Getting Rejected by a Local Escrow Agent (LA 1307)

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Getting Rejected by a Local Escrow Agent (LA 1307)

Getting Rejected by a Local Escrow Agent (LA 1307)

Transcript:

Jack Butala:
Steve and Jill here.

Jill DeWit:
Howdy.

Jack Butala:
Welcome to the Land Academy Show, entertaining land investment talk. I’m Steven Jack Butala.

Jill DeWit:
And I’m Jill DeWit, broadcasting from sunny Southern California.

Jack Butala:
Today, Jill and I talk about getting rejected by a local escrow agent. This is something, for the 25 years I’ve been in this business, has never, ever happened with very, very few exceptions. Happens a lot now. Jill’s going to tell us why.

Jill DeWit:
Before we get into it, should I do that?

Jack Butala:
Sure.

Jill DeWit:
Okay. Let’s take a question posted by one of our members on the Land Investors online community. It is free. John wrote, I downloaded a list from real class, and there are a ton, almost half of properties with the same mailing address and situs address. Would you mail those or take them out? Well, that’s interesting. You know what it makes me think of? It’s like you download a not big list and one guy owns half the County. Is that how you read it?

Jack Butala:
No, not at all.

Jill DeWit:
Oh.

Jack Butala:
So there’s counties, I’m almost sure this is not County data. This is the zip code data. There are zip codes for air force bases that have seven APNs in them. There’s zip codes in some big cities that are a medical campus, like acute care. There’s zip codes for all kinds of stuff that are not what we all think of as a zip code. So what happened here with John is-

Jill DeWit:
That makes sense. You’re smart.

Jack Butala:
The data people… Really?

Jill DeWit:
Yeah.

Jack Butala:
I don’t know if she means it or not.

Jill DeWit:
I do mean that. That was sincere.

Jack Butala:
I don’t know if it’s like, “You’re smart.” Bam”! Smack on the head.

Jill DeWit:
No. When have I ever done that?

Jack Butala:
Don’t make me answer that.

Jill DeWit:
Oh.

Jack Butala:
I’m trying to get through the question here.

Jill DeWit:
What the heck was that?

Jack Butala:
Can you imagine if your siblings asked you that?

Jill DeWit:
What? My goodness, go ahead.

Jack Butala:
I can’t imagine having that conversation like with my sister, Like, “Oh no, we never hit each other.” She would just crack up.

Jill DeWit:
Okay.

Jack Butala:
So yeah, especially with zip codes, there’s specific use zip codes. I think there’s like 26,000 zip codes in the country, and I think that, for our purposes, the usability ones are like 12,000 to 18,000, some number like that. I don’t know exactly. But here’s the good news. All these data sources that we use, RealQuest, Datatree and TitlePro allow you to preview the data very, very easily without ever spending a nickel, ever. John didn’t check. He pulled up his data set, he did all the stuff that you’re supposed to do, like we teach.

Jill DeWit:
Click, click, click, click, click.

Jack Butala:
He’s looking at it and he just hit buy. He didn’t do that last step where you just kind of peruse the data. Like for instance, there’s counties out West here that have a tremendous amount of Bureau of Land Management owned property, there’s municipality owned property, a ton of native American owned reservation type property. And so for whatever reason, over the years, those properties have gotten assigned APNs, and they’re of no use to us. We’re not going to mail the US government a letter to see if we want… or any native American reservation. We’re just not.
So you have to check the data to see if it’s usable or if it’s what you anticipate. There is some properties that have huge cemeteries on them. You don’t want it. You got to remove all that stuff. So, check your data for free before you download it. So you don’t get disappointed. Same property? I don’t think it’s the same. The only time-

Jill DeWit:
No, I think you’re right. I mean, there’s times that it does. If there’s a big developer, let’s just throw this out there, a Del Webb community. If Del Webb owns a whole thing as he’s, right now, subdividing it all, it could be big enough that there’s a zip code like… What was that… Anthem.

Jack Butala:
Near Sun City. You know, you’re right.

Jill DeWit:
That could have one zip code. I’m going to finish my thought. And so it could say, Del Webb Property Services in Anthem, if that zip code, for the very beginning of it, when it started in 1995 or whatever it was. And then obviously every parcel got sold. So it could have been something like that.

Jack Butala:
That’s exactly, exactly correct.

Jill DeWit:
And they don’t need it. You don’t know. And if it’s something weird like that, or you hit somebody that wants a bunch of stuff, you don’t need to mail them all.

Jack Butala:
Hey, by the way, we’ve all made this mistake. So don’t feel bad. We’ve all downloaded data, we get into the spreadsheet five seconds later or whatever. And it’s like, “Oh, I just bought 1500 records that I can’t use.”

Jill DeWit:
Well, here’s what’s funny too, and just making me think about this, about the Del Webb thing, ’cause I just had a property like this come across my desk yesterday that I passed on. I’ll tell you real quick. And I got excited, cause it’s mobiles. Check this out. This guy bought, I don’t know how many acres. Let’s just say it’s a total of 10 acres. He went in, he has a sign on the street to come in this little… He doesn’t call it a subdivision. He called it settlement.

Jack Butala:
You’re singing my song here.

Jill DeWit:
It’s called Rolling Hills settlement. Follow me on this one though. Rolling Hills settlement. It’s in a state East of us, as they all are.

Jack Butala:
Except for two.

Jill DeWit:
Exactly. So it’s not Hawaii or Alaska. Anyway, and he sold, maybe I think he did like 25 mobile home lots. Right? He sold like four of them. And now, he wants to unload the rest, which you would think this would be great.

Jack Butala:
I’m loving it so far.

Jill DeWit:
I know. And so we sent the offer out, I went and looked. I found the sub and you click on it, right. And all the unoccupied pieces of dirt all say the same, XYZ Building Company, obviously, as they should, he can’t sell them. I’m like, shoot.

Jack Butala:
Kill me, Jill.

Jill DeWit:
I know.

Jack Butala:
This is exactly what we want to buy.

Jill DeWit:
I know. Well, here’s the thing. I thought about this. I thought, okay, well wait a minute. So why buy them all? All the ones that are left. And I put mobiles on them, but then I go dig a little bit deeper. And I see three of the parcels. He picked some three, the best of the however many that are left. He put mobiles on them too. He can’t sell those. So there’s something going on in that area.

Jack Butala:
Well, let’s deconstruct this together.

Jill DeWit:
Uh oh.

Jack Butala:
Why do properties not sell? What are the two reasons?

Jill DeWit:
And he’s not overpricing him. He’ll sell the dirt for $6,000 a lot. I was going to offer him one or two. I was about to come in hot. The way he’s pricing the mobiles are not crazy too. He’s not pricing them at $200,000.

Jack Butala:
I need to see this deal.

Jill DeWit:
All right.

Jack Butala:
Oh, is it a state that we are in right now?

Jill DeWit:
Yes.

Jack Butala:
So the two reasons that real estate doesn’t sell without exception is, number one, it’s priced incorrectly. So Jill’s saying, no, that’s not the case. It’s actually priced pretty well.

Jill DeWit:
It really is.

Jack Butala:
Number two, the seller is not exposing this property to the correct audience.

Jill DeWit:
That could be it, ’cause he’s got a couple that aren’t selling, and I’m like-

Jack Butala:
How cheap can you get?

Jill DeWit:
Cheap, but here’s my other dilemma. Okay. Hope you don’t mind, we’re going to have a business meeting right now.

Jack Butala:
Yeah, because I want to get off this call. When we’re done with this, I want to seriously look at this deal.

Jill DeWit:
It’s exactly yesterday that I said I’m going to pass. So I’ll let you look at it.

Jack Butala:
Is it just price?

Jill DeWit:
No. It has nothing to do with price.

Jack Butala:
Is it just totally rural?

Jill DeWit:
No, it’s not totally rural.

Jack Butala:
Is it a drive up access with two wheel drive?

Jill DeWit:
Totally drive up access.

Jack Butala:
Paved?

Jill DeWit:
Yes.

Jack Butala:
Is the infrastructure paved?

Jill DeWit:
I believe so. Yeah. Hold on a moment. Calm down.

Jack Butala:
I can’t. I have dollar signs in my eyes.

Jill DeWit:
I don’t have 25… Well, I had a conversation with myself and I said, do I really want to go how many States over, it’s several states over, and try to find mobiles when I know I can’t even get mobiles right now one state over? That was a conversation I had with myself.

Jack Butala:
Maybe you leave that to me.

Jill DeWit:
All right. I’ll give it to you. Thank you for letting us have our business meeting.

Jack Butala:
Can you get them for a thousand bucks a lot?

Jill DeWit:
I could probably, I was going to offer him $1500 a lot and say I’d take all of them.

Jack Butala:
Are there mobile homes that are on there, unsold?

Jill DeWit:
Correct.

Jack Butala:
All right. How old are they?

Jill DeWit:
Brand new.

Jack Butala:
They’re brand new?

Jill DeWit:
Brand new.

Jack Butala:
Something’s wrong.

Jill DeWit:
That’s what I said. He has brand new, rationally priced mobile homes sitting there, like three of them. I looked at them myself. I said something-

Jack Butala:
Did you talk to the guy?

Jill DeWit:
No, I did not.

Jack Butala:
Oh, Jill.

Jill DeWit:
I know, because it’s through a broker. Oh gosh, no.

Jack Butala:
Oh, it’s through a broker.

Jill DeWit:
Yeah. It’s a broker. See, somebody got there first. A broker’s involved. See, we sent the offer to the right person.

Jack Butala:
Why didn’t you say that first? And we would have saved everybody listening to our business meeting.

Jill DeWit:
I was trying to. I don’t know. I didn’t. Anyway, that’s the whole point. Yeah. I’m not dealing with a seller. I’m dealing with a broker.

Jack Butala:
Unfortunately, you’re right. The broker screwed it all up.

Jill DeWit:
There’s something wrong. I don’t know what it is.

Jack Butala:
What’s the deal on?

Jill DeWit:
But how about this? How about this? And let me back up. Here’s my final reason for kicking it to the curb. I have too many other great deals that will be so much less hassle, that will make me more money. And to trying to go and set up shop in this state and solve these problems and figure out where to get 20 mobiles and how best to make them look, and build a community center. By the way, there’s no facility there. It’s just dirt and mobile.

Jack Butala:
Yesterday, we did a show called partnerships, and why partnerships work and why they don’t, and why trust is a huge factor. So I went down this path with Jill, questioning her, and this is not made up. This is real actually. And in the end, I was questioning her carte blanche trust. We got to the real answer at the end. And I’ve seen the database too.
We have properties in there that we’re buying for less than $20,000 that are easily worth, retail, a quarter mill. And for whatever reason, Jill, they’re in the database, Jill got the seller to… They’re just ready to sell for all the classic reasons. It’s packed with deals like that. So in the end, she didn’t decide it was a bad deal, ’cause I’m trying to get drilled down to something that’s insignificant.
I’m trying to drill down with her. Why is this a bad deal? Why, why, why? Are they new? What’s the price? And she’s saying, yep, they’re new. And the price is awesome. It’s just not worth it for us. It’s not worth it. We have all these other transactions.

Jill DeWit:
There’s a lot going on.

Jack Butala:
There’s millions of dollars of deals, net equity deals, that we’re dealing with better, right exactly in our acquisition criteria all around.

Jill DeWit:
That won’t take the work.

Jack Butala:
I trust you. You’re right.

Jill DeWit:
Thank you.

Jack Butala:
And forgive me for questioning it. I’m serious.

Jill DeWit:
Thank you very much.

Jack Butala:
If the mics weren’t on, this is exactly how this business meeting would go. And I would walk out of your office.

Jill DeWit:
Thank you. Now let’s get to the show, please.

Jack Butala:
Today’s topic? Getting rejected by a local real estate agent. This is why you’re listening.

Jill DeWit:
Not rejected by your business partner. So here’s a story. [inaudible 00:11:07] obviously, you may or may not have realized there are a lot of properties being bought and sold right now. We all thought-

Jack Butala:
More than ever.

Jill DeWit:
The summer of the COVID would have been dead for real estate. And the opposite is happening. We are seeing things snatched up, even in our own backyard. We talked about this the other day. Last Sunday, we went driving around looking at property, kind of in our backyard. And we picked out two, should we want to get back into house flipping right now, today. Right now I’m really busy, but we talked about it for five minutes. We’re kind of prepping to. It’s stuff that we do all the time, but it’s in an area that we haven’t really gone into at a great level.
Long story short, the three that we identified on Sunday were pending on Monday. So this is what’s going on in the escrow world. These guys are slammed, and it’s great.

Jack Butala:
Slammed.

Jill DeWit:
Slammed. And the problem is too, is I think half of them are working remote, half of them in the office. So, that makes issues. It brings up even more issues ’cause they don’t know how to operate that way. Most escrow agents I have found are paper pushers, and they always have been and always will be paper pushers. They are very reluctant to do online notaries. They’re very reluctant to do online recording. That’s not their thing. That’s not how they were trained and not how they were raised. It’s a paper, it’s a file. There’s a system and there’s a checklist.

Jack Butala:
Original [inaudible 00:12:45].

Jill DeWit:
These guys are old school files, and there’s all the papers here. And there’s a checklist like stapled here, and they literally check them off as they go through to make sure they filled in all the papers. They don’t even really look at them, they just need to see that all the papers are there and accounted for. This is what’s going on. So we called an agent that we have a great history with, and actually, just a little bit, it’s in kind of Northern California, and it’s only because she’s really good. And the property happens to be in California.
So most agents are really okay with doing properties within their same state. Stepping outside of the state, not all agents are there. They may have a list of states that they work with too. But anyway, flat out said it was the funniest thing, that was going to go great. Sent her our usual list and the way we roll too, we couldn’t be easier. We send an email that says seller, buyer, all the contact information, here are the terms. And then everything is attached. The purchase agreement, any of our business documents, any of the wire instructions. I mean, it’s ready to go. Everything that we have is in that email. And they’re like… It’s a dream. So I actually was told, just the other day, I’m not doing land deals right now. I have too many SFRs. That’s what happened.

Jack Butala:
If you ask an escrow agent in the best of times or worst of times, why is it taking so long to do this deal? They’re going to say one of two things. There’s a lot of deals before you, which means there’s real estate agents that keep coming to me. Even after you submitted this deal to me, there’s really angry real estate agents that pay me on the side, or whatever version, to get their file on top of yours because real estate agents don’t have any money, ever.
The good ones have millions and millions of dollars and live on the ocean, and the bad ones don’t have it. They have an old car and a terrible attitude. So when they get a deal and it’s in escrow and they want to get it done, they jump all over the escrow agent’s business and jump on their desk and scream and yell until the deal’s done so they can get their measly little check.
The second reason, which is way more important for us is this. Hey Sally, why can’t you get this deal done? It doesn’t seem like it’s too busy. I’m waiting on title. And Title has nothing to do with escrow. They’re entirely separate. A title binder, a preliminary title and title insurance itself comes from a different place. It doesn’t come from their office at all. When it’s rural vacant land, it comes from the county. It comes from people sitting at the county that are contracted by a national insurance company. Usually, First American Title. There’s only four or five of them in the whole country. And if you’ve ever walked into the county building, which you can’t do right now, by the way, if you’ve ever walked into a county building, there’s a bunch of people…

Jill DeWit:
Because they’re closed. That’s the only reason.

Jack Butala:
Yeah. They’re all horsing around, throwing paper at each other, laughing. Those are title plan people from different companies, doing title binders for escrow agents to get deals done. They’re checking the chain of title so they can issue an insurance policy. That is dramatically slowed down. Right? It’s a perfect storm again. That title process, because of the COVID, really shut counties down. They can’t get the information that they need, especially in rural areas.
And so you’re yelling at the escrow agent, but in reality, she can’t get the title binder to close the deal. That’s the truth of it. So that’s why we’re getting rejected by local escrow agents. I’m sure the reason we got… I don’t know this for sure, but I’m guessing is these SFR deals already have title plan information accumulated already from the last sale, and we’re probably going on.

Jill DeWit:
If there’s a blanket, I don’t know.

Jack Butala:
When deals are harder. They seem easier. There’s no lender. It’s a harder title situation. Is that too much information here?

Jill DeWit:
Well, I think too, but I would say-

Jack Butala:
Am I TMI?

Jill DeWit:
No, no, I would argue that maybe land is because they traditionally don’t change hands as fast. If I was a title agent du jour, and I’m the one doing the title work, if I go back and see, oh, this person at First American did it in 2012, this person just did it in 2008, and this person just did it in 2006, I’m feeling pretty good about these guys.

Jack Butala:
That’s a house, usually.

Jill DeWit:
You’re right. That’s what I’m saying. So I’m like, it’s not going to be that hard. But, the land [inaudible 00:17:13] to go, A, there’s nothing ever done. It may have never had title insurance. I got to really dig. And B, the last one was 30 years ago. And the last one was before that, was when it was homesteaded. Okay. I want to make sure I don’t miss anything.

Jack Butala:
Jill’s not exaggerating. This is a very typical rural vacant land deal. So it’s title. What do you do? What do you do in local… What did you do in your situation?

Jill DeWit:
Call another person and they got it. Just pick up the phone. You collect them. You know, the ones that you like and you know what you’re talking about? This one would have done it. She’s very sweet and really good, and I sent treats.

Jack Butala:
So in other words, you solved your own problem without telling anybody about it at all?

Jill DeWit:
Yeah. We just fix it. We move on. It’s not like I can’t do it.

Jack Butala:
Makes me want to kiss you on the lips.

Jill DeWit:
Call the next guy on the list. We got a long list. So, thank you.

Jack Butala:
You’re awesome.

Jill DeWit:
Happy you could join us today. monday through Friday, you can find us right here on the Land Academy Show.

Jack Butala:
Tomorrow, the episode on the Land Academy Show is called, you either love your mask or you hate it. You are not alone in your real estate ambition.

Jill DeWit:
That’s going to be interesting.

Jack Butala:
I said mask. M-A-S-K.

Jill DeWit:
It’s not like… Is it code for M for money, A for ambition, S for silliness, and K for…

Jack Butala:
Kill.

Jill DeWit:
That’s what I was thinking.

Jack Butala:
Really?

Jill DeWit:
Yeah. That’s totally funny, it’s the first word that came to my mind too.

Jack Butala:
We’re going to talk about masks tomorrow.

Jill DeWit:
That’ll be interesting. Thank you for tuning in today. We hope you find our content valuable and we appreciate your support. If you haven’t already done so, please check out our channel on YouTube and subscribe there.

Jack Butala:
You’ll notice this is a little different at the end here, is because it’s so important. It really helps us gauge our content. So, your comments and suggestions, they help us create the content that you’re here for. Hitting the like button supports our channel’s algorithms, seriously, and it gauges your interest for future show topics. You know me, I’m all about the data. We are Steve and Jill.

Jill DeWit:
We are Steve and Jill.

Jack Butala:
Information.

Jill DeWit:
And inspiration.

Jack Butala:
To buy undervalued property.

—————————————-

If you have any questions or comments, please feel free to email me directly at steven@BuWit.com.

The BuWit Family of Companies include:

https://BuWit.com

https://offers2owners.com

https://landinvestors.com

https://landacademy.com

https://landpin.com

https://parcelfact.com

https://countywise.com

https://deedperfect.com

https://ownersdata.com

https://houseacademy.com

I would like to think it’s entertaining and informative and in the end profitable.

And finally, don’t forget to subscribe to the show on Apple Podcasts.

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Concierge Data+ (with data) Included mailers each month (data + concierge + mailer + postage). Our team will do your data for it and get it out the door.
12,000 mailers
PatLive introduction at no cost We will help you establish your first script and get PatLive set up on your behalf to answer your phones.
$500 value
Transaction Coordinator Use of our personal Transaction Coordinator team to manage your deals. Trained and ready to go!
$7,500 value
AirTable Ready-for-you CRM managed by your personal Land Academy Pro Transaction Coordinator
$100 value
Personal Consulting 1 on 1 personal consulting with our Transaction Coordinator each week.
$1,000 value
Regular Office Hours Regular office hours with Jack and Jill + our staff. Private for LA Pro Members Only. (Think Career Path Office Hours)
$2,500 value
ParcelFact ParcelFact is included in your LA Pro membership with unlimited pulls.
$150 value
FREE Career Path Access
$23,000 value
Land Academy No more separate charges - Land Academy is included with LA Pro Membership. This includes all education, tools, support, and future releases.
$300 value
Subtotal: $9,550 value
Mail Value: $15,000 value
Total Value: $47,550
Apply Now

Platinum

$23,650

per Month

Concierge Data+ (with data) Included mailers each month (data + concierge + mailer + postage). Our team will do your data for it and get it out the door.
15,000 mailers
PatLive introduction at no cost We will help you establish your first script and get PatLive set up on your behalf to answer your phones.
$500 value
Transaction Coordinator Use of our personal Transaction Coordinator team to manage your deals. Trained and ready to go!
$7,500 value
AirTable Ready-for-you CRM managed by your personal Land Academy Pro Transaction Coordinator
$100 value
Personal Consulting 1 on 1 personal consulting with our Transaction Coordinator each week.
$1,000 value
Regular Office Hours Regular office hours with Jack and Jill + our staff. Private for LA Pro Members Only. (Think Career Path Office Hours)
$2,500 value
ParcelFact ParcelFact is included in your LA Pro membership with unlimited pulls.
$150 value
FREE Career Path Access
$23,000 value
Land Academy No more separate charges - Land Academy is included with LA Pro Membership. This includes all education, tools, support, and future releases.
$300 value
Subtotal: $12,050 value
Mail Value: $18,750 value
Total Value: $53,800
Apply Now

Black

$28,180

per Month

Concierge Data+ (with data) Included mailers each month (data + concierge + mailer + postage). Our team will do your data for it and get it out the door.
18,000 mailers
PatLive introduction at no cost We will help you establish your first script and get PatLive set up on your behalf to answer your phones.
$500 value
Transaction Coordinator Use of our personal Transaction Coordinator team to manage your deals. Trained and ready to go!
$7,500 value
AirTable Ready-for-you CRM managed by your personal Land Academy Pro Transaction Coordinator
$100 value
Personal Consulting 1 on 1 personal consulting with our Transaction Coordinator each week.
$1,000 value
Regular Office Hours Regular office hours with Jack and Jill + our staff. Private for LA Pro Members Only. (Think Career Path Office Hours)
$2,500 value
ParcelFact ParcelFact is included in your LA Pro membership with unlimited pulls.
$150 value
FREE Career Path Access
$23,000 value
Land Academy No more separate charges - Land Academy is included with LA Pro Membership. This includes all education, tools, support, and future releases.
$300 value
Subtotal: $12,050 value
Mail Value: $22,500 value
Total Value: $57,550
Apply Now

Disclaimer: *We have a monthly “use it or lose it” policy with mail and data – Land Academy PRO is designed to keep you on-track and consistent.

To cancel, all packages require a 30 day notice to move you back down to regular Land Academy membership.

Office Hours Schedule

Scheduling a Career Path interview call is currently on hold and will resume closer to Fall 2024 as we approach Career Path 10.

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