This is episode number 2005, and we are talking about a week in the life of a successful land investor.

This is going to be good.

It’s important.

This is going to be touched upon now but further explained in the future in some things that we’re preparing for.

I would argue that what we’re going to talk about now, which is organization, self-discipline, being an entrepreneur, and a bunch of stuff like that, and we’ll get into a good amount of detail. This is more important than knowing how to buy and sell land.

Having a plan.

We’re going to talk about a week in the life. If you can sit down and be the greatest planner in the world Monday through Friday, and if you don’t execute it and have self-discipline about it, it’s not going to be as effective as you want.

For me, it is about what I should be doing every day. What do I focus on? Here’s the reality. The reason we’re talking about this is this is a successful full-time land investor, and we’re going to talk about it that way because many people in Land Academy have come to us, started out with W-2 jobs, left W-2 jobs, and now they’re in it. This is how to organize your week. Everything we’re talking about can be applied, even if you’re like Jill and Jack. I only have 2 to 3 hours a day to throw at this. That’s okay. You can shorten it. The process and the steps are the same as you think about them. Your day-to-day stuff is the same. You’re going to have to get more efficient at it.

We can tell you how we do it successfully. We can give you, after several years of doing this, real core examples with people’s first names on how they did it, in some cases more successful than us. In the end, you’re going to decide how you’re going to apply it to your life.

You said several years of Land Academy.

It’s 30 in 2024.

It’s fifteen for me in 2024. That’s a lot.

Member Question

We may or may not be qualified to talk about this stuff. You decide. Each week on the show, we answer a question from our Land Academy member Discord forum and take a deep dive into a land-related topic by popular request from our Land Academy community. Let’s take a question, Jill.

Cooper wrote, “Hi, everyone. I am new to Land Academy and looking forward to getting to know this group. I started on my own several months ago, learning from every free resource I could find.”

This is a great way to start off your career. There’s so much free content out there, including this.

Go back and read to the years of this. He said, “I am a motivated self-learner via books, podcasts and websites. I established my LLC, my website, my email accounts, my phone number, and my company bank account for the CRM account. I’ve sent out a few thousand letters. However, I learned a hard lesson with neutral letters and all the many phone calls with those landowners wanting full price. I wish I had heard the pros and cons of neutral range and blind offer letters before hitting send on my first letters. I’m sure it’s one of the many lessons I’ll learn in this business.”

He said, “I’m employed full-time for several years as a civil and environmental engineer. I’m fortunate to have some experience with parts of this business. I live in Colorado and am married with two kids. After reading many Land Academy and alumni success stories, as well as the Jack and Jill philosophy, I decided to join Land Academy to hopefully shorten my learning curve and become one of the success stories.”

He said, “My first life goal is to retire my wife, a special education teacher, for several years. My next life goal would be to retire from my W-2 job and have more time with my family and kids, as well as travel more often. My near-term goals include completing all of the Land Academy videos in the next several weeks and getting another batch of offer letters out in week one. Next up to include establishing a set schedule for mailers, focusing on responsiveness, closing deals to match our monthly goals, and joining the career path in the fall of 2024. I’m half Jack, half Jill. I have an engineering background, but I moved into more client service and development.” This is awesome. This is a good member background and goals.

Cooper, you’re our new Avatar Land Academy customer. If you’re reading this, and this person sounds like you, you’ll do extremely well here. I’ll have our team contact you. I would love to interview you. I would love to know what your thought process is or has been with choosing us and this business model. You’re a perfect fit for it. If you’ve got a technical background, you’ve got a little bit of Jill in you, which, for the record, I do, too. I did well during my W-2 years because I could sell.

Make people laugh and get clients.

A Week In The Life

Congratulations. You’re welcome. If you need anything, please reach out to us. I’m sure you’re doing well. Our topic is a week in the life of a successful land investor. I am excited about talking about this. I have a bunch of anecdotes and personal stories about points in my life and points in Jill’s life where we applied this and had great success with it. We did and applied it, laughed about it, and made some changes to make sure that it could work out for us.

First, I’m going to tell a slight throw Jill under the bus story. When we first joined forces professionally, we started making enough money, or we were both comfortable enough so that she could quit her job. She quit her job and started working together. About the second week, I realized that I thought correctly or incorrectly that we were not moving in a path that was the best for us financially and professionally.

We sat down and talked about it. I said, “This is what’s going on. She listened. I said, “Every day, we’re not doing the same thing. We’re not working on this.” She says some version of this to me, “That’s what I did when I had a job. That’s not what I want to do. I want to do whatever I want to do because I own part of the business.” I had a good chuckle, and we both had a chuckle about this on the air several times since then. This was 2009.

As ironic as this sounds, if you’re going to be a successful business owner, you are going to work harder. You’re going to work on the right stuff and be a slave to your calendar way more than you ever were in your W2 job. I mean this in a positive way because that creates a sense of freedom, as you’re going to find out here.

If you're going to be a very successful business owner, you are going to work harder. Share on X

Do you know what’s on the calendar on Friday? It’s called a goof-off. This is all Jill’s idea, and she’s right. That’s where we are in our careers. I’m not saying you should do that yet, but schedule your fun. When it goes from 9:00 to 9:30 or whatever the time change is, turn all your stuff off, have some fun, and forget it because you know what’s going to have to happen next and when you’re going to have to do it. It might be Monday morning or Saturday night. I don’t know, whatever works in your schedule. When that clock ticks over for the next period of stuff you have scheduled for yourself, you take it seriously, but not until then.

The goal here is daily or weekly repetition, structure, and execution. This is important. This is my definition of self-discipline. Think about this show. We have a structure to it. There’s an introduction. We laughed a little bit. We tell some stories and answer a question. We’re talking about the meat of this whole thing. We’ll wrap it up with something hopefully funny about Jill and I. It usually ends up being Jill and I working together.

That’s the structure of it. That’s what you consciously or subconsciously expect. If you’re old enough to know what a sitcom is, that is the recipe for sitcoms all the way back to the Honeymooners. It’s 5 or 8 things that happen to a set of characters on a set that you are familiar with. The only variable is the content or the jokes.

We were watching a movie a couple of weeks ago. I said, “Going great. Hang on a moment. It’s movie outline time. There’s a conflict coming.” Don’t you remember that? I’m showing up. I’m like, “Here it is. Here’s our conflict. They’re going to resolve it.”

If you’re an entrepreneur in your soul, you should watch Snack Shack. It’s two fourteen-year-old boys. It’s in 1991 during the summertime. They get ahold of a Snack Shack. If adolescents doing illegal stuff offends you, it’s not your movie. I saw myself in those two characters in the entire movie. I’ve seen it three times.

It’s still you. Some things never changed. That’s still who you are in your soul. I can get away with this.

You need structure unless you’re a special person. There are self-help business-related books, and there are thousands of books about what your week should look like. This is our entry into that universe. What you never want to do is wake up and do what you feel is appropriate for that day or worse. I’ve done all these things. Use your inbox as your to-do list. The vast majority of the professional people that I know to this day do that’s what they do. I know almost all of our employees do this. If they asked me to do something, I better do it. They haven’t asked me to do anything. I’m not going to do anything. You’ll fail.

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Think about your job. Depending on where you are, up or down the food chain, the lower you are on the food chain, the more you are being told what to do. Think about this. You’re in high school. You wake up and do the same thing. Go to school. You have, depending on what year it is, 4, 5, 6 or 7 classes that day. How many classes did you have?

Six. Usually four, and lunch, and two.

After school, you could choose an extracurricular activity, or you could choose to go home and watch cartoons. You’re going to do some homework. Maybe you’re going to do homework or not. Depending on how old you are will dictate that. I did little homework ever. You probably did a lot.

What are we talking? Was it in high school or college?

I’ll get to college in a minute.

In high school, I didn’t have to do a lot I didn’t need to do a lot. It clicked with me. I breezed through high school. In college, I kept that same philosophy and failed miserably.

I’m the same thing. Jill is a way better student than I ever was.  

I’m a study nut. I’m taking a test. I’m taking it once. I did it with my real estate, which I never did that thing, but I passed the test. Flying a plane, bring it up.

In high school, you’re told what to do, where to stand, where to sit, what to say, and what not to say. They give you a little bit of free time at the end. You can choose what to do. I have no basis to say this, but I believe that this country’s way of prepping all of us, either for the military or to join the workforce.

The people who thought about whether or not they wanted to do one of those two things went to college. That’s how it used to be. It’s all structured. If you have a job now, I choose a similar. Stack these boxes over there when we get a purchase order. Drive the forklift back over there, and drive it back up here. If the box is green, put it over here. If it’s blue, do this. You’re successful at that. The instruction is clear.

In college, you enter college, and you have a few classes. You show up for those classes. Now, I don’t think you even have to do that at all. You can take it all online for the most part. The vast majority of your success depends on what you do outside of those classes academically. Studying, research projects, and whatever they’re asking you to do, you’re going to get judged on that. That’s a step toward owning your own stuff and being responsible for your time and the actual outcomes, which is way closer to what happens here at Land Academy and owning any business. Why are you laughing?

It’s because you said, “Judge.” I’m like, “That’s called graded.”

Grades are judging.

I don’t see it like that.

How do you see it?

Creating, where you’re like, “Judging.”

If you do a research project or write a paper in college and the teacher or the professor doesn’t like you, you’re going to get a C. If they like you, you’re going to get an A. You are being judged not for the quality of your work but for your good or bad personality. Tell me I’m wrong about any of this. I don’t see the humor in that at all.

I don’t know. You’re probably right. I don’t look at it like that.

It’s because they always loved you. That necessarily happened to me. You never experienced the bad part of it.

They gave me an F with a smile.

When I was in my core accounting classes, I would show up for the last class. I had the best grade in the class. This is true. Most of the time. Not all the time. They were all upset about it. You don’t write papers in accounting. You take tests, and there’s nothing they can say. That doesn’t work in English. We’re going to talk about what our week looks like. You are going to take that structure or those concepts and build it around your life. You might have eighteen kids or retired. Those are going to look like different work weeks, but this basic stuff has to get done.

Five Stages To Buying And Selling Land

There are five basic stages to buying and selling land. I don’t care how you slice it. Number one, you have to research places to send offers and choose the ones that you think are going to yield the best result for you. Customized financial you. Number two, you’re going to send correctly priced offers to those places that you’ve chosen in the mail. I don’t mean email at all.

Number three, some of those sellers are going to respond. You need to manage the responses from those sellers and choose the best ones that work for you. All kinds of people are going to call you back or send you notes back somehow. Some of them are going to own property that they want to sell to you for the price that you want. Number three is to figure that all out. Some people call that due diligence, but it’s more complicated than that.

Number four, you’re going to buy that undervalued land. Number five, you’re going to resell it for more. Research places to send mail and choose them. Number two is to send mailers to those places that you’ve chosen. Number three is to manage the responses and do all the sales. That’s the magic that Jill brings. Number four, buy it. Number five, sell it.

It sounds easy when you put it like that.

Thank you for bringing that up because every person I’ve ever known, including me, gets hung up on one of these things.

This is a good point. Do you want to know what I think? Can I pick one where people get hung up on? It’s Number three.

That’s what I think. Number three puts people out of business.

I can pick a place and send the mail, but when I’m putting money down and acting on it, they freak out.

It’s by far number three. There are certain personality types that can’t get there. They get stuck sending mail also. That’s my number two choice. When Jill and I have a cocktail in our hand, and people ask us what we do, I say, “We buy land, and we sell it for more. Everybody stops what they’re doing because that causes a jaw-dropping response.

How do you know what to buy? These are people who own office buildings. These aren’t people who were co-mingling and are unfamiliar with making money in real estate. How do you do the research to find out what you’re going to buy? We send everybody an offer and see which one who want to sell. Isn’t that illegal? It takes us down this sometimes not-so-funny path. You can’t do this in the wrong crowd because it’ll end poorly.

I try to expand it like this to end all the questions. We create the real estate deal. You don’t have a broker. No. You don’t go out on the MLS, do all the analysis, and see which one is priced right. No. Never. We create the deal. That usually stops a lot of it. How do you implement all this? Jill said, “It’s make it sound easy.” It can be easy.

The big picture is easy, but you have to back into it like we’re going to talk about here and what’s involved in this and talk about it. What does it look like in a week? That’s what the show’s about.

This one through five business.

It took twenty minutes, but this is what the show is about.

Mailer Monday

This one through five business. I’m going to refer to it when we talk about your week. Here’s your Monday. We’ll get to Saturday and Sunday at the end. Do you have an answering service? We have an answering service called PATLive. They answer our phones 24/7. They’re constantly answering because you’ve sent a ton of mail out. They’re answering your phone. This isn’t, if not if you’re brand new. This is a successful land investor’s life. This is what you’re shooting for. You have PATLive set up like we do, where they answer the calls from sellers 24/7.

As we talk about this, I’m going to compare both sides. The point is, even if you’re a professional full-time land investor like we are in this, you’re still not going to answer your own phone. If you’re brand new, you may not have time to answer your own phone. I wanted to point out that this applies to both situations. That’s where that comes in. That’s ongoing.

On Monday, it’s Mailer Monday. These are where you research and implement phases one and two. For years now, we have been able to do this in one day every Monday.

This is high-level.

We have week-long courses in this stuff. This is all what you do, not how you do it. We have what’s called trolling, where you go and find and do research on places that where you believe, where you send mail are going to work for a bunch of reasons. Database reasons, not emotion. Implement what we call a red, green, and yellow test to test those places that you’ve trolled, test them against each other, and choose 2, 3, 8, 10, or whatever you think works. You get the mailer rolling and price it. It’s everything that has to do with Monday. What’s important is that there’s a deliverable at the end of Monday.

The mail is going out.

You’re getting it to Offers 2 Owners, which is our mailing company one way or the other. We have a lot of different products based on where you are in your career with mailer comfort. They were not created overnight. They were created over years of Jill and I doing this and watching people struggle and saying, “We’ll do this part of this for you.” That’s 1 and 2. Monday is done. We’ve knocked out the first two things of the five.

This should be every Monday.

Tuesday And Thursday: Due Diligence

Tuesday and Thursday, in my opinion, look identical. On Tuesday, you’re now doing due diligence. In our case, Jill is doing due diligence. She’s checking to see if this is all number three. Do I want to buy this freaking property or not?

What do I need to find out about it? What more do I need to know to pull the trigger?

It might involve you talking to an investor that you have. It might be you going out on the Land Academy Discord channel and asking people for their opinions about these deals. You might be calling a local broker. You might be doing all kinds of stuff that makes sense to you or mimicking what we do in all of our educational products to see if you want to buy it. It might have to call the sellers back.

One thing I want to point out is why this is important. You need to block off time each week to devote to it. If you sit and, like Jack described, you’re a slave to your email. You plan your day best on your email. How you fail at that is like an investor. If you’re a slave to the deals and the calls that come in, if the minute they come in, you’re looking that one up. You’re going to be a scattered mess.

It’s much better to batch them all together and, at one time, sit down and go, “I only do this on Tuesdays and Thursdays. I’ve got Friday, Saturday, Sunday, and Monday. It’s four days for this part.” On Tuesday, I sit down and look at all the people that reach back out and all the ones that want to sell. I’m lining up all those 10 to 15 offers and looking at them at one time.” You’re going to be so much more efficient, and you’re going to make the best decisions.

Wednesday: Buying And Selling

Wednesday is number four and five. It’s buying and selling day. Everything has to do with buying and selling, finding a broker, and talking to escrow agents. Potentially talking with sellers or buyers. It’s in that batch for buying and selling. Let’s be realistic. Stuff happens. Urgent things happen in real estate transactions. This is an escrow agent calling. This is on Monday afternoon. This deal is going to go sideways. I know we’re supposed to close, but we need these three more signatures. The stuff has got to happen. The seller got a contingency order that’s got to be closed by Tuesday.

You need to block out. This does not look at all kinds of seals exactly right. Block out an hour at the end of your day. It might be 3:00 PM to deal with cuckoo stuff that needs immediate attention. This is the shortest episode ever. You have to have a schedule like this. You have to stick to it. You have to have a reasonable contingency plan when stuff goes over.

Mailer Monday is my responsibility. I know more about it. Jill does a lot of this other stuff. What you don’t want to do is have a clock on your desk on the bottom right of your computer. You start at 9:00. It’s 2:00 PM, and you’re not done trolling. That’s not good self-discipline. You know you have to test what you’ve trolled. You have to run the red, green, and yellow tests and run all the data for that. You know you have to price the mailer from last Monday because you didn’t get it done. You have to test for reason on that mailer, and you know how long that takes. You have two choices. Manage those increments throughout Monday to get that deliverable out by 5:00 or work until midnight.

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Sometimes, both happen.

What I don’t ever let happen is I’ll do it tomorrow. That Tuesday at 9:00, when I’m supposed to be doing due diligence and calling people back, I’m pricing my mailer. On Wednesday, I didn’t get to all that stuff. I was supposed to call that broker back. I didn’t do all that. The escrow agent is calling me. Jack said on Tuesday. I didn’t price the mailer. I have to do all this stuff.

You can’t let these things bleed into each other. If I don’t get the stuff done on Monday for Mailer Monday, I’ll tell you what I do. It gets done on the next Monday. I start earlier and work later. It does get out. If I’m trying to do a 4,000-unit mailer on Monday or every Monday, I will do an 8,000-unit mailer the next Monday if it doesn’t get done.

How about working ahead? You do that sometimes.

I’ve done 100,000-unit mailers in one Monday. I’m not saying you should do that. I’m not bragging. I’m saying I’ve been doing this for many years. It spoils all that. I’m not going to say that Jill hasn’t said, “This is a seller I’ve been wanting to talk to in the middle of dinner.” She walks outside, and a half hour later, she comes back. I’ve had 92 drinks. Those things happen. You can’t beat yourself up about it.

We got Monday and Tuesday. Did we cover everything we need to on Tuesday?

You zoned out. I covered all of them except Friday. I saved it for you.

You did Tuesday, Thursday, and Wednesday. I’m recapping. I want to recap because I don’t know if we talked about it. Did we include that?

How do you deal with, in this scheme of things, returning sellers’ calls because it’s imperative?

It doesn’t matter if you’re brand new or seasoned at this. You have set times for when you do things. What you would do ahead of time is let everyone know that’s when I do them. Whether it’s your staff, family, yourself, or PATLive, this is when that’s going to happen and when you can expect a callback. Returning seller’s calls usually happens after due diligence. I have to make sure to get my questions answered, do my own little recon, double check the back taxes, whatever it is, fill in the blank, and I can act on it. That happens after that. I do that on Tuesday and Thursday. Everybody knows and has expectations.

We take this even a step further. I’m doing fewer deals because they’re bigger deals. For a while, when I was doing many deals a week, it was a lot. I couldn’t handle having deeds coming at me multiple times, even a day. I said, “Stop it, everyone. The deed signing is on Thursday. That was the day for a long time. I don’t care what it is. It has to happen on Thursday. I’ll do it ahead of time for closing next week, but we have to do it on Thursday.” When you put that out there, and you, your staff, and everybody around know it, they plan for it. It’s perfect. That’s when the seller calls happened. This is awesome.

Here’s the good news about our business model. There’s a lot of this stuff running in the background. PATlive runs 24/7. You’ve sent all this mail out. The initial phone call when they get it to send it back, you’ve got people answering that live. We haven’t had that in our entire career. It’s not even close. That takes a huge load off. This is seasoned.

We also have brokers on the sell side. For every property that Jill and I buy, we list it with a real estate agent after we qualify them to deal with the sales piece and the inbound calls there. They’re like, “I’d like to buy that. How do I submit an offer?” We don’t deal with any of that. They put all that stuff together and sent it to us.

We also outsource escrow agents. In our case, we have a transaction coordinator. If you’re an LA Pro member, you use our transaction coordinator to deal with the deal. Once we buy the property, that’s it. It has been purchased by our staff or the escrow agents that we’ve assigned in the past. Once we buy it, we give it to the real estate agent to list and manage it. A lot of the heavy lifting gets outsourced once you know how to buy and sell these properties. The issues are Mailer Monday and Jill’s number three, which is managing the PATLive pre-qualified sellers. We work hard two days a week.

Can we talk about Friday?

Yeah.

Go ahead.

Goof Off Friday

Jill called Friday Goof-Off Friday. That’s what it is. It’s in the schedule.

Here’s the reality. Everybody does it. Whether you have a W-2 job or you’re doing this for yourself, we all know good luck reaching people Friday afternoon. They are mentally checked out. Why not take advantage of that? That’s what I do. I’m like, “I’m not going to reach them anyway.” Thursdays are great days. If you’ve been a salesperson for many years, you know the flow, when people are most agreeable, when to meet, and hit them. That’s normal sales stuff, and you all know that. Friday afternoon is not happening, even for posting and things like that. Don’t expect to get a lot of views from that. That’s why we take advantage of that.

The other thing is you need some catch-your-breath time. That’s the big picture. You need to take some breaks. If you go at this at 100 miles an hour for 100 days straight, you run the risk of burning out. I don’t want that to happen. If you bake in a little bit of break and downtime, not to mention your family will disown you, if you don’t have a little bit of time with them, they can.

Everybody knows that you’re working hard on this, and you’re doing this for a reason for your family. Mortgage, college, and bills get ahead. Have a different life. Whatever your reasoning is, you should have your family on board and on the same page as to why you’re focused on this and going to be saying no to a lot of stuff, but you need to have some time with them. Plan for that.

If you’re in a part of your career land investing or any real estate career, this is what I would heavily recommend if you’re new or thinking about joining is to block out two weeks to learn. Cooper said earlier, “I’ve looked at all this stuff. I redid all the research, and I finally decided to join.” He set his goal right in there. I don’t remember exactly what he said, but he said, “I’m going to watch all these videos. I’m going to learn all this stuff to the point where I feel like I understand what to do.” Continuing education for anyone has to be part of your life.

I don’t have it on my calendar. Here’s why. Continuing education is a natural thing for me. If I’m on the internet, I’m learning something. If I’m on the internet looking at markets, I’m subconsciously analyzing a real estate market for us, whether it’s us personally or as an investment market, testing it and retesting it. Depending on where you are in your career, you may or may not want to put in continuing education and do it for an hour. If there’s anything that I will run over, which is why it’s not on my calendar, I’m guilty of doing four hours straight of research over researching markets.

It’s funny you bring that up because that’s something we have in common. It’s hard for me to pick up something non-educational, like a book. I enjoy my free time learning about something new or learning about something that’s going to enhance everything that I do and make it better, easier, and more efficient. I’m reading this whole thing about investing and understanding money outside of what we do and looking at stuff differently. I love it.

What do they say?

It’s tailored for women.

This is what I am obsessed with.

It’s beginning to scratch the surface. In the book that I’m reading, it’s talking about all the reasons why. It’s funny because I picked up this book laughing, going, “This is a joke.” It’s a book aimed at teaching women money at a high level. It’s written by a man. I’m like, “What does he know? This is a joke.” I got this book. Now, I’m like, “The guy is right.” He is giving all that. He’s still explaining all the reasons why we need to do this. I’m starting to get into some of the how and the understanding. I will have more to share in a couple of weeks.

You and I agree on the continuing education part. That’s the whole thing. If you think that you’re going to come in and read Land Academy one time in 2019, and you’re like, “I got this. I’m never going to change anything. I’m never going to change how I look at stuff. I’m never going to change my product type. I’m never going to change any of my mindset. I’m not going to show up for a single call. I’m not going to be involved in anything.” You will fail

I’m never going to change my calendar. The type of real estate that you buy or is changing. Everybody is available on Thursday in Wisconsin. I don’t know. Stuff changes.

I’m never going to change my market. I’m like, “I sat down in 2019. It worked in 2019. I’m not going to change it.” That’s not going to happen.

There’s a lot of moving parts to this. It keeps a lot of people out of this business. Many people enter this business because of the prevalence of Land Academy-type education out there on the internet, which is substandard. Many people leave. I saw somebody, and this is a former Land Academy member. He said, “On Saturday, join us in this group. You’ll be sending out mail in four hours.”

I saw that. He’s a former Land Academy member. That is funny. He’s charging $7 for this. I’m like, “What’s the point of the $7?”

You’ll not be sending a good mailer out in four hours on Saturday. There’s another one I saw. This is not ripping other people’s day, but it’s funny. Another one I saw was about entitlements. Entitlements are when you take a big piece of real estate, and you take one AP on. One assessor’s parcel number is 40 acres. You cut it all up into 41-acre properties. First of all, in the land, there is not a single municipality in this entire country that’s not going to allow you to do that. It’s going to take two years. Even if they do, they will not allow you to do it unless you put in infrastructure and have a plan. In Arizona, it’s called public report compliance. It’s unrealistic to do that.

This guy has been advertising for a while. I go immediately to the comments. I won’t comment on this stuff, but everybody, like me, is in there. They’re saying, “Whatever you are smoking, please send some because this is not possible.” There are 90 people in there who say, “I want to know more. I want to do it.” It’s not hard to do math.

We’ve covered our education.

Saturday And Sunday

What do you do with Saturday and Sunday?

I’m always doing continuing education. There’s half goof-off and half catch-up. Sometimes, I can’t reach people. I’ve had sellers busy during the week, and they said, “Call me Saturday morning. We’ll get this all done.” I’m doing that. I’ll block it off and schedule it. It’s not like, “Yeah, I’ll reach out to you.” It’s like, “What time on Saturday and what phone number?” It’s on everybody’s calendar. That’s how you get deals done.

Let’s go back full circle because everybody can identify with high school and college. Come back full circle and look at this schedule that we put together. That’s the framework of it. It’s similar to high school. I have to get up and be in the homeroom in X amount of time. I got 45 minutes to an hour there and on and on. They’re telling you what to do. There’s a five-minute bell and a real bell. There were severe consequences that used to be when I went to school for not complying with that. The military is set up that way. Lower-end W-2 jobs are set up like that with a clock. We used to have a punch clock. I don’t think it’s that way anymore.

That used to be that way.

It might be electronic when you walk through the door. Think about this. You don’t have to comply with high school anymore, but I expect you to pass the exams at the end. You don’t have to come to class. You don’t have to do anything. Make your own schedule. Here’s a textbook. Pick them up on Tuesday, and we’ll see you in a few months. Who the hell would pass high school? No one. Five people in my entire high school, not including me, would’ve passed. That’s how you need to look at this.

If you can do this or if you’ve done it in the past, you are going to do great. The vast majority of the people in the country can’t do this. That’s why the attrition rate in college is ridiculously high. It is huge. 70% or 80% of the people who start college don’t finish because they can’t manage a schedule. It’s not because they’re not smart enough. It is because they can’t say, “This is what I’m going to do on Monday at 8:00 in the morning. I’m going to stop partying in college at 2:00 PM. I’m going to be there at 7:00 PM with my desk lamp on studying.” I’m not saying I did this. I’m saying that’s what it takes.

I’m glad we covered all this.

Land Academy

Do you have anything inspirational, Jill? What’s been going on in your week with Land Academy ladies?

We had a great week. It was cool. We have new people, which I love. I’m seeing more female investors come into our group, dragging their men behind them. It’s honest. It’s true. It’s great. The guys are like, “Bring it. This is awesome.” We talked about my topic. My topic was the number one thing to be successful as an investor. We talked about it on this before. It was about going at this like a crazy person.

I watch people. If you don’t come in with the right mindset that you’re not going to let us fail, you’re going to do everything it takes, you’re nutty, you give up Sundays, you don’t care, you see the writing, you have real goals that you want to attain financial goals, and you’re going to hit those one way or another, you’ll be successful. That was what we talked about. It was good.

It did inspire some great conversations. In our ladies’ group, most other calls are from our Thursday member calls to our LA pro calls, and our career path alumni calls always divert. In the end, it goes back to reviewing deals. There’s always someone who says, “Can we go back and look at some deals?” Every week on our ladies, we don’t talk about that.

It’s not that it’s not on our minds. It’s not that we’re not doing deals. It’s that when we get together, we’re talking about bigger stuff, bigger than this one deal. It’s about how I am going to get all these ten done this week. How am I going to structure this? How am I going to re-look at my goals because I want to make $1 million, and that’s not happening fast enough? It is happening as planned. I’ve got extra money now. How do I allocate that? How do I start deal funding for other people? I have all of that. We go into all kinds of different things.

It tells me that’s the right group because you’re past the mechanics of it all. You’ve gotten past the luring curve. There are people that want to hang out with like-kind because, in a group like that, some people are crazy at the top of it like you, and some people have done a few deals. They’ve proven it to themselves, and they’re intentionally putting themselves in it. Women are better at this than men in a group of people where they’re all going to rise up.

You’ve brought up a perfect example. A lot of it is because the women in Land Academy are a lot like me. You were asking me something the other day about a car we were in. We were in a certain vehicle, and you asked me, “Does it have this?.” I said, “No.” You asked me how I know. I was like, “I read the whole manual.” I am not kidding. If it’s my car, not every car, but if it’s my special sought, “This is my vehicle.” I get to know everything about it. I read the whole flipping manual on the vehicle.

That relates to Land Academy. If I was not me and I’m joining Land Academy, I would’ve read everything four times to make sure I got it. If I didn’t, the parts I didn’t understand, I would’ve asked on the Thursday call or in Discord and got to the bottom of it. I’m not sure that men do that. I may or may not have been snooping around in some of the customer service stuff coming into our staff. I wrote a little note to my staff. I’m like, “The guy needs to go back to chapter three.” He was asking some questions. He’s like, “Can someone call me about this?” I’m like, “No. You have it in your hand. You skipped over it. You didn’t even open it.” That’s more likely. It’s funny. Is that a normal guy thing?

No, that’s not gender. That’s a personality type. I do not learn anything sitting and talking to somebody on the phone. I’ll tune out. I don’t learn anything from a guy standing in front of a class with a chalkboard.

You need to watch it and figure it out yourself.

I need to study. Don’t talk to me for four hours. When I come out of this thing, let’s go at it. That’s what those discussions that you’re having bleed into my inspirational scenario. Here’s a story, and you tell me it because this is a personality type. Jill and I have some good friends we’ve known for a few years. We have a lot in common with them. We don’t see them often. Every once in a while, we run into them. They live in the same place in California that we did. They still have a house there. It turns out they live like two blocks from us here. They own a printing company, and so do we. I ran into them. The woman is driving the entire thing.

I started asking her questions. We’ve never talked about work with them, but we both had a beer in her hand. She started as a successful salesperson in the commercial printing industry and decided one day, “Why am I selling all this? There’s all this profit margin. I’m making everybody else rich. I’m going to start my own printing company with a warehouse and printing presses.” She said, “What’s your story?” These are high-level discussions.

One of us talked about which machine we would buy, what the mechanics are, and the costs of any of that. We talked about what happened and why you are so successful enough to live in these neighborhoods. She said, “What happened to you?” I said, “We got a lot of customers. We only do this one thing. We help our constituencies, economically and intensity-wise, help people send stuff out and send offers to owners, which is a core of our real estate business.” She said, “You get these orders in, and this happens.” I said, “No. For this section, this is how we process it. I know you guys process it differently.”

She’s looking at me. We started talking about how you’re increasing revenue. This is true with many successful people. We never sat and talked about the actual process. This is live event stuff. The actual process of stuff is in our programs. The mechanics of all of this and all the answers to all the mechanical stuff are in our career paths or educational programs. The real motivation doesn’t happen in there. It happens like on this show and in environments like that.

Thank you.

Join us next time for another interesting episode. You are not alone in your real estate ambition. We are Jack and Jill. Information and inspiration to buy undervalued property.