Today we're going to be talking about one of my favorite subjects: sales. You might hate sales, but it really is the million-dollar skill you need to master. It's a competitive market out there, whether you're doing houses or land. The people that stand above the crowd are always good at sales. Becoming a sales master isn’t complicated. In fact, it’s really easy. All you really need to learn is how to talk to sellers and to listen. 

My special guest here is Jen Way. She’s an amazing sales trainer and helps people specifically in the real estate industry. Whether you’re brand new at flipping land or you’re a seasoned pro, it’s always a good idea to brush up on your sales skills. Here, Jen breaks it all down into five simple steps to implement right away in your own business. Some of the stuff is counterintuitive and isn’t like anything you’ve heard before. But trust me, it works. 

What’s Inside:

—Jen Way’s 5-step process to mastering sales

—How to talk to sellers and harness the power of active listening

—How to work with Jen directly

Making a lot of money and more profit is awesome, but you can't forget the risk part, right? How can you make a lot of money without taking on a lot of risk? Today, we’re talking about how to improve your numbers so you can make more profit with a lot less risk. Brad DeGraw is here from a company called All Terrain Capital. He’s looking to do more land deals inside our community and he’s been gracious enough to offer his services. 

Brad and his team are always looking for deals to lend money on. If you go to his website, you can get free comps on your deals. If you have a good deal and if you need the money either to buy and hold it or hopefully to flip it, that's what he does. In real estate and especially for land, it's not the cost of capital that's important. It's the speed and the availability of capital. Here, Brad and I talk about what to look for in a land deal, what deals to stay away from, and how to avoid making mistakes in your business. 

What’s Inside:

—How to avoid making mistakes in your land business

—What to look for in a good land deal

—How to work with Brad and his team 

I wanted to bring on some community members to talk about the deals that they're doing. I've had a little part in helping them learn how to do vacant land deals. They’re also partnering with other people in the community, which I am excited about. Through my land course and through networking with others in the group, my students are doing tons of deals and massively growing their real estate businesses.

If you’ve been on the fence about jumping into my land investing course, these students are living proof that the program works. Many people come in with little to no real estate experience and turn into great success stories. The support you’ll get through the community is second to none. If you want to generate more cash flow from real estate, this program will take you to the next level.

What’s Inside:

—Success stories from land investing community members

—How you can make money in real estate with little to no experience

—Benefits of joining my community and taking my course

In real estate, we’re in the business of doing deals and making money. If you don’t know how to talk to people or negotiate the right way, you won’t get very far. When it comes to sales and negotiating, my friend Cody Hofhine is one of the best in the industry. He’s really good at breaking it all down in a simple way and he knows how to make the seller come up with the price first. You can use this strategy too, whether you do houses or land.

Here, Cody joins me to talk about his simple steps to negotiating so you don’t have to stress out and worry about what you’re going to say. You’re definitely going to want to listen to this one (and take a bunch of notes). Cody’s also sharing all the details on his Joe Homebuyer franchise and whether it could be a good fit for you and your real estate business.

What’s Inside:

—Why you need solid negotiating skills to do the best deals

—Cody’s simple negotiation tactics that really work

—How to get more information on Joe Homebuyer franchising

Have you heard about The Land Portal? A lot of people I'm doing land deals with have been asking me about it. It’s an amazing resource, and Daniel Apke is here to tell you all about how it works. The cool thing about this tool is that it's a software program that uses AI to find potential land deals. I’ve been digging into it, and it’s a great way to get a list of vacant landowners you can't get any other way. 

Inside the Land Portal, you can set up all kinds of filters using the AI-generated land tools so you can target the exact properties you’re looking for. Here, Daniel’s showing you all the cool features so you can see how it can work in your own land business. It’s a great resource, and if you want to check it out, head to JoeMcCall.com/LandPortal.

What’s Inside:

—How Daniel Apke started The Land Portal

—A demo of The Land Portal’s tools and features

—How you can get access to The Land Portal

If I had to start all over again from scratch and I had to do a deal in 30 days, what would I do? Here, I'm going to show you my exact process. Now, some of you are in a spot where it's make it or break it. It's do or die. You've got to do a deal now, and you got to make some money fast, right? Well, I think there's no better, faster, easier way to make money quickly in real estate than by flipping vacant land. I'm going to be talking about how to flip and wholesale vacant land with just a phone and maybe a subscription to Freedom Soft.

But here's the bottom line. The number one rule in real estate is not location, location, location. It's make offers. If you want to do a deal this month, you need to make offers. In fact, I'm going to challenge you to make 100 offers this month in the next 30 days from when you're listening to this. If you want my signature edition of Freedom Soft with all my customizations and everything, go to FreedomSoftJoe.com. You're also going to need my free simple land kit that you can get right now at SimpleLandKit.com.

What’s Inside:

—How I’d start my real estate business over from scratch

—Why the number one rule in real estate is to make offers

—How to get access to my signature edition of Freedom Soft and my Simple Land Kit

If you listened to my last podcast, I talked about following the fat man, or in other words, don’t try to reinvent the wheel. You also have to stop asking “what if” and start asking “what next?” If you feel like you have to have all of your I's dotted and T's crossed, you're going to get stuck and you're never going to take action. If you’re new to real estate, you first pick a market, then figure out your marketing, then talk to sellers, then make an offer. Always think about the next move.

Here, I talk about what it means to throw it to the cut off man. It's kind of like baseball. You're playing in the outfield, and you could be stressed over what to do if you get the ball. All you really need to worry about is getting it to the cut off guy in the infield. In my community, we love being cut off guys for people and partnering on deals. Just get the ball to us and we’ll help you.

What’s Inside:

—Why you need to stop asking “what if” and start asking “what next?”

—What it means to throw it to the cut off man

—How partnering with us on deals can help you win

Do you want to know the secret to real estate investing success? Follow the fat man. Here, I’m telling the story of how following the fat man while exploring a cave in Arkansas got me through without getting stuck. In real estate, following the fat man looks like following in the footsteps of someone who’s found success and doing what they do.

Pioneers are great, but it’s tough being the first person to do something. When you’re trying to get your real estate business moving, there’s no need to reinvent the wheel. Just go to markets where people are already making money and get your piece of pie. Don’t think that because everyone’s doing something, you shouldn’t do it. There’s usually a reason why everyone’s doing it, and that’s because it works.

What’s Inside:

—What it means to follow the fat man

—Why you don’t need to reinvent the wheel to succeed in real estate

—Why you should target markets where people are already making money

My friend Michael Poggi is here, and we’re talking about my favorite subject: vacant land investing. Michael’s a very active investor who's been in the business a long time, and he's got some really cool stories to tell. He’s in this special niche of making money on little quarter-acre infill lots. Michael’s building long-term wealth and cash flow tax-free through land deals. It's amazing. 

I want you guys to listen to and learn from Michael not only how to do business with him but how to grow your own passive income or long-term appreciation. Michael found a way to make money with vacant land lots that most people don’t want anything to do with. Here, he’s sharing all his secrets so you can make his strategy work for you.

What’s Inside:

—How Michael got into vacant land and grew his business

—How to build wealth and generate cash flow tax-free through land investing

—How to work with Michael and his team

Want to know the secret to making a lot of money in real estate investing? Plain old, boring direct mail. Here, I'm going to be talking about some of the direct mail strategies that I use in my business and how you can get my direct mail swipe file to use in your business for free. What’s in that file has made me millions of dollars.

Direct mail has always worked, and it always will work. In my business, it’s still our number one lead generation activity. We do postcards and letters. When I was first starting out, at one point my back was against the wall. I had to go all-in on one strategy and direct mail was the winner. If you want to get your hands on these valuable resources for free, head to the link below.  

What’s Inside:

—Why direct mail is still my number one lead generation strategy

—How to make direct mail work in your real estate business

—How to access my direct mail swipe file for free