Posted on: March 17, 2021
WI 646 | Wholesaling Land

 

Today’s show is a treat for the listeners as it features a new strategy to boost your wholesaling business, and that is how to do Lands! Our guest, Brent Bowers, the new coach of Wholesaling Inc., will talk about this massive opportunity to make money in real estate.

Brent Bowers is the current CEO of Zech Buys Houses LLC. Under the brand are the following: Vacant Land of the Free, discounted houses Colorado Springs, Rent2Own Colorado, and Co-Working & Shared Space, all under the brand. He is also a Land Coach at The Land Sharks. He used to work as an Army Officer for over Eight years and ventured into real estate to enjoy more time with his family and financial freedom to support them.

In this episode, Brent Bowers will give more details to the Top Five reasons why land is the best way to make money in real estate.

Get excited to make more money in real estate through the land. Make sure to indulge in this episode to know the details from the expert!

The Top 5 Reasons Why Land is the Best Way to Make Money in Real Estate

Episode Transcription

I’m excited that you are with us. As always, thanks for joining us. I’ve got a treat for you. It’s always exciting, in my opinion, to hear about a fresh strategy. I’m a person. You guys know me doing radio. The majority is wrong. When I come across somebody that’s doing something off in left field by themselves, I like to call that person an anomaly, an outlier, to utilize that language. That’s someone I pay close attention to because I found a lot of times that person that’s innovating tends to be out there on their own.

I’m excited to bring on Brent Bowers, one of the newest coaches to the Wholesaling Inc. group. I love to have him. He’s got a huge history with us. We even did some radio together. You and I have worked together on that and now we get to work together on talking about what you’re bringing to the table, and that’s how to do land. Welcome to the show.

Thanks for having me, Chris. I’m blessed to be here. Radio has been an absolute blessing to us. We bought a piece of land with radio. My whole mentality is, never follow the herd. Be a little different than everyone else.

This is cool that the radio and the land piece, etc., are all coming together. I’m excited to kick back and learn from you. People that follow me know I like to come in and ask the real questions, break this down, and get some feedback. Here’s how we’re going to tackle this. This is what you’re going to walk away with. I came in and I said, “Brent, I want you to tell me the top five things straight from the gut that you love about land.” Let’s give a 5, 4, 3, 2, 1 countdown on what this looks like. Through that, I’ll come in and throw some questions at you about, “What about this? What about that?”

What you guys are going to walk away with is talking about land, this opportunity, and on top of that, what are the best benefits? Because that’s how I like to look at things. Give me the top few things I need to consider if I’m going to take a look at this new process or program or whatever it looks like. Let’s jump into the meat. Are you ready?

I’m ready.

Simplicity

Number five. I love this one because this is right after my own heart for you. You love land because of simplicity. What does simplicity mean? What are we talking about here? Why is this something that you appreciate about land?

You might find this funny, but I’m a simple dude. I like to keep things as simple as possible. I don’t like complex, complicated things. Business is already an intellectual sport, an intellectual game. I’m not good at chess or checkers, so I like to keep things simple. I don’t want to have to think a lot about things. I want to pick an asset, buy it and sell it, and keep it simple. No moving parts, no houses, no nothing. Just a simple dude making a living off land. That’s probably why it’s in my top five.

This is what I want to know. We can wholesale a house. We could do a lot of other types of real estate. In comparison, what I want to know is what makes land simpler than these other aspects of investing?

The first reason why it’s so simple is there’s no house on it. There’s no leaky roof. There’s no foundation to repair. It’s just a piece of clean dirt that nothing’s been done to it. There’s not a lot of due diligence, a lot of research. I can check this from wherever in the world that I’m at. There’s no bedbugs or stinky cat pee or a herd of cats, like these types of things that I’ve seen when you buy houses.

Match the marketing strategy to your personal goals, and that’s what will get you excited.

Why did you keep saying cats? I do feel like that’s part of the industry we’re running. We’ve dealt with a lot of cat issues. I’m laughing that you went there because I can’t tell you how many houses we bought that the subject of a cat or multiple cats came up. This is an interesting point. I want to ask it this way. We’re not just wholesaling. You’re going to get into your strategy, which is amazing. We’re talking about long-term play passive income. I want to know this, what percentage of the headache and complications do you think you remove outside of the deal if you remove the house itself from the equation?

I’ve wholesaled over 100 houses, and bought, sold, and fixed up houses. The funny story about the cats, I can’t tell you how many houses that they left the cats in. I’m like, “What is going on with cats?” If we walked into a house and we smelled a cat, we knew it was big money. Going back to land, what made it easier to wholesale? There were not a lot of inspections. There were no inspections. They didn’t have to get their foundation guy, roofer, and electrician out there. There’s nothing to burn down while someone’s sleeping in it. We’ve had things come back on us after closing as far as liens and unpermitted work. We don’t have to worry about that with land.

I’m here interviewing you and this is all going through my brain. I honestly feel like you’re removing somewhere around 80% of the headache by the fact that you’re not dealing with the actual structure of the house. You’re dealing with the land. If I go back to the thousands of deals that I’ve done, how many of my problems stem from the house alone. Not just the house, but the people that were dwelling in the house.

You either have a physical house problem or you have a tenant/human being problem. With land, you’re not getting any of those because you don’t have a house and you don’t have someone living in that house. I’m listening, going, “You’re absolutely right. That’s got to be a simpler deal.” I’m buying in on that. I’m convinced from a common-sense standpoint of what you’re saying. Is there anything else that you feel makes it simpler outside of the fact that there’s not a structure in comparison to other deals?

We had a good assessment of that, Chris. You talked about people and I want to drive people home a little bit more. There’s so much less emotion when it comes to selling land because when people have never laid their head there at night, there are no tenants that are squatting on the land. To this day, I have not had anybody squatting on the land that I purchased that I know about.

That’s a great point. You are removing the emotion out of it because it’s not a home. It’s not a house. There are no memories there. I totally agree with you. You’re removing the structure and you’re removing the emotion. I want to know what does a land deal feels like versus a traditional wholesale? In your mind, are you like, “This is night and day different experience?”

Yes, it absolutely is because I found a way to get paid for many years on each one of our land transactions. They’re not simpler. They’re way less complex, but it also pays me longer. It’s so much more fascinating to know that every time my team does a deal, it’s going to be a longer process of payments coming into us.

Geographical Freedom

There’s a residual aspect that you’re creating here that we’re going to get into. If I’m putting myself in the shoes of someone that’s reading right now, I’m like, “I buy that this is a simpler deal. Common sense is telling you with what you’ve said, so I’m in agreement.” Let’s go to the next one. We’re moving backwards through this process. Number four is the fact that it creates geographical freedom. Talk to us about this point and why you love this. Define what we’re talking about when you say geographical freedom.

I got out of the military in May 2018. I was in the army for 8.5 years and I probably only slept in my bed almost four of those years, so I was gone over half the time. We were always training, deployed, in the field, gone, and away. The family’s missing me. It creates a lot of problems at home. I wanted a business that I didn’t have to be tied to a desk, a location, a home, anything. It allows me geographic freedom because we’re not going to the land we’re purchasing. Yes, in the beginning, it was a limiting belief that I had to go to all the pieces of land that I purchased. It hit me one day because, after the fifth time, I said, “Emily, we should keep this piece of land. We could build a cabin on it one day.” She was like, “How many cabins do we need?” From that day forward, I never went to any more land.

You can do deals outside of your primary city because this is an easier piece of real estate to look at. Fundamentally, you don’t have a house on it so you can buy all over and you don’t even need to go out there and visit. I imagine that you get what you need probably by Google Earth, right?

That’s right.

Are you primarily using Google Earth to look at your deals?

WI 646 | Wholesaling Land

Wholesaling Land: Keep things as simple as possible. Businesses are already an intellectual sport and game. Don’t complicate things even more.

 

Yes. If there are any questions, we find someone on Craigslist. We find them on buy-sell groups in that particular city. There’s a great service called WeGoLook.com that will even take pictures of the place for me while they’re there and video, and even put a sign out saying for sale. We sometimes get buyers before we even own the land to purchase this land. I had to learn this the hard way looking at land after we bought a five-acre junkyard. It’s not a big deal because we sold it on terms. It was some extra icing on the cake for the buyer because they collected car parts. There’s a buyer for every piece of land, too.

Another huge point. I live in a city that has a lot of competition, etc. It’s a difficult market. I can jump over into another market easily and I might be able to do that easier than if I was doing houses because land requires less of an evaluation from an inspection standpoint. I get it. I understand that geographical freedom would be something that you love about land versus other types of investment.

Virtually No Competition

Let’s go to number three. I love this one because this is one of the most important points about anything that you do. That is the fact that when you’re dealing with land, there’s virtually no competition. I imagine you’re saying everybody’s going after single-family properties, but it’s like radio, everyone is overlooking all these pieces of land. Is that where you’re going with this?

It’s so true. Everyone’s running after the dirty old stinky cat pee houses and they’re completely missing the land. They’re missing out on it. They drive by it every day. The reason why most people completely miss land is they have no clue how to make money with it.

Why are they overlooking land?

They drive by this gold every single day that they don’t even look at because they have no clue how to make money on it. There’s no structure. There’s no storage unit to rent out. There’s no house to rent out. There’s no apartment, no trailer, nothing for someone to lay their head at night to bring the people problems in with the emotional problems and this and that, and non-paying rent and squatters. They don’t realize there’s a way to make money on this land without the structure, problems, people, and emotions.

You probably nailed it. It was the same I found with radio. People are steered by it because they don’t understand it. What I’m saying is I love the fact when you find something like that because what you’ve done is you said, “Here’s this thing over here, land, that people don’t understand. Rather than steering away from it, I’m going to get in. I’m going to learn a process on how to make money. When I crack the code on this, I’m going to be over here by myself picking up all these deals.”

Let me ask this question. If we’re talking about wholesaling a house, we might say, “On average, when I go and try to do a deal, I go up between 3 to 5 other wholesalers.” Let’s say that’s going to happen the majority of the time. How often are you going up against another investor on land? What percentage of the time?

As far as I’m tracking, never.

You’ve not gone up against another investor on land yet? There’s virtually no competition, and then what you’re saying is there’s no competition.

Yeah. Let me add this disclaimer. I like to call it my playground and we mail this playground. We have someone get back to us and say, “I don’t know what’s going on. I’ve gotten 3 or 4 of these letters from other people.” That’s the only time that I’m going against other people, competition, or investors. Is that person sending that letter out going to follow up like we are or have a system in place to follow up and touch base three months later? Where they randomly text us, like on our team meetings, saying, “Is that $10,000 offer still good? That’s a $40,000 lot. We’re going to buy it for $10,000.” Let me put that disclaimer, hardly ever. We’re not even tracking it because it’s not even happening.

If you’re reading and you’re going, “That would be a nice position to be in to not feel like it’s a knuckle fight every time I get into a deal because I got to increase my price to beat out the competition. It’s a good feeling.” There’s a great book, by the way, called Zero to One by Peter Thiel. He’s the guy that invested in Facebook and a lot of other companies and sold PayPal. He would argue that one of the biggest misconceptions in business is the fact that competition is good. He would tell you that the number one thing he has always strived for is to be out of as much competition with anyone as possible. Why do businesses go out of business? Because of competition. It is not a good thing, although we’ve been sold that.

Never follow the herd. Be a little different than everyone else.

I agree. You’re over here with the Peter Thiel type of mentality and it’s the same that I have as well. If I can get into something and fundamentally, almost have a monopoly on it, be the only one, that’s a great business to run. I would imagine you’ve got a lot of room to make mistakes. Even though you’re not intentionally making them, you’ve got a lot of flexibility and a lot of room to shake over here because you’re not getting beat up by a bunch of other competitors.

It’s self-correcting and we’re offering so low. Oftentimes, we’re offering $0.20, $0.30, $0.40, $0.50 on the dollar. There’s a lot of margin for error. It’s self-correcting when you get something at that low of a price. It’s absolutely right. When you get something to that rock bottom dirt sheet and things come up, it’s not such a big deal.

Time Freedom

I get it. Virtually no competition, constantly looking for that. I hope as you’re reading, whether you decide to do land or anything else, if you hear the fact that there’s virtually no competition about something, it’s something you should honestly listen to because somebody is innovating something. If you can be on the front side of it, it’s super-valuable because there is a wave to ride before everyone else hears about it and does it. It’s going to happen with everything over time. I love the fact that this is a thing that you love about it. Let’s go to number two, time freedom. How does doing land give me more freedom of time? Help me understand this.

I hate to disrupt number two, but before I say that, I had a thought. I wanted to expand on something. Let’s go back. You mentioned competition and stress, like, “I got to get back to the seller quick because someone else is going to beat me to the offer. I have to pay more to get it.” I’m still practicing. I’m new to this. I’m still a practitioner. I’m still buying and selling land with my team daily. I remembered in 2016, I had such a successful mailing. I must have received 9 or 10 LOLs. I call them LOLs, land offer letters, that I had sent out to people at $0.20 on the dollar. I started at twenty because I wanted to see if I could throw that hook in the water without any bait or hardly any bait and catch a big fish with it. I would add bait if I needed to.

I started at $0.20 on the dollar and I got nine LOLs back, land offer letters. I was so anxious because I was still working my full-time job. We just had our second baby at that time, so I had a lot going on. I knew I couldn’t get back to all these properties. I had hired my acquisition manager. We were still working together and working out some kinks. She’s amazing now. She’s still with me. I put those LOLs in my desk drawer and got back to them whenever I felt like it. I missed out on none of those deals.

You’re not under the pressure of urgency that wholesaling creates around properties because you don’t have the competition, which gives you a little bit more of a luxury to kick back a little bit. It’s not always a fire drill to try to get a deal done, which is nice. A lot of us always say, “The name of the game is speed.” It’s true, but the name of the game is speed when you have competition. The name of the game is not speed when you remove competition. Let’s understand that the reason the game is named that is because it’s saturated to some extent.

I love this fact of land that you’re able to kick back a little bit, which is interesting. I’m glad you landed that point home. It’s good. Let’s go back to the freedom of time. This is number two for you. I was asking the question, how does land give you more freedom of time than any other type of deal, whether a wholesale piece of property or fix and flip, or name it, whatever it is?

I’ll put it to you this way. I was trying to get out of a job that I felt like I had shackles on seven days a week. It was terrible for me when I did get a weekend because I would think about Monday morning and all of the things I had to go through for the next five days, like multiple meetings and 12 to 13 hours on base. I had a carrot in front of my face at the same time. All of these great benefits, time in service. I was moving through the ranks fast. I was afraid to get out because I was like, “What if I don’t make it?” I’m making great money where I’m at.

Financial Freedom

We backed it up to how do we get our time freedom? We figured out where we were and we figured out where we needed to be for each one of our bills. We looked at our bills, our mortgage payment, car payment, electric, water, this or that. I’m alluding to my number one. I let the cat out of the bag. We can call this the cat show.

I knew that once I replaced all those bills with the land payment coming in, first one, the smallest one, was the electric payment. $200 a month. Lo and behold, it’s funny that one of my first land notes was $400 a month. I covered my electric, water, and gas all at the same time with one land sell and that paid me for over twelve months.

I’m listening and I’m going, “Is this not a transaction? Are we talking about passive income?” If we’re going here, let’s go here. With your land, what you’re doing is you’re setting up a structure in which you are getting paid month after month. Rather than doing a deal and getting paid one time, you’re doing a deal in getting paid again and again. Is that right?

Exactly.

I want to know, before we get to the financial freedom and time freedom which this provides, give us a little glimpse of how you’re doing a deal because what you’re doing is you’re creating long-term passive income via land. Let’s talk about that. If I’m reading, I’m going, “Help me understand this.”

WI 646 | Wholesaling Land

Wholesaling Land: There was a limiting belief that you had to go to all the pieces of land that you have purchased. But they don’t realize there’s a way to make money on this land without the structure of the problems, the people, and emotions.

 

That’s what I was getting to. I was getting to the time freedom. That’s what allows me the time freedom. It’s because we set it up to be paid for 3, 5, 10. We were even doing notes now for over 30 years. Some people think I’m crazy for doing that, but the banks are not stupid. They’ve got the biggest, nicest buildings in every city in every state in the United States. It’s because they know that most people move every 5 to 7 years. What is in the first 5 to 7 years of your mortgage? It’s all interest. That’s why we’re toying with those on our bigger parcels of land.

Here’s how I set it up. We buy the land at a massive discount and we mark it for buyers the entire time. We’re in the process of this transaction so that we have a buyer ready to take over and buy this land as soon as possible. Sometimes their down payment is for the amount that we paid for the land so we’re profitable in 30 days, and sometimes day one. We’re constantly marketing for these buyers that want to make payments on a piece of land.

We’re opening up our buyer’s list because most Americans think, “What’s it going to cost me each month?” They’re not walking around with $5,000, $10,000, $20,000, $50,000 to purchase a piece of land, but they can darn sure come up with $500, $600, $700, $800 a month for the next 72 months or 30 years or however long it takes for them to get this piece of land and have their American dream. Have a place to go camping, take their kids, build a fire, roast s’mores, park their RV on it, build a cabin, you name it. That’s how we’re setting it up. We’re purchasing this land at a massive discount and we’re turning around and marketing it to the world of buyers that can afford a monthly payment. We’re putting this thing on a note that pays us for the next 5, 10, 30 years. That’s how I get time freedom.

You’re fundamentally seller financing the dirt to them.

Exactly. Think about the F-150, the best-selling truck in America. It might not be the best truck in America but it sells a lot because if you walk in the Ford to buy a vehicle, you’re walking out with a monthly payment and a brand new vehicle. We set it up with the same model.

I’ve got some questions. I want to break this down a little bit. Who buys this land from you on average? Is this truly the All-American family that wants to camp out and make some s’mores? Who’s generally buying this dirt from you? Who’s your avatar?

90% of my bread-and-butter land is mostly on the outskirts of town, so 30 to 45 minutes away from the Walmarts and the McDonald’s. I call that recreational land. It’s usually 2, 3, 5 acres. Granted, let’s flip the coin. There are also infilled buildable lots. That’s usually in a city like Dallas-Fort Worth or Colorado Springs or Denver. That stuff’s in high demand and I’m not getting away with an offer at $0.20 on the dollar. I usually have to be somewhere around $0.50 on the dollar or $0.49 on the dollar and I have to send way more land offer letters.

When I get one of those, it’s a quick flip to a builder or a spec home builder or that flipper that’s tired of smelling cat pee and he’s going to start his own house. That’s maybe about 9% of my business. I don’t get cashflow on that. I get quick chunks of change that allow me to buy that recreational land that I love so much. There’s not a lot of competition and there are tons of buyers.

What does this avatar look like? For a while, it was truck drivers for me. It was weird. These guys would call in on my signs and be like, “I drive by this land every three months. I want to own it. How do I buy it?” It turned into elderly retired grandparents because I put an elderly retired lady in the land sales position. Guess who she connected with? It was elderly people. They were buying this land for their grandchildren and their children. That way, they can leave a legacy of something that will never go away.

Your avatar is somebody that wants a piece of the American dream, which is owning a good-sized land because there’s freedom with that. There’s the fact of like, “I can come in with this land and have more autonomy with what I can do with my life and my lifestyle versus living in a subdivision in track homes.” Your avatar is people that want a piece of that American dream, that freedom. I would imagine COVID is pushing this even harder because people are like, “I’m out of the city. This is craziness. I’m getting out into the suburb area,” where you’re doing for recreational land. Is that the case? Is it a hot time for it?

That’s so funny you mentioned that.

It’s got to be. I do radio. We get a lot of outskirts deals, so I know that your answer to this is yes, that COVID is driving us even more.

If it’s more than two or three days and you don’t like what you’re doing, change everything.

That’s where most of our deals are coming from. That’s why this radio works so well with land because it’s always on the outskirts. I got a story about that. In February of 2020, we went and spent a ton of money on a lake house. Come back in March, I took about 3.5 weeks off, and I found out about this thing called COVID-19. I was living under a rock and didn’t know what the heck that was. I was talking to my team and I was like, “We got roughly 100 notes. They’re all going to stop paying. They’ve lost their jobs. The economy shut down.” Do you know how many people stopped paying? Just 1 person out of 100.

We had an inventory of almost 49 or so parcels of land. We were selling some of this stuff at $3,000 to $5,000 a lot. Some of it doubled because there was so much demand and we only had so much supply. It allowed us to charge more because our phones started blowing up roughly in April timeframe. It’s created such a demand for land on the outskirts because they’re like, “We’ve got to get out of the city at least for the weekend. We want to camp. We want to bring our RV. We don’t want to be close to anybody.” We’ve got people flocking out of New York and California buying the stuff in the middle of nowhere because they’re going to build a cabin or a house or a getaway.

I can’t tell you how many friends I have that have the same story, Brent. There are buddies of mine from Dallas that have gone out and bought on the outskirts, exactly what you’re talking about. I’m seeing this with my friends. They’re like, “I sold my house in Irving. I sold in Dallas.” I’m like, “Where are you going?” “I bought 2, 5, 10 acres in the outskirts.”

What an interesting time to not only do something that’s virtually no competition but on top of that, to do something that’s so well-timed with what’s happening in the world, you’re having a shift of people migrating from the city into the country. I don’t know a ton about land. That’s why I’m interviewing you and I’m getting educated at the same time. I’m looking at that and going, “What a great time to consider land with everything that’s going on.”

I have another question because I want to go back. Most people are buying recreationally. If you wholesale a deal, I’m going to give a conservative range, low end $8,000 average to maybe $20,000 average, moving the outlier people in New York, Cali, and stuff. The average deal you’re going to make is $8,000 to $20,000, depending on your geographic area. What’s the average that you’re producing off a land deal because you’re seller financing? It’s got to be bigger. If it’s all paid off and played out the way that you set it up on terms, what’s your average deal size?

For a while there, it was quite small. The first couple of deals I did, I was nervous. I needed proof of concept. I was afraid to put the money into it. I was buying land for $285 and flipping it to realtors for $5,000. I would spend $285 to make $5,000, and then I was like, “This is working. Let’s start spending some more money.”

Our average deal, we’re spending maybe $4,000 and selling it for about $16,000 to $17,000. My minimum baseline is a 3x return. I’m a simple guy. I didn’t plan this whole thing. It’s dumb luck doing land, and then we had this whole crazy market thing and all this demand. Same thing, I got that from Warren Buffet. If he spends a dollar, he wants to make three back. That’s our minimum threshold. I’m not saying we only make 3x return or 300% ROI. We’ve done deals that were 2,900% return on investment.

Some of the biggest deals I’ve done, Brent, have been land deals, by the way. It’s funny. It was the infilled city lots. Is that what you called it?

Buildable lots.

There are a few. Those are easier to do because they’re in a geographical area that’s really close to where you live. Some of the biggest deals I’ve ever done have been tear-downs where we flip them over to a build or something. I’m talking about six-figure land deals. I’ve had that experience. I’m not a land guy. I don’t market. I don’t understand the way that you’re doing it, which you’ve definitely come in and put this thing on steroids. I’ve done enough deals and tinkered with some land and know that you can get some big payouts on land because they’re awesome.

I want to break this down. Number five, simplicity. Number four, geographical freedom. Number three, virtually no competition. Number two, freedom of time and freedom financially. Here’s what I love and I want to close with this. What I love about what you’re doing with land based on what I understand is you are getting off the transaction treadmill. One of the challenges with wholesaling is if you do it long-term, the problem is every month, you start back at zero. You have to make more revenue than you do on your expenses.

If you have a profitable month, great. If you go below, then you lose money. Fundamentally, you’re only as good as your last deal. It’s a transaction treadmill, is what I call it. That’s fine to have that, but if you don’t have something that’s producing residual, you can’t get out of the game. What I like about this financial freedom is you have an exit strategy where there’s going to be a point where you don’t have to keep doing deals because you’re receiving so much off of these notes that you’re setting up. Is that right?

That’s exactly right. Every single month, our income goes up. Let’s do a quick example. Say we sold five parcels of land. Each one of those parcels of land gives a $200 a month payment. Small, everyone can wrap their heads. Most people can afford $200 a month. That’s $1,000 that week. We increased our passive income by $1,000 a month in just one week.

Because when you go to the next month, the same $1,000 is going to come back in. That’s the beauty of it. That’s the beauty of residual income.

WI 646 | Wholesaling Land

Wholesaling Land: There’s so much less emotion when it comes to selling land because when people have never laid their head there at night, no tenants are squatting on land.

 

I want to go where some people’s minds are going. “What about when that land pays off in five years?” I just talked about one week in a 52-week year. Let’s do 52 weeks times five. Imagine what your team, your business, you’re buying and selling machines, this business that is serving you has created five years from now.

By the way, here’s a nasty part about the land business. Here’s what’s gross about the land business. Every once in a while, people will default. Easy come, easy go. No credit check, no background check. They’ll do their down payment. They’ll do their monthly payment. Sometimes, we’ve got it down to 7% by educating our buyers and also getting a bigger down payment. About 7% of our notes, our land buyers will default. We’ll take the land back and we’ll resell it to somebody else. We’ll get another down payment, another monthly payment.

Here’s what’s so crappy about it. Most of the time, we’re already profitable in the land. We’ve already made a profit on this land and we resell it, and these people lose out on their money. We do things like, “If you get back on your feet, we’ve got more land to sell you,” type of thing and we’ll give them credit. That’s the ugly part about this business. I’ve had some friends that are land investors that brag about this. We collaborate on it. I do love meeting other land investors because I like to see what they’re doing. My children are going to end up with some of this land.

I’m sitting down and listening to all your points. Piece by piece, I can understand this value of why looking and considering land. For some people reading, they’re like, “This is exactly what I was looking for.” That’s what I always tell people. I don’t care for talking Brent about a marketing strategy or let’s elevate to a higher level, even a real estate strategy because there’s a lot of strategies that you can consider. It’s all about finding something that’s a good fit for you that you love.

If you’re doing a particular real estate strategy or marketing strategy and every day you hate to do it, I’m going to push back and be like, “Lay it down and go find something you love to do every day.” If you’re so exhausted doing text blasting and it’s eating your lunch and you hate it, and you hate the way it makes you feel, then do something like radio.

If you’re wholesaling deals and you’re like, “I don’t want to do this for the next ten years.” I’m thinking that the person reading is 50 and they’re on their second career. They went and worked the corporate. They finally got out, so they don’t have another twenty years that they want to be doing this. They want to do this for another 5 to 10 years, but they’re like, “I don’t understand how I’m going to stop.” You might be reading this going, “This is exactly what I was looking for.”

You’ve got to match the strategy to what your personal goals are and what gets you excited. Brent, what I love about you is I know how passionate you are about this because it fits you perfectly, which is great. Brent, how do people sign up? How do they do this course if they’re like, “I’m all over this. I’m in. What do I have to do?” Where do they go?

To answer your question, if you’re wondering if this is a good fit for you, sign up. Go to WholesalingInc.com/land. Fill out the form, read all about it, talk to someone on our team, and we’ll see if we’re a good fit. We’ll see if we can help you with what your goals are. I love that point you made, Chris, because I ran for two hours this morning and I was so mad because I had this YouTube channel I wanted to listen to and my phone died in the first mile. I’m like, “Ah.” It allowed me to think for the next thirteen miles. I was thinking to myself, “If someone handed me $5 million right now, what would I be doing? What would I do? How would I change my life?” It allowed me to deep think, so it was a blessing from God my phone died.

I thought to myself, “Rather than run two hours, I might run four.” That was it. I’m finally doing what I want to do and what I love doing. I love that point you made. Steve Jobs says it, too. It’s like, “If I look in the mirror more than 2 or 3 days and I don’t like what I’m doing, I change everything.” I have so many wholesalers that come on board as students. Joseph, a guy, I was texting with him before this podcast. He said, “I wholesaled this house and the guy gave me the land for free. I’ve already found a buyer for $22,000.” He added that to his wholesaling business just like that.

It’s another tool in the belt. If you’re reading, maybe the combination is to do both. Here’s the great thing about real estate. You get to choose your own adventure. You get to choose what’s best for you. Working with Brent, to speak on behalf of him, we did radio together. I always love watching students come through. You can learn a lot about people watching them go through a coaching program. Dude came through, blew right through it, set it up, and crushing it on radio. As I’ve got to know him, the most important characteristic in a coach is character.

With Brent, if you decide to go that route, you’ll be in good hands with him because this is a guy that’s in it for the right reasons. Of course, his core values, his faith, and all of that determine the fact that he’s going to make sure he takes good care of anyone that he’s entrusted with to coach. Definitely check him out. The rest of you guys, thank you for joining. Until next time, we will catch you soon when we add more value. Talk to you later.

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About Chris Arnold

Chris Arnold is a 15-year Real Estate veteran who has closed over 2500 single-family real estate transactions in the DFW metroplex. Chris is the founder of multiple companies that are managed by a US virtual team, which allows Chris to run his organizations while living in Tulum, Mexico full time. His passion for leaders has led to the creation of Multipliers brotherhood which serves the top 5% of real estate entrepreneurs out of the US. Most recently Chris has launched his REI Radio coaching program. This program is designed to teach real estate investors the marketing stream that everyone knows about but NO ONE is doing!

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