We are so fortunate to have with us Nick Harrington, who is our personal Land Academy Enrollment Coordinator. Thank you for being here. How are you, Nick?

I’m good. How are you guys?

Good. Thank you. If you would, starting out, please tell us a little bit about your background and how you found your way to us.

The way I found you guys was through an Instagram ad. I saw that and it linked up. I had Erin reach out to me and we had some conversations about investing and joining the team on that end. That’s how I ended up with you guys and I was like, being from Michigan too, and you guys seem super familiar, like I had met with you guys before. It’s some way of passing.

We have to figure that out. I’m so curious where it was that our paths have physically crossed because yes, there is a Michigan, because you’re where my family is.

Jill’s entire family is from Grand Rapids.

Yeah. I’m like, “Was it a family reunion? Are we somehow related?” I don’t know. Maybe we’re going to find that out at some point.

That’d be crazy.

Nick’s Background &  Entry Into Land Academy

When you reached out about the opportunity working and being part of the team, had you ever considered what we do buying and selling land?

No. Never. My parents actually did houses in the Flint area for a long time. They were buying cheap houses and remodeling them and then renting them out. Before that, my mom was a real estate agent. Maybe it was in my blood.

I know my sister does that in Cadillac still, buy real inexpensive houses and rent them off.

That’s funny because we did an episode about when you had you’re a-ha moment and we both have similar things like you. We all knew there’s money in real estate. We have firsthand experience of our family members doing things and transactions and making money. My mom was an agent, your sister, but then we all decided, not that there’s anything wrong with that path, that’s not the path that I want to go down. I want to be on the investor side, as we all know.

How many units did they end up with or do they have?

I think it was like 6 to 10. I spent my summers going through like we were cleaning them out and go really cleaning up the houses and trying to flip them. It’s installing bathtubs, hot water heaters and things like that. They don’t have any more at this point. They got out of it. The hassles was exhausting, especially the area.

You really fit the pattern for being a Land Academy member. The vast majority of people that we have verbal contact with have some type of experience, even if it’s just a hardcore interest in real estate. I’m interested in how you’re connecting the dots now from watching that from afar. Was it their success that you wanted to emulate or improve on? How did you connect the dots from, “My parents bought some rental houses,” to, “I’m buying and selling land now?”

They started because they wanted to build generational wealth. That was really what they were trying to do and build a passive of income and to get us through. I have a brother and two sisters, and we were all headed towards that college route, and so they were trying to find ways to be able to pay through college for us.

I saw how much of a hassle and a pain it was to track down the payments and getting the right people and on the right houses. Also being able to not control. Those houses were in the city of Flint and we didn’t live in the city of Flint, we were on the outside. Being able to keep an eye on those to make sure that everything was tight and secure. Seeing their struggles through that and where they went through it like you could still do this and this is a good route to do. It’s just the area and being able to do it with land is seems a lot easier.

Let me explain to everyone, if you’re looking to get more information, find out more about what we do you have questions about this, Nick is who you would most likely speak with. He makes sure you understand everything, make sure it’s a good fit, all of that stuff. Answer questions. How often do you get people with experiences similar to yours that you’re like, “I know exactly what you’re talking about.” Does that happen?

The amount of people I’ve talked to, there’s like four groups. The first group is all always like real estate agents, brokers, or investors. They’re coming over, they see the land, they see the potential on that. The second group is more of like IT data guys who’ve got a little bit of experience. They could go through the Excel sheets. I’m like, “These are going to be great fits. Jack will love these people.”

There’s people like me that have no experience, but they’re interested in creating that income. They have the potential. They want to do something a little bit more. There are some people that are just poking around. They’re like, “What is this? What can I do? What is the ceiling and the floor for this to be able to do?”

Is there a profile or an avatar of somebody that signs up after you spoke with them, you’re like, “This person’s a really good fit,” just like the eight per people before them. It’s logical for them.

I would say like the people with the real estate background do help. I do think that does help people be successful in this group. Also, the data in it. Even if they don’t have any experience in real estate, to be able to see the numbers and go through that and like sort through the data, I think those are the two best fits that I see more people signing up with those backgrounds. I would say the people like me struggle a little bit at the beginning, but then once they get going, they’re good.

What are some of the questions that people come at you with that even stump you a little bit or is there anything you want to ask us?

What are the common questions?

Addressing Skepticism About Funding Deals

Some of the common questions is like, “It sounds like I need a lot of money to start buying a property.”

What do you say to that?

I say, “You actually don’t need to put much money down at all. You can go to the investors, you can go to Jack and Jill, they’ll be able to help on that aspect.” It’s for them to try to wrap to try to think about it that way. They’re like, “How could I really be involved in this group and then go forward and ask people to help buy my first property?” That’s always the mind warp, I guess.

I completely understand that because I would really wonder. There’s so much information out there that ends up being a disappointment that starts out with, “You don’t need any money to do this at all, or zero down real estate.” I understand the skepticism in that, but the fact is then let’s just set it straight here. This is how it works. You get involved with the group, however you choose to do that, and you find a great deal. That’s your job.

Your job is not to finance it or do any of that until you want to. What ends up happening is there’s all kinds of people in our group, us included. This is why we created Land Academy because a lot of years ago, we were constantly running out of money. We were finding way more deals than we had money ourselves. We brought in some partners and then ultimately said, “We should just open this up so we can get a ton of deals to review and fund them on behalf of our members.” It worked out great. There’s way more money than people think for great real estate deals. There’s a ton of people in our group just waiting to fund your deal.

They’re here for that sole reason. A small group of them, that’s all they want to do. Sit back and let everybody in the group knowing how smart they are and how we’re doing it. “I’ll just wait for the deals to land in my lap. I’m not doing any of the work. I’ll just be the bank.”

Let me be super clear. Sometimes I say this and then I hear it. “Good. I don’t have to do anything.” That’s not the case at all. You found a great deal. I’m going to fund it. You need to close the deal. You need to sell it and then go do it again and sell it and do it again until you don’t need any more money. You can use your own.

What other questions or things that that come up?

Timing The Market & Dealing With Downturns

I’ve got a few, but one of the other ones is the timing. “Timing isn’t right, the economy, the way it is right now.” That’s been a concern. I’ve heard the tariffs coming in and everything changing. There’s been some hesitation on that end.

How do you answer that?

The way I see it is you guys have doing this for many years. You’ve been through a lot of different economies and you even started in the ‘90s. You’ve been able to build this repeatable process to be able to continue to show others to be able to do it. The members are having success. You guys are having success with it.

This is not our first downturn. He started in the ‘90s. I came along later, and then we started Land Academy. We’ve all weathered many storms. Every now and then, I see a little Instagram post or something, people reminding the planet like, “Think about Warren Buffet. He started in his 50s and he started buying things when things are down.” When people are afraid to buy, that’s when you buy. That’s when the de when the deals are made, I love this.

They’re all going to come up for air. I believe this too. I’m making better and better decisions right now, and I’m even pickier than I ever am in these times. You better believe I’m buying stuff and I am sure because it’s happened to me. I don’t know how many episodes has this happened, but like, “I wish I had ten more of those.” A year from now, I’m going to be saying that.

Inefficient markets are where you make money. Real estate is an inefficient market and probably always will be true. There are ups and downs, and that’s where you make your dough. You don’t make money when everything’s just constantly going up and you don’t make money when it’s constantly going down. It’s got to go up and down. If everybody knew exactly when that was going to happen, that it would be an inefficient market, no one’s making any money.

[bcct tweet=”Inefficient markets are where you make money. Real estate is an inefficient market and probably always will be.” via”no”]

These downturns are the absolute time to buy. It’s a little harder to sell real estate, which is why we’re just jamming this message that there’s a greatest time ever to get in houses, get involved in buying and selling houses. The data shows you where to buy and sell a and resell a house. It’s harder to buy a house right now. We just bought one for $140,000 and resold it for $200,000. Readers, your job is to find a great real estate deal. That’s it. Everything else falls in place.

This is good. What other questions do have? Do you have some more?

What holds people back? What holds people back from pulling a trigger?

Navigating The Mailer Process & The Impact Of “Deal Complete”

One thing is mailers. Going through the education, going through all that, and it’s like, “Once I get mailers out and sellers call me back ready to sell the property to me, what does that process look like step by step?

I’ve been thinking about this as you started the question. Our new tool is going to help people. So many people, with some of the obstacles that they had 5, 6, 8 years ago coming into Land Academy, they had to learn a lot of stuff, and now we’ve made things so much easier and even more streamlined and automated. “Look at this chart with this heat map. Now I know exactly what to do and it’s pricing it for me and the mail goes out.” You’re right. What do I do when the mail comes back in? You make the deal. That’s the magic. You answer the phone, or somebody has to be there that can talk to people.

It’s not big secret. You don’t need any master level sales or negotiation skills. Will that help? Sure. At the very end of the day, I look at it like this. The person calling me got my letter. It’s either a, “I might do this,” or, “I need to do this.” Usually, it’s the second one. That’s what we’re trying to smoke out, the ones that really need to do it. That’s the majority of the calls.

When they call back, it’s just me assuring them that I have the dough, I’m ready to go and you know how fast you need to close, and I’ll see if I can make it happen like that. In between, there’s little conversations, and I’ll uncover if there’s anything on the property I need to know about, and I will do my own due diligence.

I make it so easy for them. There’s a lot of it too. What we do as a buyer and what we help you learn to do in Land Academy is speak to those people and befriend them and create the relationship and take a lot of the work off their plates. We show you all this stuff, what to do. We show you how to open escrow. We’ll even do that for you. Hold onto your hats with our new tool.

We can do deals. We can close your deal for you. You just need to make the agreement. “Have you got it?” “Yeah.” “Does that work for you?” “Yeah. How fast can you get me my $9,997?” “All right. Actually, I’ve got an agent. I can do it in three weeks. Normally, I’ll see if I could even push that sooner. How does that sound?” “Heck, yes.” “All right. Here, I need this information.” Away you go. It could be like that.

The Learning Curve & Determination

When you start something new, it’s always a little scary. I’ll give you an example. Jill and I wrapped up our estate. We started down this path in October 2024. It took that long to get our estate down. It’s not because we have some crazy unusual, large or complicated estate. We just needed to put all of our assets and get them into a trust. I lost track of how many attorneys we started down the path with, didn’t understand what we wanted.

Finally, I said, “I’m just going to freaking do it myself,” and I did. Jill and I did it together. I did all of the documents and stuff. The whole time I’m doing this, I’m thinking there’s a lot of people that are thinking about buying and selling real estate or joining Land Academy or whatever role they choose for themselves in this environment. This is daunting.

Essentially, I became a specific use attorney for six months. We got it done. It worked out great, but it was a massive learning curve. I spent a lot of time on it. Way more than if I just hired somebody. I’m thinking to buy and sell a piece of property, the first one probably takes a bunch of months. There’s a big learning curve. If you have that personality, you’re going to do great here. You’re going to do fantastic. If you’re the kind of person who puts the time in and realizes that this can be a huge financial reward at the end of this or throughout the rest of your life and maybe your kids’ lives, you’re going to do great. In the very beginning, it’s not super easy.

I will say this, and I’m sure you know this too, Nick. Buying and selling land is nothing like a house or a nursing home or anything like that. It’s much easier. There’s a lot of things. Especially when there’s no lenders involved, that takes a lot of this stuff out.

There are questions that we don’t have answers to within the Land Academy, our entire group. There are no questions that we can’t answer.

Do you know what’s so funny, Nick? When we first launched Land Academy, I remember we were worried about that. We’re like, “What if we’re stumped?” We had to take it a moment and go, okay, hold on a moment. At that point, we probably had 14,000 or 15,000 completed transactions. We were questioning ourselves. We were questioning if we were really the expert. After we looked around the universe, I was like, “Nobody has the experience that we have. We are the experts. I know that.” It’s been true in the years of Land Academy. I don’t worry about it at all now because if I haven’t been in that exact situation, whatever you got going on, I’ve probably done something close to it and I know how to get out of that jam or solve that problem, whatever it is. I’ve been there.

That’s what you get. That’s what I think too. That would be my only question. If I was thinking about doing this and joining Land Academy and I called you Nick. I’m here for the community. I realize now I’m here because I don’t want to spend ten years learning it on my own and making all those mistakes. That’s stupid when I could do it in 10 months or 10 weeks maybe. I don’t want to go crazy.

The product we’re releasing makes it even easier because it’s called Deal Complete. I’m not talking to you, Nick. I’m just talking to the listener. It’s very easy for you, even if you don’t know the questions to ask, you can say, “I’m in section 3.2 and I’m stuck. I can’t get my website done or my landing page. I’ve got the mailer out or just about got the mailer out. It needs to get priced and I can’t for some reason push the button. That’s real easy for us to answer those questions. Thirty-two other people just had the same question and here. This is what it’s all about. We’re progressing. The industry changes and we’re changing with it. I hope. We’ll see.

You brought up a good point of like, when you started, you’ve done that many deals and you started and you’re still like, “Can we really do this?” A lot of people that are looking to join though is like, they see how much it does entail and they’re like, “Can we really do it?” The Deal Complete is going to be game changer. I’m excited for it. I’ve been dragging my feet a little bit since I’ve started until this tool comes out because I’m like, “I see how much easier it can be once I understand that.”

It’s like, why learn a manual when I see the automatic is coming in three weeks?

Were you on the beta testing team?

No, I was not.

I can’t wait for you to play with it. This will be so good for you. It’s going to be awesome. You’re going to have firsthand experience if you don’t already. When everybody calls you and you just say, “Hold on a moment, don’t panic. Let me tell you now how easy this is. Now all you need to think about is this, this, and this thing.” Who’s going to answer your phones? Are you going to fund your own deals you’re going to use Jack and Jill?

That’s the difference.

We talked to all the people I’ve spoken with that were on the beta team. We were not on it either intentionally because I really wanted everybody to not be intimidated and ask a ton of questions, people I’ve spoken with, because the beta testing’s done now. This is going to change the entire industry. These are people that are Career Path alumni. They’re doing a lot of deals. They’re doing deals the old manual way.

Yeah. It’s funny too, Nick. I’ll tell you, we’ve had, over the years, this is good for you. You might use this in a call coming up. Determination trumps knowledge pretty much every time. We have had people over the years, like way back in the beginning. We would do our own little and individual one-on-one coaching. There were people who were struggling. I remember one couple in particular that we got off the phone and Jack just said, “They’re not going to make it.” They were learning Excel. They were still learning English. They happened to be in the United States, but they were from Eastern Europe.

They’re both from Poland. They had a couple sessions with us and I’m like, “They’re married.” I’m telling them about where to go to get to do Weekend Excel classes, and things because that was that was a hurdle. Never mind the whole big picture and the process and everything, but they did. They stuck with it. If you have anybody that says, “I don’t think I got it in me,” the question is it’s not if you think you’re smart enough, it’s like, are you willing to do it?

I’m glad you brought them up because in their case specifically, they moved to this country. They didn’t speak English. They learned English together, became citizens, bought a company, did very well, not well enough. They didn’t, it wasn’t well enough for them joined Land Academy and smashed it. Those two personalities aren’t unstoppable. Nothing’s going to stop them. That’s what this takes. That’s what everything takes.

Do people ask those questions? Can you pull that out of people when you talk to them like, “Are you set up for this?”

I don’t think I have asked those questions. I can usually tell in the beginning what their background is of like, “What do you do for work now? What do you try to do? Is this a 9:00 to 5:00? Are you trying to do this part-time? Are you trying to have this take over? Where are you at?” I think some people want to start part-time and ease their way into it. I’m like, “That’s a great route to do. Even part-time, it’s a great option and you could make money doing this. To and to move into a full-time role.”

Some people want to start part-time and ease their way into real estate. That's a great route. Even part-time, it’s a solid option, and you can make money while working toward a full-time role. Share on X

I know when we looked into it, like me and Maria, my girlfriend now, we’re sitting there and Jack, you’re going through the Excel sheets. We’re on the video. We’re pausing. We’re working through it at the same time. I’m like, “I’m so lost.” I was like, “You got this.” She’s like, “I got it.” I was like, “All right, you keep moving forward. I’m going to pick up on the other end.”

That’s perfect. That’s good. You guys are dividing up. You’re already figuring out right now. “You got this? Great. I’m good at that.” Perfect.

You know what, let’s continue down this path with Nick, the land investor, not Nick, the Land Academy employee. What are you concerned about? Where are you in the whole education process? This is like your time to fire questions out.

Nick’s Personal Journey & Future Plans

Yeah. It’s my personal coaching session, I guess. With our situation right now, my life is a little crazy based off time. Maria, she is super determined. She is going to school. She’s finishing her grad program here. She is doing an internship. She’s working full-time. Her time is very limited. We want to do this together. Our biggest thing is being able to do this together as partners and really build this for ourselves and then for our family because we could see the potential income. I’ll speak a little about her family. Her family came from Mexico. They’re here starting from grassroots and building. Being able to help, she’s seen the struggle that they’ve gone through. She wants to be able to help provide for them.

Same thing on my end. My parents are from the Flint area, and we want to provide back to them and give them back what they gave up, what they sacrificed. That’s like our getting into it. Right now, with the new tool coming out, we got through a little bit of the trading and we’re looking at the Excel sheets, and we’re trying to figure out. We’re like, “We can’t see Data Tree anymore.” She’s like, “Pause,” so we paused.

We booked a call with Erin, got out with Erin, and she goes, “There’s an addendum to it. It’s the next chapter.” I look at Maria, I go, “Maria, I told you we should’ve just kept going on, took it through it and we would’ve been all right. We would’ve have wasted the time with Erin. Erin was great. She went through, she showed us, “It’s on Realtor now. You go through. It’s now on the right side instead of the left.” Download the data, goes into the Data Tree. She did it all. She walked us through it. We’re like, “Okay.” She verified with us because we’re like, “We don’t know what we’re doing. Maria’s going to school for social work. I went to school for psychology. Very different atmospheres for these.

Not a lot of spreadsheets.

Yeah. I’m very data driven, so I can get that aspect off of you, Jack. I don’t mind looking at the numbers and going through things like that. For us, we got that. We figured out a business name. We got a logo going. It’s just getting that side of things. It’s like, “This tool’s going to come out. It’s going to change everything, Nick.”

I’m like, “We’re going to put a pause on things for right now with how busy Maria is and where we’re at. We’re going just pause. We’re going to see this tool, and then we’re going to hit it hard as soon as this tool comes out.” We’re very excited about it. I’ve seen a couple of the sneak peeks and I’m excited about it. The people I’ve talked to on the phone looking to enroll are excited for it as well.

Those professional backgrounds you mentioned that you guys have are really going to come in handy in this career because the part that Jill does as we continue on through time here and there more people enter the industry. There’s just more of a sense out there that you can make money in real estate largely because of the internet.

What Jill does and what you guys have been trained to do in dealing with sellers and people makes all the difference. I’ve always said anyone can do spreadsheets and price of mailer. What I do is mechanical. You can learn. Anybody can learn how to do it, even if you’ve never been on Excel in your life. It’s that people thing that how Jill can create a real estate deal.

You know how to do it. Nick wouldn’t be here if he couldn’t talk to people.

You have to learn how to talk to people. That’s what really matters. That’ll never go away, and AI will never replace it. Share on X

That’s what just would really matters. That’ll never go away. I don’t think AI will ever replace that. I doubt it. I don’t know. It’s possible, but not in the near future.

At least five good years, right?

Yeah. How’d you get a girl like that?

We met online, so it was like how I met you guys. It wasn’t through Instagram, but we met online and we went to breakfast. It was funny because after breakfast, we took a small walk and then I called my buddy and I go, “This is the one.” He’s like, “Really?” I was like, “Yeah, that’s how good I feel about that.” I don’t think she’ll ever read this. There are plans here in the near future very soon.

I never went through anything like that. It’s a cute little story.

We got together because it was like, “Who’s left?” There were 3 and there were 2. I guess this is left.

She’s talking about herself, not me.

Kudos to her too. When I hear her story and I hear from Mexico and her family coming here and knowing what I know of that culture, she won’t stop. Clearly, she’s getting her Master’s. Is she the first one in her family to go this far? I imagine she is.

Yeah.

That’s amazing. Good for her. This is actually this is probably good timing, too, because she’s used to crazy studying and this and this. Now, it’s not like she is she’s going to just swap this for hopefully that time. Unlike a Master’s where you’re paying them, this will be you’re getting paid. This is good.

The timing is perfect for her. She’s going to be finishing up soon. We’ll be able to get going and we’re very excited. We’re very excited. Big plans for 2026.

One of the things I love about what we do at Land Academy is I’m helping people make their own business. It’s your own company, it’s your own whatever. Whatever happens between us, it’s yours. I’m just here helping you. If I were on the receiving end, I would just feel it’s different too, because it’s my money. It’s my company. I’m making those decisions.

Sure, I got their input. Now I decide what I want to do. It’s funny when that happens because there’s so many times we’ll tell people on our weekly calls, I’m sure you’ve seen it, Nick. We’ve had like times where we’re like, “Yeah, we love it. Buy it.” There’s times where we’re like, “I don’t know about this one.”

There’s times that I know this because they report back. They’re like, “I didn’t listen to a thing you said. I bought it anyway and here’s what happened.” I’m like, “Good for you because it’s your company. We are here to help you when you need it and to provide the tools and support and access to the stuff you can’t get.”

Especially back in the day when we launched Land Academy, you couldn’t get some of the individual accounts. You had to have somebody like us getting you access to some of the tools because it was stuff that only we had and title agents. That was it. We were licensed providers so I could dole it out. That’s why you were here. This is cool.

I think it’s important, too, and it’s a big topic that I bring up on the calls. It’s just like the community. It’s the coaching. It’s the weekly deal calls. Even if you’re not doing a deal, like I haven’t done a deal yet, but I’m still on the calls because I’m learning based off of those deal reviews. I think that’s such a huge piece. If you ever get stuck, you guys are there like, “We’re there for you.”

There is a lot at first. You might have to re-watch some of the videos a couple of times like I did to move forward, like just booking a call, like reaching out to Erin, reaching out to Greg, reaching out to you guys. We’re there to help. The community for Discord is huge too. To be able to get those answers at any time. The expertise that you guys do give is huge for those folks who are just starting out.

I haven’t said it in a while, but I used to always say I was lucky enough and I had Jack starting, but to have what we have now coming into it, I’m like, “That would’ve really helped me out a long time ago if I had someone to go to like this.”

We’ve been doing that Thursday call for years, every single week. The reason that I set that up was, number one, to get feedback. I want feedback. It’s a two-way street with the people who join Land Academy. It’s not just us spewing stuff and we expect you to absorb it, but for real, I want everyone to have it become second nature when a property comes back, whether or not you’re going to buy it. That’s hard. For a lot of people, that is a speed bump. It’s a deterrent. “I don’t know if this property’s good or not.” You can go back as a member and watch and listen to all of those episodes. There’s probably thousands. Learn whether or not a deal’s good.

That’s perfect, Nick. I’m glad you’re doing that. You watch us run through the days when we go look at every deal, so you automatically know, “All right, they called me back. I know what to do,” kind of thing. It’s in there.

What else is on your mind before we take off here?

Selling Property After Purchase

I guess the last question I have for you guys is once we buy it. The flip side of it, it’s selling. You have to be able to sell it. Once you own the property, how do people actually move it? I know through the calls, there’s been a lot of like Facebook Marketplace, but I think a lot of the other questions I get is like, are brokers or agents involved? Do we provide like a network or database to connect with buyers?

It’s a great property or you wouldn’t have bought it. It’s a great price, or you wouldn’t have bought it and you just got to get it out there and tell them and get it in front of the right people. Reach.

If you get excited about it when you buy it, then you just need to communicate that to either the real estate agent that you’re hiring to sell it, or if you’re going to sell it yourself, communicate that to the potential buyer. Very often, we write the descriptions for real estate agents and explain to them. It’s usually a sentence like this.

“There’s thirteen other properties that we believe are comparison values that have just sold in this market. Here they are. The average price was $132,000 in sales and we’re selling ours for $89,000.” That should all go right in the description. Some of real estate agents are real touchy feely. They don’t look at things from a number standpoint. Explaining that that is a freaking amazing deal in the title really helps.

The opposite is true. Sales are hard when, A, you’re trying to reset the market and sell at a crazy price. Don’t do that. It should be the whole big thing is, and everyone will agree, like, “Yeah, it does make sense.” If you have a beautiful property, it’s shot well, you have great photos, like Jack said, a great description and a great price. The last three that sold in that were five acres like this in this county all went under contract in 30 days and they were all $99,000. This one’s $89,000. It’s even closer to town. What’s to think about? That’s what happens.

I buy it for $20,000, so I know I did great. That’s what you’re doing. Don’t get greedy. I would have people that would call just like you’re getting, because I used to walk in your shoes and a lot of people would say, “I’ve got to sell this stupid property.” I’m like, “Tell me about it.” I look it up and I’m like, “You spent too much.” They’re like, “I know. I’ve got to sell it.” I’m like, “You’ve got to take a hit. I hate to say it. You’re going to take a hit. Do you want to sit on it forever or are you going to just get out from under it and now you’re part of Land Academy? Pull it together. Make sure that doesn’t happen again.”

The older we get or the further in our career, the got less risk we take on a deal. You’re at the beginning. I would encourage you to take an acceptable level of risks. You’re probably going to do deals that we may not do if the risk is acceptable to you. We don’t do deals that we just know what’s going to happen. We send a lot more mail out and do fewer deals for more money.

Take an acceptable level of risk. Avoid deals when you already know the outcome. Instead, send out more mail and focus on fewer deals with bigger returns. Share on X

That’s my happy space. I like doing less deals right now. I don’t need to go crazy, and I just want to pick the really good ones with a really big spread.

We do between 10 and 25 deals a year, let’s say and try to make $100,000 a deal.

Maybe more. That’s not counting deal funding, that’s just this.

That’s between $1 million and $2.5 million net a year. It doesn’t put a massive strain on Jill. It’s pretty automated with this app now, with Deal Complete. It eliminates my job.

Maybe I just do it by myself.

Next episode, Jack’s out there.

Here’s what happened. We started Deal Complete, so Jack got a boat.

This is what happens at the end of relationships. “What do I need this guy for anyway?” Maybe I’ll just collect my marbles and more marbles than the collective both of them have and go figure it out elsewhere. You and I are at the opposite ends of everything. You’re starting everything. It’s all brand new and you’re happy. I don’t know what’s going to happen.

You made yourself replaceable.

A little bit.

Kidding aside, Jill’s been known to go buy deals that I don’t sign off on and don’t make a ton of money. She keeps it.

I might take my little what I call Jill’s Management Fee. There’s a lot that he’s like, “I hate it.” I’m like, “I’m buying it anyway. I don’t care.”

Resold in like three weeks. I nixed the deal. I’m like, “That’s it.” Made like $120,000 or $140,000. More than that after.

I’m like, “Fine, I’ll use my own money,” but then it goes back into the pot. I don’t care. He thinks I used my money. That was good.

Readers, go to DealComplete.com. It’s going to change your life if you’re in the real estate industry. If you’re not yet in the real estate industry, go there anyway. It’s a great time to get involved because it’s never been easier.

Call Nick. If this is making sense to you and you’re like, “I’ve been wondering all the things you just talked about, what do you mean those problems are solved? I needed more information. I want to confirm all that.” Go to LandAcademy.com and there’s a place on there to book a call. You’ll get to talk to Nick directly and ask him all kinds of questions and anything you can think of. I’m sure he’d be happy to help.

Super fun to have you on the show, Nick. Thank very much.

Thanks for having me. I’m usually a guest on others, but it was a big one to do it on your guys’, so I was excited.

Thank you. Keep the good people coming in. I see you have a lot of great people. You’ve done a great job filtering out people who are good fits for this community and we appreciate that and we really appreciate you. Don’t change a thing.

Yeah, it’s been fun.

We can’t wait to see your deals. Keep in mind, Nick, down the road, I’d love to fund your deals.

Thanks, pal. See you soon.

Thanks.

Thank you.