Posted on: April 02, 2021

This is the 11th episode of the Do or Die Series, a journey closer to Tracy’s 90 days in doing wholesaling! Another week has passed, and a lot of differences have happened to Tracy’s wholesaling journey. Major breakthroughs are happening that make Tracy’s journey more exciting! In the previous episode, Tracy attempted to call clients live! Brent also revealed what Tracy is doing wrong in working on her leads and cracked it. Also, Brent gave bits of advice on how to detect serious buyers.

A lot of learnings are in store for the listeners in this episode. Aside from the great updates, Tracy and Brent will talk about partnering up with JVs and finding the right ones to work with, and how to work with realtors.

Will Tracy finally get her first deal? That, and more surprises from Tracy in this episode. Get hooked! Listen and enjoy the journey with Tracy.

Key Takeaways

  • Tracy’s done deal
  • Breaking down her first deal
  • A potential Joint Venture for Tracy
  • On the property that Tracy is starting to market
  • Her experience negotiating with a real estate investor
  • On working with a realtor to help her
  • An interesting lead for Tracy in Florida
  • Brent’s advice to do a takedown
  • Working on her next 300-400 pieces mailer
  • Next steps for Tracy
  • On coaching Tracy on how to sell the Colorado and waterfront lots

RESOURCES:

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Episode Transcription

Announcer 1:
Hey guys, welcome to Episode 11 of the Do or Die series: “How to Wholesale Your First Piece of Land” with resident land expert, Brent Bowers. And man, what a difference a week makes. There are some major, major breakthroughs in today’s episode. Just really exciting stuff happening today. So, today, you’re going to learn if Tracy has finally done it. Has she gotten that first deal? You’re going to learn about that today.
And you’re also going to learn about partnering up with JVs and how to find the right ones to work with because there are a lot of people you absolutely don’t want to work with. So, they talk about finding the good ones and avoiding bad partners.
And working with realtors. Does it make sense? How do you work with them? How do you even find realtors who are willing to work with you? Well, Brent and Tracy go over all of that and so much more in today’s jam-packed episode. So, let’s do it.

Brent Bowers:
All right, Rhino tribe. We got a wonderful, amazing episode for you. We got so much to talk about. Tracy, you here with me?

Tracy:
I’m here.

Brent Bowers:
How are you today?

Tracy:
I am doing amazing. Absolutely amazing. I have some really good news.

Brent Bowers:
I love it. I know we usually kind of just jump right into this. And most people I’ve talked to, they just want to hear the meat and potatoes. But I’ve been guilty of just getting right into it. But let’s just keep getting right into it. I know you’re a busy lady. You’re at school at 7:30 in the morning, leaving at 5:30 PM. I don’t want to waste your time ever. So, let’s just jump right into the coaching.

Tracy:
All right. Well, the good news is I finally sold my first property and got a deal done. So, I feel relieved in that.

Brent Bowers:
Proof of concept.

Tracy:
Yeah.

Brent Bowers:
That is amazing. Congratulations.

Tracy:
Thank you. So, and that one, I just wholesaled it essentially because it was complicated. There was, we talked about it last time, but no way to get water out there to that piece of land. It was 11 acres. And it would have been a huge deal, but it was good to get it done. And if I am just pumping money back into my business, then it felt good to see it go from start to finish and have a deal completed.

Brent Bowers:
Let’s break it down. How did you get it? How did you get it sold? I know how much money you made, but tell me how much money you’re going to make. Little things like… That way, our listeners can kind of get some actual step-by-step and proof of concept. I know it wasn’t like hitting the Powerball on this one, but it’s going to pay you money.

Tracy:
Yeah, no, it’s great. I had built a really strong relationship with this guy and he really trusted me. So, what I liked about that is when the numbers didn’t work, I was able to go back to him. At first, I think my offer was at like 28,000 originally.

Brent Bowers:
28,000.

Tracy:
Yeah. It was pretty high, but it was also because it was supposed to possibly go for 80 to a 100,000 where it’s located. Once I got on the phone with the county, I found out I couldn’t get water. Wasn’t really buildable, as it is right now. So, I had to go back to him. I tried to get it as low as I could. I offered like 5,000. He was like, “Absolutely not.” But no, we talked it through. He agreed on 20,000.
And then he had this breaking point about sending back the contract for 20,000. He wasn’t comfortable with it. He was saying something about his taxes and a whole long story. I honestly couldn’t follow it, but he said he would sign right away if I could get 23.
So, I just took your advice, which was you’re like, “Just get it under contract. Do it. Get it done. Don’t worry about it. And see what you can do with it.” So, pumped it out to a bunch of different sites and yeah, we got an offer for 25. So, it’s going to be tight. It’s close. It’s 2,000. But it’s still a deal. So, that’s awesome.

Brent Bowers:
So, you’re going to make $2,000. This guy was super skeptical. You created rapport. I mean, you served this guy… I remember you telling me he wanted the contract changed. So, it sounded to me like he wasn’t our usual seller. Sounded like he was a pretty savvy dude. He bought this land for investment many years ago to build on it. He’s a builder in, I think you said Maryland. So, that’s the kind of dealings we do when we come into someone that’s super savvy. They want things done their way, but you were able to adjust it and pivot. And still making $2,000, so, hey, I call that a victory all day long. So, yeah.

Tracy:
It was.

Brent Bowers:
Give yourself a pat on the back.

Tracy:
Thank you. Yeah. He was very skeptical. And he was an old-school dude. He was saying things like, “Anytime I close on anything, I was sitting at a title company, signing papers. I don’t understand what’s happening here. You’re going to send someone to me.” So, every step of the way he kind of fought the process, but just getting on the phone with him anytime he was… he was texting me the whole time, keeping me in the loop. And I felt like he needed that little sense like, “I’m still here. This is not a scam. This is real. You’re going to get your money. You don’t have to worry about it.”

Brent Bowers:
And at the end of the day, you’re closing on this thing. And this guy’s probably got friends that have land. And he might even have more land. You never know. You’re building that bridge. And I find that the more you serve people, the more people they send our way. So, this might be just the door, the opening of a major opportunity coming your way. So, awesome. Awesome. So, I know you got some more great news.

Tracy:
Well, I did have a property that they called up and I was doing the script and it was going really well. And then she mentioned that there was a house on the property and it wasn’t actually vacant land. And then I was like, “All right, hold on. Let’s pause for a second.”
So, I got onto Facebook and I know that there’s a lot of wholesaling groups and people out there. So, I made some connections and I found a wholesaler in the area because I really don’t want to get distracted and start worrying about trying to wholesale a house in the middle of trying to do my land business, but I know that there are JV opportunities out there where someone wants to… you give them that lead and you can join up. And I talked with someone and she was like, “If I get any deal out of this, I’ll give you 50/50. We’ll split it.” So, I thought that was kind of awesome.

Brent Bowers:
So, a land miller is turning into a joint venture with a house wholesaler. That’s amazing. So, get it under contract. Get a joint venture with this wholesaler. And let that wholesaler run with it. And split the profit with them.

Tracy:
Yeah. That’s where we’re at. So, they’ve been texting me all day just to let me know where they are at in the process. And like I said, I’m not trying to spend too much energy on it. They’re running with it. I don’t have to do anything. So, at the end of it, if I get a check for any amount, it really was no sweat of mine. So, that’s good.

Brent Bowers:
You got your full-time job over here and you got your hustle over here and your joint venture partner, house wholesaler hustling. So, hey, that’s what I’m talking about. That’s having other people help you out to your journey, get to where you want to be. Part of your journey. Making money. So, all right.
And then you said you had another property under contract that you already started advertising?

Tracy:
Yes. So, I’m learning the things that I’m strong at and the things that I’m needing help with. So, this was one of those situations. I realized that I feel really comfortable with being on the phone with the seller right off the jump because they’re calling you. As long as they’re not screaming at me, I’m happy to have that conversation and talk about their land. I take all my notes. I research it. I don’t mind researching the property.
What ends up really stifling me is the next steps because I do work at a school. I really can’t make phone calls in the middle of the day. I’m around students. My obligation is to my full-time job between 7:30 to 5:00. So, I did call my little brother because he does his wholesaling. But I found that on the backend, if he’s going to help me out, I’m not going to pay him an hourly rate. We’re going to just share the deals that he’s helping me with. So, some of those things that if I can’t do it at work, I’ll just shoot him a text and say, “Hey, look at this for me.” And then we can always share that, but I feel like I’m going to get much more deals that way than having to worry that I’m sitting at work, I can’t call anyone. I can’t call the counties. I can’t do anything while I’m at work.

Brent Bowers:
That is so beautiful. You have created a partnership with an amazing wholesaler already doing business, already has connections. You’re leveraging. It’s you gave me a big enough stick, I can move the earth. And that’s all you’re doing with that stick. So, leverage is amazing in this business. I mean, I can’t tell you how many joint ventures and partnerships I’ve done with people. And it’s just gotten me so much further. So, good job. Love it. Amazing.

Tracy:
Yeah. So, I got this guy. He was… what does he have? He has four acres. And it’s on a mountain, Joshua Mountain, in North Carolina. It’s a beautiful piece of property. It’s in a gated community.
And he is from New York. He’s made a ton of money in real estate. He’s just sold up like five or six of his houses on Long Island. And he’s trying to move to the Philippines. And he said, “I got to get out of here. I got a fiance. I’m so tired of having to deal with this land and the taxes and whatever.” And basically, started out with… I offered him 8,000, then talked him down to 6. And then he was like, “I’ll give it to you for 5. And if you could get it done in 10 days, it could be 4,500.” And he just kept on going lower and lower. So, I have it under contract for [crosstalk 00:10:19].

Brent Bowers:
Oh my god. You’re like the most amazing negotiator. So, you just let him talk and he just kept talking himself down. And this is this big real estate tycoon that most people would be nervous to call. And this guy just started talking himself down the whole time.

Tracy:
Well, I think what helps is that I’m just being very honest with everyone. And the fact that I’m a teacher and the fact that I can use that as… I mean, it’s the truth, but he did call me on my lunch break. And so, when I got on the phone with him, the first thing I said is, “Listen, I am a teacher. So, there is a chance that I’m going to have to get off the phone quickly and call you back.” And right away, that opened up like a 20-minute conversation about, “Oh my goodness, you’re a teacher. And what do you teach? And kids today?” And he was going on and on.
And as we were negotiating, he was like, “Well, you’re a teacher. You’re trying to make… ” he’s like, “I don’t really care about money. I have enough of it. This is not going to make or break me, a $1,000 her, a $1,000 here there.” And it was really nice to see that. This is just something that I can alleviate this headache so he can move and get married and do whatever he wants to do. And he doesn’t have to have this property on his mind anymore.

Brent Bowers:
That is amazing. God bless his soul. You told him you were a teacher and you might have to get off the phone really quickly and that just opened up a whole other conversation. It was no longer about the land; it’s like, “Let me talk to my new friend, Tracy.” And that’s what you became. And now, he’s in your corner. He wants to see you win. He doesn’t need the 40… So, 4,500, you get… I’m just doing the math here. $4,500. Do this in 10 days. That’s, what? I don’t know. 1,100 an acre on a beautiful mountain? I mean, goodness gracious. Where’s the catch? What’s wrong with his land?

Tracy:
Yeah. I mean, I called up the county. They said it’s buildable. Their [inaudible 00:12:10] was there already. There’s well water and septic available. There is a little stipulation. I called up a realtor that had a property nearby that was going for kind of low. And I asked and she said, “Well, some of the building restrictions and the HOA are kind of strict. And there’s a lot of rules that they have. And a lot of people don’t like to necessarily follow them.” But there are houses there. And the land that she was selling was only like… it was four acres for, I think, 9,000. But she said it was because there was very little buildable space. It was very steep. And my property is not like that at all. So, she said, “Your property is not that steep.” So, she said, “You should be able to get… ” she was saying anywhere between 15 and 20.

Brent Bowers:
Awesome. Are you going to use her to help you market it?

Tracy:
We’re talking about it. I just marketed it tonight. I was going to try to avoid using a realtor, but I was going to get your feedback on that, like what your…

Brent Bowers:
I mean, I think about it. How many more… You want to be omnipresent with your land listings. How many more people can you get to help you as far as leveraging this. You show me a business owner that struggles, I’ll show you one without a team. This is probably your newest team member. If you can get 15 to 20 for it, what could you get for it if you only did, say, 3,000 down and, I don’t know, 499 a month for 60 months? How fast could we get this sold, Ms. Realtor?
A lot of times, realtors will do it for a flat fee as well. So, they could be paid from the down payment or paid the first two or three payments. However you want to work it. I find that once you start calling a realtor for listings, if you feed them deals as well, I mean, they’re going to be also finding you deals, “Hey, this one down the street, you can get for like 6K.” So, a lot of times when I work with other professionals in the industry, they send me deals as well. So, I would absolutely say team up with this realtor. Let her know, “Hey, I’m a school teacher. Just starting out. What can we do together?”

Tracy:
What kind of questions would you ask to say? So, I guess this is something that I wanted to ask you because it’s where I stumble a little bit, is when I am talking about price and things like that, I don’t want to almost give too much. So, how do you figure out what they’re willing to do or if they’ve ever done something like this before?

Brent Bowers:
Yeah. I just ask them like, “Hey, Miss Realtor, what do you think I can get for this? If we put this on the MLS, what do we have to have this at as far as a 30-day blowout price? Where do we need to price this thing at? Okay. 15K? Awesome. What if I help financing? Then what could we get for it? I also want to be in that 30-day blowout price still, but what if I help financing? And what price would that need to be for a down payment?” Because they might have a buyer already in hand that’s looking for a piece of land for 4,500 down and 399 a month. You open up the door to way more people when you offer financing. I see it all the time. When we’re asking cash-only for [inaudible 00:15:10], that’s a limited amount of buyers it seems like.

Tracy:
Right. That makes sense.

Brent Bowers:
So, yeah. I would definitely team up with this lady. And a lot of times, realtors will answer their phones all day long, 24/7. So, that’s the type of person I love on my team.

Tracy:
All right. Well, I’m making myself a note. That’ll be my next contact to get this because I just marketed it tonight. I already got a few emails saying that people are interested. So, that’s a good thing.

Brent Bowers:
You’ve already got buyers reaching out. So, I mean, maybe sell it to one of those guys tonight. Get a down payment. Do it.

Tracy:
Awesome. And then other than that four acres that I just got under contract, I also have an interesting lead that I been speaking with this woman. And I just gave the number to my brother who’s going to get in touch with her today. So, I haven’t talked to him. I don’t know what happened. But it was kind of cool because I answered her call. She was like, “I have some property down in Florida.” I looked up the APN. It was like showing it in the middle of water. And I was like, “I’m very confused.”
So, of course, having that conversation with her was very helpful because I was like, “What do you know about the property? I don’t understand. It looks like in the middle of the water.” She’s like, “It’s on a reserve. I actually have seven lots of land.” So, I was like, “Oh, well, that’s kind of cool.” So, I looked at it. And there are houses all around there. And it’s right on the water. So, it’s really pretty. But she does want 75,000 for all seven, which I’m not sure yet if that’s a good price. And so, I have to do a little bit more research.

Brent Bowers:
Seven lots in Florida, waterfront, for 75,000? I think it’s a good price.

Tracy:
Yeah.

Brent Bowers:
Just going off of my gut here. Seven lots. I don’t know how… do you know how big the lots are?

Tracy:
I don’t. I don’t know why on my sheet it doesn’t say the acreage, which is weird because all my other numbers are there, but that one is missing. So, I don’t know if it’s… I don’t know why. So, I’m hoping to get that information tonight from her. I have Daniel reaching out as we speak.

Brent Bowers:
Holy cow. I’m excited for this one. This one sounds huge. So, that’s awesome. So, here’s what I’ve seen. I mean, I’ve done this in the past and I’ve seen other people do this. A lot of times you can do a onesy like, “Hey, let me… ” it’s also called a takedown. “Let me blast one of the lots out and see if we can sell it and go from there.” You figure out that one of those lots sells for 35,000, you got a deal when you’re buying all seven for 75,000.
And I’ve found that sellers are willing to kind of let you dip your toe in the water or do a takedown, if you explain to them what’s going on, “Hey, I’m out of state. I’m a school teacher. I’m still new to this. I want to see if I could sell one of these lots. Let’s just do one right now, but I want to lock in the remaining six at the 75,000 price.” And I haven’t had anybody tell me, “No,” yet. Well, actually, I take that back. One guy did say, “No,” but usually people are pretty open to it. And that’s fine. That’s why you’re getting that deal probably is because you’re going to buy all seven from her. Yeah, I would do all your due diligence, get it done pretty quickly and keep moving with that one.

Tracy:
Yeah. I did see that right close to there were lots that looked similar size and they were going for 28. I just wanted to do a little bit more research as I got home tonight. And I’m going to look it up tonight and make sure I get those numbers more accurate, but I think that’s going to be a big one too. I’m feeling really confident about it.

Brent Bowers:
Let me just make sure, 20,000 a lot, right?

Tracy:
Yeah.

Brent Bowers:
So, about 196,000 worth of land. You’re getting it for 75,000. I think those numbers work out pretty well. It’s about 261% ROI. So, there you go. Use the script. Get her a little lower.

Tracy:
I do think I’m going to be able to get her lower, to be honest. I was thinking more like 60. And we danced around that number, but then I was like, “I need to do my due diligence and make sure that this number is even… ” She was kind of hemming and hawing about it, but I got Daniel on it. So, that helps too.

Brent Bowers:
That’s awesome. You know what I love about a anchor, it starts to pull people down and pulls them your way. They always start with their kite, which is a high price. And you give them your anchor. And you know what a anchor does with a kite? It pulls it down. So, if you’re at 60 and she’s at 75, I’m pretty confident you could be pretty close to 65, as far as purchase price.
What’s next? I know you had a whole list of laundry.

Tracy:
Yes. So, then I just had a whole bunch of… I still have calls coming in. I am setting up my next mailer. I haven’t done one in a couple weeks because I had so many-

Brent Bowers:
You got overwhelmed?

Tracy:
So overwhelmed. And I needed to slow down a little bit, but I am going to be setting up another mailer to go out this week. And I would like it to be about 3, 400-piece mailer, but I still have a lot of leads that I… I just called them all back tonight, left messages. And we’ll see. I mean, most of them are not what I would consider hot leads because they’ve already said that my price was way off and they’re not really willing to negotiate, but I still gave them calls and we’ll see if anything comes out of that.
But I will say that something that you mentioned was sometimes someone just sits on that mailer. And I’ve been getting people calling from my very first mailer back in January. So, I’m like, “This is awesome.”

Brent Bowers:
That’s awesome. That is really cool. Not bad. About a month and a half later. We see that a lot. I don’t know if I was telling you about this, but I just had a friend that got a call from a mailer he did in 2004. Now, this guy has been doing this a long time. Way longer than me. But 2004? You got to be kidding me.
What had happened was he had gotten that land offer letter and stuck it in the file with that land and had passed away and left the land to his children. And his children found the file with the land information and the land offer letter and said, “Hey, this offer from 2004, is it still good?” And he’s like, “What property is this?” So, they gave him the assessor’s parcel number. He looked it up. And he’s like, “You bet your butt it’s still good.” So, he got a smoking-hot deal from a price from 2004.

Tracy:
That’s insane.

Brent Bowers:
Yeah. It’s absolutely insane. Actually, I’m not sure how in the world someone keeps a file that long, but it happens. I guess it happens.

Tracy:
That’s incredible.

Brent Bowers:
All right. So, next mailer going out.
What is the next step? What do you need help with?

Tracy:
I got one more thing for you, which is [crosstalk 00:21:52] one. So, I am 100% sure that I have this smoking-hot deal. My very first baby here because it is my waterfront, beautiful… not waterfront, but waterfall, right down the road, gorgeous property. There is a very similar lot on the same block selling for 25,000. So, I priced mine at 21. I put it out anywhere I could possibly put it out. On Facebook. I did 20 groups, so I didn’t get flagged. I got a lot of responses. I also did Craigslist. I got a lot of responses on that. So, I put it everywhere I possibly could on the free sites.
And I can’t even tell you. I would say that I’ve gotten maybe about 25 to 30 people really interested. And I’m answering all their questions. I’m providing the website that has the map on it. They could look at all the things. But I feel like it’s a lot of wasted energy because it tends to go nowhere. People are like, “Oh, I love this. This looks awesome.” And then I’m like, “Okay, are you interested? Are you going to put an offer?” And then they just fall flat.
So, then I lowered the price from 21. Now, it’s at 18, which I think is really low. And I’m willing to go lower if I need to, but I wanted your expert opinion on this because kind of losing my mind on what you do when you have a really nice piece of property. You know there’s no problems. It’s buildable. It’s amazing. It’s in this community that is just gorgeous. Yeah. So, that’s where I’m at.

Brent Bowers:
Well, first off, keep the faith. That’s a great amount of responses. Holy cow. And once I see that many, generally the buyers are telling me something. What are they telling you? Who has said the same thing more than once? What is it? Is it a down payment issue? Is it a monthly payment issue? Is it a question as far as access? Is it buildable? Where’s the disconnect? Why are people not pulling the trigger? What is the same thing you’ve heard more than once?

Tracy:
I would say the HOA, that they feel like it’s too high.

Brent Bowers:
Okay. All right. So, that’s a very, very good observation. So, I started out in a HOA area out in Colorado, this place called Forbes Park. And come to find out, I had… supposedly, I had talked to another real estate coach and they’re like, “You committed land suicide. You bought in a land owners… ” or, “You bought in a HOA.” I was like, “No, this guy’s wrong. I love this land. It’s beautiful.”
So, what I did, I started selling the HOA. It’s actually a land owners association. When you call these guys, they’ll plow the road all the way to your land. They’ve got a business center that’s got internet and tables. They’ve got a water point to fill up your RV. They’ve got a dump station to dump your gray water and your black water. They do this potluck every single quarter. So, it’s an amazing community.
And I started selling the roads and the business center and the RVs. And literally, it was a paradigm shift for people. They’re like, “Oh my God, $240 a year? That’s so worth it for the internet and the dump station and the water fill-up point, and you name it. It’s literally like white-glove service, this gated community. You call them before you go in and they’ll plow the snow all the way to your land.” So, figure out all the stuff that their HOA offers and really sell it and make that… what do they charge per year or per month?

Tracy:
I think it’s close to 300 a month.

Brent Bowers:
Okay. 300 a month. So, it sounds like there’s a lot of amenities.

Tracy:
Oh, it’s got a golf course on it. It’s got pools. It’s got tennis courts. The one with the four lakes and its waterfalls. It’s just gorgeous.

Brent Bowers:
Golf course, pool, tennis. What else? Lake.

Tracy:
Lakes, hiking trails.

Brent Bowers:
Hiking. Okay. So, you need to sell this land to golfers, people that play tennis, people that want to… whatever. What do they call those kayak boards that stand up? Paddle boards? Find groups. Hiking, hikers. These are the groups you want to be in to sell this land. You’re selling it to golfer. You’re selling it to people that want to literally swim-train their children in this pool. Tennis players. This is a little… this is a very small niche. But you sell someone that likes doing this stuff a piece of land in this area, this is their future home. So, I think you might just be in the wrong spots. If we’re talking to buy-sell groups, a lot of times people are pretty cheap in those groups, they’re looking for a [inaudible 00:26:28] deal. You might not be getting in front of golfers and tennis players and the standup-kayak people, those types stuff. How do you find them? Find the groups. Find the Facebook groups that those guys are in. That’s my first recommendation. And sell everything that they offer in this HOA.
I wouldn’t even mention the HOA fee until they ask. I would just mention… I would just sell everything they offer in there. And I wouldn’t even talk about that. Now, definitely disclose it when we sell it, type thing. But you just want to make sure you’re offering all those benefits.

Tracy:
Okay. And then when it comes to the price, when do you feel like, “Okay, I have to start lowering or thinking that my price is off?” even though I don’t think my price is off?

Brent Bowers:
It’s usually the down payment. It’s usually the down payment that seems to… for me, for our buyers, it seems like it’s the amount of down payment that slows people down.

Tracy:
Okay. So, if I adjust the down payment, it’s almost better than adjusting the whole price?

Brent Bowers:
Exactly.

Tracy:
All right. Well, hopefully, I will get this one sold here in the next week or so because I’d like to have a second one under my belt. And now, I feel like I have these other two in the wings. And I’m feeling really good about all this.

Brent Bowers:
I would also reach out to builders and developers in this area. Anybody that’s building a house, spec home builder, developer, look at meetups in this area in that county, and talk to them about it as well because this sounds like a great buildable lot that they could put a actual spec home on of some sort. And same thing for your four and a half acres out there on the mountain in North Carolina.
So, I just think that you got to get in front of the right buyers. Sometimes it might be even a builder. And you’re $21,000 price is going to be nothing to these guys because they’re used to… I mean, if houses are selling… what are they selling for in that area on average?

Tracy:
So, there are houses that go all the way up to a million. The lowest ones are about 200,000.

Brent Bowers:
Okay. Let’s just go off the lowest price, 200,000. And a builder can usually pay about 20 cents on the dollar of what that house would sell for brand new for the land. So, 200,000 times 20%. That builder could pay almost 40,000 for that lot. So, I would just start calling those guys as well. You just got to talk to the right person. And, like I said, hold the faith, keep the faith. You’ve had so many responses, so much interest on that thing, it’s just going to happen. You’re going to be like, “Oh my God, there it is,” type thing.
And it gets a little redundant answering those questions, but that’s why I like to get help. And the people that answers all those questions for me, they love doing it. That’s their personality type. And they love their job. So, me, I’m just like, “Oh my God, I’ve answered the same question three times. I’m done.” So, sometimes I find that I’m not the best person for land [inaudible 00:29:23]. And I’m not. That’s why I got help with it.

Tracy:
Okay. Awesome. Yeah. Other than that, I’m just rocking and rolling and doing my leads and getting things done. I love it.

Brent Bowers:
Well, you got a lot of wins. You got the first one wholesale out. You’re going to make some money on that one. You’ve now got two partnerships, is what I’ve counted helping you. You found a house deal with a land miller. So, you got that person helping you out. And you got your brother now. So, I see a lot of things happening. So, hopefully, by the next time we talk, you got your cash in your pocket from the Colorado land that you wholesaled.
So, just get to the right people, as far as this waterfront lot. Maybe lower your down payment. And sometimes it’s just having to extend the term. That’s okay. I’ll take payments for six years, rather than five. I don’t really care because at the end of the day, I’m just doing a volume game. I don’t care what I get for the land as long as it’s a profit and it’s coming in my bank account each month.

Tracy:
Very good. I’m on it.

Brent Bowers:
All right. Any other questions?

Tracy:
No other questions for now.

Brent Bowers:
All right. Have a wonderful night. I’m happy to hear everything’s going good. And I’ll talk to you soon.

Tracy:
All right. Thank you, Brent.

Brent Bowers:
You’re welcome. Bye-bye.

Announcer 1:
Okay. So, that concludes another exciting episode. And with one more episode, just one more, to round out that 90 days, be sure to tune into next week’s episode where we will learn if Tracy has actually gotten that first check in her hands, or maybe she’s even gotten more than one. You’ll have to tune in next week to find out. We’ll see you on the next episode.

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