Transcription
All right, everybody. Welcome into our Wednesday webinar talking about hot, hot, fast-moving markets today. Dan, welcome. Excited to get rolling here.
>> Hot markets, that's the topic. I like it. What's, uh, what's today about?
So, hot markets, what's that mean?
>> Just what it looks like, targeting hot markets closer. We, we always talk, and everybody in here, and I mean people who have been in here, uh, for more than a few times, always hear us talking about, go outside of main cities. We're going to talk about getting a little bit closer today. What does that look like? What do you need to change? Who is that for? Um, just getting a little bit with the land being a little slower to move right now. Like, let's just talk about that a little bit.
>> Got it. I like that. Yeah, land is a little bit slower to move. I think everything's a little bit slower to move right now. So, going in there are definitely, like we always say, there's, there's hot markets, there's slower markets. Within each market, there's different markets. So, um, I'm excited for this one. This should be good talking all things, I guess we'll call it, uh, part of market selection. Ron.
>> Yeah, for sure. Part of market selection, guys. Um, I think that's really important. We'll talk about the different data points you want, how to look for those, everything like that. As you guys are coming in, let's think of a question today.
>> Market question. Um, we talked with someone earlier on, while you're thinking of a question, who to simplify it when someone's just starting, they, they start in their backyard. They're like, "Where are you? What counties around you?" And they start there. Uh, we'll talk a little bit about that today, too, and some differences. But what should the, what should the question of the day be here?
>> I'm gonna do a, uh, hold on, do a prediction one. Mark, >> welcome in. Corbin, Karen, welcome in. Marty, hello from Texas. Lance, what's going on? Jump out gang from Georgia. Question of the day, do you think the real estate market will go up or down in the next 12 months? And this is not a political thing, anything like that. Um, just kind of what you guys are seeing in the market right now. Why? Um, what do you think the direction of? We're getting close to 2026 here, which is crazy. But where, what direction do you think the real estate market is going in? All right, get some questions in here.
>> Like, are you optimistic about the future, or are you more pessimistic?
>> Yeah.
>> I feel, um, feel like we did that like a year ago. And it's interesting to see now we're a year forward.
>> We were saying.
>> Yeah. Yeah. I think maybe it wasn't a year ago, but at the beginning of this year, maybe November, maybe somewhere like that.
>> I remember we talked about this, and I remember outlooking for 2025, and now we're in quarter 4, 2025. So, it's interesting to see where we're at.
>> Corbin, uh, Corbin Day, I see you're in here. I had someone, I just told someone to reach out to you to see if you're trying to get a meeting today. Um, I don't know if he did yet. Let me see.
>> I don't see Corbin. Where's Corbin?
>> Salt message in there. He, uh.
>> What's going on, Brian?
>> Texas.
>> Trying to see if they have availability. Corbin, we'll see.
>> Who? A lot of Texas people, let us know, guys, on the question of the day. It's up on the screen. Did you put it to 1080 Ron today?
>> Yeah, I tried to.
>> Did it work?
>> Why is someone, I mean, it says we are 1080. Why is this going slow?
>> No. Let me see. Oh, yeah, we are 1080 today. Nice.
>> There we go. Is destroying in here, or is destroying? Who is always getting on?
>> Destroy. Yep. All right. Uh, 1080p today. I think it's on the rise because there's a lot of people buying homes and stuff in the state of North Carolina that I see going around.
>> Interesting. And that's the thing with markets, Dan, like talking about is the real estate market going up or down? Like, yeah, you can look at the numbers at the end of the year like it went up overall or down overall, but it is such a big country. Like, yeah, there's things that can affect the entire economy, but there are places that are going to go up in 2026. I promise you.
>> There's also advantages of this business in a slower market.
>> Oh, 100%. I And we could talk about that going off of that, Dan. Is, first off, do you, where do you think the real estate market's going? I don't know if you're a prediction guy or anything like that, but where do you think it's going in the next, uh, 12 months?
>> Well, I want to give it another minute because a lot of people are getting their questions in or their answers in. So.
>> Yeah, good point. Question of the day, guys. Let's get some answers in there. Do you think the real estate market will go up or down in the next 12 months?
>> Said as a whole, I would say down. Certain markets will trend up. Yeah. Atlanta, Georgia. Okay, I see what you're saying with Corbin. There's Corbin. David from Mississippi. Welcome in. We'll get to this, guys. All right, we got some answers coming in, but prediction-wise, Ron, what, what are your thoughts?
>> I think it's going to be pretty steady. I don't think it's going to be like, it could be a 2% one way or the other. I don't think it's going to be a steep incline. I don't think it's going to be a steep decline. I think naturally, if rates decrease, the, uh, value of things are going to go up. Um, but rates have kind of steadied out after they did go down a little bit, which is probably honestly good that the market didn't go crazy. Uh, when the rates decreased a little bit. So, yeah, I, I don't think it's going to be a huge swing. I think it's being flat over a year is kind of like going down, honestly, because real estate, a lot of times, it's always going up just slowly. But, um, I, I think it's going to be relatively flat in my opinion.
>> Yeah. And, um, the beginning of this year, JP Morgan predicted over a 40% or 50% it was one of the two chances of a recession, and we're not in a recession. So that's a really good thing, right?
>> Not that I know.
>> We're not in a recession. So, which is a really, really good thing. Um, because the predict, that's a high prediction. Like when I saw that on the new stock betting market or whatever the, what's that called where you can bet on the odds and stuff, and it said recession in 2025 above, it was above 50% at one point. Um, I was like, wow. And that was the beginning of 2025, and now we're here. So that's good because a lot of people had a pessimist view of this year. I, I kind of agree with you. I think it's going to be fairly stable. I don't, but I feel also, I feel some of the most uncertainty that I've ever felt in a long time of like, just not knowing the direction of where we're going because.
>> COVID and then we had a boom.
>> We had COVID and then a boom, and now things are stabilizing out. The Florida market's down, the, uh, a lot of the Texas markets down because those were the markets that saw the biggest increase from COVID, and now things are balancing out. But I also think there's a lot of uncertainty. I think people aren't spending as much right now. I think spending is a little leery. Um, I'm more of like in the middle of slash towards pessimist side, I think. But I don't, I'm, I don't think we're going to have some major crash. I think it's going to be fairly stable if I were to guess. But I also wouldn't be surprised if interest rates were cut and we start saw another boom. But I just don't feel the spending like I have in the past.
>> Yeah, if interest rates get go down, I think the prices are obviously going to go up. It matters how much they go down, but, uh, yeah, it's expens, like the last three years, I don't know how long, two years. I, I mean, I bought a house at 7% or something like that. Like, it's, it's expensive when you're paying that much. Um, and there's some markets like you're in where they overbuild, or like hurricanes come in and like a lot of people move away. Austin, they over, like a lot of areas.
>> It's not even overbuilding though. It's just, it's not overbuilding. It's, it's more people selling than buying.
>> Yeah, it's a good point.
>> It's the inventory. People are more people are looking to sell than to buy right now.
>> Wonder.
>> Which caused it.
>> What? Okay, let's, let's get to the land stuff now, Dan, because that's why everybody is here and appreciate everybody answering that question. One thing that always helps us in these calls, guys, if you guys just let us know your experience level in land as we keep on, uh, continuing through this, we're going to try to give you as much information these 30 minutes as possible. Just let us know your experience. If it's your first time, if you're experienced land flipper, land investor, uh, that always helps. Please let us know in the comments, uh, where you guys stand in terms of that. Um, but what does the real estate market, Dan, and we'll go a couple more minutes on this topic. What does the real estate market, if anything, like for me personally, I like a quote unquote slow market for land. In a slow market, real estate market, I think it gives land investors a much better opportunity to get really, really good deals.
>> It's easier to get deals, harder to sell. So, it's flip side. Like if you're talking, um, long-term rental properties, 1000% you want a slower market to acquire, right? It's going to, it's not going to appreci. When you're flipping, it's a little bit different because you can, you can get a steeper discount for sure, but then you got to buy, turn around and sell it, and it might take, instead of taking 35 days, it might take 70 days or something like that to sell.
>> Um, so it balances out. You just got to play to both sides. I, it's the hardest part of this business historically is always acquisitions. It's, it's getting deals under contract, and that eases up in slower markets, and that's why I like it a little bit because I don't, you don't want a complete recession where nobody's buying, but kind of like in the middle right now where it's not the hottest market, it's kind of in the middle. Um, I think it's a good thing for land investing because the hard, like I said, the hardest thing in land investing has always been acquisitions. And if you can find ways to ease up acquisitions and make it easier to acquire properties, I think overall that's a good thing for the business.
>> It reminds me, like this period because we don't know what's coming next. It reminds me a lot of like the early COVID days because it, everyone always looks at like the COVID boom. There were 12 months of uncertainty, maybe 8, 12 months of uncertainty, kind of like we're in right now, and we were doing this business as a, at a heavy, heavy volume. It was really difficult to sell things, much easier to acquire things than let's say 24 months after that. So, it's just, it, there are cycles here, guys. And in each cycle, in any business, there are opportunities. There are a lot of people making a lot of money in pretty much any industry in recessions, which we're not in. But as the real estate market is kind of uncertain, there are people who are going to be looking to offload their land, and you can get really, really, really good deals.
>> And you can sell to speed up the sale, the sell time, you have to undercut the market. So, it's important to be able to sell at 80%, 85%, 90% of market value. If your property is $100,000, two years ago, we would have been able to list for 110 and it would have flown like that in these good areas, right? Now, you list for 100, it's worth a hundred, and it still strings out a little bit, right? So, you want to be able, it's more important in these markets to be able to come and undercut the market, list at 90, get very aggressive, and start getting some offers. And you, we're acting like it's a complete crap market right now, Ron. It's really not. Like, it's, it's like I said,
>> It's pretty balanced right now. Like you have something in a decent area that's listed at a good price, you will get inquiries,
>> And you will sell properties. We're still selling properties, right? We got one under contract last week. Uh, so just want to throw that out there, too.
>> Yeah, 100%. That's a good point. Um, well, let's get to it, Dan. Dan, what are, So, we, let's just back up, guys, because a lot of people put in here that they are brand new. So, what we have done, what historically our business model is going to rural America, buying land in less populated areas that still have buyers, and we flip the land, uh, on the market, essentially buy it for $50,000, sell it for 100, do this over and over. It's a very, very scalable business. You can still do that really, really well. There's a ton of people doing that. What we're going to talk about today is not being as rural, Dan. So, what does that business look like when you get a little closer to big cities? Um, as the markets get hotter, quicker when you're getting closer to big cities, what are your thoughts on that as a whole, Dan? Let's just kind of talk first about like, what are your thoughts on, okay, let's not go three counties removed from Atlanta. Let's go one or one and a half counties removed from Atlanta.
>> I like it. I like it a lot. And just to confirm, you can hear me. It was delaying a little bit there. You're good.
>> All right. Yeah. Um, that's, that's something I didn't think about. I thought we were just going to look at like prices and days on market and things like that, which are good, but like you, like Ron said, if you start going one county removed from Atlanta, one county removed from Charlotte, one county removed from Cincinnati, you have three million people, four mill, whatever it is, two million people in that pocket. So the more people there are, the more demand for land there typically is because there's more people. There's land is a fixed amount. You cannot increase it. So, in general, the bigger the population, the more demand and the more expensive the land is. It's a strategy we haven't pushed historically because it's been a little harder to acquire in those areas and, uh, it's more competitive and more expensive, um, especially for newer people. But in these markets, you do, I think that's a really good option.
>> Yeah. And we, I mean, we've done, I don't want to say some of our best deals, but we've had so many really, really good deals closer to the city. And the nice thing about it is, okay, we're not, let me just share my screen so I can be a little more visual with this. Um, so we, we have, we have Atlanta here, and you guys can see all the counties. Uh, so we have Atlanta here. All these yellow outlines are counties. And like historically, we're doing business here, uh, which is Lamar County here, which I believe is Thomas County, uh, Thomas, something like that, uh, county. Uh, but once you get up and you can't, like you do one, two acre lots, you might make $10,000, $12,000, buy for 10, sell for 22, buy for 15, sell for 29, and you can make really, really good money. When you start buying two, three acres in these counties up here, uh, it is a whole another ball game in terms of what you can make. Buy for 60, sell for 120, buy for 70, like, and so you remember that deal outside of Raleigh, North Carolina, we did, Dan? It might have been three acres, and we made $220,000 flipping it, just something outrageous on such a small piece because smaller pieces of land, there's a lot of them, too. Smaller pieces of land go for a lot of money in these areas. And I think that is kind of the starting point. I'm not saying residential info lots, but I am saying like these 1.5, you can still get rural lots in these areas. If I just zoom in, I'm not saying I'm going to find something. I don't know.
>> Yeah, this type of land, this is perfect.
>> Yeah, this is not an HOA, something like that. Like you have a.
>> One above that.
>> Oh, this, you're saying?
>> Yeah, these.
>> 100%. Like these are not HOAs. You still want unrestricted. That's a lot of land. That's 22 acres, Dan. Um, you still want unrestricted stuff. Um, but there.
>> US 21 acres to land portal estimates 360. That's a, that's one you could go after.
>> Yeah, 100%. But, um, yeah, that's the main thing. There's a lot of opportunity for big margin deals on these small, uh.
>> And this is also Atlanta, so this is going to be one of the more expensive, right? Uh, there's, there's smaller markets in Atlanta that you can take the same philosophy. Um, it can be the size of Atlanta. It can be Austin, Texas, but you can also go up to little mid-markets like Memphis, uh, Nashville, uh, which is a good size city. Um, Charlotte, Raleigh, North Carolina, those type of cities. There's all kinds of markets that do this. Atlanta is just an example, and it's one of the biggest.
>> Absolutely. I'm gonna actually pull, look at some data here, and some people are talking like, my land in my area is expensive. We're not targeting on-market stuff. Your land for sale, a lot of land for sale in the market. I think I'm, hold on one second. Let's see exactly where we are here, Dan. I think it, that's not Jasper. What is this?
>> And you can pull up the, the market research, Ron, and look at the comps on that and see the difference between Zillow and what's for sale and sold, the average.
>> Hold on. That's Henry County. Yeah, we've done some deals in this Henry County area. So, you look on the market, you're going to see things that are overpriced. You go to Henry County, Georgia, and let's just go like two to five acres, something like this. You're like, yeah, all these markets are going to see things overpriced. People are asking for too much. The most motivated, the people who are listed on the market, like, yeah, they want to sell their land, but they typically want not more than it's worth, but that there's not much margin in there for you. You need to be looking for deals off-market here. Do you think going to market research is better, Dan, to start?
>> Um, what's the goal here? I just want to show some things in terms of building list with this. We could go market research to start, and let's just kind of look at.
>> Let's run through, um, what county is this?
>> That is, uh, Yeah, let's just go, yeah, let's go Henry County, Georgia. Kind of look at some things and here you think?
>> Yeah.
>> Let's go here. So, we're in market research, guys. This is on Land Portal for those of you who are brand new. Um, this is pretty much can do everything in your land business. There's a free trial in the description below if you guys are interested. All right, let's go search market data. And this is going to have a lot of data. So, right now I'm just looking at counts. You can look at, okay, how fast are things. Let's just look at the median price per acre. And this is for sold data. Let's just go in the last 90 days. So, you see 1 to two acres is 36. You see 2 to five. Nothing sold there. But then you see, you see this, uh, 2 to five in the last 6 months, right around here. This is a very interesting, uh, to me, Dan, a very interesting just acreage range. Two to five acres. I love like two, 2.5, 2.7, 3.1 acre properties in these expensive areas because if you, if you think about it, let's just click into here. Two acres selling for 185. That's probably an outlier. Some of these are going to be outliers you'll see on here. But like 2.78 for 130. You can buy these for 60, 65, $70,000 and make really, really good money. This is landportal.com. There is a, uh, link in the description, Corbin, and a free trial on there as well.
>> Yeah. Um, this is one way to do it for sure. Or you can also go if you want to see actually comps and do it. But this gives us a good idea of where the market kind of is, right? So, what, what did your, what did your price breaker just tell you? Like 30,000 or so.
>> Yeah. I, I, I like for these smaller ones, like 30,000 an acre is a really good spot. And people who have been following us for a long time, like Ron, what are you talking about? Like, we're always going for much, much cheaper. This is a different business model than we're typically talking about because we're going to look for these areas that are a little more expensive, um, that you can, uh, that are going to be a little quicker to sell. So, if we look at this Henry County area, we can also look at days on market as well. How fast are things selling? All right. So, if we look at, uh, let's look at tw, last 12 months land.
>> But you see some outliers within here, Dan. Like, okay, this is not good. Like, let's ignore that.
>> Click it, though. That's one property. That's going to be one property.
>> Yeah, this property took 1,800, but you can't really hide it, can you?
>> No, because there's only one. Yeah, that's what I'm saying. So, if there's not, yeah.
>> You look at these. It's taken a few months to sell in here. It's better than these rural areas. Um, but I, I like this county a lot. This is something that just took, obviously I've done deals in this county as well. It was just a random county that I clicked, but I do remember this county from the past in this acreage range as well. Let's kind of talk about building a list here, Dan. What does that look like? So, again, what we do, guys, we're not, you can look on the MLS. You can look on Zillow, try to find deals there, but those sellers typically are going to be represented by a realtor. It's harder to get good deals if someone has it listed.
>> Yeah. Let's build a list over in Henry County, Georgia. Then let's see what happen.
>> So, what we're going to do here is go on the left side, and we're just trying to get a targeted list. We can get phone numbers on here if we want to cold call. You can get mailing addresses. You can get, uh, you can get emails if you're emailing, whatever. Um, it doesn't matter your marketing, but your goal is to build a list. Uh, again, we're in a hotter area, and then to reach out to them. So, let's go to Georgia.
>> And ideally, when doing this, you want to go to a city that is growing and that does have growth as well. Um, and kind of both sides of that. I'm not saying Atlanta does or doesn't. I'm not really, I don't know that much about Atlanta, but I feel like you, you don't want to go in the worst city that there is.
>> John said he just upgraded to Pro Plus. I think that's Clay's. You with Clay, John? I think he's with Clay.
>> That's awesome.
>> All right.
>> Might be the first Pro Plus. We just, we just released that for Clayton.
>> With Clay. Yeah, Clay's the only one with that. Um, All right, let's go. Vacant lots. So, we did Georgia, Henry County, vacant lots. Got me distracted, John. Uh, let's go. Two to five acres. So, we're looking for all the vacant lots in Henry County, Georgia. Two to five acres for me. Okay. Is that all right? Like, these filters are going to filter through everything. That's what it's going to pull up. But, I want to get a little more precise with this. I want to get rid of some of this. Like 783. It's not a ton, but if you're picking up the phone, you're cold calling these people, you're sending expensive mailers, like we can try to get rid of some, uh, not as good land. We could go up. We could go down to 1.5. Let's actually do that, Dan. Let's go down to 1.5. Get a little more data, then we'll get rid of some badly.
>> Go down to 1.5. Maybe extend it to six.
>> Let's go seven. 1.5 to seven.
>> And then remove active, uh, listings.
>> So, yeah, what we're going to do here, again, we talked about on market is not going to be as good. So, we're going to remove, exclude, sorry, active listings.
>> And this is up to you. You don't need to do this. You don't need to exclude MLS sold. And we're okay.
>> It's up to you. Like if you want to send, like I don't care about this. I'll send to everyone for all I care. You know.
>> Let's exclude current active for sale properties. Let's do that. We're not looking for those. Again, those are on the market. Heavier competition to buy those. Not as good of a deal. Um, no, Deshan. Uh, that is not that. Uh, so out, I'll answer that after. Out of county owner, out of state owner, all these, uh, not a big deal. City limits for something like this, I'm probably just going to keep city limits in here to be honest with you, Dan. And then what we can get rid of down here, so all these are like, okay, the legal stuff on land if they're on the MLS. And now what we have down here, this is like land quality filters essentially. A lot of this is land quality filters. Uh, so what we're going to do from the top, I'm not going to worry about buildability. I am going to worry about landlocked. So, landlocked is saying if something is landlocked, it does not have road access. It is locked, um, behind land essentially. Uh, so I'm going to put no on that. I'm going to hit apply. Just see this number go down quite a bit. I think we're down to 942. This is a very solid list. If you wanted, like, okay, I don't want it landlocked, and I also want it to have at least 100 feet of road, road frontage, you could do 100 as the minimum. I'm not going to do that here. Maximum FEMA flood zone. So, how much of it am I okay with it being a flood zone? I'm going to say 30% max. Don't give me anything with more than, let's go 50. Don't give me anything with more than 50% of the land in a flood zone or 50% of the land in wetlands. And I'm going to hit apply here. We're going to have a really, really solid list here, Dan. I'm excited for this. We got our list down to 834 properties. This is a good starting point in terms of marketing, Dan. It's, um, if you're getting into this business, like, is this guaranteeing a deal? No. But if you pick up the phone and you call these people, you reach out, whatever marketing method. There's marketing methods that are more effective. So, you go like, um, per reach out essentially. So, texting is going to be high, high volume. You're going to need bigger lists than this, right, Dan? And then you get to direct mail, where you probably don't need as many people in a list to get a deal. And then you have more targeted direct mail or more custom direct mail, where that's going to even be less to get a deal. Um, and then cold calling, it just matters who's doing it, honestly.
>> Yeah, I like it.
>> All right, so you can see the yellow. These were ones that were actually on the market and sold. Um, but let's just scroll into our property, see what we have going on, see what our land looks like, and and go from there, Dan. And you'll see some properties that like, okay, I don't want that property. Like this one's a weird one right here. Uh, maybe that's a property we don't want. That this is something just on the outskirts of this, like this is probably not the best property. All you have to do there is uncheck the box that's going to remove it from our list. But as we look through, like, okay, this is an amazing piece of land in a neighborhood. This is perfect. Like these are the types of land that we want. A lot of development going. This is stuff you'll see, Dan, in these areas, but not when you're three, four counties removed from Atlanta. We're one and a half, two counties removed from Atlanta right here. But any, any thoughts as we're kind of looking through the land quality, then?
>> Um, no. I'm just looking at like most your, you removed, uh, landlocked properties, you removed wet properties. So, you're going to get a lot of really, really good properties. The first one you pulled up is more rare, I think, because it did have road frontage. It fit all the criteria, but it was on the outskirts.
>> You look at everything else we're looking at. Like, look at the quality of land here.
>> Yeah. Quality going to be really good.
>> The qu, the quality land here. This is, that's what, that's what the goal of the software is, right? You're just getting, uh, more narrowed down. You got to qualify leads in two ways in this business, right? The lead itself, the person, are they actually motivated, uh, to sell their land? But before doing that, you qualify, uh, you have to qualify the land as well. Is it land you actually want to buy? And that second one is what we're addressing here. And we're just filtering out all the bad land and only marketing to land that we want to buy for the most part.
>> Exactly. And, yeah, I mean, I don't see any issues with a lot of these. This is a little odd piece. I think you'll have enough room for a driveway. You can see there, kind of a proof of concept right there. There's a probably a close to seven figure house based on that with that land. Um, but, uh, you have a really solid list here, Dan. Um, so what you're going to have with this data, like you can go and export this data. Um, reach out to people if you want to export. I'll actually go through the export. I feel like we don't do that quite enough, Dan, is actually going through what that looks like. Getting the export. Oops. We'll just go export right here. So, as you're exporting, what this is, um, as you're exporting, you have a lot of decision. So, you can name this. Let's go Georgia. Uh, so I, I like naming C. What's going on here? Henry. Henry, Georgia. And what is this? Uh, uh, what are we at? 1.5 to 7, right, Dan? 7 acres. And then let's just remove duplicates. So, this is going to make our list smaller. That's going to save us a little bit of money on our export. So, we got that ex, we got this, uh, items down. And that's just saying like, okay, I don't want to reach out to the same owner twice. What I'm going to do when I'm talking to these people is just ask them on the phone like, do you own multiple pieces of land? Uh, so that's what my strategy will be. Um, but, um, remove data with empty mailing address, and then you have the option right here to skip trace. What skip trace is going to do, it is going to, uh, it is going to get phone numbers for this list. We'll do that for this time. You have the option to add email address as well. I am not going to do that. But what you'll do here, you'll just export, and you're going to get a really, really clean file. It does take some time to skip trace, but it does it actually really, really fast compared to what it used to be. Dan.
>> It's very fast. It's faster than almost anyone right now. Uh, you'll see it when it goes in there and when it starts to, uh, when it starts to get rolling, it, it jumps. How many was it? A thousand. It would be less than a few minutes.
>> 700. Yeah.
>> 700. It would be less than a couple minutes.
>> So, this one's going through right now. Um, but yeah, it, that, that's the name of the game, guys. Building list in closer areas. Anything to add, Dan?
>> What'd you say? Um, Ryan, there's a link to the software in the, Oh, you saying are is there anything else we use? Any other tools?
>> Uh, yeah.
>> That's what I think Ryan was asking that there. Um.
>> Use Zillow a ton. Zillow is a big one.
>> There's not a lot of subscriptions ever since L, there's not a ton of subscriptions we're using, which is nice. Like, Land Portal, uh, helps replace quite, quite a bit.
>> Do we subscribe to anything else? I mean, like small things like, uh, small air table, uh, bill traveling mailbox, which our virtual mailbox, phone system.
>> Yeah.
>> But like, as far as land softwares, it's pretty much it, as far as like what this does.
>> It's this and really Zillow that we use.
>> Yeah. Which is free. Yeah. Um, but yeah, anything to add, Dan, as we're talking about getting closer to main metro areas?
>> No, it's a new, it's not a new strategy. It's a strategy you're probably going to hear us talk more about because it's another, uh, the market's changing, and I've always liked this strategy to be honest. It's just, I don't always recommend it for newer people, but it definitely works. Like we've done it a lot, Ron, unintentionally, I think. Um, and it's a strategy where you can really sell land fast. You can get expensive land, and, uh, there's tons of buyers in these areas for that type of land as well, if you price it right.
>> Absolutely. I'm gonna get to a couple questions as we go through, as we pop, uh, as we end up this call. End this call. End up. When trying to send 60,000 texts a month, you need to have 16 counties or more of data per month. Is that an accurate assumption? I know a lot of those 60k will be follow-up. It's hard for me to say count, like it matters so much, so much. Some counties there are 60,000 u pieces of land in one.
>> 3,000 average. Uh.
>> It matters where though. It really, you can't say yes. Like if you're.
>> On the west side, the counties are five to 10x the size and parcels in on the east coast.
>> Yeah. It matters the size. If you're starting a half an acre versus, there, there's a big, you'll need a lot of counties. You'll need to be pulling a lot of data. Market research, you, with, with that volume, like you just need to be, um, consistently looking for the next markets.
>> Yeah. And, and experiment with texting. Get a couple deals. Experiment with some mail. Do you ever look by zip code or only county? In big counties, in big, uh, big counties out west, we used to do zip code more. In the east coast, the counties are small enough to where, uh, we look countywise and we'll split it up when we're pricing and doing all of our, if we do blind offers, we'll split it up. But, um, originally, Ron, we, when we first started, when we were out west, we were looking by zip code, but we came to the east coast and we stopped. I'm not big into zip codes because zip codes don't mean any, like, they're just so, so, so, so random in terms of how they are sort, like they don't make any sense to me, if, if that makes, maybe that's crazy to say, but like, they're just random. Uh, there's not like restrictions within zip codes have similar pricing. Like, you go outside of some counties, and then there's bad. In rural America, you go from good county schools to bad county schools. Zip codes can overlap multiple counties, but nothing changes. Like the zip code doesn't mean anything, um, for restrict anything.
>> Zip codes can. Yeah. Yeah. I'm trying to think of an example.
>> People can say they want to live in a certain zip code. Absolutely. But I, I think at the grand scheme of things, like it, it just is, I don't know.
>> What we're saying is when you have zip codes, there are zip code, zip code pricing. Like if you're, let's just talk about houses. Zip code pricing is obviously going to be more accurate than, uh, pricing by the whole county with houses, right? Because the zip code's closer to that house. But the zip code boundaries don't really mean anything to what Ron's saying. And you can have half, half of the zip code is really good, and the other half is very, very bad. So, there's a deeper level there. Uh, because like, I, I know a zip code in Cincinnati that I own property in, um, 45212 or something like that, 45205, and half of it's very nice, and the other half's literally projects and ghetto. If you know exactly what you want, like, yeah, if you're being very targeted with it, if you're trying to do a volume, which is kind of what we know more of, um.
>> Go for land counties. Good. Yeah.
>> Any success with texting? Uh, yeah, it's just a volume game. Texting for sure. Follow-up volume game. Getting people on the phone. Uh,
>> There's lots of success with texting. Absolutely.
>> Uh, yeah, there's people making a ton of money not even talking to people on the phone. What is a blind offer, Karen? A blind offer is making an offer to a seller on a piece of on a letter. So, when we, how we get a lot of our deals is sending a letter to Mr. or Mrs. Smith. Hey, Mr. Mrs. Smith, I see you own land in Henry County, Georgia. I, I can pay you $10,000 for that land. That's essentially what a blind offer is. It's making an offer before on just a letter you're sending out essentially. Um, all right, guys. Sorry.
>> Anything else? We got to wrap it up here.
>> Thank you, Sacred Soil. That's a good. What's your name? Sacred Soil, if you don't mind. Curious. Uh, schools are often defined by zip codes. Not as much rural. They can be, not as much rural. Not even where I am, honestly. Um, a lot of these things are area to area though, too.
>> Sacred soil land code. Thanks for that, man.
>> Uh, Brian Garcia, you'd have to reach out to, uh, Clayton. Clayton Heppler is the one with Pro Plus. If you're, I think he has a land man challenge or something going on right now. Um, check him out. Clay Heppler on Instagram. Clayton, maybe. Uh, all right, let's keep rolling, or we're gonna pop out here, guys. We do this every, every, uh, every Wednesday at 5:30. We have something special next week in terms of, uh, a release. It might be Wednesday, it might be Thursday, it might be Friday. We'll keep you guys updated on that. No, it's going to be next week for sure. Maybe. Um, other than that, guys, have a really good week. We'll see you guys next week. A