600,000 one year to one builder, right? So that's how powerful it is when you find the builder first is you can actually do not just one deal. Like I know a lot of people with houses, you know, you're selling to somebody once or twice with these builders, you can sell hundreds of times to the same builder. >> I call it the waiter approach. >> Like I mean, hey, hey, Mr. Waiter, I want a pizza. Pepperoni. Okay, go get a pepperoni pizza. What are they gonna do? I don't want a pepper. No, you ordered it. So, the best part about wholesaling land is, hey, I want quarter acre lots in this city, Cape Coral, this area, this zip code. Okay, here it is. You'll pay 50 grand. I have it locked up for 30. They're not going to fight you. They're going to pay 50. You'll make

4:35 $20,000. It's literally that simple. You in wholesaling houses, you sometimes get a deal and the buyer says, "Eh, I don't want it." >> They don't say no. They actually want it. >> Yeah. And if they do say no, the the crazy thing about this is these builders are making so much money in the houses and what we're going to get into next and how to pick your market. You'll never do a market where there's less than five builders in that market, right? So, god forbid your builder says, "Oh, well, my my house didn't close yet, so I don't have the funds." You just call the other four builders, right? And you're going to be offering cheaper than the lowest listing. So, you're going to bring them a deal that they're going to make six figures on, and they're going to save money on it, and odds are it's going to be a bigger corporation, so they will have the money to do it. Um, and then back to your earlier question, like the difference between this and household saling is the business model itself, I almost compare it more to drop shipping versus household saling, right? Because I if you go and let's say I run

5:22 a store, right, a t-shirt store, and someone will go on and they'll say, "I'll buy this $20 t-shirt." You take the $20, you go pay a supplier 12, you ship it to them, you make $8, right? That's exactly what we're doing, but it's with one of the most expensive products in the world. Right? So, it's the same thing, but we're just using contracts rather than a website, and we're outreaching to them. >> And then another thing of why it's good to find your builder and your buyer first is because when a lot of people are starting out in this business model or wholesaling real estate in general, where they go wrong is they're comping incorrectly. Comping meaning pricing a value of the property and making the right offer on a property, right? So, if you're making a comp with a house, you know, one could be three bedrooms where the one that sold three over where you're going off of your value could have had four bedrooms or an extra bathroom or it could have had a pool or it could have been 20 years newer. There's so many different things that can go wrong um when you're making your

6:08 offer, which is a lot where a lot of beginners mess up. Whereas, if you see a quarter acre acre parcel, like Zach said, in Cape Coral, and you see one three lots over that sold for $50,000, yours most likely has no tree coverage just like the other one. It looks exactly the same. It's the same exact size. Yours most likely, if you get under contract at 40, you can sell it for the same price of 50, right? Because there's nothing else that's changing the value of the property. It's the same exact lot of one that sold two weeks prior. So, you really can't mess up your comp. And then in addition, your builder told you he'd pay 50. So, you already know who you're going to sell it to beforehand. So, there's really no margin for error, right? >> Well, let's make this basic. Like, hey, I'm 17. What in the world of I don't even understand this stuff. We're we're going basic basic. So, let's break down just an exact wholesale land deal. Like

6:54 a very basic one. Let's just So, a beginner. >> Step one, right? Step one is going to be find my market, right? So, when we're looking for a market, what you're going to look for is a couple things, right? So there's there's three or four key things that you need to check off whenever you're finding a market. So the first thing that we're going to show you how to do is we actually go and we find our markets based on where other people are doing deals, right? So a lot of people just think, "Oh, I need to do Leehi. I need to do Florida, right?" I go on land.com and on land.com you can actually see you can sort it by newest. And you can go 0.2 acre lots to 1acre lots. And I want my price range to be 30,000 to $120,000. And then I will just sort it by newest and it'll give me 40,000 land sales. And I'll just look where other people are going. I take that zip code, plug it into Zillow, and if when I look it up on Zillow, if there's five or more newly built homes,

7:40 it could be a market, right? So, to get back on track here, so the couple things that you're going to look for is five plus new builds. Then you're going to look for identical lots, right? Because we want all the lots to be exactly the same because we're going to be making mass offers here. >> Yeah. We call it like looking for cookie cutter lots. So, when you're cutting out a cookie of, let's say, a star shape, you want them all to look exactly the same, be the same exact size, be right next to each other in a line, and be in alignment. You don't want to be in an area, rural area, North Carolina, where there's a 1acre property that's shaped like a rectangle, and then there's a 15 acre property that's shaped like a square. We don't want that because that would mean the values are going to be different. So, you can mess up your comps. We want to have cookie cutter lots in our market. And then a huge thing I want to touch on because this is something that so many people, especially beginners, mess up is you

8:27 want the price to be over $25,000, right? So we've seen land deals upwards of $3 million on the purchase price, right? But people will do Northport, for an example, it's got to be the the for a beginner, everyone's like, "Oh, Port Charlotte, Northport, these lots all look the same. There's so many new builds. The lots sell for 10 grand. How much money could you possibly make on a $10,000 lot, right? So you want it to be $25,000 because you can get one at 20 and sell for 25, right? But your ideal spot is going to be $25,000 to about $200,000, right? And obviously the more expensive you go, the more deals you're going to make, right? So now back to break down a deal, right? So you're going to find your market. Now I have my market. Then you're going to call the realtors or the agents, right? So one way you can do this is going on landlas.ai, right? And there's going to be thousands of builders with their buy boxes. And what a buy box is is exactly what a builder is going to buy and what

9:13 they're looking to pay, right? So for an example, it might say, "I'm Dr. Horton. Here's the land acquisition rep. They want the zip code 33993 in Cape Coral. They'll pay $40,000 plus all closing costs. Make sure it's not on a main road. Make sure it's not on a highway. And uh make sure there's no protected owls or or turtles on it. Right. >> Exactly. It's like the pizza order. Exact. They tell you exactly what they want, where they want it, and how much they'll pay. >> Right. So So that's going to be the paid method, right? Is using landlas.ai to just kind of get your buy boxes, get your markets. And if you want to do it for free, you're just going to go on Zillow. You have your market, right? and you just go on for sale houses year built 2025 or 2026 because what this means is if they have a house that they built and it's new and it's for sale that's not someone that just built a house to live there, right? Because it's for sale. So they're going to need more land to build more houses to sell them.

9:59 So what it's going to show you on Zillow is first you could go and find the builder, but I like to say this often is a lot of people call these builders and they spend all this time trying to make this extensive list of buy boxes. You just need one, right? So builders don't want friends, they want deals. I don't call a builder until I have a deal. I call the realtor that works with the builder. So, the realtor will be directly on Zillow. You'll have the the listing of the newly built house, right? It'll look like a red little house. Click on it. It'll have their phone number. Call them. Hi, my name is Jackson. I'm looking to bring some offmarket deals. I see you listed this newly built development. Are they looking for more land? And what are they looking to pay? Right? When you're on that phone call, get all the information about the market because even if they're not going to be your builder, you'll know what to offer. Right? Because some markets might say, "If it's south of this street, it has utilities, so it's worth more money." Right? Right. So then you're going to do two different campaigns. But anyways, so they're going

10:45 to give you that buy box. Right. So now you got your market and then you have your That's terrible builder. So now once I have my market, I have my builder, it's time to find a deal. So I'm going to interrupt this really quick, but I want to go inside of X Leads and show you how exactly I find builders because obviously I didn't have a computer back in the time and I wanted to show exactly the right way I find the builders inside of X Leads. So if you want to check it out, again, it's the best wholesaling software ever. It's called XLES.com. If you go to xley.com, you'll be able to access the software and be able to do this. But, uh, if you have any of the plans in X leads, all you're going to do to find builders for land is you're going to go to leads right here. Okay, this is very important. Uh, you just go out here to leads and you're going to choose your area. So, I like wholesaling real estate kind of all over Florida. So, I'm going to just Cape Coral for example. So, I'm

11:32 assuming you're going to the basic plan. I'm going to show you on the pro the X plan, but let's go out here and choose Cape Coral, Florida. So, if you want to find builders for land here and you just want to call list and and go nuts here, let's uh clear this out really quick. So, we're just going to clear out property list really quick. There's an old list. Okay, cool. Now, I'm just going to go to filters right here. And all I'm going to do is I'm just going to go to cash buyers. Right, these are going to be the cash sales. I'm going to scroll down. I'm going to make sure it's for land only. Okay. So, we're going to go to property types and we're just going to select land only right here. We're going to go lot area. We're going to go to I'd say 4,000 square ft all the way to an acre. And all we're doing in Cape CL is

12:18 looking at all the cash sales for land in the area in the past year. So, right here we got that's fine. We don't care about the year built, right? Uh ownership doesn't really matter to me. Equity doesn't matter. And I just want to do the last sale date. I want to do the start of this year. So, currently this uh video is being released in July. So, I want to go from January 1st uh to now for the past 6 months. And what you're going to find is there was 927 sales of vacant lots in Cape Coral, Florida. Uh so, what I would probably tell you to do is I'd pull this entire list and I would just cold call the owners of them or figure out who the owners are and reach out to them and try to figure it out. I mean, for example, right here, uh, 1201 Northeast 18th Terrace right here. I figured out pretty

13:04 quick. This is a piece of lot that sold. Uh, the buyer of that lot was CA SFL Land Holdings LLC. You can see on the construction tab that they are probably starting new construction on the property right here, which is interesting. And so, these people are looking to buy it. So, all I'm going to do is I can go out here to contacts and the actual owner of the companies will pop up right here and I can just call them right there. What I'd probably prefer you do, too, is you can even just do a quick search of the landholder. A quick Google search is going to find that the owner of this property is going to be Christopher Allen Homes, CH. So, that was actually done pretty quick. What I do is click on uh Christopher Allen Holmes right here. So again, I searched CSFL and it came back to uh

13:51 this address right here, just Christian Christopher Allen Holmes. All I'm going to do is I'm going to go to contact and I'm going to reach for the acquisitions department. You see how they little button here that says sell your land? Yeah, found it pretty quick. So these people are looking to acquire land. Uh so I'd be out here and trying to get a hold of their acquisitions department. So you click here, click on the little button right here, and uh you have your information. And I put some information in here. Reach out to the acquisitions department. Looks like they got a phone number right there. And then boom, you go right to the buy box. There's a lot of these buyers all over Florida, all over Texas, all over the south uh east uh United States that are looking to get land. I mean, they're looking to buy more land. Now, what's interesting is if you have a lot uh that you have under

14:36 contract, so let's say a lot in Kate Croll right here. What I would also tell you to do if you have the X plan on X leads, you can just press buyer match AI and the AI is going to find the top land buyers in the area. Now, if you want to keep this up a notch and you have the XX leads, you can literally go to the Despo tab right here and you can find buyers for land. So, what you're going to do is go to residential investors, press Cape Coral. So, press Cape Coral and what we're going to do is we're going to click that right there. We're going to go to filters. Now, I searched Cape Coral, and there's obviously the dispo tab that finds the best flippers and landlords in the areas. I'm going to press flippers, and what I'm going to do is I'm going to look at people who are flipping properties, but I want the average purchase price to be under $150,000. I

15:22 want the most they purchase the piece of real estate for is 150, which is pretty much only going to be land. Then, I want to make sure that their average sale price is over $250 grand. And what we're going to find here is you're going to press done. And all you're going to do is find all the buyers. See, here's the truth. Guess what was the first one? K. Christopher Allen Holmes or you know, whatever the guy's name was, right? Basically, Christopher, what was it? Christopher Allen Holmes, right? You can tell this guy has flipped $53 properties in Cape Coral. Now, it's saying here that his average property he is buying is $145,000 and he is selling them for at least about $400,000. How in the world is he able to do that? What what type of house slipper can buy a house for like a h 100red grand and

16:08 some for 400 grand? On paper, he's making that, but he's not. What he's basically doing here is he's buying it for 120 grand. He's putting 100 to 200k in the construction, selling it for 4 to 500 grand, and making a profit. That's how builders make money. Uh so, if you put those specific filters on the dispo tab on X Leads, you're able to find them pretty quick. Coast and Homes LLC is buying properties for 51,000. Uh, if I just press him right here on view details on the dispo tab. Remember, you hit the X plan on and X leads, you can find it right here. You're going to be finding all the properties he's buying for cheap and you can look at them. So, for example, this house on fourth place, if I click it and look at this property that uh the Coloulston Homes is, he bought the piece of land. And so if I go here to transactions, he bought the land for $38,000

16:54 and he sold it a year later for about $35,000. Now, how did he do that? How did he make $270 grand? Well, look here. He built this brand new house. I mean, beautiful. He built this new construction house and sold it for $300,000. This what the house used to look like on a satellite view. He built it and bought it. So, this guy's obviously looking to acquire land. Also guys, finding land buyers on X leads is just super easy, >> right? So my builder, let's say, says $40,000 Cape Coral. >> Write out that buy box form. >> Yeah. >> So this is what a buy box will look like guys. >> Yeah. >> And there we're going to break down like deep into each single one. Like there's plenty of ways to go to X leads. I mean, I just like to snipe. Like I used to go to Zillow. I mean I still do but the for sale new construction address property

17:42 appraiser owner reverse it call the acquisitions department because between you and me there's a lot of idiot realtors >> so I just snipe them go to the acquis do you have acquisition department boom% >> you can also do that too but yeah >> so we have our buy box and we have our market so the next thing is we let's say our builder's at $40,000 so now you need to get a lead list for this right so three is going to be list what this is going going to do is you're going to be able to actually pull a it's going to look like a big spreadsheet and it's going to have the property address, the owner's name, the mailing address for them and you're going to be able to skip trace that which means get their phone numbers, right? So, you're going to have this big extensive lead list now where it's fitting everything in this lead list. It might be 800 properties, it might be 8,000 properties depending on what market you're in. It'll be every

18:28 single property you can sell for $40,000. So, what we do once we have this list is we need to make these offers to these sellers, right? So, I'm going to be able to sell anything for $40,000, right? So, in this example, I'd probably start with my offer at like 31,000. So, what you're going to do is there's a couple different methods you can do this, and this is paid. We'll get into free also, but the paid methods will be direct mail, not texting, or cold calling, right? So, not coal calling. Well, you could coal call yourself, or you could hire co- callers overseas. So, with direct mail, you're going to be actually sending them postcards or contracts, right? We prefer contracts. You would send contracts to all 800 people at $31,000. Hey, my name's Jackson. and I'll pay you 31,000. We actually attach a contract. Email or call me if you're interested. Right? The second way means texting. You can text them all. Hey, I can give you 31,000 for your property. XYZ, right? The last one

19:15 is going to be cold callers overseas. Right? You'll have cold callers overseas, $4 an hour cold calling all day long. Hey, I'll give you 31,000. Right? Anyone that says yes, you then go ahead and move forward with the deal. Right? So, when when you get your list and you're mass marketing, all these people, right? And out of 800 people, you make them a very solid offer, right? You're not ripping anybody off. If you're looking to negotiate, maybe work up to 35,000, you need one person out of 800 with three different marketing forms to say yes to be able to make $9,000 at at 31,000 or $5,000 at 35,000. Right? The free way to do things is just simply you can either go on True People search and just go down Zillow and call every single property and offer them $31,000. Or there's going to be a ton of listings, hundreds of listings on Zillow. And it might be listed for 50,000, right? But it might have been there for 6 months. And you just call these listings right away. Hey, my name

20:00 is Jackson. I'm interested in purchasing this property. They'll give you a timeline here. So, they'll say, I can close in 30 days and I can give you 32,000 plus closing cost, right? Most agents are going to get mad, right? But the thing is is you can actually have these agents work with you to almost convince the seller to sell to you because you'll say, "Hey, listen. I'm unrepresented." So, if you can make this deal happen, instead of making 3%, you can be the buying agent for me. So, now these agents are incentivized to sell to you. So, they're going to call the seller, "Hey, listen. I know we haven't gotten an offer yet. You should go work with this Jackson guy." And they're going to say that because they're getting 6% instead of 3%. Right? So, that's completely free to do. You can sit there and again, it's not going to happen on your first agent call, but if there's hundreds of listings, you can make that happen. Right? Another tip if you're going to be calling these agents is to do it immediately, right? So, a lot of these markets, like with YouTube and stuff like that, people will call the agent because it is a free method.

20:46 So, if I have a builder in a buy box, I sit on Zillow and every 2, three hours, I'll just sort it by the newest listings because if you're the first person to make an offer, you have a very high chance of getting that accepted. Um, so now let's say we finally get someone to say yes, $31,000, right? So, I have someone at 31,000. I know my builder's at 40. I'm going to send them a purchase of sale agreement. And this is going to have an assignability clause, right? So, buyer and/or assigner, something like that. Click off the assignment box. It has to have an assignment clause. And then something else that I recommend your contract will have is going to be something that has a um is a feasibility study or a due diligence period, right? Okay. And this feasibility or due diligence period means if you have to back out for whatever reason, whether your buyer doesn't come through, whether there's issues with the property, you will still be able to um sell this you you'll be able to back out without owing

21:33 any money, right? So, with the feasibility study and the assignability clause, that means you can sell this person's property without ever purchasing it yourself. But if you can't purchase it for whatever reason, you don't have any risk, right? So, that's why we do this feasibility study. We put it up until the closing date and then if we can't find a buyer or a buyer says no, then we'll go ahead and terminate it. Right. So, my seller's going to sign at 31,000. This is the signable contract. Now, I go back to my >> Yeah. Let's draw out these contracts too for you guys. So, this is step four. >> I would put step four. Marketing first. >> Yeah. Yeah. >> So, for example, while you're seeing this, I just got this text for one of my land deals. Just a lot I own. >> Yeah. Just this is just an example just so I could show it on. This got autofocus, right? But, I mean, I just get text like this all the time. Oh, how you gonna show it? >> I don't know if this will show or not.

22:20 >> Yeah, show one second just know. >> Yeah. I mean, so it's simple like, "Hey, this is Lily. I'm reaching out because we're actively acquiring lots like yours. Open to a conversation." It's just like that's what the average text is. It's probably one of your I mean, maybe probably an exes person, but like that's all you have to do. You just send a text like that. I want to sell. Simple as that. >> Yeah. And then you So when you finally get someone So like if you were to respond instead that person might have a buyer at 130. They offer you 120, you say yes, you're going to need a contract signed that is assignable, meaning again, you can resell their property or assign it without ever owning it yourself. Right? So, you get that contract at 31,000. You then get the contract with the buyer signed at $40,000. Right? So, now I have this contract with the seller at 31. I have the buyer contract at 40,000. You take

23:05 these two contracts and then step six is my favorite part, getting paid. You just send it to a title company. When you send that, we're going to go over everything with title work and stuff. Everyone stresses out about this. any title company. If you just call a title company in the city, hey, do you do assignments? They'll probably the first three that you call, one will say yes. You send them both contracts and then you give them the seller information, your information, the buyer information. What I mean by that is name, phone number, email, and how much you're making, right? You send that off to them. You wait two to three weeks, you get a wire or a check for $9,000. >> And then guys, I know we're going through everything quickly with the whole process A to Z. Then we're going to actually go in step by step by step and break down everything in detail for like how do I get a contract? which SMS. We're going to break it all down. >> So, if you're not comprehending yet, just stick with us for a little bit and we're going to go step by step by step

23:51 here. Yeah. And one tip I will just like throw in here that I forgot to mention um because we actually have a ton of students using this right now and crushing and we've done it so many times is even if I have a builder locked in, right, the first thing I do when I get a seller contract signed is I reach out to the next door neighbors, right? Because as a homeowner, the most annoying thing in the world is what? Right? It's a drive over nails. It's construction next door. They do not want this. And a lot of the time they've been trying to get this property for years, but their house is in Florida and the the the landowner lives in Michigan and they have no idea how to reach them >> because they didn't see this video. >> So if my builder's at 40, I might send it to the next door neighbor at 50, right? And I'll say, "Hey, listen. There's going to be some new construction on the lot next door. I just wanted to give you the courtesy and reach out. Would you have any interest in purchasing this at 50?" Right? Because they're probably going to try to negotiate. They always do. They might come back at 45. And even though the lot's worth 40, you're going to get an

24:36 extra $5,000 by getting it to someone that has real use and real value for it. That's just a big tip I like to throw in. >> Yeah. And if you're like a real estate investor type guy, I have like five of these deals going on right now where we just buy the house. It's on like an acre and we figure out how to just basically split the lot. Yep. And that works really >> like that, too. >> Those are really sexy, too. Especially we have one that's like 75 acres and we just >> sell the land and you got the house. And a lot of people don't understand, but like a house on an acre is worth so much less than the house on half an acre you can cut up and sell for like 025 acres. >> It's so easy also to do these splits, right? Like which which you're getting like a little bit deep like not for beginners, but I can't tell you how many times that we would just buy lots on like corners and just file paper with

25:22 the city. It would take a week and we'd split it into two buildable lots instead of one buildable lot. And then what Zach was saying too is not only with houses is that a big thing to pay attention to, but a good example of this in a market is Cape Coral, Florida. There's 0.25 acre properties, then there's lots called a triple lot. Each lot is actually 5,000. They call 5,000 foot lot a single lot is what they call it on the appraiser. So a double lot will be a typical quarter acre lot. You can build one house. A triple lot, a lot of sellers think it's double the price or double the value because it's bigger and you can have a bigger backyard. But unfortunately, like you said, you can't split it. You would need four lots. you would need uh it to be a halfacre to be able to split it in half. So if it was a halfacre lot, it's worth double, but because it's just triple lot, you can't actually split it, even though it has a little bit bigger of a backyard, it doesn't add much more value to it. So that's something that is important that

26:07 a lot of people mess up, too. >> Something big I just want to like touch on because we've been teaching this for a while, coaching this for a while, and we get the same questions over and over again, right? Is this saturated? What's why are you guys teaching? How are you going to make deals if you show people how to do it? is there are over a million lots purchased by home builders each year, right? And there's maybe maybe a thousand people in the country, probably actually the world doing this at a high level, right? So what's happening right now is I I would guess what Carson maybe a 100,000 lots get flipped. Not even maybe 50,000 lots, >> right? 50,000 lots a year, >> right? So there's 950,000 lots that get purchased each year. And these builders are stuck paying for lots that they don't want and they're stuck overpaying because their only option to purchase it is from the MLS. So any of you guys that reach out to, they would prefer to purchase from you. They would prefer to save money and actually have you

26:53 handpick the lots that they want rather than having to only have the option of the ones on the market, right? So you're taking business away from realtors. That's why realtors don't like wholesalers because you also make way more money. But to answer like everyone's question, this is nowhere near saturated, right? And another big thing with land too is you're never going to be the first person that like reaches out and they're like, "Oh, I forgot I own this property for 30 years." Like they all know they own it. It's about hitting these people on the right day more than anything. We've sent the same campaign 65 times times 66 the seller responds for the first time and we make a deal on it, right? So like whether they need to make a mortgage payment or a credit card payment like everybody has their reasons where they might need cash and your value that you're bringing to them is you're able to bring them cash quickly, right? And a lot of people might say like why don't the sellers cut you out, right? Or why would the sellers work with you? But the

27:39 sellers actually benefit from this just as much as the builders, right? So let me explain this to you. If I was a good real estate agent, right, which there's way more bad ones than good ones, but if I was a good real estate agent, right, and I'm in Southwest Florida, right, would I'm going to make 3% maybe 4% commission on land, but would I rather work on a $40,000 Cape Coral lot, right? Have people go to the lot, go do drone photos, do the listing, do the paper, >> just make a $1,200 commission >> to make,200 bucks, or would I rather do a $4.5 million house in Naples, right? Like as a good agent to do the same amount of work, but I rather make a hundred something,000, or would I rather make 1,200? So good agents won't even touch land. So, what's going to happen is if I'm a seller, I'm going to list this property with a beginner, an assistant, or a bad agent. They're probably going to end up taking 8% between both sides, right? Then they're going to tell you, so I I might come in and I'll say, "Hey, I give you $40,000

28:24 plus all closing cost. I'll close in 28 days because that's what my builder told me." An agent might say, "Oh, no, no, you got to list. Let's list it at 529." Right? So, the seller's head, they're thinking, "Oh, yeah. I'll get 52." They list it at 529. It's not worth that. Obviously, it's going to sit there for 6 months. They're going to they're going to get frustrated. They're going to drop it to 449, 47, whatever that may be. Then they're going to get an offer for 42. You know what? I've had it forever. Let's just take that $42,000 offer. Now that 8% comes in to the agents, right? What is it? 2 grand, right? Uh more. Yeah. Right. Then three grand there. Then they have closing cost of 1,200 bucks, right? So they're going to walk with 375 after 67 months versus just selling it to us for 40,000 with a 28 day close, right? So that's kind of why the sellers benefit by working with us. The builders obviously save money on the lands. Um, and also like the speed to

29:10 close as quickly because you're going to get those terms from the builder, right? So, I see here you put up some >> Yeah. So, I was just showing this really quick. So, if you just want to understand why land wholesaling is always going to be good, it is in certain markets. So, for example, let's talk about Arizona. The exodus of people from California into Arizona. There's more people coming into Arizona than ever before. You got to understand there's these pockets in if you This is kind of Arizona on a map. I know it looks rough, but like you have Phoenix here, right? and you have all this empty land right here. What happens when everyone in California moves to Arizona? The suburbs sprawl out and there's just this vacant land that the developers want to develop in it. >> One thing I want to add into this and this is what makes these markets so good is so like co happened. Everyone starts working online, right? So everyone goes

29:55 from California to Arizona, New York to Florida because why would I pay these high property taxes if I don't have to? But what happens and you saw this in Port St. Lucy is the lots in Port St. Lucy went from 3,000 to 165,000 in what, 5 years. But the reason this happens is because when the house goes from $400,000 to $500,000, right? So let's say a lot's worth $10,000 and a newly built house is $400,000, right? All the people move in, that market goes crazy. It goes from 400 grand to 500 grand for a newly built house. The cost to build doesn't change, right? There's 20 builders in the market. So to make their same margin, they instead of paying $10,000 can now pay $110,000. So I've seen in six months lots go from 10 grand to 110. They get a letter from the the government that says your property is worth 10 grand. They paid 4,500 bucks. You offer them 90. What are they going

30:40 to say? Right? >> I I buy a house for people. I've owned a house since 2002. I bought it for 100 grand >> here. 300 sell for five. >> Same thing. People in New York all moving to Florida, Illinois, Texas, California. I mean, the these are, in my opinion, the hottest four states that I found for land. Hawaii. >> Hawaii's that's a whole different animal, man. But I'll tell you this. these you wonder why land's just there's all this empty land if you look at a map of all these states there's all this empty land right by major urban centers everyone's moving in suburb sprawl developers that's what they do and so if you ever want to know if is land saturated there's more people moving into these areas than ever before in history >> the demand is higher than it's ever been

31:26 >> well either way for for for it to be saturated builders would have to go out of business right so I'll get the question right is what happens when Port St. Lucy fills up. Well, they just moved to Palm Bay. What happens when Palm Bay fills up? They just moved to Ocala. Right? These builders don't retire. They just move markets. Right? Another big thing when we're talking about markets here is you never want to be in a metro city, right? So, like I'm never going to do Miami. I'm not going to do Palm Beach. I'm going to do Port St. Lucy. I'm not going to do Tampa. I'm going to do Cape Coral. I'm not going to do Jackson. >> Yeah. So, like I'll draw a little map of that right here. So, let's >> By the way, while he's recording this, I I want to let you know that let's talk the financials real quick. Dr. Horton just made they just made4 billion dollars this year. >> Just just FYI, they made4 billion dollars. I don't think they're going away anytime soon, >> right? >> It's one of the biggest builders in the country, >> right? And they they love to work with assigners, right? Like we've done

32:12 countless deals with DR. Like they're amazing to work with with assigners and they pay great prices and they have a land acquisition specialist just to do this. Right. So >> that's Naples. We're pushing outward. We're pushing out. >> It's way more south. >> That's like Tampa. >> Yeah. Yeah, something like that. >> Yeah, but any like you want to be you want to be 30 to 45 minutes from a metro city, right? So, I'm not going to do Houston. I'm going to go 30 minutes outside. Not going to do Dallas. >> And then as these other areas fill up, and we know this from having direct conversations with the builders is they're going to say, "Okay, you know, we can't build out here obviously. So, we pushed up to um Flaggler. Okay, now we're full in Flaggler. We're going to push up to the next area that's further out. We're going to push up to the next area that's further out. We're pushing out to Cape Co. Now Cape Cole is full. We're pushing up to Lehigh Acres. And they keep pushing outward, outward, and outward because, as Zach said, more people are moving to Florida. That city

32:59 fills up. They need to build houses somewhere else to keep their business going. They move outward. They move outward. They move outward. And then the values continue to raise because there's only so much real estate in one in Florida. There's only one Florida. Something else to note about his states right here is they're all Arizona's 2.2% or whatever it is. They're all 0% state income tax states, right? Because everyone moved during COVID. So, the houses went up, the land went crazy, right? That's also why Washington's very good. Um, Hawaii for some reason like we have students hitting massive >> Wyoming sucks. I thought Wyoming be pretty hot. >> Yeah, it's not it's 0%. It's not hot though. >> Arkansas is probably the second best market. So, there's a lot of very, very hot markets. >> And one thing I want to touch on too is a lot of people have the question of what if it's a bad real estate market? What if the market's going down? Are you guys going to not be able to make money

33:44 and not make your fees? It's actually the opposite. The only thing that's bad in the wholesaling land business is stagnation. when the market is not moving, there's not a lot of volume, there's not a lot of sales going on. Whenever the market is going up, it's extremely easy to sell things for more than they're worth. Um, and you're able to make your fee in between. Cuz keep in mind, guys, we're in and out of these deals in two to three weeks. So, when the market's going up, we're crushing it because we're selling it for more than it's worth. And when the market's going down in value, these sellers are panic selling and they need to sell these properties and they really need to get the cash for it. So, they'll panic sell and quick sell these properties for less than it's worth. And we still are in and out in two weeks. Okay. Yeah, our builder's not at 45 anymore. He's at 40. But when we were getting them at 35 in the hot market, these sellers are now panic selling for 28. So we get it for 28, sell for 35. We're still making our

34:29 same fee. Whether it's a good market or whether it's a bad market, the only thing we don't like is stagnation, which almost never happens in real estate. >> And so I usually don't give addresses out, but I want to show one other part of wholesaling land that I don't think anyone really talks about. We have a mutual person we know that actually talks about this, but I just want to show the example. This is how knowing developers help you in wholesaling houses. So, uh, 1811 I just want to show this address really quick just so you understand. 1811 West Superior. This is in an area that actually kind of sucks for wholesaling, but this 1811 West Superior Street. So, this is a house in Chicago. This was on the market for, I believe, Jeez, man. On the market for about $650,000 on the MLS. And it was just sitting there, sitting there, sitting there.

35:16 What we did, this was right by where the Chicago Bulls play. >> So like very nice area. And this is a $650,000 house. And all the houses across the street are 3 to4 million. >> And so what I did cuz I'm kind of dumb sometimes. I made an offer to buy it for 620K. I know that's doesn't sound good at all. My bad. It was listed for Let me see what this estimate is on this thing. Yeah, it was 650. I got under contract for actually 590. My bad. We got it for 590. We got it for 590. All I did was I found a guy across the street that bought a house like this, bulldozed it,

36:02 built a $4 million house, and that's all I did. And guess what? It was an ugly looking house. Really disgusting, actually. So, what I did, locked up for 590, sold it for 620. and collected $30,000. Technically, a whole set of the land because the house is worthless. Now, I do want to add something really cool on this one. I'm actually editors, editors, if you're watching my show the video on it. I don't know if you've ever heard this. I'll show you the black link. This is a true story. I have a YouTube video on this. Why I was selling this to a developer, okay? I got a call because I was calling realtors in the area from Chicago PD. This is a true statement. And I'll show the picture's going to be on here. Chicago PD called me and offered me $10,000 to film a shootout

36:50 scene at the house and they're going to destroy the house. I said yes for one reason. If I could go on on set and meet the crew. Now, when they found out I actually didn't own the property, they were going to give it to the seller because I'm a jerk. I told the seller, "How about I give you $10,000? I found a way we can film a TV show, but I'm going to have to get a reduction. She accepted it. So, I technically got paid from Chicago PD and I went out to the property and it was it was a lot of money. It was pretty sick. I will show you the pictures later. Actually, I can I'll show some pictures on it. >> And that that's a big thing, guys. >> Yeah. When you guys are doing this these luxury markets, which we get we'll talk about a lot, is is when you're looking at these houses, they might have been built 60 years ago, but the house next

37:35 door is selling for 3 million, 10 million, whatever that may be. All these developers look at it as land, right? You can bulldoze anything for 20, 30 grand right? >> And one reason why we know this, guys, is we've been on the other side of it is we have a project going on where this property was listed for 4.5 million. Jackson, it was a house on a lot, waterfront lot over in Marco Island, Florida. A really beautiful lot. They paid $30,000 for the land. They paid 30,000. They had this 1,700T house on it. It's like 70 years old. >> It was listed for 4.5 million. Jackson made an offer at 2.6. We settled at 2.95 million. paid out somebody to that brought the deal a $125,000 finder fee for bringing that land. $125,000 just for bringing this land deal, which technically had a small house on it that we bulldozed after. Then we built a house that we now have listed for 13 million. Um, but again, we know on the

38:21 other side how much you can make on the development side. So, it doesn't matter to pay out that finder fee because you know how much is guaranteed to be made on the back end. Right. >> Right. So, >> yeah. And then um as he pulls this up here, like this is going to be the luxury stuff, right? Like we're get going to get into the customary just like quick flips to builders, right? So our average our average profit per deal with the infill land stuff is just 8,400 bucks. >> Just 8,400 bucks. >> So but there's big deals, right? Like just to kind of get into more stories about this is >> we've done multiple deals now where we we've reached out to unbuildable properties and been able to make six figure profits on them, right? because the seller owns more land or they own 40 more lots or it's a specific lot, right? So, um the biggest thing about markets that people mess up is they think they need this perfect market when just

39:06 starting and taking action is basically all you need to do here, right? Because we've done >> two or three six-figure deals now off of unbuildable properties. >> Yeah. >> Yeah. So, like just to give you that, right? Because we didn't know what we were doing. You guys 20 minutes into this video will know more about land flipping than Carson and I knew when we hit our first six figure deal, right? And we at the time we were just texting. We'd probably done like a hundred deals on accident just pen paper flipping it to a builder. We looked at these lots as numbers. We didn't really know what anything was going on. And I was like, "It's December." I'm like, "All right, well, we've made the first money of our life." I was like, I know people write off stuff for taxes. So, it was December 28th and I just sent out random postcards, right? And I think they ended up being yours because it was uh the open letter marketing ones with offers. So, I remember I I like had them figure out so I could put my own offers on them.

39:52 >> I just sent them a random formula. These offers were super random. I had no idea what I was doing. And we'd only done Cape Coral and Lehi when we sent these offers. I did all of Florida. And again, I didn't know what I was doing. I just pulled a random list of all of Florida. Just made sure the lots were the same size. We send these postcards out. And it was like 2 days before his birthday, like they take like 3 weeks to hit. It was like January 21st, I think, of 2023. I get a call from the seller and she's like, "Hey, listen. You sent me an offer for my property." And I didn't even know what I offered her, right? So, like cuz I there was no tracking back then back then. So, I was like, "All right, like what what's your offer?" Right? And or what what would you like for them? She's like, "Well, I have these four lots in Jacksonville. The lot I looked up first like was unbuildable, completely unbuildable. Um, didn't have street access and was full wetlands." And I was like, "All right, what do you want for them?" She's like, "I I'll take 37,000." Right? I didn't know how to comp. I

40:38 honestly like they didn't have addresses. I didn't even know how to find them. Right? So, like I found it on the appraiser and I was like, "It Carson, they're assessed at 10 grand." And we're like, "Well, Cape Lots are assessed around 10 grand and they're worth more than 10, so why not?" Right? So we she signs at 37,000 >> assignable contract. >> Signable contract. Then I call an agent. Hey, what are these four lots worth? Right? Again, we mailed to unbuildable property. What are these four lots worth? 180. I'm like, all right, I don't really know if I believe that. Calling another agent. What are these four lots worth? 195. Right? So at that point, we started kind of freaking out. Um we ended up making about 140 $145,000 on that deal. And at that point, we first of all knew we needed to send mail. Um we actually had some other big deals from that mail campaign, which again, >> screenshots of those properties. But the reason I tell you guys this is I can't tell you how many people put off starting to the point where they don't even start because they don't have the

41:25 perfect market or the perfect buy box. Just send campaigns, right? And and like guys, like I hope you're understanding that's $140,000 in profit. I know we're talking about big deals and big numbers cuz we're used to it, but like >> you guys need to be doing like taking action now and putting yourself out there now. Make calls today. Make calls tomorrow. Be taking notes on this video. Don't let this opportunity pass you up because who knows how long it's going to be here for where you can make a five 10 minute phone call and have the opportunity to literally make six figures on a real estate deal without having a license assigning a contract that a beginner can start. I hope you guys are understanding like this is absolutely crazy. >> He was 19 when we hit that deal. >> I was 19. He was 21 years old. We made $140,000 in profit off a deal. It sounds stupid, but it happened. Like it's crazy. >> And we we needed the money at that time. That was like our life breakthrough deal at that point. The month that deal went through those other mailers hit too. And

42:10 like these were postcards. I I guess no one was doing it or I might have had like magic offers on them. We did I was actually really upset about this cuz like we just moved to Miami at the time and we were like we're like talking to people in the building. We're like I think we might do like $300,000 this month and that was our goal. Like we had this goal like we >> three months out of college >> like three months out of college like and our goal was $300,000. No team mind you. And >> so the bank statement the assignment fees it came out to 2099 and 600 or something right? 3 months later, I get a call from the title company. Great title company, by the way. They just like forgot to they they call, "Hey, and we did so many deals that month, I didn't even notice. We forgot to mail your check." This was was from March. It's a like $1,800 check,000 deal. Like that was like kind of our first breakthrough month with this. And guys, I'm not saying all you guys are going to be able to do that, but like if you're able to do 10% of what we were

42:57 able to do at 19 and 21 or I was 22, >> what would $30,000 a month? >> Probably less knowledge than you guys are gaining from this video right now. But everyone will say, "Oh, it's not possible. I don't believe you guys. It's not." It's like, have you tried? Right? Like so many, this video, it might have 4,000 views. It might have 130,000 views when you're watching it. I guarantee you less than 1% of people will even take the slightest action. I've learned that from coaching thousands of people, right? And it's the craziest thing for me to see that, but I I'm sure you see it every day also, right? Like, and just taking the smallest action puts you that much further than everybody else, right? I'll give a good example of this is we had a uh preschool community, right? Um we we still do, right? And this community was just to give like introduction, right? And we obviously have our paid program and stuff and in that community we were getting about a thousand people a day to join at one

43:42 point. We were spending a lot of ads on it and we had a for our members in there we had a code for 30 days free on prop right so to sign up for a free website we would have a thousand people join the school a full program to teach them how to do everything in 30 days free on profit we were getting seven people a day out of 1,000 to use a free code right that's just my point is you guys don't take the slightest action and not I'm not calling specifically just like people in general that kind of like watch this and I was in the same position Carson was for a long time right you watch these videos online I want to start a business I want to start a business but information is one start implementation's the second right and if you don't do implementation like I manifest manifest like manifestation without an action with with no action is just delusion right like nothing is going to happen until you make a phone call until you do something like that and like I'm sure you'll say the same thing right like >> yeah I would make this very clear okay

44:29 >> everybody if if you're going to wholesaling land for a wraith I'm telling you right now you're going to fail like you will fail >> if this is your goal it's over your goal needs to be to retire your mom, retire your kids, retire your wife. If it's an inanimate object you're getting into wholesaling real estate for, you're going to fail. >> Correct? >> Your why has to be greater than yourself. A car I mean, would you give up his life for a car? >> No. I I mean, a car is cool, but like the motivation to help your brother or your mom out or your family out is so much greater of a motivator. >> When when you're hour two of cold calling and you don't want to do it anymore, you know what? I like my Toyota. It's cool. But hey, I need to

45:16 help my family. That's going to push you up. And the reason why we're talking about mindset first before we get into the info, >> nothing else matters. >> Nothing else matters. >> Elon Musk could be your mentor. You're not going to make a dollar if you don't take action, right? So, couple big things on this too is like for us our reason was always like we had our internships and we were doing this is I couldn't sit at a desk job and I had to work for myself, right? And our biggest goal was to be able to travel the world and be able to do it when you're young, right? Like you can't go skiing in Japan when you're 75, you know what I mean? So that that's the thing and like we had all these like kind of like you buy your dream cards and stuff and it's like once you've already been able to travel and you have your business set up and stuff like that and you do 500,000 a month like sure we're going to buy a Ferrari or a dream car or go to a nice house or something but it shouldn't be to do that, right? is that's not going to push you through the day, right? Because you're going to understand, okay, it could be a Rolls Rolls-Royce or our the Acura that we shared that was old,

46:02 right? Like either way, I'm going to drive to a place, right? Either way, I'm going to sleep in a bed, right? So, that can't get you through it. >> It's not going to make you happy. It can make you proud. Sure. And you can be proud to have it as like a trophy. Like that's why we get watches or car. It's like a trophy. If we hit a milestone or something like we earned it, I'm comfortable buying this. Whatever it may be, right? Like because if you make even one small deal a month, right, and you're doing 7,000 a month, but it means you don't have to listen to your boss anymore. It means you can travel. It means you can >> what's that really worth? >> You can you don't have to sit in traffic for two hours every single day on the way to the office, right? Like how much is that worth? Right? So keep that in mind when you're getting started with everything. The second thing you guys have to understand, which I I think you guys have checked it off because you guys are watching this video, is you have to believe in yourself that you can do it, right? Because otherwise you will never try, right? So you have to believe it's possible to do it, right? Because I can't tell you how many people will be

46:47 like, "Oh, this doesn't work. It's impossible. This is fake. You guys are scam." Whatever it may be, right? You have to believe other people are doing it. You then have to believe you can do it, learn the proper information, and then just implement it, right? And that's all it's going to take for you guys to start this out and be successful for a lot of you guys. And now, should we get into the five steps and break it all down? >> Let's break it all down right now. But the whole mindset, guys, is doing it for something greater than yourself. Now you got the mindset. Let's get into That's the step one before whiteboard is I think first this cuz we started here >> and then we'll jump to that one. But yeah, step one is you got to get your mindset right. If your mindset's not right, go watch mindset videos and then come back to this point. Right. >> And you don't need motivation. Just get to work here. >> Yeah. >> So, we're just talking about fighting the market. >> Yep. >> All right.

47:40 Okay. So when you're looking to get started in your first market, right, again, the first thing you can do is you could go landlas.ai, right? So what that's going to have is they're going to be thousands of builder buy boxes that have filled out forms to purchase specifically from you guys, right? So it is a paid software, right? If you guys want to get into this for free, you're going to go to Zillow or land.com, right? And where you're going to go is you're basically just going to scroll around on Zillow and you're going to look for a lot of yellow dots. This would mean land sales, right? And when you're looking for this, you're just basically looking for all these yellow dots and you're looking for an area that has a lot of these sales, right? So maybe we can pop up like uh a picture of like a hot market on Zillow, right? So then what you're looking for is we talked about this a little bit earlier, but the biggest thing is you need new builds in the area, right? If there's no

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