The Core Thesis: Your Own Money Slows You Down

In this episode, Jill and I are talking about why using your own money for land deals might be slowing you down. I have to tell you. Of all the things I wish I had in the early ‘90s before land flipping was even a thing at all, I wish I had this. This is at the top of the list for me.

Other people’s money. 

Available capital without trying to explain myself over and over again. We have a built-in community of people who want partnership deals.

Thank you. You added another thing. I have three points I want to make. Now, I have a 2B point to make. That’s good.

Further in the episode here, we’ll break it down. We’ll break down how a deal works. If you’re new at this, it might be intimidating, but it’s not. The real reason it’s not intimidating is that people in our group are dying to lend you money and have a partnership with you.

People don’t come forward as much as they should, and I don’t understand that. You’re right. They’re like, “What if it’s not good enough? What if they don’t like this? What if I miss something?” Whatever it is, we’re going to talk all about that.

There’s some mystery surrounding it. It’s like anything else. To do anything well, you have to establish some element of confidence in it.

Sometimes, people don’t believe it’s true. We will tell you why.

This is not a no-money-down middle-of-the-night thing.

Infomercial?

Yeah. I wonder if people who are under 30 know what an infomercial is.

You’re getting it on TikTok. Every day that you open Instagram and TikTok, you’re getting an infomercial. We had them on good old-fashioned TV with rabbit ears.

Jill and I are in San Diego on our sailboat, where we spend most of our time.

Thanks to this. Thanks to using other people’s money.

For as long as I can remember, I’ve been saying, “I want to buy and sell land on the back of a boat.” For probably six months, that’s what we’re doing. Let’s get into it. Jill and I are talking about why using your own money for land deals might be slowing you down.

I can go first if you want.

Go ahead. Can you explain what a partnership is in a basic way?

Mechanics Of A Partnership Deal

Basically, you find a deal. It’s amazing. You don’t have the dough. Maybe you didn’t even mail for it. This happens, too, sometimes. Let’s say you didn’t plan for this. You’re having a conversation with the seller, and they go, “I know you reached out to me for the five-acre property. Do you want the 40 acres behind it as well?” to which your eyes should light up.

At that point, you’re going, “How can I do this? This is amazing. This guy wants to unload all this stuff.” Your mind is racing, like, “What can I sell? Does my wife need her car that badly? Do my kids need braces that badly? Do I call my dad or my rich uncle? What the heck do I do? This thing’s amazing.” You checked everything. It’s a great deal. You’re staring at it, going, “Where do I come up with this?” The easy answer is another investor’s money because they understand you.

There are a couple of things that are going to happen. I’m going to dive right into it here. One of the things I wrote down is that when you use another investor, you have a second pair of eyes. Let me go back to finishing what we’re talking about. You reach out to another investor like us. I’m going to talk high-level here. You share the details, like, “I mailed for the $5,000. He came up with  $40,000 instead of $5,000. Now, we’re talking $35,000 for all of it. It’s such a deal. It’s worth $100,000. We got to do this.”

Bringing in another investor gives you a second pair of eyes. Share on X

The other investor is going to look at it with you, and they go, “Let’s go. Let’s do this. I’ll be the bank. I see it. You’re right. You do the work,” or however you guys decide. When you and the other partner agree to do the deal, at that time, you’re going to agree who’s doing the legwork, or it’s like, “You deal with the seller. I’ll deal with escrow. You deal with selling it. You get an agent.” You divide that up.

At that point, what you want to do is not leave it nebulous like that. Don’t leave it as a phone conversation. You put it in writing. It doesn’t have to be a long, drawn-out thing. It doesn’t have to be, “We’re forming an LLC together.” This is the first deal we’ve done together. It seems to be a 1 or 2-page agreement stating the terms you’re the bank, whose name is going on the deed, what the percentage is going to be, what split you agree upon right then and there, and if there are any time constraints. It’s like, “We all agree it’s going to sell in six months. If it doesn’t, here’s what happens.”

Usually, it goes back to who put the money up. That’s usually what we do. Our name is on the deed. If I’m 100% funding it and anything goofs up, then I own it. It goes both ways. It’s insurance for you, too, as the finder. We call it the deal manager. What if something did go wrong? You’re not stuck with it. I am. It was my money. I get it. It’s okay. I make sure that that doesn’t happen.

In the end, I put up the money, and you sell it with me. When it’s sold, whatever percentage we each agreed upon at the close of escrow, you get your percentage, and I get my initial investment back and my percentage. We look at each other and go, “Let’s do that again.” That’s the goal. Back to my points here, these are three big things. Do you want to jump in, or do you want me to keep going?

Shortening what Jill said and trying to take all the mystery out of it, there’s way more money out there than there are real estate deals. You are needed. In the eyes of a partner mentality, especially when it comes to a deal that’s a specific one like this, for every 10 deals they do, 2 of them aren’t going to work, 2 of them are going to go well, and there’s a bunch of stuff in the middle.

There’s a lot more money out there than there are real estate deals — which means you’re needed. Share on X

I’m trying to remove the stress out of somebody who’s presenting a deal. As far as all the contracts, details, and stuff go, the partner will do it. They do all this all the time. You don’t have to worry about that. Your simple job is to find an amazing real estate deal. You know how to do that. That’s what we do here at Land Academy. All the other stuff is going to fall in place, and if it doesn’t, reach out to us or to our staff.

Make sure you’re on the Land Academy Discord. Ask 1,000 questions. You’re going to get all the answers you need. It is nothing like getting a mortgage or getting into debt. It’s nothing like that. Somebody’s going to contact you, or you are going to contact somebody. They’re going to be like you. You’re going to have a real conversation like we’re having now, and you’re going to put the deal together. It’s simple. Forget about the mechanics. Focus on getting an amazing real estate deal.

The Investor/Partner Mentality (Not A Bank)

If you’re worried, remember that you have another pair of eyes. They’re putting their eyes on it.

They’re not going to partner with a bad deal.

They’ll tell you. For those of you reading who have submitted deals to me before that I initially didn’t jump right on, you got my feedback. You know. I looked at one not long ago. It was 68 active, 20 sold in a ZIP code. I said, “Shoot.” I was honest. The average days on market in this ZIP are 100. Oh. I said, “100 days on market, 68 active, and 20 sold. This would not have passed my Red-Yellow-Green Test, I got to tell you right now.” He’s a member, so I’m assuming he did the bro yellow green test. How bad were the other areas around it? They were probably not that great.

I said, “The only way I would even consider something like this is that it’s got to be stupid cheap.” He wanted to buy it for $50,000 or 60,000. I came back and was like, “Maybe $25,000, given all these conditions that I’m looking at and then based on what the homes are worth.” I looked at all that, too. I put in my comps. A good investor, when you’re talking to them, they’re going to give you their feedback.

They’re going to help you. They’re on your team. It’s not like a mortgage company where they seem mad at you all the time.

They stamp and go, “No,” and send you on your way. You’re like, “What happened? What was it? Was it my credit score? Did I not have enough in the bank? What is it?”

That stuff goes into a computer. They desk audit you to see if you’re worth the risk. Nothing like that happens here.

It’s all about the deal. I wrote back and said, “Here are the comps. Here’s a comp I love, here’s a comp I hate, and this is what I’m worried about with what could happen.” I also wrote back the steps of what to do. I’m like, “Reach out to a local agent. Give me their feedback because I might change my number based on what they say.” I have three points I still want to make. One of them, the biggest one, is using our money for land deals might be slowing you down. We know of what we speak because it slowed us down. We did that wrong.

It stopped us multiple times.

Probably for over twenty years, we were hanging our hats on not using other people’s money and not borrowing money, which was good. I liked that. When we launched Land Academy, if you remember back in 2015, that was one of the things where there was no leverage. We didn’t borrow anything. We did it all on our own. I had to sell this to buy that. It was tricky and a lot of work, but we did it. However, I wish we hadn’t borrowed. Never borrow. I’m not a fan. Don’t go get a credit card. That’s never what we’re into. I wish we had used other people’s money. That jumps to my point number three, which is where would we be? Could you imagine?

With what?

If we had jumped in, think of the deals that we couldn’t or didn’t pull the trigger on a picture fast enough.

Lifting Mental Barriers For Unlimited Growth

Let me paint a picture. The real net effect of this is that it’s human nature, especially in an entrepreneur’s mind, to chase opportunity based on their means. If you have $55,000 in the bank, you’re probably going to send out mail and maybe subconsciously buy for $30,000. You’re like, “I’m comfortable spending $30,000 and trying to sell for $60,000 or $80,000,” or whatever the numbers end up being, largely because of your available balance.

It’s human nature, especially for an entrepreneur, to chase opportunities based on their means. Share on X

With what Jill’s talking about, what would have happened with us is that once you lift those mental barriers, we would’ve been out in the ‘90s buying farmland in the middle of Phoenix, getting it partnershipped or financed, and rolling it back out to companies that are doing subdivisions and all that. I’ve done deals like that, not on my own, but with partners and all that stuff. It’s very feasible and possible to get a deal done like that.

The real tragedy is that it’s a slow-growth scenario. This brings it into a more 21st-century private equity-type model where somebody’s funding you. Somebody slams $14 million, let’s say, because they love your business idea, and you’re their partner. You spend down that money until you have a revenue stream. They took a gamble on you, and you took one on them. You can move seriously forward. That is what is possible here.

I don’t like that model.

I don’t like that either, but it is current and prevalent.

Do you hear that a lot, for real?

Yeah. Palo Alto is packed with pictures like that.

In our world, maybe I’m communicating with different people, but I don’t usually say to somebody, “Here’s $1 million. Go spend it.”

That’s what they do.

That’s what I’m trying to say. The way that I like doing it and I’m comfortable with is, “Whatever deal you come back with, I’ll look at it.” I don’t limit people, too.. We’re not going to run out of money because they’re all amazing deals. I’m not going to push you to spend it all just to spend it, which is scary to me. Saying, “Put it into something,” I don’t want that.

You have $100 million allocated. This is peanuts for many private equity companies or family office companies. You decide to piece it out at $2 million. You’re going to take a chance. You don’t care about the $100 million, like you and I probably wouldn’t care about $100,000. You piece it all out. All it takes is one startup to become Canva, Stripe, or anything else. It’s worth all that. It’s very prevalent.

That’s gambling.

That’s the mindset, to some degree, of people who want to be your partner to do your land deals on a much smaller scale most of the time.

Why? What’s wrong with me, then? I don’t look at it like that.

It’s because you’re not a gambler. Thank God.

That’s true.

Neither am I, which is why we’re in the land business. We’d be in a different business if we were huge risk takers. We’ve talked about this on the air many times with each other. I see buying and selling land as zero risk. I have complete control over what deals I do and what deals I don’t do. I have complete control over how many deals I have done in our pipeline by how much mail I send out. The worst thing that can happen is that you send a bunch of mail out. You don’t get the quality of transactions that you anticipated, so what do you do? You send more mail out in a different area and keep moving forward.

That’s a good talk. That’s true. Let’s talk about that for a second. That is the worst thing. The worst thing that could happen is you spend all the money on the mail and everything up front, and then you don’t act on it, whether it’s you or the deal.

The worst thing that could happen is you spend all the money on mail and everything up front, and then you don’t act on it — whether it’s you or the deal. Share on X

The Importance Of Action & Personality

I love that. What happens is once in a while, people say, “I sent out 8,000 offers and nothing happened.” What happened is you didn’t do anything. You didn’t pull a Jill. You didn’t Jillify it. Get on the phone with all the people who called you back and create with the seller a real estate deal where there wasn’t one fifteen minutes ago. It’s not the mailer that didn’t work. It’s you.

That’s a lot. For most people, when you sit and talk about it and coach people, they’re like, “I didn’t return those calls.” I’m like, “What are you talking about? How many calls did you miss? How many things did you miss?”

We’ve heard it all.

Especially in today’s environment, it’s even more important to dig deeper and ask all those questions. Don’t poo-poo my little inbound sellers checklist. Look at it. Read it. Ask those questions, like, “What else do you have? What’s going on?” It’s important. You’ll find out if there’s a deal there or not.

That’s the secret in this business. That’s the secret behind some big, black curtain somewhere. The secret is you have to do the real estate deal. To get back on a topic, there’s money everywhere. If you have that personality type. If you are somebody who is a corporate salesperson like Jill, or maybe you have a decade of surviving and thriving in some version of a customer service environment, which sounds like a nightmare to me, but there are some people that thrive on that, if you have that personality type and that type of experience, you’ll do amazing here.

You can communicate on the phone. You can build a rapport with somebody quickly. That’s the point.

Many people will flock to you. The data people like me will flock to you because that’s not my forte. It’s Jill’s personality type.

I’m going to argue and say you’re good at that. Remember, you’ve had jobs over the years.

I did Jill’s job.

You’ve had other jobs where you could bring in people. You win people over all the time.

I can do Jill’s job. I’m not anywhere near as well, but I did it for a long time.

Here’s what happens. This is truth time. If we did this and half the calls go to you, and half the calls go to me, it doesn’t matter what the end result would be, but you would hang up and go, “That was so hard.” You would do great. You would talk to them. You win them over. You’d meet the sweet little lady.

I agree with everything.

Let’s say he could do that. He could make her feel good and everything, and then he’d walk away, going, “I can never do that again.” I’d walk away going, “That was fun. Do you want to do that again tomorrow?” You’d be like, “No. Shoot me.”

This is true.

Trust me. There are people like that every day in your world, in the grocery store, or whatever it is. He’s like, “That was hard to talk to that person.” I’m like, “You look like a natural.” He goes, “I hated it, but I needed to get a fill-in-the-blank from the marine shop. This was the only guy who had it. He was standing between me and that.” Do you know what it was? It’s like the anchor guy. The anchor guy was weird. He was giving you advice about stuff you know. He was making small talk, and you were like, “Can you ring it up, please?”

I don’t know if you’ve ever been in the marine community. I have, my entire life. Sometimes, more often. Sometimes, less often. I grew up in Michigan. I was always around boats and the whole thing. We’re in it on the Pacific Ocean with lifers. It’s a different personality type. I like it, but it’s quirky. Nothing’s online. There are no real rules. We got an additional boat slip for a smaller boat. I’ve never seen a transaction go down like this in my entire life. It’s taken about two months. The first thing they did was say, “Here are the keys. We’ll get to the paperwork,” and then three weeks went by. I’m laughing about this. I’m not used to doing things like this. Jill’s like, “This is how it works in Southern California.”

It’s like, “Don’t they need something?” “They’ll get it from you. They trust you.”

That’s it. It’s like, “What about insurance?” “It’d be good if you had it.”

That’s awesome. I love it.

What does Jill do? She gets on the phone with our insurance company for this big 50-foot boat. The insurance person, who I think is the owner of the insurance agency, says, “That’s included.”

He was like, “Don’t worry about it. We got you.”

I was like, “Where in the contract is it included?”

He was like, “Do you want me to note it here?”

The Power Of Relationships (Soft Skills)

He said, “You can read it if you want, but you’re covered.” Who says that? Who says, “You’re covered.” Kidding aside, bringing it back to this topic, a lot of that is because Jill, whether it’s conscious or subconscious, chose that insurance company because of that person based on a personal connection. Whatever we want, we’re going to get it. It’s not going to be crazy expensive. It’s all relationships with her. If you’re a relationship-type person, you’re going to do great at this or anything that you try.

It’s all about relationships. If you’re a relationship-oriented person, you’re going to do great at anything you try. Share on X

That’s what you’re doing with these sellers. That’s what I’m doing with buyers. That’s what I’m doing with agents. That’s how I get stuff done. It is true. The last point about using your own money and why it’s slowing you down is that it is slowing you down. I speak from experience about growth, size of deals, number of deals, and all of that. I could have done more faster and better had I, right out of the gate, dove in and had it available to me. I didn’t have it all at the very beginning, and that’s okay. I’m very proud of what we did and how we did it. We got here.

The Goal: Buying & Selling Land With OPM

You’re going to have to do something. You’re going to have to get good at something. You’re going to have to have a relationship with people doing something. You can do it being a bartender. You can do it for private equity. You can do it to buy and sell land at your own pace with somebody else’s money. That’s the real theme here. Hopefully, it’s our money. I would love to throw a bunch of money at all your great real estate deals.

Thank you.

Moving on, let’s see what you and the Land community are working on.

We have some questions here. First, we have a win. Eric G of Land Academy shared that he partnered with another member on a fifteen-acre parcel. He bought for $30,000 and then sold for $72,000.

This is perfect for the topic.

Congrats, Eric.

This person probably didn’t put a dollar into the deal. They got the mail, put the deal all together, and we sold it. I don’t know if he’s the manager or the money partner. I got to tell you a story.

Good point. We’re not sure which one he is. He could have been the bank.

Jill and I, around 2018 or ‘19, rented a house in a small beach community outside of Los Angeles. We got to know the guy who owned the house. We got an amazing price on it because Jill befriended this guy. He became our friend. It was the largest, nicest house. We got a great price on it. We moved in and happily lived there for a couple of years.

I finally asked this guy, “What did you do for a living that made this all possible?” He said, “This is what I do. I find people who are mega wealthy or are billionaires and ask them the sentence, ‘What’s going wrong in your professional life right now?’ In about thirteen seconds, they’re going to tell you.” They’re like, “I need a different acquisition for this.”

These are grown-up rich people problems. They’re like, “I have $180 million over here that doesn’t make any money. I need to place it into an environment because I have another partner on a deal who demands that we do a 30% to 40% return.” It’s something like that. This guy went to work solving that problem and charged a lot. He sold Chrysler to Kirk Kerkorian. That’s the level where he is. He drives around in an old pickup truck. He’s the nicest guy ever. When we have some stuff going on, he would be like, “I’ll be over there in a minute.”

Community Q&A: Qualities of a Bad Investor

It’s all your mindset. That’s the same thing with these real estate deals. You could be buying farmland. The three highest-growth communities for new housing are Arizona, Southeastern Nevada, mostly Las Vegas, and then many parts of Florida. There are huge swaths of land in these environments, and the owners know what they have. If you are like Jill, start contacting these people. It’s a small database. Maybe there are 1,000 pieces of land in those three areas. Get to know everybody. The money’s there. We have a few questions from our Land Academy Discord community.

We have three. Question number one, Jess wrote, “I’ve heard you talk a lot about what qualities make a good land investor, but what qualities make a bad investor or someone less likely to succeed?”

This is my favorite question in months. “Here’s why you would suck as a land investor.” That’s a whole topic. I love these negative topics.

This is good. Maybe we’ll do an episode like, “This is why people suck.”

“This is why you’re bad at this.” I love these topics. My staff shoots them down. Jill shoots them down. If you don’t have any patience, you’re heading for a tough life. Lack of patience is not good. There’s also a lack of confidence. Go take a confidence class. Take a seminar. I don’t care who you are. I don’t care if you are the most confident person in the world. You should be constantly improving on that. That holds people back.

Being a technical person, like a STEM-type person, is helpful, but not necessary, because Jill’s not. Where she lacks that, she makes up for it in personality and personal relationships. You need to be good at something like this. You need to understand that there are some upfront costs in doing the mail. This isn’t free.

It goes with confidence. You have to take those steps. Every time I have a coaching call, I’d be like, “What are you doing?” They’re like, “Nothing. Reviewing deals again.” Stop it. You can’t run the Red-Yellow-Green Test 25 times in the same ZIP code and expect a different outcome. You pick the best ones and move on and do it. The phone’s going to ring, and then you’re going to answer it. They’re like, “Am I going to have to talk to these people?” You’re going to talk to them. They’re like, “I’m going to have to figure out how to fund the deal.” You’re going to do that, too.

That’s what owning a business is.

A bad investor is someone who takes no action or does nothing. They stand on the sidelines, watch everybody else, and wish they were there.

A bad investor is someone who takes no action, does nothing, stands on the sidelines, and watches everyone else while wishing they were there. Share on X

Not your life and not your real job, but your calendar for this should be jam-packed. You should be working, if you’re brand new, 12 to 15 hours a day on this.

I agree with that. I want to say with the jam-packed that it’s because they’re little tasks. Don’t say, “Buy an amazing property today.” That’s not going to happen. If you have all the little tasks in the next two weeks of getting the mail out, picking the best this, cutting yourself off, doing your test for reason, letting it rip, getting the calls coming in, doing the due diligence, and sending it to somebody to fund it, the next thing you know, you have an agent selling your property. You’re like, “I can do that.”

This doesn’t happen too much anymore. I’m going to be direct here. I started all this. I started this business of buying, selling land, sending out offers, and all of that. There are a ton of people out on the internet who copied it, but I’m the original. I don’t say that to pat myself on the back. I’m saying when we started this, what happened in 2015 was Land Academy.

There were a lot of doubters. There were a lot of people who questioned our business model. They questioned us. We got called names like guru and stuff. That doesn’t happen anymore. Once in a while, it will get back to us, and somebody will say, “This doesn’t work,” to which I have to say, “Jill and I have done 16,000 transactions. We live on the back of a yacht. We have people who are making more money than we are in our group all the time, contacting us and thanking us for changing their lives. How does this not work?” What they’re saying is, “It doesn’t work for me.”

Community Q&A: Importance Of Good Data

That’s good. We have a question from our Facebook group. This is a total Jack one, too. Tanya wrote, “I’ve heard you talk on other podcasts about the importance of good data. Can you elaborate on why that matters?”

I’m qualified to answer this. Here’s an example of good data, and I’ll give an example of bad data. What we use as a data source, and you should be using it, too, is called DataTree. What they do that makes it so great is that you’re accessing a continually updated database. DataTree is a data aggregator. There are only 2 or 3 of them in the country that are worthwhile. They’re linked to the county assessors.

There are 3,144 taxing authorities or assessors that collect taxes. They have a tax roll, and they manage it. Each one of them has a data set. They’re all in different formats. The value that DataTree brings is that it puts it in a usable format for people like us. That’s an example of a great data set. An example of bad data does not happen so much anymore, but it used to happen all the time. Anybody who ever says, “I have a list,” run away. The word list shouldn’t work. You should be accessing a real-time database that’s constantly being improved in real-time with the changes that happen.

Every time there is an ownership change, that’s the main thing that you do.

The reason is, we are only as good as that data. That’s how we make acquisition decisions. It’s based on all the data that we’re staring at. We guessed a lot before that. I started all this long before Google Earth, Zillow, or DataTree. I used to go to the county, pay $50 or some number, get a CD, go back to my car or into someplace in the county, put it in a notebook computer, and figure out what their data set looked like. Sometimes, it would be on a green IBM printout, and I would manually have to input.

Was it a dot matrix?

Yeah, a matrix printer.

I remember that. If you know what I’m talking about and you can hear that printer, I know how old you are, and you know how old I am.

Those were not the good old days. You hear a lot of older people say, “Back in my day, this happened, and it was amazing. Everything sucks now.” That’s the exact opposite for us.

It’s easier now.

Jill and I make way more money than we ever have. It’s easier. The tools are better. The advancement in technology helps us, not hurts us. You have to keep up with it.

Our third question is interesting.

This is a Jill question.

Community Q&A: Dealing With Jealousy

It came from our Facebook group. Waverly wrote, “How do you handle jealous family members?”

I’ve been doing this my entire life.

I don’t.

Not just family members, but everybody. Let me paint the picture.

Go ahead.

You’ve been friends with somebody for a long time. Let’s say you went to high school, or let’s say it’s your sister. Everybody’s in the same boat. We all got jobs. We’re doing this stuff. One day, you decide to join Land Academy. About eight months later, you have a new car, your house is paid off, and your wife’s happy. She’s never been happy before.

That’s because she got to quit her job.

Is that going to make your lifelong friend or your sister a little upset? Yes.

Probably.

You might have to get a new social situation.

That happens.

It happens to this day.

Do you know what sucks? I want to help everybody. I want to go, “You can do it, too,” but then I go, “I don’t want to.” I’ll go, “What am I supposed to do?” I won’t say, “Move in with me. I got you, too.” I’m not doing that.

What they’re going to say, too, is some version of, “You made it look so easy. How about I give you $10,000, and then 6 months from now, you give me $20,000 back?” I can’t count the number of times, not so much anymore, where people would come up to me and say, “I want in on it, but I do not want to do any work.”

I don’t get that. I know. You’re right. It’s a tough one. It does happen.

The question is how to handle it. Get new family members and get new friends. It’s not solvable.

What I do in return is say, “I’m paying. Do you want to come? We’re all going out to dinner. Do you want to come? We’re all going to Disneyland. Do you want to come?”

That’s a great solution.

I pay and I share it, but I’m not going to say, “Don’t worry about all your kids’ college education. I got this.”

That’s how you handle it. That’s the healthiest thing I’ve heard in a while. That’s what you do.

You don’t rub your nose in it.

You share.

You don’t walk up every day and go, “Guess what I bought?” You don’t do that, but you do that. The last thing I want to talk about is that I want to let you know a big thing. I’m so excited. We’re still getting out about Deal Complete. I love it. If you are struggling with picking an area, pricing down the data, getting a pretty mailer together, getting it in the mail, getting the money involved, and all of that, you are missing out. You’ve got to check out Deal Complete.

Go to DealComplete.com. It is a land investor’s easy button, as close as you can get to it. I hate to use the word easy button, but I’m going to use easy button because there are so many things in there that you designed and our team carefully and thoughtfully put together that work to get a lot of the minutia out of the land investment day in your life. This is part of why we’re sitting on this boat. We are having so much fun goofing off more because so much of our work is off our plates. That’s what Deal Complete is.

It’s an end-to-end solution. It removes all the spreadsheets and all the hardcore data processing that used to be my job. It utilizes a lot of tools, including AI.

If you’re afraid of spreadsheets, afraid of scrubbing, or afraid of the pricing, go to DealComplete.com and DealComplete.com/eBook. Put that out. It will explain a lot of what I’m talking about, and you’re going to go, “I need to get my hands on this.” Freedom members.

If you like the episode, please drop a comment. If you share a win or a question, we might feature it in the next episode.

Next, we’re going to talk about how to think like a land investor instead of an employee. That’s a good topic.

You could do that by being enraged. I’m an enraged W-2 employee. I’m not going to take it anymore. I’m going to run this thing myself. That’s the whole episode. You don’t have to tune in for the next episode.

I got to say this. Sometimes, I don’t know what’s coming. That was a good one. People ask, “Does Jack surprise you?” Every day, there’s a surprise that Jack drops. There’s a little nugget.

Don’t knock Rage. Rage can be your friend.

Thank you for joining us. We’ll see you soon.