Transcription
All right, everybody. Welcome into our Wednesday webinar. Pumped to do this today. Going over market selection, choosing markets, some new tools we're going to be showing. Really, really excited for this. Uh, again, welcome, welcome. Appreciate everybody being in here. Um, let's get rolling here. We'll get started here in a few minutes. Hey, Robert. Marcy, Charles, Esther, there's Dan. Let's get Dan up here.
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You got some background noise, Dan. Should be good now, maybe. Can you hear me? All right. Yeah. Little echoey, but you're good. Um, yo, welcome in everybody. Uh, going over uh, market selection, huge, huge topic. It's always something that's really big. Doing research on markets, choosing markets, different tools you can use for it. Uh, really exciting stuff today. Appreciate everybody being in here. Um, got a question. We need a question of the day here. Just got into land flipping less than three days ago in Toronto. Ready to go. It's exciting. How was that, Sean? Awesome, Sean. Very cool stuff. Um, all right. Give me one second. Get our stuff up. We'll get rolling here. Today we're going to go over selecting a market, right, Ron? Yep. Yep. Yep. Sweet. Let's get a question of the day, Dan. We need something in there. Question of the day. Question of the day. What we got here? Uh, of the day. What What are your biggest hurdles when selecting a market to flip land in? What? What is it? What are your biggest hurdles when selecting a market to flip land in? So, kind of on topic today, just what what is keeping you guys from choosing a market? Some people can do it in five minutes, some people overthink it. What is the what I said what are what is your biggest hurdle when selecting a market to flip land? Um, I want to see we got a lot of people in here. 124 people in here. Let's get 124 answers. Even if you don't know what we're talking about here, uh, let us know in the comments. Everyone comments here engagement so we can bring as much value to you guys as possible. Absolutely excited to get into this topic and this question is a little bit more advanced I think but it's for people who are land flipping now but yeah, give us your thoughts in there guys what's the biggest hurdles to selecting the right market like this in the business round is probably the most one of the most uh common areas to get paralysis in I think just by overanalyzing. So, I think this is a good one to address and we're going to come up with today's topic. We're going to show you guys exactly how to choose a market and how to go through and and look at the different things that we look at. Um, so it's really good if you guys are just starting out too or if you guys are just trying to improve your processes. I think it's a bigger hurdle. Um, I think it's a bigger hurdle when people are first getting started because it's like it's high stakes. It feels high stakes. It's your first marketing effort for this business or whatever. So, it's it's higher stakes and people who are like Phil Phillip said in there like it's pretty fast now. Uh, because yeah, if you have a bad market or if you choose something that isn't great, um, it's whatever you move on to the next one. So, I think it's higher stakes at first for sure. Yep. I agree. Comping land quickly. What are some of the best AI tools available? Help me increase my productivity. Really good question. A lot of new people in here, guys. I also like always like to see the uh experience level of everybody in here. here if you guys want to put that in the chat as well. Always love seeing that. Um, but we're going to get started here. We got a lot of stuff to go over today. Choosing a market. Let me share my screen here. We'll get rolling. Comping land. A lot of good questions. Data source, census, philosophy, competition. Hey Nick, how you doing? Still figuring out market selection at this point. All good, Brian. It's a It's always a learning thing. You make adjustments. All right. here. You said a lot of good questions. Yeah, a lot of good questions. Robert said, "Yeah, census velocity, competition, figuring out uh some of Brian Lark, yeah, said figuring out how quickly properties are moving, finding areas with the highest percentage of motivated sellers." Yeah, that's the tough thing to balance out, Brian, and figure out because you're looking at two things. One, you want to look at motivated sellers, and two, you want to make sure the property you're buying is going to sell fast. And typically, those correlate opposite of each other. So, the hotter the market, uh, a lot of people to get undermarket value deals is going to be harder. The hotter the market is, the harder it is to get, you know, really, really good price deals. And vice versa, the slower the market, it's a lot easier to go in and get really good discounts. So, they kind of correlate against each other. And that's the tough thing we try to balance out constantly. I'm going to share my screen here, guys. We're going to get rolling right away. We're going to kind of break down this new tool as well as kind of some keys. I did an I did another video that was released earlier today on YouTube with how we actually are using this to select a market. So, we're going to kind of jump in between a few things. Um, I will throw this county selector in the uh YouTube uh or in the chat as well. Um, but uh, again, that video is kind or that sheet is kind of associated with our the video I did earlier today, but that's definitely something good to save, use it, make a copy of it so you can edit it yourself. Um, very new all this. Don't know where to start, but very interested of burn bangatrex. This is the right place to be. Cool. Let's get into it.
All right, let's go. So, uh, brand new on Lamp Portal, guys. Uh, this came out this morning, I believe. As far as I know, this came out this morning. So, there's, and if you guys are on on Lamp Portal, there's a free 14 or a free 7-day trial, uh, in the description. Lampporter.com/subscription. It is in the description below. What we're going to do, we're going to hit market research here. This is where you're going to get your information. Like there's so many different places you need to get information if you're doing this business. You're going on Zillow, Redfin, Data Center, all these different spots. We wanted to bring that all into one spot with this market research area. Uh, on Lamporter, you can do everything. You can go from here to pooling data to everything pretty much. But let's get to it. Dan, I think we go heat map first cuz that's probably a uh I think we go heat map first. Correct. Yeah. And if you zoom into this map real quick, you can um you can kind of narrow down and look at your counties if you're if you know you're in a specific area. It's just a county map you can select from, but heat map's where we want to start for sure. The biggest thing we do, guys, and again, I'm going to have some key things in here when we are going through this. I'm not going to walk through exactly how to pick your county, but when we do this business, and you guys have probably heard me say it if you guys have been in here before, we like doing this business two to three counties removed from main metro areas. So, if we're talking about Georgia, Atlanta, Georgia, we go a couple counties removed from there. And we we like to be outside of Maine. We're doing this business in rural America. Um, Nick is hot for the heat map. I love it, Nick. All right, let's hit map here. A lot of stuff to do. Has anyone played around with this today? Would love to get anyone's thoughts been on this today? I'm sure there's some people in who have been on this today. Feedback, thoughts, what you like, what you don't like, anything in between. Um, but what we have here, guys, and this is overwhelming. There's 3,300 counties. You could theoretically start on the state level and click state and do this. This probably isn't the best thing to do. Um, but as we go left to right up here, I'm going to keep county here. And you want to do it based on for sale, sale, or sold. I'm going to pretty much always do this based on sold data. Typically when we do this I like to see the last 12 months. I think you can go shorter too. Um, how things are moving in the last three months. Let's actually start a little shorter period Dan. And what you can do is let's say you wanted to let's just go inventory count, Dan. And that's going to be for sale count. Is that correct? No, it's going to be sold count because you're on sold. Got it. Okay. So if we go inventory count and I have all acreages up here. Let's just zoom in. What area do you want to choose? Let's You want to choose a Charlotte area maybe? Yeah, that's fine. Choose a Charlotte area. Charlotte is right here. We have the uh borders of of the state right here. And uh so let's go hover over real fast so we can kind of see what information we actually No, I'm not going to do that. Uh so let's just go here. So this is the Charlotte this is Charlotte's County. What it's going to give you here a lot of information. So it's it's giving you right now data on all acreages. It's giving the inventory count, everything like that. Um, but let's go down and let's just go like five to 10 acres here, Dan. And let's go. What's like the most important thing when you're choosing a market? I want to give people things that they can take. Is it days on market? I think days on market might days on market, absorption rate, sell through rate. Those are all really, really big things. And you're 5 to 10 acres now. I would do any to start just to because what happens if there's no sold data in that 5 to 10 acre range in the last three months? It's going to be a gray box. This way you get the most data you can. Justin Brown said do Kentucky. I h Why not? Where is uh like Louisville? This has to be pretty close, right? That's fine. All right. So, yeah, this is Louisville, actually. Uh, Bullet, I think Louisville was one over from there. Um, okay, so we have days on market, all acreages. Let's go last six months for this. And when we're doing days on market, if you guys go back to this county selector, a lot of people are in here right now. When we're looking for days on market, we want anything to be 14 to 100 days. And we have the key points up here. All land last 12 months. So when you're looking for areas, guys, that's literally what you're looking for. And we can change this to hover, too. So we're in the Kentucky area. Uh, time frame 6 months. Should we go 12? Let's go 12 months. Uh, let's go six months. Market's changing. Uh, so time frame six months. And you can see day on mark days on market here 60 days. Um, you click through these like these are pretty solid areas when you're talking about days on market. This is not taking any house data in. You can do house data if you wanted. Um, but that's not the house data real quick. Let's see if they correlate. Look at all the green now. And let's see if it changes. Just house or all. No, see that's still definitely changed a little bit. It did a little bit, but not like it's a little faster though. Like it's kind of color-wise it's similar. Uh, but you can see these days are faster for houses. And you can also combine them and do all. Um, but again, we're going to keep on land. That's what we do. So, let's go back to land here. Um, but yeah, you see this little I I like starting with days on market, honestly, Dan, when you're choosing an area, uh, I like starting with days on market because one of the issues a lot of people have in this business is, um, they find markets, they can get deals, and then they have trouble selling them. Let's start with days on market. Let's make sure things are selling. So, we have days on market. Let's try to stay around this 50, 60, 70 day range. And you see so many options within here. Green is going to be obviously a little lower. If you go to this dark green, you go to these red counties, you have a 400 day on days on market. Like great, you might be able to find some deals here and get properties. That could also be one or two properties. It could be definitely a low inventory thing because you're only six months. So, if it's a really rural county, it might not have that many data points. Want to do more than six months. Six months is good for trend, but you also want to check 12 and 24 to see if there's any name. So, that's Indiana. Hold on. This is Indiana. All right. Let's say Kentucky. So, I'm going to type in a few of these. Actually, let's go Jefferson, Bullet. We're going to do three real fast. Jefferson, Bullet, and Shelby. Uh, why not? Uh, let's go uh, Louisville, Kentucky, and we're going to do Jefferson. Is that too? Yeah, that's way too zoomed out. I'm sorry, guys. Let's go in. Let's go Jefferson. That's not spot right. Let's go Jefferson. I think I said Bullet and Shelby. That's definitely spelled wrong. All right, Jefferson, Bullet, and Shelby. All right, so let's just find out this information as we go through here. Um, where did this go? Uh, 103 for Bullet. Let's go 12 months. That's what it says on the document. All right, that went a little higher. 105 for Bullet, 81 for Jefferson, and 98 for Shelby. 98. So, we're going to go days on market. 98. Was it 105? I think it was 105 here. And I believe 81. I could be wrong. 81 here. Yeah, 81 for Jefferson. All right. Again, this is kind of your range that we want to be in. Can you do deals outside of that? Absolutely. Um, but again, we're trying to find the best chance. So, the next thing is absorption rate. Dan, explain to everybody here absorption rate. Um, we can go to the definition but that's really just how fa how fast properties are selling. So, um, it's just how how many properties that are the total inventory are getting absorbed in the market essentially. So, it's just how quickly things are selling and the rate of them selling. How many are selling compared to sold too? Someone said the uh land portal is not working. Marco should be working and maybe the link we recently changed. Oh, I wonder if that link changed on in the description. Yeah, let's see. Let's just go here. I'll put it in there, guys. Sorry about that. wpportal.com/subscriptions. I'll put it in here. I'll put in the uh description as well for you guys. Um, did you explain absorption rate, Dan? Sorry. Yeah. And you can go over and highlight. So, we'll show you in the tables in a minute how to uh look deeper into this. It opens in new tab, Ron. So, you can pull it up and look at the tables on all this and have all the data right there. All right. Um, so go back to uh should we pull up absorption rate real fast? Uh, yeah, go. So, we have you got all three of those. Yeah. Go to absorption rate now. Do the same thing or go into the table view. Uh, you can do it from here. Uh, what was I doing? Bullet, bullet absorption rate 40, 65 for uh Jefferson. Bullet was 40. 40, 65 for Jefferson. We just got to find Shelby real fast. See what's going on here. Shel's over here. 43.8. Little slower. That just means a little slower, right, Dan? Is that correct? Uh, yes. So, um, go Jefferson and go to table view. We're going to have a lot of data in here. I think this is where it gets really, really cool, guys. Table view is uh that already opened the new tab, Dan, automatically. Yeah, I know. Um, all right, so table view, walk me through this, Dan. What am I doing? All right, so first off, go go to absorption rate. So, right now you're in the top left, you're in counts. Uh, go that's so that's just total count. Go to absorption rate. So, we'll look at that. And then you can see the totals at the bottom and that's what you're getting over the last 12 months. 65% down there. Correct. Correct. Okay. So, and then at the top left next to number of acres, there's an information pop up. Okay. Right here. So, on all these guys, you'll have this information. Yeah. So, this is just the So, if you're looking at 12 months, this is how many of the properties that were for sale actually are selling. So, how much of them are getting absorbed? So, this is saying 65% of land that is listed is getting sold within a year and in that 12 months is what that's saying. Um, and you can see like over and then it gets bigger over time, right? Because some of them and it depends how much data you're working with too, but the total percentage and you can see it goes from 57 to 51 to 65, 75, 79 essentially. So, it goes up, but yeah, that's what you want to see. Usually above 50 or so is a good number, but you can see on the map which ones correlate are green. And you want to gauge it based off the map, too, right? So, this number is essentially saying two-thirds of properties are selling within 12 months. Is that correct? Yes. Okay, that makes a lot of sense. That's pretty This is really good data, guys. But but what's really interesting to me, Dan, is you have 57% of properties, 50% of property, like these properties are selling fast. This is that's why our days on market. What do we have for Jefferson? Uh, we had days on market 81. Uh, that's why these days on market are relatively low is like things are selling fast. And the thing is like you got to get into the data uh to see actually what's going on too. And it's not like some properties are overpriced and that's why they're sitting forever. Uh, other like that's what these the properties that don't sell in three years. It's just because they're overpriced. They're just sitting on the market. No one's really marketing them anything like that. That's why it can't affect the data for sure. Yeah. That's good. Go back to the map real quick. So in your tab on the left and just scroll around to the high green ones. Yep. We're absorption rate now. So anything over about 65% is green, right? Yep. Looks like 60 is right there. Light green. 80 dark green. Yeah, it's right around the 65 to 70%. 60 is right here. Light green. Yeah. Yeah. But anything above 60 is pretty good. Um, and and you can dive in. So if you go back to your absorption rate run and seeing what's sold, too. Uh, where am I going to the Yeah, that and then and then you can click like click in the last 12 months. You can click into those. Click between um 10 to 20 acres. So depending on your acreages, what you're going to go after, let's go 10 to 20, Ron, and click the 71%. 71% of properties between 10 to 20 acres are selling within 12 months. Click that 71. I can't click this. Oh, you can't click absorption rate. That's right. That's because it's a just a percentage. So we'd have to do uh counts. So if we go counts. So what you can do here guys, I went to counts here. So sold properties in the last uh so let's just go sold properties in the last this is the number you wanted to click here. Sold properties in the last uh 12 months and we can click on certain acreages. You can click on everything if you want everything. Let's do uh let's go let's go 5 to 10. Dan, a little more data points. So I'm going to hit all the properties. So, I want to see all the properties between 5 to 10 acres that have sold in the last 12 months here. And this is where you can get really into data. You can use this for comp reports. We're getting kind of outside of market selection, but I want to break down this tool for you guys here and show you everything you can do. So, what I did there, I clicked on the number there, and you can literally see all 17 parcels that have sold between five and uh 10 acres in Jefferson County, Kentucky. And what you can do here, Dan, talk. So many people are doing different things on here, but this is essentially can be a comp report or can be like just a data report. Yeah. And we have a we have phase two being released with a lot more uh features for comping and stuff as well. But yeah, you can um so you can you can export this and get all your numbers in a file. As you see the bottom sums everything up. So you have the median price of everything being sold in here. You have uh did you click all? So if you click all properties, you can get the median price. Um, but also Ron, the one thing I don't know if we have in our spreadsheet, do we have five acre price still? Five acre median price. No, we changed it to a five to 10 acre uh price per acre. Well, if you wanted to do that, so go uh click X on this real quick and then Yeah. So, if you wanted the uh go to counts and go to median price, this is probably the most useful. This is what a lot of people are doing. So, if you click median prices and now you go 5 to 10, 12 months. What? What number? 5 to 10, 12 months. 5 to 10, 12 months. Right here. So, click that. And this is where you'll get a lot of your good comping stuff. So, at the bottom, you see the median price for five acres. You see the median price per acre, $47,000. And then you can see if there's any outliers. So, you see the days on market. This is the same data we just had, though. It is. Yeah. So, you can see, um, you can see all the outliers there. And then what you want to do, the eye the eyeballs on the left. If you see out big outliers like $3,000 in five acres, disable that one, Ron. $3,000 right here. So, you see outliers, guys. So, $3,000 per acre, like that's an outlier. $15 million property per acre right here. Like disabling these outliers is really important. Even like you look at $8,000 like this $10,000, $8,000, $7,000, disable all those. $10,000 is Yeah. Yeah. Does it uh then you're all of a sudden like it gives you a really good picture of what's going on like okay, now I think I'm in a better ballpark where I have all these like 20 to $60,000 per acre um and this is uh calculating that correct at the same time 120 minimum value average and now you all of a sudden have this average all this uh other information down here Dan yeah so now you can take and put that in. So, average price per acre around $40,000, whatever it says. Type it in where? Oh, into the sheet. I see. Where is that? Um, you said you had five to 10 acre average, right? Yeah. So, it's like 40. Yeah. $40,000 around. Yeah. Um, but yeah, you would type that in. Is it Jefferson? I think we're in Jefferson. So, this would be $40,000. You can find this from a different spot, too. You can find it from the heat map. Same exact thing, guys. Show you how to do it in different spots because different people are going to want to use it in different ways. I think land 12 months and you go over where was Jefferson where is it? It's probably is it not there? Think we need some city. There we go. Uh, right there $47,000 median price per acre. You can see right there. Oops. Right there. This obviously expensive. This is I believe Louisville is in Jefferson County. Someone tell me if I'm wrong. Um, but things are selling well there. It's just a probably a little too expensive. This is where you're going to lose the data point in terms of where we want to be when you're choosing an area. That $47,000 is obviously relatively high for doing this business because in our thing we say right above 5 to 15,000 per,000. So that's high. So let's keep moving on in these Ron and let's move on from this. Let's go down to Bullet since we see that's such a high price per acre. Okay, let's go Bullet. Same thing. We're in go find Bullet. We got the hover on here. Uh, we have 139. So that works well. But our issue is just this absorption rate. And I'm seeing that for different acreages too. My question is like and what you want to do is it's a tool, guys. Like you go through the county selector, all this stuff. Believe it was $13,000. Uh, and like, okay, this this absorption rate is high. This is high as well in terms of our days on market. We want to do some more stuff and actually look uh very um but let's go uh let's first just get the uh Shelby stuff. So Shelby's $33.34,000 Dan. So that's going to be high as well. So really what you would do like if you're running numbers around Louisville, Kentucky and like you think like this might be an area you want to do like these are going to be too expensive when you're first getting started. Shelby and Jefferson Bullet has some legs. We just have to look into like, all right, what's actually going on here? Why are these numbers so high? I want to show you guys something. And we're going to kind of do this together. It's not something uh that I've done, but it's going to be something I think that can be valuable. So, let's go back here. I think someone asked, can you toggle through different counties? Uh, yeah. So, you can go up here and we can just type in what is it? Bullet. We wanted Bullet County, Kentucky. Hit search and that's going to pull up all of our Bullet County, Kentucky. What I'm curious about is like why are these properties not selling? So, what I'm going to go here, I'm going to go for sale because our our days on market are high. Um, our absorption rate is low. So, like maybe things are just sitting on the market and they're overpriced. Something like that. Whatever the reason is. I I'm just curious as we get into this, Dan, what's actually going on. But, I'm going to actually go to absorption rate first and see what's actually happening here. Not much is moving fast, though, Dan. Yeah, you're right. But is it this is for sale actually. Let's go back to how do I go with sold? Wait, is this sold? This absorption rate to ratio for you can't Yeah. Um, Yeah. I mean, this is just really low for really everything honestly, Dan. Like all these are pretty low. Let's go in. Let's go to counts and let's go to sold. Just going to see what's kind of going on with these. Let's just go to five to 10 and see what's going on. So, only five properties have sold. Uh, you saw one quite a bit higher, but this sold fast. But you look for outliers like this, Dan. And I think this is where you can make a lot of like this is where you can this 684 days on market. Um, this is not great to use data points like this when you're doing like, okay, that makes sense. Let's see if that's a consistent thing as we go through these different acreages. Are there huge outliers? Okay, we have an 8.88. We have have a 468. We have a 279. Everything else, yeah, 141 isn't great. 22, 50, 85, 39. These are good numbers. And that's why I wanted to look into this county more, Dan, because from what I saw, I thought this county could have some legs. Um, and we do the same thing. One to two acres. Here's another 460, 468. Um, and then you can start disabling things and seeing what it comes out to. Also, do we see the average for that stuff though, Dan? Like the days on market and stuff. Am I missing that somewhere? Uh, for if you take that out now. Okay. Wait. Yeah. Yeah, you will. Where? At the bottom. Oh, that's what this is. Yeah. Are these labeled? I'm confused what this is. No, it's it's in the same column. Oh, okay. That makes a lot of sense. So, now it's 50. You took that off. Wow. That's these one. I I like this county a lot, guys. And that's why you want to get into the details um of this. Like this county, if you look at this this county Bullet, these two numbers are kind of throwing it off a little bit because I think they're they're just overpriced. If we go back to market research, Dan, and go to for sale and like, okay, let's go to for sale and see things that aren't selling. Like, we have 78 plus 73 properties, Dan, that have been sitting on the market for two years. Probably not priced. Two plus years, probably not priced to sell. Um, but if you look at these properties that are posted a little cheaper every or not a little cheaper, a little less time like you can see some of these are really small properties. Not too concerned about that. But if we scroll down, that's what can be throwing it off too. The very small ones. Yeah, for me, I like this county a lot, Dan. And that's why you need to get into the numbers when you're doing stuff like this. You just need to keep on looking deeper. I what I would do if I was looking for counties around this area is run some more tests. So, we did Jefferson, Shelby, run, that's Harrison, Indiana. Let's stay out of Harrison. Uh, but run Nelson County, Kentucky, Spencer County, Kentucky, Washington County, Kentucky. Run the numbers on all of these. But for me, Bullet would definitely be like a maybe be like a light green, maybe a yellow, maybe a light yellow or something like that's a green. And then these would be orange or something like that. If I'm just like, "Okay, these ones maybe down the line when I'm in more when you're a more experienced land investor, can you go for counties with a little uh higher price point? These are really really expensive." Bullet fits from everything I can see. Do you agree, Dan? Yeah, I do. And we got a question in there from Brian Lark that said, "Is this tracking only MLS and sales or does it also track off-market transactions recorded?" So, the sold data will uh it will show you all the numbers and everything for off-market as well. Public records, county recorded stuff. But the problem is you can't that doesn't give you days on market and absorption rate and sell through rate and all those other data points because there's no listing date. So, it will give the numbers to it and it will show the listing, but it would be blank for days on market because there is no listing date. So, if there's not a listing date, you can't you don't know how long it took to sold there to sell. That's why it uh it doesn't apply to those data points. But you will see it in all these just with empty slots. And you saw that, Ron, when you were looking through your little icons and all the individual properties going through, you saw a lot of empty days on markets. That's because there there was no recorded listing date. Yeah, exactly. I'm going to get through some questions here, guys. Let me get out of my share screen. Give me one second. Um, hopefully that was helpful, guys. This tool is going to And everyone's going to use the tool a little bit differently. It's so powerful for what it can do, though. Um, uh, Courtney asked, "Once you once you get your market, how do you know how many times you market? You mail text to that market essentially. At some point you have to adjust your market. Correct. Yeah. I mean, I always we whenever we're working with someone when I'm working with someone, I want them to have six months of marketing kind of ready. Three to six months of marketing ready to go. One thing is if you select one, maybe you run that test in Kentucky and you have three counties you really like. Okay. Market to one, then market to the next, then market to the next. Yeah. You definitely cannot just work one market. If you're talking about like a region, yeah, you want to go to a different region once like you you've exhausted those counties and you can come back to them for sure. Yeah. Um, we do have a couple minutes left. What are the best AI tools available to help increase my productivity? I mean, ChatGPT is one that I'm sure you use, we use every single day. um in the land business like scrubbing things. Being Land Portal does such a good job of if you're talking about productivity like if you're pulling a list from Land Portal, you can scrub out sloped property, you can scrub down flood plane, you can scrub out so many things before you even market to them, which is definitely it is an AI thing. It's built with AI um so that's definitely something but any other tools Dan outside of that stuff uh that you can think of um I'm not as I'm constantly learning that stuff. Like it's I just use GPT for almost everything. That's like my biggest thing. And you can have custom GPTs and you can do a lot of stuff and you can automate a lot of the things you're doing and connect it to a lot. There's a lot of extensions, Dan, that can be built into like what you use every day. There's extensions that can be built into like your Gmail, your calendar stuff, and like AI extensions that can write out emails while you're doing stuff. Um, better than what Google has built in, I believe. Um, but uh, yeah, just think whenever I'm trying to like make something more efficient, like think about the stuff that takes up time during the day which you think can be outsourced or just be done more efficiently. Sometimes it's just building systems honestly. It's not necessarily AI. Uh, do you put much weight on population density when selecting markets? Yeah, on there we had what do we have? We had 50 to 150. A lot of times that's going to correlate with more expensive areas to be 100% honest. Usually more populated areas are going to correlate with more expensive. Uh, it's usually a last data point I pull. But we like being in rural America. Like when you're first starting this business, being in rural America is important. Yeah, it correlates because that means there's more people in an area. Population density, it's how many people are per square mile. So, if you have a 100 population density, that means 100 people are every mile on average in that county. Um, and and if you have a thousand, there's a thousand people in that county. So, what's that mean? It means typically it means the demand for that area is going to be higher because there's more people. The county is not bigger, right? It's the same size as the county next door just about. So, if one county next door has a hundred and the other has a thousand, they're the same size. There's just going to be a lot more people there and a lot more people are looking for land and real estate in general. Yeah. So, the demand's higher and the prices go higher. Um, yeah, really good point. Oh, we have John Dwang in here. Well, hey John, I think this is your first one. Uh, yeah, here's the one that showed me the builder stuff, Dan, for looking at for builders on Lamp Portal last week. Very nice. Um, yeah, happy to have you here, John. Um, yeah, guys, if you guys are not currently on Land Portal, sign up for it. It is going to change. If you're interested in this business, sign up for it. There's a free 14-day trial. There's 7-day trial. I keep saying 14. 7-day trial. Um, if you guys have any questions about it, let us know. Hopefully, you guys like it. But, uh, if you haven't signed up, you're trying to do this business. If you have a bunch of software, a bunch of like money you're putting into different software, I think it's something that can consolidate a lot of things. Uh, that that's why I like it, Dan, and that's why we added that it can just help uh being able to do so much of your business in one place. Yeah, I agree. Awesome. Guys, we got to hop to our members meeting. If you guys need anything, feel free to reach out. Uh, do we have to sign up for 99 plan to open up trial for this market research tools? Uh, yes, it's the uh market research is only on the $99 plan currently. Correct. And that's the plan going forward.