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Jan. 14, 2023

Ep 328: From Overworked Truck Driver to Successful Land Investor w/ Daniel Esteban Martinez: Walk To Wealth Podcast

Ep 328: From Overworked Truck Driver to Successful Land Investor w/ Daniel Esteban Martinez: Walk To Wealth Podcast
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0:00 Hi everyone, welcome to the walk to wealth podcast. If you're tuning in on YouTube or any of the podcast directories, we just ask you one teeny tiny little favor. If you find any value in this episode or have found value in episodes prior, we just ask that you refer us to one friend we are trying to impact as many lives as we can, on their walks. Well, now, further ado, we have a super special guest here, Daniel, for anyone that may not know you. Tell us your elevator pitch. Who are you? What do you do 0:26 32nd elevator pitch. I am a wealthy five year entrepreneur I originally started from trucking. And now I do real estate software and data. And it's been an interesting journey over the last five years but not been easy, but I've been here today I'm here to talk 0:40 about it. Amazing. I'm glad to have you on. And before we get into the nuts and bolts of today's conversation, we want to know a little bit about you tell us a little bit about your walk to Well, how'd you get here? Where does story all begin? 0:50 Man, I'm only 30 years old, I started entrepreneurship. I was 25 a lot of people that get into entrepreneurship, and you look at the side hustle type thing or you jump all the way in. I jumped all the way in and it's been crazy. Crazy. I started to get into trucking, doing doing trucking. I bought 1:07 trips at one point, this year 18 wheelers, right 18 wheelers, 1:12 I started with SEO I used to drive those shoes. I'm very blue collar s no white collared near around me I had to work had to work for everything I got. And it's just been a long, long journey working hard, failing billing board, pivoting, they can make some changes and finding always been consistent. I think it's the one thing that separates a lot of us versus being consistent. There's a quote I always say is that if you survive long enough, you'll get there. Because most of them, though, well, they do a startup. 1:44 And that's amazing, man. That's amazing. Oh, and I kind of wanted to ask you because while we're on the topic of like entrepreneurship and stuff, so you said you started entrepreneurship at 25. Now a lot of people say that you either born an entrepreneur or not. And you are able to unlock that entrepreneurial spirit a little later on in your journey, but nevertheless, unlocked it's still right. And we're able to runway, what's your thoughts there is entrepreneurship and entrepreneurship something that you you're born with, you have an innate ability? Or did you just always have an innate ability for it? You just never seen it? Because the skills you thought didn't apply? You just didn't put it to starting a business? And once you did, it applied easily. How What's your thoughts on being a born entrepreneur versus being a learned entrepreneur? What are the difference? What are your thoughts? 2:25 I think it's different for everybody. I mean, a lot of people there's no right time start entrepreneurship, and there's no wrong time either. Like a lot of people like oh, if I if I was single without kids, I would do it. I'm like, Well, when I started, I was married to have a baby. So I'm like, it's probably time to do it in some people's minds. But for me, it was like it was one of the things really, I don't do it. Now, I may never do it. So as long as things were like it hits people in different stages, and every has different lifecycle as far as where entrepreneurship is for them. I think you have the famous story of where KFC kind of tenders he started like 56 He's ready KFC. So it's one of those things where like, there's no wrong time to start. It's just if you don't start. That's that's the wrong thing. If it's something you will do as a passion to start it right now. That's the best decision you operate. 3:14 And so I know you're in the military space now. But before we get into that, and I just want to ask you one quick question, why trucking out of all the different entrepreneurial endeavors you could have got into what made you hop into trucking. 3:24 As the regression I was reason why I jumped into Trucking is because I knew I wanted to do entrepreneurship was just one of the things I didn't know what structure I wanted to go. And I was already in the trucking space transportation space. So I used to load trucks, forklifts. I used to handle and some trucks and free little tires and stuff like this. And then my company, they're like, hey, we'll train you how to drive. If you go through our partnership program, Chris for a year, your commitment? I mean, I could do this. I like the company. I don't mind driving, that it's higher pay. So my first year of trucking. I did. I did like $97,000 in revenue. Base. Yeah, trucking, but I literally work six days a week. Because once you become a driver, it's crazy. Especially if you're a company driver. They have limitless work and and if you're if you're one of those people that want to work, they put you to work. 4:17 And definitely and so what made you then decide to start your own like trucking business then because 4:23 make your I had a I had a CDL already. I mean, I already knew trucking. I knew CDL. And I'm like cash flow of the business side of trucking. Which was, like I said, worst case scenario, close hop in the truck and drive it myself that was and like I said, you really I really didn't know which direction to go. So I'm like I have to do is go through the trucking route. And I did that for two years, I think maybe over 5k in two years. But I still have 200k 4:50 rarely change. But I'd like to tell us a little bit about that. How that ended up happening. 4:55 It's just so so if you don't know all the publicly traded companies are one of their bucks online? So, yeah, we traded company. That's a transportation company, their margins are 3% or less, which means for every dollar they make they keep presets. Do you think about that, like, that's crazy. So like, the company I used to work for was like, they're the highest in the industry. And they made three and a half cents per dollar. Sheesh. When you start your own business, like you have, maybe you have less employees, less expenses, whatever. So you're like, tempted to proceed on paper. But when stuff happens, it's all on you. Whereas that that billion dollar company, they're bringing in millions per day, per day, they bring in a lot of money. So stuff happens if they're self insured, then other pay insurance premiums, betting access is out of pocket, because they have so many drivers on the road. They have a lot of like, hey, upper hand that I did, because I was at Penn surance. At one point, I think 2000 a month insurance. The only you think about business, you're like, Yeah, I made 500,000. But like what Jake should keep nothing I actually lost it on. So you were two years for free? How long? Can you sustain that? So it's one of the things really get to look at like what costs are going out? Yes, you can potentially make $5,000 per truck per week. What goes out insurance, driver pay, fuel maintenance, repairs, mishaps, or downtime, you might get loads. For in the midst of that, like there's too many. I always make a joke, my buddy is like you have to wait for the stars align and trucking free to get paid, which is a bad thing. Like there's too many variables. There's drivers in the road, there's traffic, there's accidents, there's maintenance, there's maintenance, failure, there's shippers, receivers, police, VLT, all these things weigh in into whether you get paid or not. And it's too many these pieces, 6:50 a lot of different factors, then you were able to like maneuver them all and come out alive. At least that's the best part about it. Not like last, losing 100,000 is a lot of money, but you're able to, from there still be able to then get into real estate in find success there. Out of all the other things that you could probably got into, I know you're already into trucking, why not just stay in transportation, and why did you get into real estate, 7:11 I was burned by the transportation business. I just I, I there was no, there was no passionate anymore. For me, it was just like, I hate this thing. I'm on work I'm on call 24/7 drivers working through holidays, I worked every day because I made my giant my drivers working on the road. I had liability out there at some point. So like, it was like stressful all the time. And it wasn't. I didn't like that I like I don't like the liability of Jabra being out there if some people are morons. And they screw up a lot of things. And the boys are great at that. And it's just this is one of those things where like, stuff happens to PAP and stuff that's out of their control system. It's out of your control. And it's just you have to pay the price every time every year. So I had a driver hit a hit a hit a deer. 7:59 Oh my goodness, 8:00 I had driver gets stuck in a ditch. I've had drivers almost roll roll my truck. I mean, it's just crazy. All the stuff I think about I felt like I missed out of that. And I don't want to go back to anybody that had nothing to like bringing it up because I always like I always like talking about trucking because I want to tell people the truth. Does most people hear trucking on YouTube, it's all sunshine and rainbows. It's really not. I've been in the trenches, and you want to be in the trenches. Yeah, 8:29 definitely. And then, which is why you got into real estate. And if I'm not mistaken, now you're investing a man you typically when you hear anything about real estate investing, it's your typical, you know, Burr strategy, house hacking, fix and flip your wholesaling. Maybe if you are in for a little more into it. Another usually some of the main thing, but you're investing in land out of all the different real estate investment options to take what ended up making me choose land. 8:51 I like land because it's less competitive, and it doesn't cash flow. A lot of people are gonna be crazy, like it doesn't cash flow. Why do you like that? Well, it doesn't cash flow for good reason. So you can't, if it's a if it's a house multifamily for storage, they know they can rent it out. They know they can put out Airbnb, they know they can let their cousin live there for free or let their cousin rent it out. They have all these different options with land issues there. They have no options. They actually negative cash flow each year because of the pay taxes. So when you think about that, it's like every year they hold this, they're losing money. So they're, they're always there's always some hit and motivation. Just read people that own it. And then the people that buy it, they have to get us they either have cash or is financing and it's really really hard to get financing. So people have cashflow juice for discounts. So these are getting beat up on price. All the times people that buy land are gonna beat up on price. There's always the underlying motivation because they're paying tax doesn't produce income, and they're always willing to negotiate. You can with a house. If you're wholesaling. You have to move that house within 30 days or else you're gonna lose that contract, but then lock up a deal for third 96 months. 90 days, six months, we've had we've had a property under contract for a year and listening to veza because they're just sitting on it, what's another year to them? They don't care. So it's a lot. That's a lot longer stretch type periods, move deals, if you enter it. 10:13 And so what are some of the pros and cons about that, especially when starting off Godwin funny thing, it usually takes a while to get things going, but with things that tend to have even longer period before you can get paid, such as real estate and land investing, not only are you taking long to get it going but then once you do get it going, you're gonna take even longer to finally get that check. So how was it like for you investing and then how are you able to keep yourself afloat between figuring it out and getting started and then also once you did get started, then that long period of time that it normally takes to get that that commission check or that paycheck or that land? 10:44 That's a great point, man, it's one of those things where like, so where I'll tell you my my first deal my first deal, I was living in Atlanta at the time, I was still doing trucking. And I was doing online marketing so I had a website up to a lady fills out my warm up website. She's like, Hey, I have this property in Florida. This under South Jacksonville I have a property in Florida, that I'm getting fined for people dumping on my property and I'm just getting letters sent to me while we're here in Atlanta, guys, what can you do about it? I'm like I look it up it's probably worth about 15 to 20,000 I'm like fighting instinct the five North move this for a discount so old they would lay it is if you if you get it heavily discounted you can sell it discounted and quick so idea to being with the house or whatever. So I was like I shot her offer like I just made a offers like $4,200.33 and see what she says now this is all through email too. I never talked to this lady. I mean I was scared to talk to sellers so I shot her an email according to Linda dollars 30 cents and she was like he knew five and I'm like five is where I wanted to be anyways. Yes, let's do five sets their backs. Let's do five Can we get a five by email or the contract? And then I put it on Facebook marketplace for 12 Because I'm like if it's 20 I should move at 12 really really fast let me go pick this up quick. So I actually sold it two days for 12 and all through the I emailed the I never talked to the title company never talked to the seller never talked to the buyer. Everything was through email or Facebook marketplace DMS. 12:20 Okay, so let me ask you because this is pretty interesting so you were able to get land on a heavily discounted price then sell it at an even a discounted price still somehow make money not have to talk to Billy anyone face to face or over the phone and from the comfort of wherever you were at the time Atlanta so my question is though, how does one then determine the value of land? How does one let's say it is April ind acre lot and you know let's say Florida stay on topic with the conversation like how do you know like hey, that land is worth X amount like or do you just discount from whatever price the seller is selling out? Like how do you know the value so you're not just like speculating on Oh, maybe I could sell it for this. 12:59 So it's it's that's the other thing there's no verifiable chops. So with Florida you're a little bit you have a little bit more lacks just because there's a lot more Watts and that was like a little invalid which epilogue is where there's a house house vacant lot House House making lot those little envelopes in between other houses. So it was one of those so usually with those there's a lot of those in the area and us as builders Biden's up in Florida especially because borders were cut up pretty infill lots. So with those I have comps, we do this in Texas where there's no where there's not caps it off. So the way you do it is by what somebody's willing to pay for it. I mean, that's how real estate works whenever somebody's willing to pay for it. That's what it's worth. So check this out with houses. There's always Hey, that neighbor's house sold $2.02 Doors Down for this much it's a four bed three bath 2500 square feet, you have the same exact house that's what it's worth. Yeah, to verify that what it's worth that way with land, you have a little bit of flex because there's not always them. There's not always cups. They stopped with the pinion of sellers. So when you have that leverage over sell properties, which is what we do now. So like with that one I didn't know what I was doing. I could wait and wait we were way more money on that deal that i i Under sold. Because now will we do is I still have I still land at full price right now. I don't so nothing underpriced actually so overpriced. So that one land deal I totally can make instead of six grand I could probably make 15 or 20 Knowing what I know now but it's one of those things where you live and learn to adapt your strategy but as far as things were like with land there's no verifiable comps you can sell whatever you want as long as someone is willing to buy it. 14:37 Then let me ask you so then it kind of sounds as if like it's kind of like a game of who's the better negotiator essentially. It can i out negotiate you were versus like can you out negotiate me because I just had to depend on no comps to like say, well, they actually the lot right there sold for 10,000. So this one has to be worth at least 9500. Right? There's no comp as you said some of these times it's like a kind of a battle of who's the better no negotiating, it seems like 15:02 it depends what type of land you're looking for. So like those lists Florida lots, like, if there's lots selling, I have clients in Florida right now that they do this with land with 30,000 40,000. Not a lot. So they know if they get a certain square footage lot in this area they can sell for 30 40,000 every time, every time. So all they're doing is looking, Hey, would you take 25? Would you take 20? Would you take 15, and they're just negotiating out because they know that gives him a lot for 40 every time because the lots are severe similar, like they do like reversible selling because they already have buyers in place that's gonna buy at 40. They're looking for deals under 30, under 30, under 30, under 30. And they'll talk to every seller that has that same property and the pitch them 27,000 When he finds out, Oh, you want 30? Okay, I'll take 30 Bull, that's an easy 10,000, boom, boom, boom, over and over again. So I have clients that do 10 to 50 deals a month, just doing that strategy, because they have buyers that are gonna pay 40 every time. Yeah. 15:57 So then how do you kind of connect with some of these buyers? I know like there's Facebook groups for like for listing investors and stuff like that. But as I said, most of time, it's like fixing flippers, heart and wholesalers and cash buyers essentially. Like, is there like groups and stuff like that? Like where do you find the flock where the land investors land buyers and sellers are? 16:15 So it depends on what type of assay you're doing. So like, there's infill lots, and then there's what we do, we do a completely separate sign. Let's talk about invalid sphere. So if you're talking to builders, you're talking to people that are going to buy and build the house, then there's plenty of them in Florida, because like, there's big builders of small builders, people that are just going to build one house, a quarter of people are going to build one house a week. So there's different types of builders, they're gonna buy a certain amount of watts per quarter, and they kind of fluctuate. So usually it's going to be a builder. So yeah, but in Florida, you're looking for builders, you can Google them, you can you can pull it you go to the county, go to title companies, hey, who's buying lots in this area? Well, oh, this builder bought three lots just last week, okay, that's the guy you want to talk to lots of lots bro we do. We do larger acreage, and we do farmer ranch 10 acres or more? Well we do in Texas is we're selling straight to retail. So it was retail buyers, we go directly to agents, because agents have repo buyers. So agents always have like, oh, I have a buyer for that property. So we get it, we get it at a good price or good negotiation terms where we can sell to end buyers direct. It's like a lot of people talking about like selling to investors willing to invest yourself to investors, like we don't sell to investors, I don't have a buyer's list, we have zero buyers, we sell every property we get. And we sell those directly to an end buyer that's gonna pay full price or over asking to themselves to the retail side. So then the bigger spreads. 17:42 So let me ask you then to because I know like a regular market, at least recently not happening as much now that from what I'm seeing, but you wonder comes to land and missing? Is there like multiple offers like? Or is it someone that is usually like less people offering? Like, how does that work? Because you said you kind of work with selling directly to agents because agents had the buyers? So what's it like on the buying side of these, like, what are you seeing from the people who buy these lands, 18:05 they're, they're usually cash, they have use of cash down payments, because one thing about our buyers is, is they know, think about this, anybody that buys a house, they're usually gonna live in it or change their rentals, one or two things, they're not going to buy it to let us have a good, they're just not. So it's either a red zone, Airbnb, or rental tenant, where they're gonna live in it. So you're talking to people that actually have a thing, who buys land, people that can't afford to and want that for leisure activities, which means they have cash available, which means they have cash down payments, which means they can afford to pay monthly terms. So that's our leverage is we will take cash down, and we'll leverage will be the bank at cash flow on it. 18:48 Okay, and so my question is to you then. So you mentioned earlier, it's hard to get traditional financing on Furlan. Can you kind of explain like why that is I know you mentioned that you guys kind of act as the bank. Can you kind of explain the process for like people who may not have cash but may still want to invest in land but may not know how to actually get in there. 19:08 So if you go through a traditional bank, I mean, everybody talks about traditional financing is you're gonna have to pay 20 to 30% Down with any bank that lends on land good luck finding one there's that many many out there depending on your on your state and your local municipalities. But there's so many there's so many Land, land being stolen on land. The reason why baseline lending on land because there's no asset there. It doesn't cashflow same reasons why we like it. The same reason why base don't like it, there's no way to it's literally the floor you have to prove you have to improve the land to make it worth your while you have to put it in water. You have to put it in a fancy you have to put in a building to make it rentable, like you're giving it that way like it's just land. So make this is gonna make them they're gonna make a really, really hard to finance they're gonna give you really high terms high interest rate, because they watch the watch you incentivize you and push you to build, build a barn or build a house build something out of that way you can refinance out and get a traditional loan. That's long term. So like, when you become when you're acting as the seller, because we buy or contract, and then we sell as the bait, and the seller, we can then create, we can oversell properties and create our own terms. 20:27 Okay, that none that makes perfect sense. And so I use when it comes to buying man is, it seems like it's a lot more like niche market, there's a lot less, as you said earlier, but we're starting to come to more understanding now that there's a lot less ballplayer just for that simple fact, you can't really get financing on it. And so when it comes to man investing, aside from maturing right now, and like selling it, what are some other things that people could do once they buy this land, like, aside from just selling it to the next buyer for a higher price, 20:54 I mean, there's plenty of opportunities. So we have, we have clients that are like, well, I want to I want to build, I want to build a duplex, or I want to build a house on it. And that's what most sellers want to do to anything is that you have to go through the permitting processes construction, you got to you got to hire the the subcontractors, and the general contractor to actually build the putting the foundation, it's a nine month to 12 month play, is doing all this extra stuff that you really don't have to do, which is why we just acquire and sell. Because we're just, we're just doing that our end buyer what he wants to build, like we have an end buyer, and now we're talking to he builds puts on mobile homes. So he's looking to earn a mobile home and then sell it again. That's what his whole game plan is like, I don't care what you do with that just pay my money right now. You can do whatever he wants, whether he puts a motor for mobile home, manufactured home or builds went up, I don't care, it's the down payment, give me the monthly payment. And I'm going to tell it high end high interest, and you're gonna carry that thing till you so you put a mobile home on it and sell it again. 21:53 So now let's say for the people kind of want to do similar something similar to what you're doing. How did you when especially when starting off? Like what were some of the tips and tricks you would tell yourself if you could go back and like, coach yourself, I guess as to like finding these deals like where do you find man, I know I can, at least for me, cuz I'm a realtor, I could just go into MLS and kind of just like, put in the future for land and see what's on there. But even though this, like usually, the search results don't come out all that great. So like, where do you go to really find this stuff? 22:21 There's a lot of different ways. So there's lists, companies that you can pull the list, you can go to the counter directly pull the tax roll, you can drive for dollars, just like you do for houses, you see a lamp versus a landline to figure out who owns that property and send them a tag, skip trace some sentiment text just like you do everything else. So it doesn't the set steps are the same whether you list pull drives or dollars or pull the list. I mean, it's all the same, but it's just contracting and making the making the sale. So in Texas, there's about 1000 land parcels per county. And there's probably I don't know how many tech Charlie's, I think it was over 50. But that's a lot. That's a lot of land. A lot of the majority of the US is made up of land, there's more land than there is houses. I think things like setting things like 80% of the US is still a rarely so giving a lot of that so much more opportunity than there's more opportunity. There's like three x's opportunity of land there's houses 23:22 that's ridiculous. I didn't know that was that but I know like Texas, especially that has a bunch of land. So they're learning how to actually because like I live in the northeast, right I live in Connecticut right next to New York City. Isn't land investing better in places like down south could people potentially try to replicate what you're doing up here in the Northeast? What's your thoughts there in terms of location? 23:39 So land is very, very interesting. It's a very interesting game you play so there's lands literally everywhere, even in Connecticut, I'm sure vacant land parcels that you've seen just red and brown. Yeah. But you're looking at properties over there's land everywhere. So here's here's how it works. So yeah, infill lots which are in the city, and then you have as it goes out, it's all about location too. So you if you have a vacant land parcel on our heritage camera that has good parkour that's gonna be worth a ton just because it has good parkour. What do you think McDonald's and CVS is and Walgreens all and hard corners? That's, that might be a million dollar parcel. If you get the right set up. So it's understanding understanding the projection of what it what it is. So all land is valued, like falling vacant land. I mean, there's a there's a joke my one of my clients did. He's like, I bought this Veterinary Clinic vacant. It's been vacant for six months, and nobody wants to live in it. And he's like, Man, I bought that thing so quick, because it's not a hard corner. And even though I can't find a tenant, it's not a hard quarter where it's at least worth a million dollars plus just with the lane building or not, it's worth a million bucks. So it was a building was 750. He's like, worst case scenario, obviously. But it was one of the things where he jumped around like he's like It was such it was such a good hard corner, that he bought that thing overnight, even though it was the Veterinary Clinic, he might have to tear it down and sell it a different way. Yeah. It was such a hard corner that the body was in the land on the building. 25:12 No, that's amazing. Let me ask you, I'm just kind of topic a little bit because that brought up a point that sometimes people buy land. And then they do like a land lease or something like that to these like CVS is have you ever do you have any experience there keeps us a little bit more about what that is? Because I'm not I heard about it from like one guy someplace somewhere. I 25:30 don't remember where. But yeah, I have. I haven't done one yet. I don't know if it's your cigar mine. But you're kind of breaking up a little bit. But I have done a deal. I mean, I haven't done one yet. But I know how it works. It's essentially it's a it's a triple net lease is what they call them. So if you want to kind of see how this works, you can literally go on loop net and look for triple net leases. And you can kind of get an idea of how this works. So if you go under that look at triple net leases they're selling, it looks like they're selling freestanding buildings, whether it's a Walgreens or a restaurant, or a there's a lot of different types, all different restaurants chick Blaze McDonald's, Burger King, walk, Walgreens, discount tires, they all use this triple that strategy. And the strategy for them is they'd rather have a hard corner that they pay rent to the owner than actually own the land. Because for them owning land might be 1,500,000, where they actually build multiple locations, versus actually in the land and building and building. So what they'll do is they'll rent out the land, so that they pay, they pay essentially, like a tenant does the pay the landlord holds the land a monthly fee to own the land. And then they'll build more locations because they're a location based business. 26:49 Okay, that makes more sense, that makes more sense. And then, so I want to ask you a little bit of a different question. So I know you said that land can be super valuable this land kinda like appreciate like the same way houses do. And if they don't, is it can you do like something like, let's say, I don't know, get a landscaper in there to make the grass look a little greener, whatever it is there ways to make the land more valuable. So when you want to sell it, you could sell it for a higher price. 27:14 So there's people that do this old, there's a lot of old money that just buys land that sits on it for 20 years, because as the population grows around it, it actually makes the land more valuable. So there was a there was a video I saw on Tik Tok. And it was kind of talking about this, where they, I think it was like 2008, they showed like a Google Streetview of this one property in it was like outside like Silicon Valley or Washington Seattle, like that, where there's a lot of tech jobs there. Yeah, it was just like a regular to rent your house 2008. They tore it down, built up like a like a like a mid sized like mini mansion. And the houses there for like 510 years to 2020 came around, somebody else tore it down and built a million dollar mansion, the same the same property, state property lines. So as the population grew around it, the area grew up in the area grew up as far as like tech jobs, where money's in the area, that same $200,000 house if they tore it down and build it up, might be worth 750, maybe a million dollars. So they tore that thing down and built it up. You see the same thing in Miami, I was just in my I was just outside Miami about under August, September, I was just in Miami, they have these houses that are right on the river that goes straight to the ocean, that people will buy maybe a 1015 year old house to buy it to hardly down and build a brand new mansion. And it's just the values in the lead not necessarily the house. So they'll come in and build up whatever they want. 28:47 That's amazing. You mentioned like like Silicon Valley and stuff like that, when you were looking for these lands, is there like more desirable land that you tend to like, like tried to scope out and poacher isn't like you just get land as long as 10 to 15 acres plus, and things like that, depending on your investment strategy. Like what should one look out when look out for when they're about to purchase a piece of land that they eventually want to sell. 29:10 I mean, there's so many different strategies, man so like I have clients that do infill lots of sure little infill lots density do we do farm and ranch? We're trying to stay we stay away from the city and we're looking for path of growth. So we're 3045 minutes out of town. Think about this. Most people that that have money that don't like city life, what are they what do they move to they move 30 to 45 minutes outside of town. So that's where we we ramen. So imagine, imagine somebody that wants to buy, they want a shooting range they want far they want a place to cook out, maybe even hunt on their property, build a big, big house. What are they looking at 3530 45 minutes outside of town. 1015 acres that's what we do. So we're working with those type of clients that want and they want to live near the city but not too far away where it's too long to travel, but they want the space to stretch out where they have a shooting where they hunt, weather They, they do four wheeling or dirt biking, they want that they want that flex, that flex space away from their neighbors. So that's where we sell to, like a lot of like, there's plenty of lots away from the city, but who was buying them? Nobody because you're too far away from the city. And those that commute was like retired people. So like, if you think about it, there's like the retired zone. There's like the money flex zone. And then there's the money, the money in town, or new bills. Yeah, it's like, like zones in land, depending on where you're at. And even like hard, hard corners, hard streets that have huge car counts, preweighed properties, all those have different value points, because they might have, they might have more eyes. So like, a warehouse might want a freeway property, because they're gonna get $100,000 of traffic daily from just the freeway. That's why freeway properties are more expensive than stuff right off, maybe two blocks in? No, because they allow hard traffic, 30:58 then that makes a lot of sense. I want to ask them so. And this could probably apply for any area of real estate investing. But how do you get so specific as to your target audience that you have to reach out to because that's all good to get in the land. But if you don't know how to market to properly, you know, you'll never get it to the right end buyer, meaning you'll never close a deal meaning you'll never get money and you have to eat up all this access. So how did you get so specific as to who that end buyer is so that you could market to them and make this whole process from acquiring to then getting it off your hands and making that profit? Just 31:29 it's just niching down that's all it is. I have like said I used to do the infill lots we do the farm and ranch, I know people that do the the triple nets, they target hard corners with good car counts to have 10,000 worth of hard traffic. And then they'll put it under contract and sell that they'll essentially sell and get an agreement from a Walgreens or McDonald's or Burger King or discount tire. And that's their whole strategy. So it's niching down and understanding all the facets of your of your of your deal. Like there's so many investors and like this is why I love real estate real estate is so broad. I do houses and like what type of houses Why do you put the 1000 that are rental homes are single family FHA. Now you know you're doing you know what target audiences until you got a niche down like you don't just just single family just to multifamily. I have clients that do multifamily 10 to 15 units 10 to 50 units, and mom pops. I know people that do 50 And above because they can get they can get bigger deals. It's knowing what you're doing in real estate and niching down. That's it. 32:34 Yeah. And that's it, I get what you're saying that the riches are in the niches or something like that. And I know that is not only the main thing you do, you also help people skip trace deals and get leads and things like that. Now, how important is having an abundance of lead flow like in filling that pipeline, how's that been able to help your business and how kind of has that been impacting the people you kind of work with making sure that leads are coming in abundance and not scared to go around. 32:59 So the one thing between a, a good, a good real estate company and a bad one is lead flow, that is the heartbeat, that is the blood flow of your business, if you do have if you have zero leads, you're in trouble. And like a lot of people like go out, I'm the best negotiator out there. But if you don't have any leads, you're still gonna suck. Yeah. And if you if you're a bad negotiator, you'd have abundance of leads, you're gonna do all right. That's the bottom line, you can be really, really bad at real estate, and have a bunch of leads that still need to do. So it comes down to the balance. So like, if you if you can figure out that lead flow process, you're always going to be in the money, always in the money. The what happens to people that are that are falling out of the market right now, the agents, the investors, all these people, it was easy for them to get deals when the market was hot, when they could sell prices over over over asking when the mortgage lenders are writing. Well, the mortgage lenders, we're just we're writing everybody a mortgage. Right now you got to work for that stuff. It's not it's not candy given away like it was before. Please you have to find buyers, you have to find buyers that are qualified, you're gonna have to do everything that you weren't doing before. So that's where everybody falls out of the mark. 34:14 So let me ask you this, then what would you define as a lead because people come across anybody and say, oh, yeah, talk to so and so on. Yeah, he I got another leader and they don't really understand what an actual lead is. I want to hear what is your definition of what a at least a qualified lead is. 34:32 There. Okay. So qualified lead is somebody for me that wants to sell in the near future that has a negotiable price. That's willing to negotiate that's a leap for me. A lead for an agent's could be something totally different somebody that wants to sell in the near future that has that that that's ready to move in the next 90 days like it's gonna be different for every every every niche specific in real estate as a whole. But yet to get leads qualified leads you have to make contacts. So you have to make 10,000 contacts to get two leads that are actually qualified to get into one to close. Could be great, you're gonna have that that that that wait period of not every property gonna close. So if you think about it from a macro skill for for wholesalers is like 6040 60% of the deals are gonna close for a second in the fall through so BreakFree chill 10 deals the contract six you're gonna walk for. So what's the what's the back numbers on that? Well, you might have to contact 100,000 people 15,000 people to get those 10 leads in to get your six deals that close. So if you want to do six deals a month that you need to contact 15 to 20,000 people a month, every month, follow up with the people that were potentially going to work out. And that's the false common place. He was working those leads down the path. And Nikki more contacts. 35:49 Yeah, and so they always say the fortune is in the follow up. So what advice would you give there so you get people can stay on top of things, make sure you've been not just a one call get a lead and forget about them, that they're actually falling within them, keeping them in a pipeline, and make sure they nurture them to push them further and further down that funnel until they're finally ready to eventually transact, whether that's selling their piece of land, whether that's selling their actual house, whether that's whatever it may be, but until they're ready to have that final event. So what's your advice there, 36:16 they need a customer relations management tool, you need some way to keep track and coordinate and follow up with your leads without you because the more the more real estate you do and the more contacts you make, the harder it is, trust me. So you need you need a system, you need a tool in place to help you with your follow ups as the bottom line that is separate everybody else. Most small businesses, I think of 80%. Don't use a CRM till they're five years in business. What are they using spreadsheets paper, and they're not efficient with their time and their election losing money by not following up with all their contacts. So you need us there. We need one check one out highlights here. And we that's what we do is we do besides land, it helps you follow up with your leads to convert those into contract contracts to get more deals. Yeah. 37:04 And so let me ask you about lead generation, right? Because you kind of touched on it. That's the lifeline of your business. If you don't have leads coming in? What are some leads for you and your business currently, what you're doing with land, or even if what you're doing with the CRM business as well, what are some of your best lead gen strategy and tips that you could give to someone that's interested in getting into this field of play, and they're ready, they're willing and able, they just don't know where to get started. So what's some of your lead gen advice that you would give to a beginner 37:31 for real estate is just do something, do something whether you drive for dollars with the polis, whether you tax for the call, do something, pick one thing, bandit signs, email marketing, do something, they all work, they all work, you just have to work. So you're if you're doing real estate, we do PPC and text. And that's how we get our deals. I have clients that do direct mail, I have clients to do cold calling clients to do bandit signs, they all work. Just pick something and work it. It's only mostly about lead generation. What we do for the software side, we do social media, we do content, we do podcasting, we do email marketing, we do text in opt in features, we have $1 product where it gets them into our golf course, they're just done. That's how to make six figures on one land deal. It's actually $1. Just course, so 2109728, Psalm 42 210-972-1814. And you get the course that's the one of our lead generation video for this era. And we do it through podcasting. So that we treated different businesses to the real estate business different can see our business. So it's figuring out what our client needs. So one of the things that we do for people that want to get into real estate is we provide the CRM, how do we provide the CRM, we educate are doing podcasting videos, we should have 1000 videos on YouTube today. We provide a lot of content, we do a lot of content in general, in multiple different ways. You had mines here on every platform, and we're there producing content, every platform. So as long as things were like we're providing a lot of education for people to learn and get into the business, and take action to actually produce deals change lives. We've had 14 clients that six figure months using our platform. And that kind of goes through the whole process. Yeah, better. They went through some form of that, and now they're producing. 39:17 So then kind of let me ask you a little bit of a pivot, you're running two businesses. How on earth do you have time for both? Okay, what are some advice there? Because, you know, you managing one is already hard enough. And you're going to and you're going to successfully, right? Because like, what advice do you have there with, you know, being able to have both of these things going on at the same time? And as well as helping other people get their business? Like, how do you manage all this all at the same time? While they're all simultaneously growing at the same time? Actually, a four, four, okay, that's even more than I expect. Okay. So how do you manage all four? It's, 39:52 it's a team man. It's a team effort. I have people in place I literally did a like a house session like I have a buddy of mine. That was, I mean, he was kind of struggling or whatever. So let's go to dinner started trying to like took them out. And I'm like, What do you think my one revenue generating activity is for me, for all my businesses. It's content creation, which is why I dedicate so much time to building out and doing stuff like this as content creation. So for me, my revenue generating city is Dr. Christian, it's not to manage the four businesses not to sell before businesses. It's not to do anything in those businesses, but to marketing or those businesses. And that is where my, so one of those two little businesses, I have a partner that does the sales side, and actually runs that, I do the back end. And I do the back end for the two, those two businesses that have patented with the frontal CRM, I handle all this stuff. But they're they have a team in place that does all the backup format. So and then the other thing is digital businesses. With digital businesses, you can scale and sell infinitely grow a lot of my products and businesses or digital businesses that I have set in place, I have stripe and a payment collection process in place. So think of like E commerce. How many people can you sell your E commerce product to 6 billion, you haven't sold the 6 billion yet. There's plenty customers out there for you. And the other thing is that you don't necessarily need a lot of customers to do good business or make a lot of money in business with specialty commerce. 41:18 Yeah, so you mentioned content marketing, which is a topic that I love to talk about, and something I do a lot and a lot of content comes from this podcast that I'm able to repurpose everything for anyone that's still not because that's especially from people my age, people think it's more social media more so like drama in lead to keep up with the Kardashians, things like that nature. And not people like the older generations more so like tiktoks just for I mean, name just picked up by like social media just for like young kids and things like that. What advice do you give to anyone in general, about why content creation is so important and why it's not only the wave of the future, it's the wave of the now. And that's how people should get into content creation. Now, content marketing? 41:57 As a great question. This is actually my quote, because I've seen it happen with other people. And that is you build your infamy off the content you produce. And that goes a lot of different ways. So like, what's content is evergreen and builds, it builds credibility, it builds a customer base that builds raving fans, there's a there's another quote that goes, you'll need 1000 raving fans, a multimillionaire, 1000 raving fans, that's it 1000 If you if you get 100, you're gonna make 100k a year with 100 raving fans. And if you make 1000, you're gonna make a million every year for life. So it's understanding that if you provide and put out valuable content consistently, you will get rich and virtually. And it's a long term play. So like everybody knows about Mr. Beast, Mr. B's concept. He recently said on a podcast that he was offered $1 billion for all his businesses. And he said no, because he's probably making more than that. And he's probably worth way more than that, with all the content and audience he produces. So a lot of things is that, if you're gonna get into capsule creation, the leverage you get is you can sell. So you see two characters, they they affiliate for Facebook, for Amazon products, that's where they sell. So you need to find a way to sell them position, other people's products or your products to your audience. And so that's how you, if you sell enough fuel, you can live off that forever. 43:25 So then let me ask you, how do you create a raving fan because you can create as many as much content as you want? And then people will see it, they might like you, they might follow you. But then how do you get them from there to someone that's like, Oh, my goodness, Daniel, I love you. I love everything you do. I want to support you in all your endeavors. Like what's the kind of process to kind of cultivate that raving fan because getting them to see your content? Social media is as easy as you just being consistent in posting. But you just being consistent in posting isn't going to make that person turn into the most loyal fan and supporter out there. How do you kind of get them to that point where they are a raving fan? And they want everybody for whatever you have 43:59 to offer? That is a great question. And I'm glad you asked it. a raving fan is separated by the value of the content you produce. If you provide so much good content that somebody makes 10 grand or 100 grand if it's grant, they become a raving fan, because they've now translated your information into their pockets. So that's where that's where the value of raving fans come from. If you can provide enough value where a translate into physical, physical thing where maybe it's car, maybe it's a house, maybe it's a vacation that they bought something they learned from your information after you create raving fans. 44:35 And that's amazing that we've talked about raving fans a lot, at least in my word and like the real estate as an agent word about creating raving fans. And so what are some of the things you're doing to not only create the raving fans, but then you need to sustain the raving fans. They stay loyal they stay because sometimes people as as it's like they start getting the Golden Rule betting and they tend to forget them times people help them get it going. How do you make sure that they don't Forget, so that they always think about you, whenever they think about whatever it is that you do. 45:06 There's a there's a quote is, if you didn't produce a release constant, they already forgot about you. So the 406, where you always have to be producing content, to remind them that you're still there. Because then build up, build up some type, find a way to connect with them. Whether you set up one on one calls, or you have your you have to be reachable, people that aren't reachable that it's really hard for them. I mean, they still can get raving fans, but it's a different type of raving fan, if you they can connect with you in a certain way. So providing an outlet for them to connect with you is a huge thing to create raving fans. And then like I said, translate value to them in some way. So one thing we did was, we do affiliate marketing, so we always try and translate physical dollars into their pocket on a monthly basis. So we do affiliate marketing. If interested in sharing the software, we literally translate. If you show the software will give you physical dollars into your account every month, as cashflow. And if you're talking about real estate, what's cashflow? Well, you think tenants to tenants and 46:09 toilets, and 46:11 termites, you think you're thinking about all those things that come with cashflow. We'll think about this, if you find a good product, there's tons of products out there that do affiliate marketing, even Amazon does it. There's tons of stuff out there that do this, find a good product that you can stand behind and push out to your audience. And you can create cash flow is super 46:31 straightforward. And then even dropping gems his entire podcast, I want to know like where can anyone get in touch with you because you know a lot about a lot of different things a content creation marketing side of things. It's a real estate as land investor. But then also, as you mentioned, your CRM, you're doing a lot. And then you do coaching as well podcasts, the whole nine yards. Where can we find you out? Because there's a lot of places where we could probably go to find you but where do you want people to go specifically to get in touch with you? 46:55 The best place it all for me is just get the to get the six figures and make six figures. I'm Elaine course you can we have a free Facebook group where literally I had my CRM everywhere. Daniel hivemind. If you see right here on Instagram and Twitter, and I'm just producing the release got a constant education. They said I didn't learn all over I didn't learn all this overnight, built in a cards information of the last five years and has I mean I paid with money and paid with lessons and to learn all the stuff that I know. So if I can help store cut, like I do a lot. I don't mind talking about trucking because I lost $100,000 James chippings thing. So whenever people ask me, and it was really good, because I've seen so many people go down the trucking route and just lose everything. And then they come back to a nine to five, and they're an employee for the rest your life and never leave, because they got burned by tricky. And there's always other opportunities out there that you're consistent and survived long enough to produce results. 47:51 Yeah, made and so it's time for our last segment, the podcasts are famous final four questions. The first question is, what is the most impactful lesson you learned in life? 48:00 What separates what separates other entrepreneurs, from people that succeed is consistency. And it's not a hard thing to do. It's just being consistent. If you survive long enough, you'll get there is to be consistent. If you if you want to start something in and make a difference and be a be a difference in the world, just be consistent with it. 48:22 What is the most admirable trait you could find in a person 48:25 truthful, this honesty. And when I say that is because most people they like seeing the rainbows and stars that are out there in business, and they think everything's hunky dory and everything perfect. If somebody's willing to tell you the truth, they're your real friend. They always skirt around and skirt around the truth that doesn't lie in different ways. Not your friend, they don't want you to succeed. So people that are always willing to tell you the truth. Right now right away whenever you need to hear the truth. That's your real friend. 48:56 What is the most if you had to change someone's life or one book? Which one would you recommend? 49:01 Oh, with this one Richest Man in Babylon, we're spending about one great book. I think it's a very foundation book to enter into the business and life space. But I think as far as business books, I think attraction is another one. Just because it shows that not everything should or and not everything should or could depend on you. So everybody has their strengths and lock people like oh, you need to get better weaknesses. You know, fuck your weaknesses. Do what you're good at and that's it, and leverage or the rest out. 49:31 Amazing advice. And the final question is, what is the legacy that you're trying to leave behind 49:36 legacy is just change man. I think like I said, I'm I'm I'm a minority. My dad was my sixth generation. Mexican, my dad's from Mexico. I didn't have the tools that I have now. They weren't given to me. They weren't offered to me. I had to go out there and find them. The information was not out there. I had to go out there and find and pay for it or source it, learn it learn the hard way. I think a lot of people they they They look down on minorities as a whole, just because they're out there coming up. And I'm just trying to create a way for minorities to come up in any way possible. Whether it's your real estate, your business or whatever it is. It's just I'm trying to I'm trying to not necessarily like look at me, but follow me. The path has been made 50:18 amazing advice. And so Daniel, I really appreciate appreciate you hopping on the show. I enjoyed our conversations today. I know the listeners will definitely be able to take away a lot whether it's from the land investing or content creation side of thing or even just managing a Lead Pipeline and filling that up and getting that to a definite was able to take away a lot myself personally. So again, thank you for hopping on the show. 50:39 No problem, man. I appreciate it. Like said I'm always here. You can Google me I do a lot of content about like about this and about different stuff about business, trucking, everything else so sure providing value. Okay.

Daniel Esteban MartinezProfile Photo

Daniel Esteban Martinez

Host/ Ceo/ Speaker

I have been an entrepreneur since 2018. I come from a regular home just like most people. My dad worked on the roads in the Chicago area for over 30 years. He always taught me to work with my brain, instead of my body. Your body can only take so much abuse. I learned so much from my father. He always pushed me to work smarter and not harder.

I have owned and operated a trucking business for 2 years. I started learning real estate in 2019. Fell into the Data & Skiptracing business in 2020. My partner Anthony & I started Hivemind in 2021.

I have done a ton of different jobs coming up from painting, to door-to-door sales, telemarketing, truck driving, and loading trailers. What I learned most is that I want to stay in the digital business space. The leverage you can have delivering digital products to the marketplace can yield limitless possibilites.

I started The List Guys in 2020. It is a data and skiptracing service. We provide seller and buyers list nationwide. My clients have been getting great results and I am proud to help people killing it.

I started the Hive in 2021 with my partner Anthony Gaona. It is a real estate and business mastermind. It also comes with a all in one CRM, that can host unlimited websites and users.

Starting the Hivemind has been an amazing journey so far. Seeing one of our users make his 6 figure month in June 2021 leveraging our software, I know there will be plenty more to come!