Ep 575: Real Estate Syndicate Podcast: Million Dollar Land Deals With Anthony Gaona

Transcript

I'm a a real estate investor based out

in San Antonio Texas and um I I've been

doing construction for you know 20 plus

years since I was a kid with my dad's

company um so I thought I was going to

be like the world's biggest best baddest

like flipper ever but I early in my my

days I got a land lead that made like

almost 100K my first deal like one of my

first deals

[Music]

so uh I stuck with land long-term and so

now I'm doing full-time land investing

Texas only um specifically Farm and

Ranch that's all I look at I love that

so that's dope man I know you I've

The Transition to Land Deals.)

shared some of the deals I've seen

online some of the deals you're doing

like can you share what's the size like

of some of these deals that you're doing

um I have a group it's called a

million-dollar land Mastermind so we

look for land deals that are $1 million

and above and uh specifically

unrestricted Farm and Ranch rural type

property so like you know somebody

brings me a quarter acre downtown for $2

million I don't know what to do with

that I'm not a developer per se but uh

yeah ideal is just a a big farm 50 acres

100 acres 200 300 acres you know

somewhere out you know South San Antonio

you know Way Way north of Austin or you

know west of Fort Worth something crazy

where no one there's no investors out

there right there there's not crawling

with wholesalers and and flippers that's

what I'm looking I'm looking in the

outskirt specifically uh unrestricted

land I love that so yeah I think that

that's super cool and you don't really

hear anyone talking about that that's

one of the reasons I was excited to have

you on here just to kind of break that

down and you know because I I know ni

nothing about it I'm sure Val's in the

same boat um how how did you get in into

that is that did you did you start

residential and then start doing the big

land deals or right from the rip is that

what you were focused yeah dude I guess

it was just a grace of God really man um

I I pulled a I have a marketing

background right so coming into real

estate five and a half years ago uh I've

been doing online marketing for you know

probably now 17 years or something right

so I have a extensive online marketing

background and offline marketing right

because I did marketing for my dad's

company when I was a kid to like door

knocking code calling all that um so

coming into real estate I i' never been

to a closing before never bought a home

before like never been inside the

company I you know what they do and uh

but I knew that I saw some some

wholesaling videos on YouTube I knew

coming in that if I did a ton of AD

advertising that I was going to get some

deals so I spent like 25 or 30 G's like

in my first month of being in real

estate knowing nothing right never being

done closing or nothing um not not part

of anybody's team I'm just like a guy at

my house and uh um yeah I shouted out a

ton of marketing I I ordered like 1,00

bandit signs I took out Facebook ads

goba lands like I just went crazy to see

what would move the needle right and

yeah I got a a landal over by Fort Worth

and was 46 acres and and I made over 85k

so it like that made me just gravitate

towards land like I thought I was going

to take on anything like I said the

house I flipped a few houses and since I

was a kid two weeks me and my dad did

construction so we flipped houses for

other people we were the contractor

right when I was a kid uh so that's what

I thought I was going to be doing coming

into real estate said I got this you

know construction background I'm I'm a

licensed contractor you know what I mean

I got my own money so I was like I just

be the best house flipper in the world

then I guess but that's all it takes and

and like said I got lucky I got a big

land deal and uh it made me realize that

like hey if I can make 100 G's and I

didn't and pick up a screwdriver there's

Marketing and Lead Generation.)

no way I'm going to go flip a house you

know that was the mindset yeah super

cool so when so you dropped all this

money marketing I mean that's crazy it's

your first month just to like have the

confidence to you know drive as much

money were you you worried at all or you

not all I had a conversation with my

friend his name is Sean ay he's a roofer

of Corpus Christie and I told him I said

dude I'm about to get into real estate

right I had even started yet and we

stayed on the phone till like 3: in the

morning I talked to him for like two or

three hours I told him that I was going

to get into real estate I was going to

start a holding company I was going to

start landing on land I was going to

start a credit company I was going to

start lending money I was going to start

developing I just give him the entire

picture uh to where I am right now fast

forward five and a half years later I

love that so how long did like when did

the real estate come into like your mind

as what you wanted to do um dude I was

on a this is like right before Co

sometime maybe like 2018 I think it was

or 19 um I was looking to to build a

house for myself because my my roofing

company was doing pretty good I was

doing Commercial Roofing so you a

million dollar roof big projects and

lots of lots of zeros behind those

checks so I said I'm going to find me a

cool piece of land I'm going to build a

house on it me and the kids and the

wifey well uh I I looked up on YouTube I

went and I said how do you buy land for

cheap and then I saw people were getting

contracts and then selling the contracts

I said what the hell so I started

researching wholesaling done shut my

Construction Company down dude yeah yeah

so I started I started doing real estate

I just I just learned I said wow because

if I sign a million dollar contract and

I'm going to go out and make three four

500 Grand dude that's a yearlong process

year and a half suing the insurance

company fighting with the insurance

agents you know what I mean like just

crazy stuff and then um you know doing

this I said well you get the contract

and then I just sell the whole contract

and then I keep all the profit and I

don't got to do nothing yeah then I'm

out of construction then mhm that's wild

yeah that's how it work for me I've been

entrepreneur for about a decade and the

marketing background to is very similar

and uh it was crazy I'm like God this CU

I always want to get in real estate I

thought you to you know how to fix stuff

and have all this crazy stuff set up and

experience and connections and

everything obiously does help when do

big deals and other things but like I

didn't know you could just get started

and just do sales marketing get a

contract and how be done because we were

doing uh we're managing like uh ad

campaigns and building like uh systems

and for other other companies uh for

cardio ships okay so it was cool we

making money but then like it there's so

much to go and do we managing there's

always like a fire to put or someone's

un happppy or you know you got to get

clim drop off get a new one and then it

was just like constantly and then Co hit

we lost all our clients overnight pretty

much because nobody could go into

dealerships and they're like reposit our

marketing Fu so um I'm like what's try

this whole family reading about and I'm

like w that was way better did you

notice the same thing coming in having

that marketing background did you feel

like you got momentum quickly in real

estate yeah I kind of um so yeah I'm

kind of happy at D learn so I tried to

come in with like a white belt mental by

a little course and I'm like I'm just

going to do what they say then after

like why is no one doing marketing stuff

they said why okay I didn't know that I

know you had that marketing background

that's strong D so I'm like oh cool I

can just you know do this oh cool it's

just yeah and everyone's like wow you

been fire it's like no it's like lot of

Industries you

know that's half is that's the hack

right that really is the hack I think

that's where the light bulb came on for

me I was watching those YouTube videos

and researching these wholesalers and

looking up all the gurus I could find on

YouTube and they kept saying marketing

marketing marketing and I wasn't making

the connection dude I'm like I'm a

marketer I think I feel like one of the

best marketers in the world you know I'm

not seeing the connection like why are

they talking about real estate with

marketing there still not no bails going

off and then the more videos I watched I

said oh damn they're doing Mass lead

generation and just monetizing the leads

I was like come dude yeah no I love it I

think it's a super cool opportunity like

that you know it's like the bar entry is

so low I mean but it's uh I feel like

there is a big disconnect a lot of

people are like oh it's going to be easy

because there's a sales piece too and

you have to deal with projection you

have to know how to do marketing and

there's definitely a learning curve if

you never done that stuff before but

like you said I thought you have a huge

leg up and

yeah yeah just came in like a ninja bro

like I said like literally like just

tons and tons of leads more leads than I

could handle so I immediately started

going to all like the local gurus like

the big people like MIT and CH and Mike

and just all the the guys Logan and Ryan

they all started helping me and all I

was doing was bringing leads like check

this out it looks like a good lead to me

I don't know nothing about real estate

but I wasn't bringing obviously trash

they were like pretty pretty well

targeted leads so I was bringing some

decent stuff so they were willing to sit

with me and and they probably would have

done it without it but I'm just saying

like I didn't come in and say hey help

me I came in and said hey I've got

something so I think stting yeah

starting with that marketing first well

okay well this kid a lot of leads and

Land Deals vs. Residential Real Estate.)

what was beneficial on my side is like

well if this guy's too busy for me this

guy's not and if this guy is this guy's

not so that's I kind of just round

robbing with everybody to just quickly

learn and I was bringing something to

the table so I wasn't begging for

nothing U but it really was the hack so

I do say it's easy I really still do

believe it's easy it's just like uh I

think it what what what does somebody

mean by easy because you mean easy like

oh it's you're just going to wake up one

morning and checks are start in the bank

no like you get up and you do the effort

and then there's going to be results

same thing like if you go to the gym

right Say Hey I want to get my arms

bigger well that's not a challenge

that's not something hard you a little

bit more protein and you get in the gym

two or three times a week and that's it

just hit arms only if you want to if you

just want to do right and it's just like

a point and shoot type of thing so I

feel like that with real estate I guess

maybe it's my marketing brain that makes

it that simple but I really do think

it's easy do Mass marketing you're going

to have lots of phone calls if you said

lots of rejection lots of crap lots of

trash to to burn through but 100% chance

of success if you're running the leads

and converting some of them right yeah

that's the biggest thing like yeah I

like how you said it's what's your how

do you define easier what's easy to you

it's like yeah I think it's easy as

so I sit in office and like I could be

working outside you're not on a roof

somewhere screwing in metal panels right

yeah I guess that's what it is too bro I

grew up in construction I put in

hundreds of thousands of feet of wood

floor glue down floating laminate I've

done stairs marble stairs like I could

do marble showers dry dry pack all the

mud and tie in all the drain I'm the

best contractor You' ever seen in your

life like my stuff is so precise dude

I'm so like crazy about the way my stuff

would come out I feel like an artist

more than a contractor right but bloody

knees you know tiles jabbed into your

knees blood flying out you just freaking

put some tape on it and you keep going

almost cut off your feet or you're in

the hot sun having a heat stroke I had

to get off the roof one time and just

hold up like bags of ice in the back of

my neck for hours I thought I was going

to die you know and then somebody's like

real estate's hard I like punching him

in the face dude like oh dude shut the

hell up you don't know what hard is I

guess maybe they're just too soft man

like yeah I don't know yeah I guess

maybe I don't I try to figure I think

about that a lot why do people like

think the way they do or like why I

don't know I think because they've never

been through anything that challenging

right so you come out of school and you

come out of college and then you work at

Taco bille and then you work in an

office somewhere in the student time you

get your check every week you didn't

have to do nothing just show

then you go into a business where hey

there's effort involved there's money

spending more money risk involved doing

marketing and you're going out you're

wasting gas and wasting days and the

bills keep coming so people die before

they get a chance to get momentum

because they didn't they couldn't get

started but um I think the way that I

recommend somebody to start is to have a

stable income first yeah like don't just

jump off the building and you don't have

any wings like start uh I like to see

somebody having a stable income even if

you are working at Taco bill at least

your bills are paid every single month

you have to worry about that and then

your real estate do a side hustle until

your real estate business starts to make

more money than your other job yeah

that's smart I that's definitely doing

on easy boat and just like you don't

have to deal with the Stress and Anxiety

like what like I let everybody down

and I lose everything which is a

possibility right so yeah have some kind

of stable income first and then build on

top of that and then and then you'll get

to the point to where even you're you're

real estate income you don't even need

that anymore right then you go into like

you know borrowing and then stacking

debt from other deals and stuff like

that so then you can play higher level

games but you got to at least start with

that start first start with that stable

income yeah I love that that's a great

point so uh what's kind of breakdown

what is the typical deal like look for

you how do you find it it's like you

know someone's like okay I don't I know

I know they residential but it's like

you know they understand what

wholesaling is how do you explain you

know like what's different between

residential I guess and what you do so

it's very similar kind of the same thing

right so instead of you pulling a list

for for threes and you know pre

forclosures or something or mobile homes

on land just pull land only that's it

just pull land um I would crop out all

the Bear County just gone and then I'll

just work all the outskirts um all the

counties that actually touch Bear County

I don't want to go two counties over you

kind of out in the sticks in the middle

of nowhere unless you're going to buy

like 2 th000 Acres then then you might

think to get 5,000 acres for 2,000 an

acre maybe you know a little Milly but

if it's going to be something that

you're going to want to sell to a retail

end buyer developer I would say the

counties that touch the main part of the

city so same thing like uh for Austin

I'll crop out Travis and I'm only going

to do the counties that touch that

County uh yeah just stay away from the

middle of the city because in the middle

of the city is where you're going to

find a a quarter acre lot you know for

$100,000 right I'm sure there's money to

be made there maybe throw up a house I

don't even know what the play is but

there's something that happens there um

it's not what we do because those are

extended timelines right and maybe you

get lucky and you find a diamond in the

rough and you find something for a hundo

downtown that's worth a million right

maybe that comes up but um if you want a

consistent good deal where it's a winter

every single time you go get like 100 to

200 Acres out in the county right like I

said there's still water and there's

electric and stuff you want to be so far

out that there's nothing I say my cuto

off points about 30 to 45 miles M right

is it's probably a good cut off right

outside the city 30 minutes driving time

and then a public water you know even

well water whatever as long as there's

some kind of water source they available

100 200 Acres uh with as much Road

Frontage as possible

right so if this is the property let's

say this first line right here this is

like the edge of the property and this

is the other Edge if this is the road

right here that's a bad ass property cuz

it's long along the road but if it has

this much road and the property goes way

back there I'm not even going to look at

it they're just giving it away right uh

but yeah so the properties that have the

most amount of Road front edge 100 200

300 acres and then we just split them

off into tens man and resell them that's

it done that's W very simple pointy

shoot game how how do you how does it

work running the number how do you know

if it's a deal or not if someone's new

is it just you just how like how do you

know is this worth looking at or like

brings you a deal what's your like

thought process I I teach my people to

do something I call ghost ads so a ghost

ad means that it's an ad doesn't point

at anything it doesn't so if the owner's

looking up you know he sees your thing

on online and he's like that's my

property this is just an ad it say you

know it says Medina County 10 acres you

know um what we do to test the market is

we we'll put ads out for properties that

we haven't even contracted yet so we're

not selling any properties a ghost that

I I'm not selling anything all it says

is a 10 acres in this particular area is

and I want $1.99 and then if your phone

starts to melt then that's a badass

property for that price right and then

if it doesn't we just continue to drop

drop drop drop until we find out what

the sweet spot is and then we make our

offer based off of that that's super

cool yeah kind of reverse engineer the

offers yeah so if you don't know at all

I mean you can run comps but we like to

do something a little better than that

yeah I like that well how long does that

usually take them me get that feedback

guess if it's a better deal like faster

it really depends how hot it is yeah you

you'll put something out and your phone

starts melting and you know you know

what time it is and then you'll put

The Process of Land Development.)

something out and it's been three weeks

and you've got four messages so then you

start you know trying to drop the price

maybe once a week until until the that

local market start to respond to that

price wow yeah I like that super smart I

think it's very very interesting way

looking at it's a good way you get that

feedback real time feedback bro there's

no data like oh the comp say I don't

give a what the comp say like does

that dude want to walk it tonight or

not yeah and the guy's like hey I want

to go see it now like wink at somebody

like hey dude I got Saturday I got cash

in my hand right now I don't want to

wait till Saturday somebody needs to go

open that game damn that's a good price

lock that up right yeah I feel like

that eliminates a lot of the like oh I

can it after try to drop the price and

like that's one thing I don't like doing

man I don't like Contracting stuff that

we're not going to close on stuff that

we can't perform on if we're going to

lock it up that's let's sell it and then

and then if not if it's if it is an if

let's let the sellers know hey dude look

I'm going to attempt to get this done

for you but I can't promise your price

is crazy I'm going to try to help you

and then bam we'll go to blast and

nothing happens I told you right then

it's okay to drop I think at that point

like dude you really need 100 can can we

work with 70 that's the best offer I've

got it's 80 and I'm going to make a

little something so uh uh I think if you

set that up up front that's good but

people that are just like haphazardly

just locking stuff up and dumping it and

playing with people like that it's not

cool I've been I've been on both sides

man where yeah where we now somebody

you're expecting something to close and

it doesn't and yeah people start to make

plans with that money they start to

spend money they don't have oh yeah some

people are moving across the country and

it's crazy yeah so I hate when

people do that to people just get

contracts or just dump them yeah no it's

awful yeah especially like yeah I don't

know just be

transparent just talk to know can't sell

you can't sell that's cool man we we

tell sellers that all the time like I

can't help you with that price here's

the price I can help you at where you're

at right there we can list it you can

list it for yourself like you know what

I mean but that price is there's nothing

I can do with it I'll even try to help

you for free you want me to list it for

you and I'll take the calls and you'll

pay me nothing I'll do anything I can to

help you uh but but beyond that yeah

we're not going to you know we can't

just like I said you just at least

inform the person of what you're what

you intend to do right yeah I think it's

pretty easy man yeah makes it yeah lot

more simple yeah but uh yeah so um what

is so so I get all that um what's the

competition level like compared to like

residentials there a lot there's none

there's no competition at all complete

blue ocean yeah there's nobody coming

there's nobody coming forever no there's

nobody coming that's awesome so is there

um like are the as far as the seller is

it like the same type of situations

they're going through is why they want

to sell or is it these sellers are rich

they've owned that property their whole

life like this dude's been a millionaire

since he was eight since Timmy since

Grandpa left them the land you know and

and they still they still have the land

so if he ever got into a money J you

could just clip off one acre off the

corner and sell it for 5050 Grand you

know so they're not in money trouble

nothing some just sometimes just like

life transition they're older okay right

uh Boomers and uh they they have kids

they want to like oh I'm not going to

leave nothing to my kids you know I'm

spend all the money or it's uh you know

I don't want them to fight over it so

I'm going to sell it and give them each

half the money or uh you know I'm going

to sell it sell their finance and

they're going to leave them cash flow

you know what I mean so everybody has

different ideas so I think that's the

main thing in this business is we don't

come in as the buyer or The Flipper you

know the cool City Slicker we come in as

a consultant like hey you have this

really really expensive asset that's

very hard to move you know it and I know

it do you want me to help you get the

money out of this thing yes or no and

that's it that's pretty much the whole

conversation I love that that's and then

so do you is so is it like um have you

broke it down to you have like an avatar

of like so I think kind of broke it down

there too is it like a certain age range

is it like is I'm sure it varies yeah no

we don't pay attention to age at all but

but if you were going to pull some kind

of metric I think hit everything so I

don't care what age they are uh but if

there was going if you wanted to get

very very specific targeting like maybe

on Facebook or something then yeah then

I would probably say people like 50 and

older yeah yeah they're the ones that

own 400 Acres a th000 Acres 3,000 Acres

yeah they're older boys yeah nice

transitory phase of their life that

makes a lot of sense that's cool so what

um so so you get you get the deal um and

then you just realiz I like how you you

made you did um you did the deal and

then you just you found as working you

just kept running that play and you just

kind of did you real when did you

realize like go I think I'm on to

something dude honestly before I got

involved real estate like I said I

already saw once I saw that hey I'm

going to do Mass marketing and I'm going

to sell the leads that already told me

hey well I'm just going to get every

other everybody else's real estate

companies involved and then we're all

going to start to raise Capital together

to to handle the leads that should be

bought and sell the ones that should not

so I saw the vision early early early

but I think when the light bulb really

came on like when when things became

tangible um after I had did a couple of

bigger land deals I I noticed two things

I said okay it takes a lot of time and

it takes a lot of capital to find these

types of deals but there's a lot of them

out there but it's like a needle and a

ha stack right uh cuz I'm looking for

deals where I can make like 50 or 100 or

more right and uh so I said okay well I

can continue to inject my own Capital

back into this business over and over

and over again or I can do I can capture

more time you know that's the only other

asset class that we can't spend more of

right I said what I'll do is I'm going

to start recruiting a ton of people to

help me go out and get these types of

leads and then they'll spend their own

Capital bringing them and then when they

bring them in I'll teach them what to do

help them raise the money close it

negotiate it everything I'll just kind

of Be Like That central point and then

all you guys like you know come over to

me and I'm going to help you guys do do

the deals and uh so I had a vision for a

mastermind

and I said instead of starting a

mastermind because people come in for 50

bucks 100 bucks a mon and then they get

bored in a month and they leave I said

I'll I'll white label with CRM I'll get

the CRM product slap a label on it and

then make that the product and when you

when you subscribe to the product then

you get added to the Mastermind so they

got two layers of of you know being

locked in engaged and then for your CRM

if you upload all your leads and all

your contacts and all build out all your

pipelines and all your crap you not

really can't just quit one month to the

next and take off right so you're going

to be here for a while anyways might as

well enjoy the show so then they're

coming to The Mastermind and then sure

enough man um we put it together about

three and a half years ago and yeah

right now all my lead generation is off

wow yeah so it all comes from the

community now that's awesome that's

super cool yeah I like how you combine

the community and the CRM because we

have U we we have a Crum company too and

we have we have the Mastermind we we

keep SE there obviously a lot of overlap

like there's a lot of people they

they're in both uh but we kept it

separate but I like how it's kind of

things that usually our best people are

the people that are in the community um

and like Vice vers the best people that

are doing the best on the CRM are

usually in the community that's dope man

yeah I think it goes kind of goes hand

in hand it's like if hey if we're going

to like train for like boxing right

we're going to need some gloves yeah so

I think iel like the CRM is kind of just

that first point of accessory that you

need to even play the game so that was

that was a thinking there so it was just

wi labeled a ghl product and know we

didn't build nothing out but uh that's

all it was it was just for us to like I

said get all these people in the room

that are first interested in land and

marketing and and and being in a

mastermind I love that that's where it's

at it actually worked it worked yeah

that's a great idea yeah I like how

they're you you values in the community

to right that's where all the money

comes from yeah our CRM did like over a

million in 2022 it did a lot less last

year and probably less this year right

because now everybody has a g agency

yeah um so um you know we knew that was

going to be okay but we didn't expect

that to make a profit that portion of it

like I said now our marketing costs are

zero and this is the most deals we've

ever done before it's is all coming from

the community now I love that that's

huge yeah kind our mindset has been

different because we saw that same thing

like go it's kind of we're just

competing against everybody and like we

don't really have a you know value offer

um like that's different set as a part

so we we went back and went back to the

drawing board and we decided we're just

going to build people custom crms on

High level like for them we connected

with open Ai and do some other stuff too

and then just kind of design like their

processes um and just make it easier so

that's beautiful man and then and then

coming from somebody who has a marketing

background like yourself like that's

powerful and I think I wish more new

people knew the value in that of of

having a powerful Marketing System

because if you don't have anything if

you can keep your Marketing System in

life then your business will drive that

was always my model getting into

marketing and uh online stuff back in

the day like I said offline too it's

like as long as I can keep the marketing

machine alive then uh my life will go

well right and and when I started of

course things were not going amazing

right like all stories but um I saw I

said well then the marketing machine

needs to eat first yeah so then I would

get whatever kind of a money I got 500 a

th000 anything I'd feed the marketing

machine for like three or four months

and then whatever I had left that was my

living money and then every time I got

in another hit of cash I would just

stack the marketing machine Higher and

Higher and Higher and it always kept me

alive so that way as I'm bouncing around

as a contractor from job to job I still

had like some money buried over over

here that was actually producing more

and so that I think for new people that

don't have a system in place they

definitely need it that's like the life

blood like the heartbeat of your whole

company and I wish more new people knew

that yeah I think you guys get M you

just get one thing I'm sure you'll get a

bunch but if you only he just that part

Ian that's huge that's where it is bro

it's like it's actually it's literally

the heartbeat like oh I don't have one

of those well then you have no company

at all in my op in my opinion if you

don't have a CRM you don't have a

business at all you're playing yeah

you're you're like a hustler I don't if

that's a negative connotation there but

I mean like yeah you're like a street

Hustler it's great that you're doing

amazing things but you're not in

business until you have a CRM you have a

of business I think just that having

that the marketing machine eats first I

mean that's so it took me so

long to it takes me Fe that bastard no

feed back to realize that like I

literally went back I'm like huh I'm

like you know these months I did really

good like the end of the year get my tax

when I first started out I'm like but

these months I didn't I'm like what was

different I'm like oh I put more money

into marketing months before then you

know you saw the lag I'm like oh I'm

lucky like God's patient with me like

giv same lessons multiple times it takes

me a while to sometimes things to click

once they click I get it but I'm like I

feel like that should clicked sooner I'm

like it's like so simple when you put it

the way you just put it like when you

put money into marketing you know money

comes back on the backend it's working

right it's good marketing feed that guy

man so so starting in real estate with

that same mindset right we start making

money and we start recycling all of our

own Capital back into our deals back

into our deals so what are you doing

you're running on really thin margins

because you're trying to grow right you

see another good deal buy it see another

good deal buy it another buy it and the

next thing you know you're got to cash

right all of us uh but now where we are

is we're getting to a model where we're

stacking the the opportunity so high

that now we need to go raise Capital got

now we got a whole new problem that

never existed before yeah that's a great

problem to have and I was yeah I

appreciate before this we got to listen

to One your Capital raising calls um

it's super insightful and then that

makes sure the reason you have this

because you guys are having so many

deals because the competitions there and

there's so many opportunities that you

got to figure out how to get more of

them so that's super cool so when did

that become a problem like I have so

many deals I need to

find I'm telling you man I kind of I saw

the vision on this thing so I already

kind of knew it was coming sooner or

later but then when it hits you in rea

you're like oh damn okay it's here and

you're never prepared you can never be

prepared enough I would say it's

probably happened about two years ago

maybe is is like when the lead flow

start to get tremendous and then just

about two years ago is when we started

that million dollar land Mastermind so

now we have people bringing us

opportunities that are 2 million 5

million 9 million so like huh it's not

going to help me to go raise 12,000 to

flip that Mobile in El andorf anymore

yeah so we started uh looking for

Capital asking people talking to friends

talking to strangers just saying like

hey who's moving money around seeing

what's happening and then through some

of our internal cont tax they introduce

us to somebody we borrow some capital

from them we put it into the deal they

get their money back and then they get

really excited and then they go tell

somebody else and then they'll next

thing you know there's three people four

people like once once you once you show

somebody that you can make them a strong

Roi in a in a respectable amount of time

then the money just comes looking for

you yeah yeah I've had uh lenders like

kind of get frustrated with me because I

couldn't find them a deal quick enough

yeah yeah got cashier you better hurry

up and take it and like that's

interesting Dynamic CU that's what

happened in my life before right now

it's just like just show like I got a

motivated buyer that's a motivated buyer

like getting pissed office take their

money take my money that little meme

yeah dude for real the the lenders

really or the investors really do get

like that when you show them a strong

Roi they get really excited and like I

said they're going to go get like you

know like the the villagers come with

the pitchforks like the angry villagers

that's how they're coming with the money

now bro like hey we got some cash we

have to place pretty quick can you help

us and I'm like damn this is interesting

as hell and then now it's up to me to

like be responsible right and even

probably more responsible than it was

before because now you're investing your

own money now you're investing other

people's money right so it's like oh

dang okay this is interesting so it's

coming to a weird Pinnacle that like we

said we expected but it hit us quicker

than we thought yeah and it's kind of

fun to navigate it that's that's what

the call was uh it was a gentleman

introduced us to his brother he did a

couple good deals he introduced us to

one of his friends and now they're just

like having zooms full of people that

want to invest that's wild yeah like at

the end there it's work other deals you

guys have

El they looked at some like a week ago

and that were're on our deal sheet and

uh right now he just told them three are

gone so now that they got more urgency

like damn we wanted to buy most probably

all of them and now there's only one

left he said hey okay we're probably

going to take this one he didn't say he

was he said we're probably going to take

this one what else do you have yeah so

we're getting to a point now where our

deal sheets are getting bought out like

we would have like oh we need money for

these 12 deals and that might be our

deal sheet for the year right or for six

months or whatever and now our deal

sheet went from like six or eight to to

four to one and now it's empty again and

now we're going to fill it back up we're

going to go raise that Capital too yeah

that's super cool yeah that's that's

yeah I love that and these are not deal

sold by the way this is not like dispo

so I don't want anybody to get confused

This Is Us going going out and locking

up a million2 million3 $4 million wrench

and then going and borrowing you know

the funds to close on that earnest money

surveys engineering all that stuff so

like that money is just for us to

acquire the properties really okay yeah

so we're raising millions of dollars to

take control of the properties and then

do later on do development cut them off

sell them surveys flip them all that

kind of stuff but it still takes several

hundreds of thousands of dollars to move

these big bastards that's why I said

there's no there's no competition how

many wholesalers are what they what are

they going to do you know what I mean is

it going to be a thousand wholesalers

put a dollar each or five bucks each

because you do need hundreds of

thousands of dollars millions of dollars

to move these big deals in that's what

we're doing we're raising those deals

and push we're raising capital and

pushing it against those deals yeah wow

I love that it makes sense I'm s

competion is not there then um so what's

the the timeline like and then like so

for start to finish you find someone

brings you a deal okay this is a good

one we want to move forward what are the

next steps just high level overview for

someone that's interested in this like

what like what what happens next you're

asking what happens when we get a

contract on the deal yeah so you lock up

the deal you have you have control of

the property um they mentioned surve you

mentioned you know surveys you get the

money surveys you know doing ding it up

like so your easiest uh deal like I said

is going to be like a 10 acre lot split

so you took 100 acres cut it into 10 10

10 10 sell them done that's like the

lowest like you can say you're a

developer if you want you want to cap

hard on podcast but you're just hiring a

surveyer to just cut up some land and

that's it um but next stage goes uh we

want to like either entitle this which

means like get this property to take it

from agricultural unrestricted land and

make it into a neighborhood right okay

so now you you hire an engineer you give

them 100 Grand or 500 Grand and then now

that that farm that 100 Acre Farm is is

not a 100 Acre Farm anymore now it's a

shovel ready development where KB Homes

or somebody can come in there and start

throwing up houses and they're willing

to pay pretty penny for that land yeah

it takes about a year maybe a year and a

half depending on where you're working

if it's Austin you take your rest of

your life right any blue state but uh uh

if you just do a regular neighborhood

year year and a half you like I said

you'll probably push 500 Grand a million

into that land yeah but now it's worth

triple or five orx 10 times what it was

worth before so that's like the

entitlement process and then you can do

what we're doing which is we're breaking

ground now so we're putting down like 3

miles of Road into a 200 acre

subdivision it was just a Old Farm and

uh now we're going to make 180 3/4 acre

lots um so that that that's our first

true development where we're actually

like breaking ground and like there's

big tanks in the ground and 50 pieces of

equipment out there you know that's wild

I love that hey if you have any deals

you'd like to submit to The Hive mine

and our team go to Hive bc. it's

actually The Hive Buyers Club submit

your deals and we can hopefully dispo

your deal for you have a great day

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