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Feb. 23, 2023

Ep 338: Level Up REI: Daniel Martinez, Anthony Goana, Hivemind & Land Deals

Ep 338: Level Up REI: Daniel Martinez, Anthony Goana, Hivemind & Land Deals


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0:01 Alright guys, so we are live we got Daniel, we got Anthony. We got the hive mind boys. Guys, once you start off explaining, introduce yourself explain a little bit about what you guys do in the real estate field. And we'll get into some questions. 0:15 Sure. My name is Daniel, I actually run a hotline serum to software business automation platform, but we also do land real estate. I used to be a truck driver five years ago, originally from Atlanta, that's where I met Gino. And I ended up leaving before we ever met, actually met him for the first time a few weeks ago, or two weeks ago or so. But was one of the most cool things were kind of crossed paths. But I wasn't Atlanta for six years, but now doing full time real estate in software now. 0:40 Heck, yeah. What about you, Anthony? 0:43 You I'm gonna say Antonio, Texas, I have a construction background. And yeah, we started doing a looking at land deals, you know, when we got it first got into real estate. And I thought I was gonna be a house flipper, because I have a 20 year veteran background. And I randomly got a land deal. And we made 85k on it. Nothing out of pocket. So I'm like, I think we're going to take a closer look at this land thing. So we went down that rabbit hole, and yeah, enough, just never looking back. So we've kind of created a niche for ourselves in that space. And we're doing like education and JV with a lot of people right now. Always looking for private capital, that kind of stuff to to keep going faster. 1:14 Gotcha. So in what year timeframe? Was this around? When you were getting into land? You said 1:20 four years ago? 1:21 I won't say it was 18. I felt like it was 1:23 so God bless you guys been doing land for four years now. 1:26 Yeah, yeah, it's our fifth year, playing the game. Yeah. 1:30 So you guys can definitely teach a lot of us on here. So people watching are gonna listen to this, make sure to ask your questions down below. So let's go into it now. So what did you guys business look like? Obviously, when you started, you know, no one, but in the last like, year or two, what does it transform into? What is your guy's you know, business in terms of the people, terms of your strategies? I know it's land, right? But maybe you can go over maybe 2020 To like, what exactly, it looks like your team, you know, what it might need to take to, you know, be successful in this land game. 2:00 We're very decentralized. And by that I have I have like two people on my software side. And then I have three people just for content creation. So we do it, we produce a lot of content and on podcasts, videos, short form all that jazz. I got two full time editors, and one social media manager. And then I have two people to software, Anthony's real estate side, you can see what his side looks like. 2:25 Yeah, I'm front facing on the real estate side. So Daniel runs back in. The reason that we even started a like a CRM white label platform, is because we knew these deals are hard to find, right? They're not easy. We low volume like eight to 10 deals a year looking for six figures on the deal. So very low volume, we knew they were kind of hard to find kind of like a needle in a haystack. So we said, let's do a platform where we can teach people how to find these things, right. And basically, the most basics of what you need is a CRM. So we kind of built our like education platform around that. And now we're teaching other people how to bring us a land deal. So we only have two in house people, one that monitors a CRM when it monitors inbound, PPC, and then everybody else, like Daniel says is decentralized. They're all JV partners that bring us deals, help analyze deals, help raise capital, bring buyers, you know, that kind of stuff. So we have a very, very small team, and everybody else is outside of the company. And I think a lot of what we do is a lot of JV deals. But yeah, so in 2022, what we focused on was going after bigger deals, so we just drew a line in the sand. I think it was like towards the end of summer, we said the smallest size deal that we want to look at is a land deal that's valued at a million and up. And I think that was a turning point for us. Because now we can have a deal completely come apart where it looks like you know, things are just completely going south. And we'll still walk away with 200 grand. Oh, yeah. Yeah. So what's, 3:43 what is your primary exit strategy? For for the land, 3:47 we do a lot of subdivides. So we'll pick up like 100 acres or 200 acres, and then we'll cut it down into like 10 and 20 acre tracts, and then we'll sell those off seller finance. So that's why we're able to move even in a recession, we're selling faster now than we ever have, right? Because if somebody needs to go buy 10 acres, and you know, it's going to be 250 $300,000 There's not a lot of people walking around with that type of capital land is very hard to get a loan on. So by us doing seller finance with 10 or 20% down, you know, your average buyer can afford that all day long. So that's what we really hit our stride. 4:18 Yeah, I like that. So talk me through that. So you guys buy a piece of land, like talk me through a deal like you guys buy a piece of land and you subdivide it, because obviously you're buying it cash I would assume or at least private money, and then you sell it on terms or 4:31 your rapping. 4:33 We acquire creatively. So we've been operating broke for the last four years. So we acquire creatively and we sell creatively. We did 107 acres back in was that 21 or 28 and 21 finished in 22. We bought 107 acres and 2021 finished in 2022. It was 107 acres and we separated into 10 810 acre lots like 1011 acre lots. It took us nine months to complete the deal. The deal was As the purchase price was 1,000,070, we took it down with 200k private capital with a 24 month balloon. And we paid them off with their own. 5:09 Nice. So you paid them off by giving them one piece of the subdivided land? 5:14 No, we paid them off by selling off three, lots and then paying off with their lot. So we're getting these lots like these 5650 to six cents on the dollar. And then we're just we're increasing the value by subdividing. So we can pay full price, we don't even negotiate price and most times we just negotiate terms. So if like, I want a million dollars, okay, we'll give you a million dollars to give us five years or two years, whatever it 5:36 looks like. Yeah, give me another example. So we're doing one right now it's been the four acres, we're picking it up for 600,000, we're doing $5,000 Down 5000 A month 0% interest. So as we're starting to subdivide it, right, we're just gonna just take those, those payments that we that we receive, and give 100% of them to the seller to were paid off. So first, a lot we sold was three acres, we sold it for 199, we're selling another five acres for another 249. So just with five acres removed out of the 54 acres, you know, we're 80% of the way paid off on this deal. We still have about, yeah, we sell about six $700,000 worth of land. So what we need to do is just say one more little portion, give that to the seller, now worth you know, five 600 up on the deal. 6:18 Yeah, that makes sense. Who, who is like your buyer for? Like, for example, this 10 acre tract? Or is it 1110 acre tracts? Right? Who's buying that? So we 6:29 only sell to the retail market, we don't have any buyers list at all. So we've never sell to investors or developers, right? Because if you're selling to investors and developers, they're looking for a deal right? So they're looking for a huge discount the same way that you'd look for and houses but by US selling to mostly like blue collar workers, retail buyers, we're able to sell at full retail and above you know, we've we've been able to sell as high as 50% above retail. 6:54 That's, that's pretty wild. I always have trouble valuing land. 7:00 That's the cool part. Is that about it, man? Yeah, there's there's really no hard numbers. So if I think it's worth 100, but somebody's willing to come in and pay 140 for it, you know, who are we to tell them what the lands worth so the land is pretty much just worth what somebody wants to pay for it. So there's another deal we're doing south of San Antonio, it's 218 acres. And I would say the land around there is probably valued at about 10 to 12 an acre right now and we're selling a 20 acre tracts for 249 Right so you're just selling right about Yeah, we have some of those that we're gonna sell for 20 and agar right so then everyone's going for 12 are selling at 20 Right so you're you're well above retail and things are still moving like I said, it's 7:37 got it so I'm following you guys right now. So let's break it through I know you gave us some deal example so let's say your talk chat with the seller you're talking to your your sellers. Like look, I'll give you a million dollars just if you're willing to be better with your terms. Now do you guys go into DD with her like to see if it's even gonna get approved? Do you subdivided do you guys do like you wait to close? Are you guys already? Like how are you guys? You know underwriting at that point because I know China is starting to look at like future loot use of land sources like identify like, what do you guys do? And more, you know, the underwriting side of it because of course, like you said, I'll pay whatever your price you give me terms. But what if it can't be subdivided? You know, what do you guys do and look at that. 8:13 Step one is lock it up for 90 days or more like we're not doing 30 Day turnarounds, houses, yes to 30 days, we'll see your nasil you don't move that property with land. With land, we have 90 days, six months, I've been working on one land deal for four years since I started. And I'm still working. It can produce a million dollars on one deal. But I've been working for four years. The thing is that with land is the people that own it they inherited, they own it cash, it just sits there for 20 years, what's another six months, they don't care about it. So you can live where you can leverage it and get it under contract for six months. As soon as we contract it. What do you do with wholesale social contract? You look for buyers day one, we did the same thing. We saw looking for buyers day one. And if we can show enough buyers have interest in that property. Usually we're getting a decent to the dollar. So if there's 10 Lots, we only need five buyers to come in, put an LOI on interest on the property and that pays off the whole property. Okay, what's the deal at that point once we got five buyers interested? So depending on how many lot splits it is, it can get pretty crazy. So we're looking at one right now we actually just got an assignment for yesterday, there was a today it's nine acres we're looking to subdivide it into like 14.7 acre lots that we're gonna sell for 75 I only want to say well, we're getting we're paying the wholesaler 50 grand for it and we might make 700 9:42 That's a shake moment So okay, 9:44 so you know that know when going into what I mean know that do you mean did you look at like the future use code like hey, we know that we're going to be able to subdivide these points seven lots, or did you just read the zoning, like, what what did you catch about you know, because you can't just say hey, I want to put 50 lot on this one property, you know, you obviously have to do some research. So for the people watching this beginners, you know, have no idea like, what are you looking, I know step 190 days, what's the next steps and identify, 10:11 so you can go to the county's website, you can read the subdivision regulations on there, or you can actually call the county and ask them, you know, about the area that you're working in. Sometimes they'll say, hey, that's out of our ETJ. You know, we kind of don't care what you do out there. If it's in the city, especially like some of your like blue states, or blue cities like Austin, it's gonna be a lot harder to work there, right, because there's a lot more red tape and regulations, right. So that's what you're gonna get that pushback. That's why we love Texas. Everything that we target is outskirts unrestricted. So this like Sony TV, take a major city, it's like in case by, you know, like Bear County, right in San Antonio, will completely crap bear county out of our search criteria. And we're just looking out here, like on the outskirts. So we're looking to play in areas where there's not that much red tape, and you can move very quickly. So within 90 days, we have a pretty good idea of what our subdivision might look like, we'll have a concept drawn up already. So we're pre shopping last before we even close to make sure that the deal is going to be good. So if we do have a deal for 90 days, that we find that there's no buyers responding to that price point in that area, we'll either revisit the seller and say, Hey, we can't purchase at this price, we need to work on a price reduction if we're going to move forward with the contract, or we'll just cancel altogether. 11:16 And as far as your question to as far as the sweet spot, it's usually within hours. So think people and this is this is where it comes down to our buyer pool. People that buy land they can afford to and they're looking forward to looking for that space, looking for hunting land, looking for the people that always want to take care of home first always gonna take care of home first. So it's not necessarily it's not a necessity. So people that buy land, they're a different type of buyer. The other thing is that they're willing to commute. So usually the sweet spot is 60 minutes from the city. So you guys are in Atlanta, you might have Locust Grove, on the south side, you might have Marietta and 11:50 actually funny you said Locust Grove, we got it. We got a land deal there right now. Essentially, 11:54 I used to live in Locust Grove. I live 45 minutes from the city. That's why I live there. It was, it was a commute. And this is funny thing because like, I live there because I had five acres. And it was it wasn't it was a 30 minute drive to work or 45 minutes to the city. And that's why I liked it. And that's our whole strategy now is that people like, they like space, I like living within 60 minutes of of their city commute, airport venues to go to concerts and stuff like that. So it's that sweet spot. 12:23 So okay, so I have a question. We have 10.6 acres under contract right now. And it's definitely like a deal. I mean, I think someone buy but how do you look at this. So we can I've already looked at the zoning, 12:36 we could live deal with let's put a live deal. We can do like a live deal. 12:40 roleplay. So I looked at the zoning, based on what I can see, and I haven't like mapped it out or had any engineers, like do anything on CAD or whatever. But it looks like I'm probably get 10 to 11 lots on it. I'm like, how do you value that though? And just like, like, do you look at the what new construction home prices are selling for like, you know, because they're small lots, they're like, 30,000 square feet. So 13:02 so we do the opposite? And this is the short answer is we look at it at the at the worst case scenario, what's valued at so if it's nine acres, and it's worth 20k an acre, are you getting under one at basic if you have to buy it at nine acres, worst case scenario, can you sell it at nine acres and still make a profit? That's that's a good, then you're then you're positive, then you can kind of look, the reason we like land too, because there's no cap, if you can put five lots or 10 Lots, it's still a deal, or you sell it as nine is still a deal. So it's wondering where the line is like meaning Anthony, like, we contract deals all the time, like we might make 50k? Or we might make 400? Who knows? Six months? 13:41 It just depends. How do you look at that. So that makes sense. It Yeah, I can totally get behind that. How do you like when you and then once you just subdivide it, you just kind of like, let's just put it at a price that makes sense and are like that we would like and, you know, see if you get it and 14:00 the trick is seller financing. Because seller finance, everything people are willing to pay overpriced, and they're only willing to look at the payment. So if you if you can, if you have 100,000 or a lot and you sell it for $100,000 your your my pool is small, but if you sell it for 10 $20,000 down, you might have 500 buyers come in wanting that property so you can sell it for 120 Why wouldn't fit, 14:23 which we totally could because we're buying that was under contract for this land for 30k. So we can buy it for 30. Get the site plans done, maybe 20k For all that, get it subdivided, and there's terms and get all of our cash back with down payments. 14:36 I'll do we always bring up this example we did this deal about a year and a half ago, which kind of give us an idea of how this works. So we found a lot of 35,000 on our lot how many 35,000 on the last out there's 1000s and every city seller wanted 15 Ready for two presents 50 cents on the dollar. Anthony negotiated eight. We got it for eight. We got it for eight we sold it on marketplace for $1,000 Down 500 a month for five years. But what's the ROI Why on that? What's the infinite return? Because you're no money into the deal. You took the buyer cash paid the seller off, and now you just collect the payment. That's to infinity tuner for the dollars to seven $50 is what a normal rent rent house rents for. And we're doing that with a $35,000 lot. 15:18 Yeah, that's actually kind of nice. 15:21 It's kind of nice. So can you help us out with this like, so Chandler pull up that address and stuff? Because, you know, it's not just, you know, you, are you looking at what's price for sell? And again, I know I keep asking kind of same question. But it's price per acre, you're looking at, you know, what they're selling for in for his case, they would have it's obviously you have to look at floodplain you have to look at, you know, how much street frontage some of these have, because you're not just subdividing them. Right off the bat, right. 15:48 frontage is key, especially with subdividing, you have to have frontage based off the code subdivided into however many lots you're looking for. So like, one thing we always teach is like, frontage is the whole key to the deal. That's the that's the that's the sauce. Like if you have subdivide into multiple parcels, that's where you're gonna get the most money off of it. So like, if you see a flag lots that's 50 acres with a little tiny of 60 foot. It's a shit deal. 16:14 Yeah, and that's, and that's why this one is maybe a shit deal. Because the front edge is not very big. I gotta look it up on the GIS map and see exactly what it is. But you'd have to be able to the reason like you'd have to be able to build like a road in there to in order to access the parking like the the neighborhood basically, that you built, which Yeah, so 16:34 that might not be great. subdivide a lot. Because by the time you bring in a road, right, that could kill the deal. We're looking at one right now, what if we brought in a road could probably cut it into like, I don't know, 1215 tracks, but the roads gonna be like 7000. Right. That's, that's 16:47 1000 How long is that? How much do you pay for a road? Like, per mile? I guess? 16:53 We don't, we don't know by the foot. So if you're going to do a just a road by itself paved asphalt road without the waterline roughly about $200 If you had a water line, you're gonna hit about $300 a foot. So that's actually good. Yeah, then 17:07 it's gonna it's gonna vary by each market to and here's the other thing. We don't really we know the price of what it costs. We don't like doing it. Just like you guys like wholesaling, flipping. We'd like doing the same thing. We 17:17 do the work, we never develop it. 17:19 Yeah, FYI. Yeah, we're not developing it all. So we're not putting any. We're not putting in culverts. When I'm putting in Wales, we're not putting in the fencing or electric, none of that stuff. 17:28 Do you guys entitle I mean, I guess entitlement is what just getting it ready to be developed is that pretty much what the 17:33 that's we're doing, we're actually doing one right now. hoti Texas, south of San Antonio. So we're gonna get it ready to build a neighborhood, I don't know that we're gonna break ground on it, but we're gonna go ahead and file all the paperwork, get it ready, it's gonna be on the MLS the whole time while we're filing the entitlements. And then of course, after they're done and completed and approved, then we'll raise the price. But for now, you know, we're just gonna go ahead and list it at a good price. And then we'll continue to raise it. And then after the entitlements are done, of course, it's going to be listed higher, if we nobody pulls a trigger on it, then we probably are going to start selling a smaller lots on that one. So we will look at bringing in a road and maybe some a water line. And that might be our first small development, but it's a little quick in and out deal. It's a little town that's really easy to work with. And there's a lot of spread there. If I think if we do bring in that road and drop in to all those lots the way that I'm imagining it, right, which this is still going in front of the engineers, it might push our spreads like a mile and a half or something, which is probably a lot less than we want to make on that, that amount of work and the amount of time that we're going to put into it. Like I said, it's low hanging fruit deal. It's already sitting there. 18:34 What do you think you'd start with the entitled stuff without doing the work? Is that what you're saying? 18:38 I'm probably just gonna back out maybe like, we'll leave maybe like 750 for the developer 800 for the developers will still try to walk away with about five to 600 on it. 18:47 Yeah. So again, 18:49 how many how many losses? 18:51 I'm pushing for about 30 Last year, hopefully I can do a little bit more but there's some floods over the back of the property. So it's so in the 18:57 flood zone? Yeah. So okay, then you went first 90 days second, we can say frontage or you said zoning so how hard I know you guys are saying when you're standing when you're looking at some of these your way in the way but you're on the outsides of the cities. And so what you're saying is basically like it doesn't matter this zoning you guys are easily able to change it so we're kind of here and I mean obviously it varies. 19:19 Everything starts off every agricultural and as the city expands, which is why we like land it's ever expanding and growing market so ever expands into more area so as the as you might have seen Atlanta if you've been there long, you've seen it grow in certain areas that land became more valuable as the population grew in that area. So as long as you're staying ahead of that curve, that that land is gonna turn from agricultural to single family or to an apartment or to whatever so land is the bait is the is the base of everything. And you can has no cap to the ceiling, which is like houses has a cap next door so you can only sell it for 250 whereas land there's no there's no like cap to it. As long as you know you have The deal, sky's the limit. 20:02 So the game would go to stay outskirts unrestricted, and that's what we do. Because if you didn't want to put in something, let's say commercial or you wanted to do a couple of eight plexes, or, you know, if you wanted to do self storage, it's already unrestricted anyway, it's agricultural, where you can shoot out there, you can do whatever you want. Whereas like, if you're working inside of bear county right here, for any kind of replanting at all, you're looking at a year, right? California, 20:25 all California is three years. So this is where you work and you do land and states that are friendly to people that do what we do. We don't we don't target like, like, we got nine acres in Florida, we asked to subdivide and like go it's like a year process. My hand forget, it's at nine acres, like, I'm not gonna bother with it. 20:45 So what? When you said unrestricted? Is it gonna get I'm acting for here? Everyone listening just starting out? Is it like the land used to saying unrestricted on there, or you're just saying, assuming that it's unrestricted, so far out? Like what is 20:59 it's literally unrestricted, like so like Daniel said it closely, like gonna say, agricultural, stuff like that. So you'll call the county, and you'll say, Hey, I'm gonna buy this 50 acre tract over here on this, this area on this road? And they'll literally tell you, yeah, there's no restrictions out there. You can do whatever, you got it. There's no need to file any kind of rezoning or anything like that. Just 21:18 build whatever. See, my dad bought, like a piece of property kind of out in the sticks. And in Winder if you're, if you're from Senator from Georgia. And they're like, he's like, Can I do this with the batteries? Like, we don't check? 21:30 Yeah, I sold a property to a guy out in the county. And he wanted to build a house. He was like, Hey, who do I got to talk to you, you know, to build a house here, and I'm gonna do this and there's nobody to call. So we even just in good faith to try to say like, Hey, you know, where can we pull some permits? Where can we do this? So he didn't have to pull anything other than the permit for the septic tank. The whole two storey house with electric and water and everything. inspections at all, nobody's coming to check on it. Yeah. 21:59 Interesting. That's crazy. So okay, so what let's say so you guys work in. 22:05 We're everywhere. We're in Texas right now. We just bought one in Florida. We're looking at some in North Carolina, but 22:11 so we've moved beyond Pennsylvania, anywhere where there's a deal, but 22:15 we know and what we've been doing this whole time. It's all Texas. Yeah, it's just so vast. I mean, will there'll be 100 years from now and we'll still have never flipped on land here. 22:24 Ya know, that's true. Speaking. Practice. Yeah. Bigger than France. But um, yeah. And they were talking about channel their best lead source right now where they shut off marketing indirectly. And now they're doing a lot of stuff with jayvees. Like, I know, you got hive mind so obviously that like you said that fed into his there any other ways you guys are getting these JV deals sent to you? Podcast, man? There you go. That's one Daniel comm talking about 22:48 like this, because I mean, obviously, you guys have a skill set and a knowledge base that would take some time to learn. 22:56 Yeah, that's, that's really the thing is people ask us like, hey, you know, do you guys have any kind of like, something, we can read something, we can go off up some videos, it's like, nope, bring us a deal, we'll show you how to do it. And that's really the best way to learn that we know where the hurdles are, what you're gonna run into, there's really no way to give all the information away without you just having to have been through it. So we set people up with pay per click campaigns on Google and Facebook, and then also set them up with like a dialer. Or if they want to text, they can do that and all this gray area. But we just essentially teach them what to look for, and how to find it, how to get ahold of the sellers. And then usually they'll bring it back to us to help evaluate it and then see if it's a deal that we can piece together either creatively, sometimes we'll get zero down. Those are the kinds of deals that we're looking for. Sometimes it makes sense to actually purchase them. So we'll look at any round as long as it's a deal. Yeah, 23:43 we're working with an equity fund right now. They're trying to get us like 10 million, so we might start buying everything. 23:48 So what what does that look like? 23:54 I don't know, I'll let you know. We're in the we're in the talks right now. But it's one of those things where they're trying to get us they like our business model, and they understand our structure. And what we've done like for everybody here, you can do what we've done. Without capital like we've done. Very little private cat. We've done very little very little with our own private capital and private capital. We've done a lot. And this is where it comes down to. We're like, we're like a we're looking at a $12 million deal locking it up for 100 grand. 24:24 Wait, you're gonna make 12 million or sell it for 12 million. 24:26 It's buying a $12 million 24:28 purchase price down. We're laughing Oh, 24:32 okay. Okay. Yeah, that makes a lot of sense. That's impressive. Playing 24:36 on that one. Yeah. If it comes to fruition is it just do the same stuff you always do? Like try to subdivide is to try to 24:43 That's it same thing, man. So that one's it's several lots, some of them are going to be sold as is and then some of them will be need to be subdivided. So we're just running the same play over and over again and we're boring. The bigger that's all we're doing. We're doing the exact same play and as as the numbers continue to grow. It's still the same thing over and over again. So that the changes, and then we just were just letting the sellers know is exactly what we're gonna do. We have what we're looking at right now this 5500 acres for 15 million. And the guys agency, hey, can you guys send us proof of funds? And I said, you know, forget the agent, I'm gonna call the seller because that's when we started talking to. And I said, Hey, man, just FYI. I said, that's not how our business model works, we're not going to wire you $15 million. He said, we're going to start advertising for smaller size, lots 500 to 1000 acres, we're going to make sure that we have some buyers interested in that property. And then we're going to get a pool of us, we're going to come in and we're gonna take the property down together, there's no way I'm going to wire you 15 million. So if you want proof of funds, we don't have it. And he said, Wait, that's fair enough. When can you come see it? So we? Yeah, 25:45 it's kind of complicated, but he doesn't know here. So 25:47 explain this piece to where you, you advertise the those small lots to find out if there's buyers. So basically, you're getting the plans with the engineer for the site plans, and then you're advertising? Hey, here's the lots that we have. And just if people want to buy it, are you just saying like, do you want to buy small lots in this area? Like how are you structuring that, 26:07 even before that, we would run what we call ghost ads, so it doesn't have no description of the property doesn't tell you where it is. There's no pictures of it. There's no way to identify where it is. But we're running ads that say for that small town, and we say, Hey, we got 10 acre lots, you know, for 249. Is anybody interested? So if we're running ads for that property, right, and we get one or two people interested in a week, it's probably not a very hot property. But we run that same ad somewhere and we're getting 50 messages a day, then we know that that property, we should absolutely pursue that one. So try to make sure that buyers are going to respond to that price point before we do anything. 26:41 Got it. And you're doing that for PPC campaigns. It sounds like or what kind of ads or anything, 26:50 we're Facebook, and then we're texting and calling agents and brokers got it? 26:56 Yeah, that makes a lot of sense, honestly. 26:58 All right. So we got about three minutes left here. And I know you guys covered a lot of different things, you know, people coming back, because this is a foreign subject a lot of people right, land deals in wholesaling. So if if you guys could, you know, explain just, you know, maybe a minute each, if you were to start over again, in this business, land land, wholesaling or land flipping right? How would you do it? And I know, that's a big loaded question, it's going to be hard to answer in a minute. But, you know, maybe give them the first few steps of what you would do if you're going to restart the business, you know, with watching, 27:30 I'll go first on this one, then I would immediately pull a list of larger tracks. So I pulled no smaller than 50 acres outskirts of the city, no upper, no upper limit. So 1000 2000 5000 acres, no less than 50. And I would just go straight after those, like that, texting and calling all creative pitches. I mean, that was that was the shortcut to everything. Because it doesn't require any more skills. It doesn't require anything extra to go after fighting view. And it needs to go after a $15,000 infill lot. So I want to just skip all the little stuff. You struggle when you're doing smaller deals, right? When you're making 10 or 15 or $20,000 hits, then you got to recycle a lot of that back into your business. So it affects your learning curve, and it affects the rate at which your business can grow. But if you're well capitalized, you can move a lot faster. And if I had known that we could have done creative deals zero down zero interest, you know, on multimillion dollar deals we would have just started there. 28:26 Yeah, feel yet same thing single family. What about you, Daniel, 28:31 my tip is say almost same thing. But I would love to listen properties because land sits on the MLS for two years and nobody will touch it. Like once less than we get to offer. It's been a year. Like they kick the dust off the web. And then a while and then make make a creative offer. You don't know what you don't know what the sellers gonna make. And we're talking we're talking to an agent right now, agent was more motivating the seller and the agent trying to move the property for us because she wants to get paid because you know, the seller might enlist the listening and she's not gonna get paid anything. So like there's so much there's so many properties on the market that want to sell. They just want the price point and what do you do with that? For Creative finance? 29:09 You go Yeah, give them what they want. Just giving you the terms. I like it. I like it. I like it. I like it. So okay, so guys, you know, we had a little bit left here. Where can everyone that's watching this now and recording how can they reach out to you send you some of these land deals? Maybe Anthony gophers? How can you know everyone reach out? 29:29 I think our Facebook pages is where we always hang out. We're always monitoring that page. It's a hive mind CRM on Facebook, but we're everywhere, man. We're on Tik Tok YouTube. I mean, literally everywhere. 29:41 Same place for you, Daniel. You got? 29:44 Yeah, yeah, you can message us directly like sending our messages getting blown up. And if you can, if you can figure out our email. The best way to send us directly to us, and we'll look at every deal. I like meeting I think we're getting really good at deals that we can pretty much tell you if it's a deal or not. I'm like five That's 10 minutes. 30:01 I like to like, send these after this challenge kind of 30:07 see what see what y'all can cook up on us for us. Appreciate it a 30:11 so anyway, yeah. Appreciate it. Thanks for coming on. I know we probably have you guys on again because he hasn't run into a lot. You got your supporters there for you Daniel getting ready for dinner. I guess it's still only 330 in California though, but for that that lunch but anyway, guys, yeah, we'd love to have you guys back on and thanks again. I'll make sure we'll reach out to you guys on some deals as well. 30:32 And happy to JV with you guys anytime and happy to look at some stuff and try see if we can make some magic happen for you. 30:37 Yeah, that'd be awesome. Thanks 30:39 again boys. appreciate y'all

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!

Anthony GaonaProfile Photo

Anthony Gaona

Host/ Ceo/ Speaker

Hi! I am Anthony Gaona.
I’ve been in digital marketing for almost 15 years.I grew up in construction working for my dad when I was only 12 years old. Normally we had a ton of work or no work at all so a lot of my free time was spent learning how to generate leads.

It didn’t take very long for me to master online marketing because I became absolutely obsessed with it. For the last 15 years I’ve been generating construction based leads. At first I was running the projects myself. This led to sub-contracting all of the excess projects and eventually wholesaling the leads off to other construction companies.

One day I was preparing to build a single family residence for myself. In mid December, 2018, a simple YouTube search led me to the term wholesaling and the rest is history. The plan was to use my construction background to start flipping houses. By January 1st of 2019 I launched several marketing campaigns both on and offline for real estate seller leads.

Within about 4-5 weeks I had my first real estate contract locked up. It didn’t take long for me get a land lead where I made almost a full year’s pay on a single transaction. This came from a land lead and that forever changed my life.

I ran low volume larger land deals for the first two years of my real estate career. Like anyone who has been in real estate investing for an extended period of time, I started thinking about scaling my business.

Instead of deciding to vertically integrated and start hiring I imagined a model where I would teach my real estate investing methods to others. This would free up my personal bandwidth and allow for unlimited large scale transactions.

Currently our operations are expanding globally. The goal is to identify one person per major US Market that we can build a team around and drive traffic to so we can close high volume transactions together.

You can learn more about our vision and join our free mastermind by joining hivemind CRM on Facebook and all social channels