Posted on: February 26, 2021

Few more days to the end of the nine-day do or die series, and things are getting exciting for Tracy. Today is the sixth day of the series. As we know, Tracy is a teacher by profession who dreams big to have more time and money, hitting $10,000 monthly in the next nine months. Tracy worked hard and got out of her comfort zone as Brent coached her. Previously, Tracy updated Brent on her mailing activities and her experience handling her first phone call using the script. She also shared the challenge of locating a lot online as the basis for having a fair offer. Tracy also told Brent about her exit and mailing plans.

Today’s episode is an absolute fire as Tracy will share her near-closing leads and new leads to spend time on. Tracy will also talk with Brent about ways to have the contract signed by the seller and marketing techniques to sell lots faster and start building a land-buying machine and land-selling machine to reach the goal of $10,000 per month in the next nine months. Aside from that, Brent will also advise Tracy on staying positive despite the negative responses she gets.

Let us join Tracy throughout her journey as she marches towards the finish line! Do not miss this episode.

Key Takeaways

  • Tracy’s agreement with the seller to go with the lower price of $3,000
  • Tracy’s challenge of sending back the contract that the seller lost
  • Brent’s advice to send a mobile notary instead and make the process clear with the seller
  • On marketing the property ahead of time to get a buyer, using her passion for the land
  • The option to own the land, suggested by Brent
  • Tracy’s dilemma on making the final decision on how much the land is worth
  • Brent’s advice to build a land-buying machine and land selling machine
  • On getting a rhythm to do offers to get used to it and build the volume
  • Potential lots for Tracy to buy
  • Her plans for her businesses moving forward
  • Tracy’s idea of selling the land to neighbours
  • Brent explains what skip tracing is
  • What negative responses Tracy gets from the mails sent
  • Tracy’s plan of action to keep going

 

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Episode Transcription

Darren Bentley :
Hey guys, Darren Bentley here. And welcome to episode six of the “Do or Die Series: How to Do your First Land Deal” with our resident land expert in wholesaling and coach, Brent Bowers. And today’s episode is absolute fire. If you’ve been following along so far, you know that Tracy, who is a teacher trying to escape the rat race, is trying to do her first land deal on the series and build a land wholesaling business. So, if you haven’t yet listened to any of these episodes before it, I encourage you to stop this recording right now and just go back and start on episode one. But I got to say, I am super impressed with Tracy. She has really come into her own here and just stepped into this and has gone all in. So, kudos to Tracy for taking massive action and doing the work, even when things got uncomfortable for her, which she’s going to talk about a little in this episode today.
But on today’s episode, we’re going to discover just how close she is to actually doing that first land deal, to landing that first land deal. Has she gotten a deal? And if so, how is she going to sell that deal? Has she gotten maybe more than one? How is she going to structure the terms of the deal, calculating those monthly payments and what all that looks like? Well, we’re going to learn all that and much, much more as they go really deep on today’s episode and continue marching towards the finish line. So, enjoy.

Brent Bowers:
How did it go with your seller?

Tracy:
So, it went well. We agreed to the lower price of 3,000. So, that’s good.

Brent Bowers:
Whoa, whoa, whoa. So, you got him from 5 to 3? Or it started at 6 to 3,000?

Tracy:
Yep.

Brent Bowers:
Nice negotiations. Good job, Tracy.

Tracy:
Thank you.

Brent Bowers:
I love it.

Tracy:
So, the only hiccup is that he doesn’t have a fax or email, that he was like, “Can you mail me another letter?” I said, “You can just cross off the one.” And he’s like, “I don’t think I have it anymore. I can’t find it.” So, now I’m like to get that signed so that I can market it is where I’m having a little bit of a issue.

Brent Bowers:
You know what? There’s some things we do. So, here’s what I find a lot with our sellers, is they’re not usually very organized people and there’s always a challenge because we’re problem-solvers. We’re not buying land. We’re not selling land. We’re just solving problems one way or another.
Here’s what we’ve done in the past. Here’s what I recommend doing. Send a mobile notary there with all the paperwork. Have them take care of it. That way, it’s in a professionals’ hands. They’ve got the paperwork.
As soon as they get it signed by your seller and notarized, the mobile notary needs to also tell the seller the process, “Hey, here’s the process.” You’ve already told them. You want to tell them again. And then also have the notary say, “Hey, as soon as this is signed and notarized, I’m going to get it over to Tracy. And then Tracy’s going to present it to the county recorder. And as soon as the county recorder approves this, meaning records it in your name, we are going to cut your check.”
We just had the same thing happened with a seller. We told them multiple times. And then when the notary got there, he’s like, “Where’s my check?” And the notary’s like, “Well, here’s how the process works. I’ve worked with these guys a couple times.” So, he heard it from my acquisition manager. And then he actually called my office manager. He heard it from her. And then the mobile notary said the same thing.
So, if everyone’s all aligned, it’s a smooth process. So, just make sure the seller knows the process. Then tell the mobile notary, “Here’s how this is going to work because I need you to get this signed and notarized. And if I don’t get this signed and notarized, I will not be paying you for your service. So, don’t come back without a signed and notarized deed,” because I see it all the time. They want to be paid still because the seller had cold feet or whatever, you name it. So, they know that they’ve got to come back with it signed. So, they’re going to email it to you, as soon as they have it. They’re going to scan an email. The notary’s going to scan an email of that deed. And they’re also going to put the original in the mail and send it to you. [crosstalk 00:05:10].

Tracy:
Okay. And this is for the deed. But I’m saying from just the original contract.

Brent Bowers:
That’s a good point. I’ve had sellers lose these things all the time. And you can literally just call a mobile notary and that they know they’re going to do the deed with you as well. It might be just $35 charge to run it, to courier it for you and another $50 to notarize it. These mobile notaries are very inexpensive. And you find a good one: hold on to them. So, that’s actually what I would recommend doing, rather than overnighting it. Just get it into the hands of the professional who’s going to get it notarized. You can honestly kill two birds with one stone: get the deed and the land offer letter signed all at the same time.

Tracy:
Okay.

Brent Bowers:
I just want you to have a little bit of time to find your buyer at $3,000 down before you have to pull the money out of your pocket to pay out. I love the fact of having your buyer in place. So, that’s why I like…
Start marketing this thing right now. I mean, if you told the seller like, “Look, I’m going to resell this land. Is it okay if I find my buyer ahead of time?” I would just start marketing this thing everywhere. Watch the modules on immediate profits. Get it on Facebook Marketplace. Get it on Facebook buy/sell groups. And you’re going to join the buy/sell groups of places in your area. And you’re also going to check the assessor site. You want to look at the land listings and see who owns the vacant land in that subdivision. You want to check every single one of those. And some might be in Illinois; some might be in Wisconsin; some might be in New York. Those are the buy/sell groups I want you to join.

Tracy:
Okay.

Brent Bowers:
Also look into the neighbor letters. You probably have people close by in that neighborhood that would want to buy more land, especially easy financing like you offer; or an adjacent lot, one that’s touching your lot. You might have a neighbor that… How many acres is this lot?

Tracy:
It’s 0.35.

Brent Bowers:
So, you might have a neighbor that owns a 0.35 next door, and they want to make 0.6, whatever, 0.7. Almost an acre.
So, tell me about this land.

Tracy:
So, this land is in a community so that there is an HOA. But it was kind of cool when I got this lead and I found where it was and I’m pulling it up and I’m like, “Holy moly. There’s some properties on here going for like a million dollars.” And then it goes down. There’s some properties going for 300,000. But it’s a really large community. There’s a waterfall right down the road. There’s a lake right down the road. So, it’s desirable. There’s already houses being built. So, there’s tons of vacant, mixed with houses being built there already. So, there’s access to water and septic. So, I mean on the lot that I have, it’s all trees so that would have to be cleared out obviously before building, but it seems pretty desirable.

Brent Bowers:
That is amazing. So, you got a waterfall. You got a lake. You could put a septic system in there. You already have water access to be able to kind of plug in.
Now, Tracy, if for some weird, unknown, crazy reason that you can’t sell this land, would you be fine owning this land as an investment for later on in the future?

Tracy:
Yeah. I mean, I think it’s a great piece of property. So, that’s pretty cool.

Brent Bowers:
That’s why I love land. And in the beginning, I really started in an area that I was passionate about. One, because I was afraid. I was nervous. I was like, “Oh my God, what if I get stuck with this? At least I’ll have a piece of land that I like, or I can build on one day, or hunt on, or build a cabin,” you name it. So, I kind of bought land in the beginning I was passionate about.
And then number two, it helped me to sell it because I was like, “It’s got a waterfall. It’s within walking distance. You could take your kids to the lake. It’s so easy to build a house because you could just connect right into water.” So, it was so easy to sell it. So, use that passion that you have for this land for when you’re actually going to sell it.
Okay. So, you were telling me there’s million-dollar houses in this neighborhood, all the way to like 300-and-something-thousand-dollar houses. What are you thinking as far as terms? What are you going to try and get for a down payment, a monthly payment, and a total purchase price?

Tracy:
So, this is where I’m getting a little scared, right? Because I look at it and there are properties [inaudible 00:09:20] size going for like 30, 25,000 and then there’s some that are going for 15,000. So, I know that I feel like I could definitely get the $3,000 down and then do some type of financing, but I don’t know like, “Do I market it for 15? Do I do 20?” For me, I feel like right now it’s just like a shot in the dark. And I’m like how do you make that final decision like, “This land is going to be worth this much money”?

Brent Bowers:
Yeah. So, that’s a really good question. And I guess the answer is how fast do you want to sell it? At the end of the day, it’s not always the actual purchase price; it’s the down payment and the monthly payment. Think about it. A lot of people are walking around with 997 down and 399 a month for the rest of eight years, whatever. A few people are walking around with $3,000 down. Or you might have someone that’s been searching in this neighborhood, for a lot for so long, you put some signs out in that area and they’re like, “This is what we’ve been waiting for. 3,000 down? She’s only asking 24,000 for the land? And she’s going to let me make 399-a-month payments for 65 months? This is literally a dream come true.” That’s where I say play with it. So, you’re saying that the lowest piece of land you’ve seen for sale in that area is 15,000?

Tracy:
There is one piece of land for 9,000. Then there’s a bunch for 15. And then there’s a bunch for 25. And then there’s 30. So, I don’t think it’s… The ones that are higher, those are bigger lots. But the ones that are comparable to the size that I have are around the 15 to 25.

Brent Bowers:
15,000 to 25,000. And you said that the least expensive one that you have found sold for 9,000, correct?

Tracy:
Yep.

Brent Bowers:
And I assume that was probably cash? All cash?

Tracy:
It’s for sale right now. So-

Brent Bowers:
Oh, it’s for sale. It’s listed for sale.

Tracy:
Mm-hmm (affirmative).

Brent Bowers:
Okay. So, that’s a pretty good indication. And they probably want cash? Or are they trying to finance that? Or do they just want all cash?

Tracy:
This is through the actual HOA site. So, it’s just being sold. So, I don’t know how they do their…

Brent Bowers:
They own it. Okay. The HOA owns it. Yeah. I see that a lot actually. The HOA’s trying to sell it. And they don’t put it out anywhere. It’s like on their personal site. And they never sell it because they don’t know how to market. They’re not putting it on Facebook buy/sell groups, Facebook Marketplace, Craigslist, land signs, LandWatch. They’re not putting it all over the place. And that’s why we find our buyers so fast because we’re putting it everywhere.
So, let’s just say that you could only get 9,000 for this piece of land. If you pay $3,000, you’re multiplying your investment times three. So, I have no doubt that you’ll be able to sell this thing no problem for $24,000 on financing, if you were asking somewhere around 3,000 down and however many dollars a month. You could go on calculator.net or bankrate.net and figure out your payments however… or if you’re going to just do 0% interest and keep it simple math, $24,000 total minus 3,000, which would be the down payment, that leaves a balance of 21,000 for you to make over… let’s just say you’re going to hold the financing for 60 months at 0% interest. You would get a payment of $350 a month for 60 months with $3,000 down. So, 350 a month, is that going to help out with anything?

Tracy:
Oh yeah. I would love that. Sounds great.

Brent Bowers:
All right. I love it. So, let’s talk about the game plan ahead. Are you pretty confident on what to do next?

Tracy:
I am. I feel like the next steps. I got to get this mobile notary out there. Get things signed. And then just start marketing like crazy and get this property sold.

Brent Bowers:
I want to change one little thing around. I want you to start marketing it tonight.

Tracy:
Okay.

Brent Bowers:
Because, Tracy, let me tell you the confidence you will have when you’ve got a buyer ready to give you $3,000 down. Or you might have a buyer that says, “Look, I don’t have 3,000, but I got 2,800. Would you take it?” And I’m like shaking my head, “Yeah.”

Tracy:
Yeah. Yeah.

Brent Bowers:
It doesn’t matter. It’s all about volume. You want to just keep rolling to the next one. You’re building a land-buying machine and a land-selling machine and letting other people help you with the rest of the processes.
So, start marketing it tonight. Craigslist. Facebook. Buy/sell groups. Start joining all the buy/sell groups. Check out on the assessor site. See where people own the land in this neighborhood, where they live. So, you want to look in this neighborhood on the assessor site, and you want to see their mailing address. Okay, this one lives in Idaho. This one lives in Miami, Florida. This one lives in Chicago. So, start joining those buy/sell groups and advertise this land. I want you to get some signs out. “Buildable lot. 3K down. Will finance. Your phone number.” Buildable lot. 3K down. Will finance. Your phone number. You’re going to get so many calls on this.
And it doesn’t have to be in the neighborhood. Literally, walk out your front door and put it at a busy intersection. I’ve sold land in Colorado from Florida. I’ve sold Arizona land from Colorado just with signs. And people think we’re crazy when I tell them that. But it seriously works. People are always looking for a good land deal.
So, start marketing it. Get your mobile notary lined up. You got a solid deal here. And get that thing sold.

Tracy:
All right. I’m on it.

Brent Bowers:
I saw an email that you had sent me. You had another lot that you possibly could get?

Tracy:
Yeah. I actually had a realtor call me back and said one of his clients has a piece of land that he originally was trying to sell for 20,000, then 17,000, then it went down to 16,000. And so, I think it’s around 16 or 15,000 on MLS right now. And he said that it’s a nice little acre of land, but it’s up in a mountain area. And it’s a cute area, but it’s very sloped. And it’s only a small section of it can you actually build on. But he said it’s enough for a house, but he’s been having trouble selling it. So, he was going to be willing to take 5,000 for it.

Brent Bowers:
5,000. What do you think you could sell it for on financing?

Tracy:
So, I guess that’s where I’m… I mean, it’s been on the MLS for like four years and it’s not sold. So, I’m thinking that that might not be a good investment. Even if I got it down to smaller, I don’t even know, like if it’s 2,000 or 3,000, I could get it for, is it even worth it, if it’s been on the MLS for that long?

Brent Bowers:
Yeah. I see that a lot. If it’s been on the MLS for that long, I will only pay very minimal for it. Now, I’m absolutely confident that if you put it out there for $500 down at 500 a month, you would sell this land. Has the seller tried to sell or finance this? Or has he just wanted just pure cash?

Tracy:
Yeah. It’s a realtor. So, he’s just like, “This is what it’s going for.” And he said, “I’ll take 5,000 for it.” I thing I could talk him down from that, but I just, I don’t know how far.

Brent Bowers:
Here’s the thing. You never want to pay too much for a piece of land. The less you pay, the easier it’s going to be the sell it. My gut reaction is to call this realtor back and say, “Hey, I’ll give you $900 today for it.”
And don’t even care. Don’t be rude or insensitive about it, but don’t care what the outcome is. You want to make so many offers on land, take it or leave it type thing, “I’ve got 15,000 other parcels to look at. Don’t waste my time.” I mean, don’t say that. However, feel like that in your mind, like you’re just making offers all the time.
And I’m telling you, it’s probably easier for me to say this than for you to do it, but once you get a rhythm, once you have so many coming in… I mean, who reached out to who? They responded back to your land offer letter, right?

Tracy:
Yep.

Brent Bowers:
There’s obviously some serious motivation for them to reply to your land offer letter that cost you like a dollar, and it’s one piece of paper in an envelope. For that realtor to pick up the phone, there must be some motivation there. So, that’s where I just go back to it like, “Hey, Mr. Realtor, I know you’re not going to like this, but I could do somewhere around 900 bucks.”
And you just, you don’t have to even state your case, but you could say this in the beginning like, “Hey, the land’s on the side of a mountain. It’s probably not even buildable. This, that, and the other. It’s been sitting on the MLS for four years. You know what? I’d love to do you a favor and take it off your hands. I could do $900.”

Tracy:
All right.

Brent Bowers:
And then be quiet. Don’t say anything else after that. Not right now. When you’re talking to the realtor. Just be quiet after that.

Tracy:
Yeah. I love that. Yeah. Because I do think that if it was financed, that I could get that, a monthly payment for that. It’s supposedly in a really cute little area. And there are houses built there. So, I think it’s just that big ticket price that people are seeing on the MLS like, “I can’t afford that.”

Brent Bowers:
Yeah. I mean, not everyone’s walking around with $15,000 or $16,000 cash in their pocket, but a lot of people could come up with 5, $600, $800, and $300 a month.
At the end of the day, I’ll say this, my second parcel of land I purchased was completely inaccessible. It was five acres in the middle of nowhere. Couldn’t get to it. And I sold it the next day on Craigslist for $500 down, and I think $400 a month for the next, I think, 12 months is what it worked out to. And it was just a shot in the dark. The seller was like, “I don’t know what you want with this godforsaken piece of land.” And I was like, “I don’t know either.” I was so unsure of myself back then. So, it happens. You’ll sell it.
Anything else? Any other sellers you’re working with?

Tracy:
Yeah. So, today, I got a phone call just a couple of hours ago. And this guy has a very small piece of land that his mom left him. And we were talking about it. And it looks like it’s going to… he’s like, “I really just don’t care as long as I don’t have to pay to pull the title or anything.” So, I think I offered him about $400. And he was like, “Yeah, whatever it is, I just don’t want to have to pay anything.” So, he’s like, “It’s all… ” and it’s not tax delinquent. It’s up to date with the taxes. He’s just like, “I just never go there and… ” Yeah.
And then when we were getting off the phone, I didn’t even think to ask this question, but he’s like, “Oh, by the way, she also owned another piece of land you might be interested in.” So, he just sent me that number. I got to look it up. But there’s two pieces of land from this one letter.

Brent Bowers:
Two-for-one.

Tracy:
Two-for-one.

Brent Bowers:
Two for the price of a postage stamp.

Tracy:
Yep.

Brent Bowers:
That’s awesome. You know what? I love getting those two-for-ones. I think it was probably about the fifth or the sixth parcel of land I purchased. It was from an LLC. These guys had purchased a bunch of land and they were kind of doing what I do. Or what we do actually, you and I. They bought land super cheap and then seller-financed it. And they got so many parcels. One was wanting to get out of the business, so he was selling out to the other. And the other one wanted to get into a tree farm business. So, I mailed them and they literally, for the last four years, they’ve been selling me properties as people default on them. So, they’re literally selling them to me for what they paid like 10 years ago for this land.
So, I love it because one mailer, one mailer has gotten me almost 16 parcels from these gentlemen. And they’re so quick. They take care of everything because they’re professional land investors. So, I’m not worried about them. I’ve become friends with them. It’s just been an incredible time. So, that was one mailer. So, look at the power of this.
So, okay. That $400 lot. Let’s break it down a little bit. Let’s pull it apart. What do you think you could sell it for? You think you could get $400 down for it, and $100 a month for forever?

Tracy:
I do. I think, that plan though, the first one I looked at, I didn’t get a chance to look at the second one yet, but yeah, it’s in a nice little neighborhood. It has water. Same idea, it’s buildable. So, I definitely see at least tripling my money on that.

Brent Bowers:
What are the houses going for in that neighborhood? Do you know?

Tracy:
I don’t know. So, I just got this call. So, it’s been an interesting balance. I got my day job. Then I also have a tutoring company. So, I was taking this call, writing down things on a little piece of paper while I was trying to get somewhere. So, I did a little research, but I have a call with the guy in the morning. So, tonight I’m really going to dig in and see more about this property.

Brent Bowers:
I love it. You are working yourself like crazy. My hat’s off to you. You got to make this happen so you could pull back a little bit and take some time for Tracy.
What’s your plan with the tutoring business? Are you going to replace yourself and keep that going once this is making you 10K a month? Or what’s your plans with that other business?

Tracy:
No. It’s just a lot of work. I was doing it really for the extra money. So, I’m hoping that this land business, I’m going to be making $10,000 a month and I don’t need to go tutor anymore. I really want to focus on land. I’m loving this process so far.

Brent Bowers:
Awesome. You’ll be there. You’ll be making 10,000 a month before you know it. I mean, look, you’ve got like three or four sellers you’re working with and you’ve been mailing for, what, a solid month now. So, that’s awesome. I’m excited to hear that.
So, generally, rule of thumb. Let’s go back to your buildable lot, the one you’re going to get for $400 and possibly a second one. This mother lent it to her son. He has no emotional ties to it. Just wants to get rid of it. Sounds like a perfect, perfect land deal to me. That’s like most of our transactions. So, general rule of thumb on a buildable lot… and I’m going to use very, very easy round numbers. So, if the houses in that neighborhood are selling for $100,000, generally a builder can pay anywhere 20 to 25 cents on the dollar for what that house will sell for, for that lot. Now, like I said, really round numbers. That’s a very low number, 100K. So, he would probably be closer to the 20 cents on the dollar for that lot. So, technically that would be a $20,000 lot. Now, give or take. Some areas are different.
Now, if we’re talking about certain areas in California. Million-dollar house: the builder’s paying 250,000 for the land. 25 cents on the dollar for what he can sell the house for. So, that’s one way to kind of figure out buildable lots.
And then obviously, Zillow. You can look at the solds and the actives. And then LandWatch and things like that. I generally find that buildable, infill lots are very easy to figure out on Zillow and by calling a local realtor in that neighborhood that lists land. I love to call the realtor that has the land listing because generally they know more about the land.

Tracy:
And if you’re looking at a piece of land that is connected, like it’s not really accessible… because I’m not sure. I have to really dig into this one. But I was thinking too, that it might be just land that the people that live right there would want to take over for more space.

Brent Bowers:
You are so right. That’s what I call the neighbor letters. So, that’s where we send a neighbor to the letters… or I’m sorry, a letter to the neighbors, a letter to the neighbors, the adjoining properties, the connecting properties and say, “Hey, we’ve got this amazing piece of land next door to you. We’re thinking about selling. We’d even hold the financing. Would you be interested in purchasing it?” And then they call and you can have a conversation. We find that neighbors love to… they’ve always coveted it.
We sold one to a neighbor that said, “I’ve been trying to figure out… well, I’ve been trying to figure out how to buy this for the last eight years. And I never went into actually doing the work to figure out who owns it.” So, I said, “Well, we own it. You want to buy it?” He said, “Yeah.” He gave us a down payment and a monthly payment. We made it super easy. We’re still collecting a check from that very happy land buyer today. And it happens all the time.
And then even if the land doesn’t connect, they could be a mile down the road, and they’ll still purchase another lot. Just something about when they go on their walks at night, they’re like, “Yeah, we own that lot too. We own that land too,” or whatever. I’ve had people say, “I want to build a community playground,” things like that. So, we call those neighbor letters.
And you can also skip trace them. We got [inaudible 00:25:29] in the group that you’ve got access to on the Land Sharks course. He’ll skip trace anything you need.

Tracy:
Awesome.

Brent Bowers:
So, skip tracing, just so everyone knows, is basically skip trace is we’re figuring out the phone number and the email and the mailing address of the actual owner. And generally, you can find it with a name and a mailing address. So, we already got a mailing address. So, you can actually start sending them mail tonight and then you can skip trace them, call them, text them tomorrow.

Tracy:
Awesome. I’m excited. I will say I did this big mailer and I got some angry people calling me. And that was really getting in my head. But now with these leads that are actually going somewhere, I feel so much better about it because I can see that it’s actually working and it’s real. And I think that’s the hardest part about getting started, is now that I could see what’s out there and people are actually responding in a positive way.

Brent Bowers:
So, what’s the negative been like? People are yelling at you and calling you names and [crosstalk 00:26:30]?

Tracy:
Oh yeah. Yeah. I’ve gotten some angry… Some people aren’t that harsh. They just say like, “Your price is way too low. I’m not interested.” But then you get some angry folks out there that are just so insulted by the offer and they just can’t help themselves but to call up and start yelling and calling you names. So, got some angry ones out there.

Brent Bowers:
Yeah. Sometimes I feel like we’re like therapists. They just need somebody to talk to and yell at and vent at. So, little prayer for them and, “I’m sorry I ruined your day. Thanks for calling. I appreciate you calling me. It lets me know my mail’s working.” You could tell me about the one that you had that they called you on, “You need to get an education,” or something like that?

Tracy:
Oh yeah. I let them know that I’m a teacher. And he’s like, “Well, my granddaughter’s a teacher and she has more brains than you. You need to get an education.” And I was like, “Oh my goodness. All right.” So, I said, “Have a blessed day.” And he goes, “You don’t know anything about blessings because you don’t know what you’re talking about.” And I was like, “All right, sir. Have a good day. I’m going to get going now.” That was enough for me.
So, that kind of brought me down a little bit, but then I got…. literally an hour later, I got a phone call from one of my leads, from the realtor that I was talking about. And that, I was like, “Is this another person calling to yell at me? Or is this going to go somewhere?” And the fact that he was so pleasant, and we’re having a great conversation, I learned all about this land.
And I was like, so I just have to take the good with the bad and not focus on the negative and just be like, there are people out there that I can help by picking up that land and taking it off their list of problems that they have. So, some of the sellers I’m working with now, it’s like this is just a burden on them. They don’t want to pay the taxes on land that they’re never going to use. So, I just have to remind myself of that.

Brent Bowers:
That is so true. You said it so beautiful. There’s people out there that will want my help. And there’s people out there that don’t need our help and that’s okay. But then you’ll have people out there that will literally cry because they’re just so happy that you’re helping them and you’re trustworthy and they couldn’t have a better person sending them an offer letter. At the end of the day, we tell them exactly what we’re doing. Here’s how we do it. Here’s how our process works. I just love this because you’re going to find some people out there that you’re going to help so much on buying their burden to get it off their shoulders.
And then you’re going to turn around and find that person that they’ve been walking this neighborhood for years and they can’t afford a piece of land in there. They might be a renter or a tenant or living with their parents or their in-laws because they can’t afford to build their own house. And they come across this lot for $3,000 down that they can have their future, their future family, their white picket fence in this neighborhood that’s got a lake and a waterfall. So, you’re going to help people tremendously. So, that’s really awesome.
Anything else? Any other questions?

Tracy:
No. I have a lot on my to-do list for tonight. And so, I’m going to get cracking and make things happen. So, yeah. Thank you, Brent. This has been a pretty awesome day, when it comes to getting in contact with those sellers, getting some positive energy from them. So, it’s nice.

Brent Bowers:
I love it. So, recap with me, if you will. What’s the plan of action for tonight? What’s the first steps?

Tracy:
I’m going to hit the ground with marketing and line up a mobile notary for tomorrow to go out, to meet with my seller. Get some of those things done.
And then I have some research to do on the guy that has two properties. I got to find out more about that land so that when I call him back in the morning, I know what I’m talking about and we can get an offer out there and signed.
And now, I have another one that I’m looking at. So, I have a bunch… I want to call that realtor tonight. So, I have a lot of things to do, but yeah, I have my little list here and I’m going to get cracking.

Brent Bowers:
I can only imagine the pile of Red Bulls underneath your desk just [inaudible 00:30:26]. So, start thinking about, “How can I replace myself?” Figure out the tasks that you hate the most, whether it be people telling you, “You need an education.” Start thinking about the future. Plan where you want to be. Think about where you want to be. “I want to have someone else taking these acquisition phone calls, these intake calls. That way, I’m not the one getting yelled at or having to listen to the angry voicemails.” Whatever it is that you like the least, let’s start thinking about how to get that off your plate. I know it’s probably daunting in your mind right now, but it will be so much better when you’ve got 5, 6, $700 a month coming in.
And it’s okay. There’s a lot of people out there that are looking to make an extra $50 a week, $60, $100 a week. So, there’s people out there that want to team up with you. They’ll see your vision, Tracy. So, just because everyone thinks that, “Oh, I don’t want to hire someone because I’ve got to pay them full-time and benefits and healthcare and all that.” No. There’s so many people out there an extra $50 a week will change their life. So, start thinking about how to replace yourself very soon.

Tracy:
Got it.

Brent Bowers:
All right?

Tracy:
All right.

Brent Bowers:
Well, this has been the highlight of my day. Call me if you need anything. And thanks for jumping on.

Tracy:
Thank you, Brent.

Brent Bowers:
Buh-bye.

Darren Bentley :
Okay. That concludes episode six of the “Do or Die” series. Be sure to catch next week’s episode where we will know whether or not Tracy was able to close at least one of those deals, and maybe two. So, see you on the next step episode.

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