Member Andy Barnhart Shares Land Academy Success Stories (ReAir LA 996)
Member Andy Barnhart Shares Land Academy Success Stories (ReAir LA 996)
Transcript:
Steven Butala: Steve and Jill here.
Jill DeWit: Hello.
Steven 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.
Steven Butala: Today, Jill and I talk with member Andy Barnhart, who shares his Land Academy success stories. But, before we get into it I have a simple question. Andy, you’re sitting right there in that seat. How did you get there? Tell us your story and tell us how you chose Land Academy, and if it’s working for you.
Andy Barnhart: Yeah, hello. I’ll go way back to when I was a child and my dad was a farmer, a dairy farmer. He would try to grow his operation and buy more land, so he would show me plat maps when I was… So, I was looking at plat maps when I was eight years old. He’s like, “Oh, we own this 80 acres, and I’m going to buy this 80, and I’d love to have-” he always wanted a section of land. That was his goal. I knew what a section was, and a quarter and a half section at a young age. After college, I got a job-
Steven Butala: I have to explain to everybody what a section is. A section is a square mile, and it’s 640 acres. A half section is 320, and a quarter section is half of that.
Jill DeWit: 160.
Steven Butala: 160, and on, and on, and on.
Andy Barnhart: Yep.
Steven Butala: Anyway, go ahead. So, you’re in college.
Andy Barnhart: So yeah, I got through college and I got my first job as an Auditor with the US Department of Agriculture with the Dairy Division. I went right in on my first day, and I had learned Excel and everything in college, and thought I was a whiz kid. Then I get into the government organization that I was hired with, and literally some older guys didn’t even have a computer on their desk. They refused to work with a computer. All the programs were written in Lotus 123. So, it was like stepping back in time 30 years.
Andy Barnhart: I was there 10 years, and we converted everything to Excel and all the reports and everything. So, I was very comfortable with… I had the agriculture background, I have Excel background, I have an auditing background. Then yeah, I bought the realtor courses and took all of the courses to become a realtor. I thought that’s something I’m interested in, and then got to the end. I did all of the education and got to the end, and I think at that time is when I found your podcast. You guys were, as you are today, dealing with realtors and [inaudible 00:03:22].
Andy Barnhart: You guys have never shied away from talking trash on realtors, so it made me think, “Well, do I really want to be a realtor?” So, I never went to take the test, and then that’s when I bought the programs in 2016. Yeah, that’s how I got here. I’m in my third year, and yeah still-
Steven Butala: Is it working? Have you done a bunch of deals? I guess, you’re on the show so hopefully some of it’s working.
Andy Barnhart: Yeah, yeah I didn’t start out of the gate with a bang. I was skeptical, and I took it really slow. I wrote down my numbers. The first year, 2017, I did 19 deals, and I still had some other jobs going on, some part-time things. The revenue that year was $62,000.00-
Steven Butala: Awesome.
Andy Barnhart: And then so last year- and I was still doing this all on my own. I did last year 184 deals completed, and then the revenue was $343,000.00. Yeah, I was like, “Yeah, this is-”
Jill DeWit: I’m in.
Andy Barnhart: I’m in. I’m not a skeptic anymore.
Jill DeWit: Yeah, I think that was your testing it.
Andy Barnhart: Yeah.
Jill DeWit: After $400,000.00, I said, all right. I guess this works.
Steven Butala: He’s an auditor. You know, I have an auditing background too and I just [crosstalk 00:04:59] naturally un-trusting of everything. Unless you’re an auditor, you can’t explain that. People don’t understand that.
Andy Barnhart: Right.
Steven Butala: What the hell’s wrong with you?
Jill DeWit: That’s fair. You should be skeptical that’s true too.
Andy Barnhart: Yeah. Yeah, you’ve got to see the numbers on a spreadsheet and then, you know, like, “Wow.” I think I called you guys after my one year anniversary. I scheduled a call with you and I said, “Well I’ve only done 19 deals, and I made $62,000.00. Am I doing this right?”
Steven Butala: I remember that.
Andy Barnhart: You guys were like, “Yeah, you’re doing everything right.”
Jill DeWit: Exactly.
Andy Barnhart: That’s all I needed to hear from you guys, was like, “Okay. I’m all in now.”
Steven Butala: You know, I remember this call. Do you know this call? Because he was a wedding photographer on the side.
Jill DeWit: Oh.
Andy Barnhart: Yeah.
Steven Butala: Remember him?
Jill DeWit: I forgot about that. I do remember that.
Andy Barnhart: Yeah, so my wife and I still shoot about 10 weddings in the summer months here in Colorado. It’s fun to get out, and go to a wedding and have fun, and create beautiful… But that whole wedding, that was another… The whole wedding business taught me how to actually run and start a business too. That was a huge help. Then this year, I bought on my brother-in-law, actually.
Jill DeWit: That’s cool.
Andy Barnhart: Which joined me as a partner. He’s going to run the whole sales side. He’s the Sales Manager. He’s the gel of my operation.
Jill DeWit: I love it.
Andy Barnhart: Yeah, and he has a totally different personality than me. He can get on the phone and talk to these people and become best friends, and they sell him the land. So far, we’ve completed 36 deals this year, and $96,000.00 in revenue, and then we’ve-
Steven Butala: Wow.
Andy Barnhart: Since April 1st, we really started buying… We went on a buying spree. We’ve bought 85 properties since April 1st.
Jill DeWit: Wow.
Andy Barnhart: Then-
Steven Butala: It’s like May 9th.
Jill DeWit: Yeah.
Steven Butala: We’re recording this on May 9th.
Andy Barnhart: Yeah.
Jill DeWit: Wow, do you want to buy another one? I’ve got one I’m trying to unload right now.
Andy Barnhart: So if everything sells, it’s in our inventory, revenue will be as of May 9th, $406,000.00. I think the projection… We have seven more months of the year. We can hopefully get to add $600,000.00 in revenue. So, I’m projecting a million in revenue this year.
Steven Butala: What we’re really doing is- this is a perfect example and segway- what we really do in this business is build a balance sheet. A lot of people see it as kind of a… They look at it from a cash flow standpoint, so cash goes up, they spend on real estate. Then it goes up, you spend on real estate. But the whole thing [crosstalk 00:08:08]… I hope your [inaudible 00:08:12] now has its own money. You stopped putting it in. Hopefully you took the money out that you put in initially?
Andy Barnhart: Oh yeah. Yeah.
Steven Butala: You’re in stage three. I think there’s five stages of this, and you’re full blown into stage three in less than three years. Are you doing it right? Yeah, you’re doing it right.
Jill DeWit: I was going to say with the numbers this year, for your projection, I have never… Every time you say it and put it out there, and now it’s like hey, the planet heard it, now it’s going to happen. That’s awesome.
Andy Barnhart: Yeah, we’ll see. I mean, we keep-
Jill DeWit: Well, let’s check in on 12/31.
Steven Butala: I think that’s a good idea. Like, early 2020.
Jill DeWit: Yeah.
Andy Barnhart: Yeah, yeah. Yeah, and I think what changed the business for me was what you guys talked about from being a one man show to… I started with VAs, and I started everything that I could possibly outsource. I used VAs, and now at the end of the last yr, I was like I need a… I don’t even want to focus on sales. I just want to focus on pulling the data and mailing. Henry, my brother-in-law, he’s been great so far. So, bringing him on really… Yeah, it’s really… And he has a set of VAs that he works with, and I have a set of VAs.
Jill DeWit: Perfect.
Andy Barnhart: Yeah.
Jill DeWit: That makes it even… You guys are clearly dividing it up, and-
Steven Butala: Awesome. I mean, you could just [crosstalk 00:09:55] scale up to the moon now.
Jill DeWit: Mm-hmm (affirmative).
Andy Barnhart: Yeah, yeah.
Steven Butala: They shouldn’t be able to… I’m assuming, you do the mail right?
Andy Barnhart: Yeah, yep.
Steven Butala: So, you could, if you wanted to this weekend, make it so they could never catch up to you.
Andy Barnhart: Right.
Jill DeWit: [crosstalk 00:10:09]?
Andy Barnhart: Yeah.
Jill DeWit: Oh, yeah, yeah.
Andy Barnhart: That’s my role in this whole thing.
Jill DeWit: Pull down your hat. You’re going to need two phones. Watch this.
Steven Butala: Everybody is just coming to me and saying, “Just stop sending mail out for a while.”
Jill DeWit: No, that’s true.
Steven Butala: People can’t do this many deals.
Jill DeWit: That has happened.
Andy Barnhart: Right, yeah. I mean I have… Here’s one. So, I have six counties that I’ve mailed. Here’s one. This is one county that I have signed Purchase Agreements-
Jill DeWit: Isn’t that awesome?
Andy Barnhart: I get them back and I do the five minute, do I want to buy it yes or no, and usually in five minutes I can… And then I turn around and it off to my business partner. Then he takes care of it.
Jill DeWit: That’s so awesome.
Andy Barnhart: We can get through as many as we want now.
Steven Butala: Jill and I have a long day of recording and live shows. It’s Thursday, so this is our day to do all this stuff, and you just made my day, man. Because of the big stack of Purchase Agreements.
Andy Barnhart: Right, yeah. Yeah, I could show you six more piles too.
Jill DeWit: Well, how many backed up phone messages do you have?
Andy Barnhart: Oh man, yeah. We do use [inaudible 00:11:29] Live, but even keeping up with… They send the spreadsheet every morning at 5:00 a.m., and I’m like, “Oh, great. Here’s a whole other set of people I still need to get on the phone and call them back,” but it’s hard even keeping up with the [inaudible 00:11:48] Live messages.
Steven Butala: So everybody who’s listening to this, or watching this, is asking themselves this question, how do I get from starting out to having stacks of Purchase Agreements in my office that I can’t go through today because there’s too many?
Jill DeWit: Yeah.
Steven Butala: So, I’m asking you, what’s the secret? What’s your secret?
Andy Barnhart: Just trust the process, and mail your butt off.
Steven Butala: You’ve never had a failed mailer?
Jill DeWit: It’s true.
Andy Barnhart: I don’t know if a totally failed mailer, I don’t think so. Maybe they haven’t been as great as I thought, but yeah I always seem to buy at least… You know, a couple of months go by and I say, “Oh, that was a failed mailer,” and then here comes one in the mail like four months later. I’m like, “Oh, wow. This is great.”
Steven Butala: Wait ’til 10 years from now.
Andy Barnhart: This is great.
Steven Butala: I just got one in San Bernardino County.
Jill DeWit: Yep.
Steven Butala: Did you see that?
Jill DeWit: No, but I’m just saying, I mean that-
Steven Butala: It was from 2003.
Jill DeWit: Yeah, I know.
Steven Butala: Six properties, and they’re awesome.
Jill DeWit: My team made a call yesterday from 2007, and I’m like, “Yep. Doesn’t surprise me.”
Andy Barnhart: Oh wow, that’s awesome. Yeah. Yeah. So, I won’t be closing up shop anytime soon, I guess.
Steven Butala: I have to ask you, what’s more difficult, filming a wedding or buying a piece of property from start to finish? Both of them. What’s more time consuming? What’s a bigger pain in the ass? You know, the whole bridezilla thing. Like, don’t leave anything out. Like, all these stories about brides, are they as ugly as they really seem?
Andy Barnhart: No. I couldn’t be a wedding photographer in southern California, I’ll tell you that. I think if a bride chooses to get married in the mountains of Colorado, we gotta say she’s pretty chill. She’s pretty down to earth. She’s pretty laid back. It’s not all about what she looks like. They’re usually sort of… Yeah, more relaxed and just easier to work with. But anyway, it is a lot. Yeah, I’d rather buy a piece of land any day than photograph a whole wedding.
Steven Butala: The land doesn’t talk back, that’s what I say.
Andy Barnhart: Right.
Jill DeWit: Well that’s a new one. I will have to write that one down. I have not… You have not used that one. It’s been a while.
Steven Butala: Land owners talk back once in a while, but usually it’s like yes, please. I don’t want it anymore.
Andy Barnhart: Yeah.
Jill DeWit: Well, I have my own. Land does not talk back.
Steven Butala: So, on a serious note, do you have a main sales venue? Do you listen on the MLS? What do you do with this property typically?
Andy Barnhart: The process is once it comes back, we have the Deed. We use everything. We use Air Table as a CRM. I don’t know if you guys are familiar with Air Table-
Steven Butala: No, [crosstalk 00:15:00]. I’d love to hear this.
Andy Barnhart: Yeah, it’s a sort of a spreadsheet/database. It’s easier to use than Excel, where you have the tabs at the bottom, and then you move once you due diligence, and then the next tab. You can do it all in a column, and you can actually change the status of every APN, what stage of the buying process and then the selling process. You can actually create what’s called the Blocks in Air Table. You can create basically a Microsoft Word template within Air Table. Once you enter the name of the seller, the address, the purchase price, the legal description, once you enter it in it actually populates a Deed automatically. Then it’s just go in it. You just press a button and you just print the Deed out and put it in the mail.
Steven Butala: Does it have a CSV upload function? [crosstalk 00:16:11] 5000 records.
Andy Barnhart: Yeah, yeah. I’m pretty sure. I’ve tried that with the whole mailer. I’ve uploaded a whole mailer-
Steven Butala: That’s where I’m going with this.
Andy Barnhart: Yeah, and then once you-
Steven Butala: You can do the mail merge right from there?
Andy Barnhart: I think so.
Steven Butala: I heard about this thing two years ago. It hit my radar on Facebook or something like that. It was these two guys in this really cool office saying, “You’re wasting your time on spreadsheets. This is the next generation.” I was really intrigued at that. I’m pretty sure it’s this, and I never looked into it more. So, you’re a spreadsheet guy, so you really believe in it, huh?
Andy Barnhart: Yeah, yeah. Oh, yeah. It’s saved us a ton of time. I can open it up and see where every property is at, and we’re doing 85 deals a month now so being super organized is the key to everything. If we’re not organized, this whole model will fail. You’ve got to be almost-
Steven Butala: Go ahead. Go ahead.
Jill DeWit: Have you lost our property yet? If you had it happen, yeah you’re like, “Oh, shoot. I forgot I owned that.”
Andy Barnhart: Oh, well yeah.
Jill DeWit: That’s coming.
Andy Barnhart: Yeah, we’ve had some… Yeah, we just cleaned up kind of a nightmare deal. We use Moon Clerk, so we get the… They checked out and entered the credit card, and then we entered the wrong information into Air Table. So we had them buying a different property. We went through the whole-
Steven Butala: Yeah, we’ve all done that.
Andy Barnhart: The whole process and recorded the whole thing, and the guy called and was like, “This isn’t the property I bought.”
Steven Butala: [crosstalk 00:18:05].
Andy Barnhart: Oh man, and then we had to reverse everything out. So, just dealing with… Yeah, you guys know, just dealing with those kinds of things.
Jill DeWit: Oh yeah.
Steven Butala: You know, those situations, they’re inevitable. As long as you can keep everybody calm about it, and you keep in communication and let them know you’re undoing it, they’re usually cool.
Andy Barnhart: Yeah.
Steven Butala: [crosstalk 00:18:24] some person that’s like… They really get upset about that.
Andy Barnhart: Yeah, yeah. This guy was super cool. He was like, “Just keep my money and I know you’ll fix it.” We offered to give him a full… Yeah, so-
Jill DeWit: That’s nice.
Steven Butala: When they start using the F word, you know the “fraud” word, [crosstalk 00:18:41] open up.
Andy Barnhart: Yeah. Yeah. Yeah.
Steven Butala: Because not supposed to sell… We’ve done this in the distance past and sold a piece of property twice on accident.
Jill DeWit: Yeah.
Steven Butala: Everyone gets really upset about that, like the government authorities.
Jill DeWit: Yeah, undo it as fast as you can.
Andy Barnhart: Yeah, yeah, yeah.
Steven Butala: You can’t write checks fast enough to get out of that.
Jill DeWit: Yeah.
Andy Barnhart: Right, right.
Steven Butala: It’s very difficult to explain that it’s an honest mistake.
Jill DeWit: Yeah.
Andy Barnhart: Yeah, so back to where… We post everything on… So, our website is MoonlightLand.com.
Jill DeWit: That’s cool.
Andy Barnhart: We post everything on Luke’s site, RuralVacantLand.com. We post everything on LandWatch.com. Land & Farm.
Jill DeWit: Cool.
Andy Barnhart: And try to get everything on Zillow. It’s a little more of a hassle to do the Zillow thing where they call you back, and you have to verify it. Other than Zillow, the VAs post it to all of those places, so we’re not posting properties so-
Steven Butala: So you’re doing this kind of volume without the MLS entirely.
Andy Barnhart: We’ve only used MLS for one deal. That was the guys that you guys use. Was it Congress?
Jill DeWit: Yeah.
Steven Butala: Yeah, Congress.
Andy Barnhart: Congress, yeah. Yeah. Yeah. We used them for one deal and that property actually sold. We’re not doing super high deals yet. I mean, we’re still in the lower range. We’re just hitting singles all day long.
Jill DeWit: What’s your average? Is it like buy for 10, sell for 22? What are your typical numbers?
Andy Barnhart: We’re not even to that point yet. We have a few of those, but we’re probably at average of buy for $1,500.00, sell for $3,000.00.
Jill DeWit: Cool.
Steven Butala: That’s great. [crosstalk 00:20:54]. No, it is a single. That’s a total single, man.
Jill DeWit: Yeah.
Andy Barnhart: Yeah. You guys ingrained it in my mind so much that just double your money. I’ve taken that literally. Like, every deal yeah we could buy some for five and sell it for 25, but I’ve always just listed it at 10 and it sells.
Jill DeWit: There you go. Then everybody wins. That’s the thing.
Steven Butala: Yeah.
Jill DeWit: You want your guy to walk away, your buyer happy and thrilled, and know they got a good deal, and it never comes back [inaudible 00:21:34].
Steven Butala: If you stick to these fundamentals, and I say this now because we are experiencing… We have an all new young staff. We have different lines. We have house line of revenue, house revenue, rural vacant land revenue, like what you’re in at that level, and then we have larger land deals, commercial land deals. There’s nothing that has produced more consistent revenue and income than your business model for us, with the least amount of headaches [crosstalk 00:21:59].
Andy Barnhart: Right.
Steven Butala: Hopefully, land program and Land Academy 1.0, [crosstalk 00:22:03] everything you need to just stick to the basics, double your money and keep moving forward.
Andy Barnhart: Yeah.
Steven Butala: Not to get into these bigger deals, but you can make some money. We do. We do great, it’s just not without a lot of stuff.
Jill DeWit: Mm-hmm (affirmative).
Andy Barnhart: Yeah, I’d say I’m the classic Land Academy 1.0 member for you guys.
Steven Butala: Awesome.
Jill DeWit: That’s great.
Andy Barnhart: But just at a large volume, and I want to see how many deals we can actually scale up to.
Jill DeWit: That’s awesome.
Andy Barnhart: And just keep… Yeah.
Steven Butala: So you’re self-purchasing and self-closing. You don’t use a notary or title company… I mean a title, excuse me, not notary.
Andy Barnhart: Yeah, probably one out of every 10 deals they’re large enough to send a title. We have maybe four deals right now that are closing through title, and they’re like $10,000.00-$20,000.00.
Jill DeWit: Perfect.
Steven Butala: Are you going to sell them that way, too probably? Through title?
Andy Barnhart: Yeah. Yep. Yep.
Steven Butala: Perfect.
Jill DeWit: Mm-hmm (affirmative).
Steven Butala: I mean you’re a classic 1.0… I’m a classic… I wrote 1.0.
Jill DeWit: Mm-hmm (affirmative).
Andy Barnhart: Right.
Steven Butala: Back to that a little bit.
Jill DeWit: I know. Tell me about it.
Steven Butala: [crosstalk 00:23:19] is a little too often lately.
Jill DeWit: Exactly.
Andy Barnhart: Yeah, I love the baseball analogies. I’m a big baseball fan, so I know if you change your swing to actually hit a home run, you’re going to strike out every time. If you just keep your swing the same, like if you want to hit a line drive up the middle but with that same swing, you’re going to knock one out of the park.
Jill DeWit: That’s perfect.
Andy Barnhart: I just keep ripping singles up the middle all day.
Jill DeWit: Isn’t that great? That’s how it happens. You’ve had, I’m sure, where a deal comes in and you’re looking at it going, “Well that can’t be right. I under-valued this, and they signed it.” So that’s how you know a home run will sneak in there and you’re going to be like-
Steven Butala: Yeah, it’s inadvertent.
Andy Barnhart: Right.
Jill DeWit: You’ll want to run to the bank like, “All right, this is great.”
Andy Barnhart: Right, yeah.
Steven Butala: Do everything right. When that ball comes off the bat and it goes out, you should just be shocked. Like, you weren’t trying to do that.
Andy Barnhart: Yeah, yeah.
Jill DeWit: Yeah.
Andy Barnhart: Exactly, yeah. Yeah, so-
Jill DeWit: Well any last… First of all, do you have any questions for us?
Andy Barnhart: Yeah, when’s the next live event?
Jill DeWit: October. That first weekend in October.
Andy Barnhart: Okay, great.
Jill DeWit: So, think of that. It’ll be here just south of LAX, so here in LA. I’m wrapping up the final stuff in the next week or two, and then I’ll get the location announced so people can really start thinking about where it’s going to be.
Andy Barnhart: The first weekend in October.
Jill DeWit: Yep.
Andy Barnhart: Okay.
Jill DeWit: We’ve decided that that’s going to be an annual thing. This will be our second annual. It’s hard for us to get our acts together to go around and do smaller events, so we decided we’re just going to do a big one and-
Andy Barnhart: Right, yeah.
Steven Butala: Every year. [crosstalk 00:25:18].
Jill DeWit: And then everyone will know, and it’ll be fun. I know a lot of people last year had said that, “Hey, we should do this every year.” They thought it’d be fun to re-connect after a year. I’m like, “Awesome.”
Andy Barnhart: Yeah, yeah. I actually had… Yeah, I had to photograph a wedding on the weekend of last year’s event, so I couldn’t make it. I’d say that’s the only thing missing in this, because I’m just kind of… I’m in my basement of my home, and I’d like to have at least once a year to meet you guys, and then meet all of the other members that I’ve talked to on the phone to a lot of them, and emailed them. But, just to have a few drinks with everybody.
Jill DeWit: Exactly.
Andy Barnhart: It’d be great. [crosstalk 00:26:01]
Jill DeWit: We’ll make sure that happens.
Steven Butala: I mean, you’re going to walk away from that event like networked up to your chin.
Jill DeWit: Yeah.
Steven Butala: From the last event, we’re all doing deals together now. I just talked to Joe Martin yesterday. We’re doing a bunch of mobile home deals, and that all came from that live event. I’m not plugging it or selling it. It’s totally worthwhile. And it’s [inaudible 00:26:23] live event where you’re just watching somebody up there lecturing, like it’s a college class.
Andy Barnhart: Right.
Steven Butala: Everybody was like, “How do we do a mobile home deal,” for lack of a better example, “more efficiently so we could make more money.”
Jill DeWit: Right.
Steven Butala: It’s that kind of thing.
Andy Barnhart: Right, right. Yeah, yeah. I’ll put it on the calendar.
Jill DeWit: Good.
Steven Butala: Awesome.
Jill DeWit: Awesome.
Steven Butala: Well you’ve done it again. You’ve spent another 20 minutes or so listening to the Land Academy show. Join us next time for another interesting episode.
Jill DeWit: And, we answer your questions posted on our online community at LandInvestors.com. It is free.
Steven Butala: You are not alone in your real estate ambition.
Steven Butala: Andy, it’s a pleasure to talk to you-
Jill DeWit: Thank you.
Steven Butala: And I’m so happy for your success.
Andy Barnhart: Yeah, thank you guys. Without you, I don’t know what I’d be doing. I’d be going to photographing weddings every weekend.
Steven Butala: Hey, bring your kids to the live event because it’s right on the beach and everything.
Andy Barnhart: Oh, really? Are you sure about that?
Jill DeWit: Not to the event.
Steven Butala: No, not to the event, but you know.
Andy Barnhart: All right. Right. Right. Yeah. Yeah, sounds good.
Jill DeWit: Great.
Andy Barnhart: All right.
Jill DeWit: Wherever you are watching, wherever you are listening, please rate us there.
Steve & Jill: We are Steve and Jill.
Steven Butala: Information.
Jill DeWit: And inspiration.
Steven Butala: To buy undervalued property. Thanks again, Andy. We’ll talk to you soon.
Jill DeWit: Bye, Andy.
Andy Barnhart: Yeah, thank you guys. Bye.
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