Ep 495: The Real Need For Land Entitlements

Transcript

Introduction to the Guests and Topic.): Daniel Martinez introduces the episode and his two special guests, Mark Del Priori and Mitchell K, who will delve into the topic of land entitlements, an area they are both deeply involved in.

hey welcome to the hve with us podcast I'm your host Daniel Martinez today I have two special guests of the land

entitlement

Space Mr Mark del prior PR yeah priori yeah everybody

and Mitchell K who doesn't know how to capitalize his

name I'm picking on him I'm picking on him it's all good but um these guys uh

land entitlements we're we're D dve into land entitlements today I'm excited about today's conversation um first

first question I like to ask is uh what part of the country you guys from um haing uh I guess Mark you g to go first

and we go to Mitchell I kind of I conversation that way just so you know who I'm talking to absolutely yeah I'm

Guest Backgrounds and Experience.): Mark shares his background in sales and marketing and his new involvement in land entitlements, joining Mitchell's team, which has experience dating back to the 1980s. Mitchell, based in Fort Myers, Florida, highlights the geographical diversity and collaboration across states.

located in Pennsylvania about an hour north of Philly okay um and yeah how how

long you been doing entitlements so for me entitlement is fairly new I joined Mitchell and his team um he's been doing

it for a lot longer than I have and some of the team members for about since the 80s so but I have a sales and marketing

background so I kind of came on to kind of boost the company to into the next level and uh it's been going really well

so all right and Mitchell are you out of Pennsylvania as well no I'm based out of Fort Myers

Florida Southwest Florida just in between uh Tampa and and Naples in the

southwest side that that kind of gives it away because I'm like he's got to be somewhere

tropical yeah you don't see fans like that in the midwest

nope ain't that right Mark that's right and if youve traveled around you

you notice but I thing is funny so you're from Florida one thing I like I like about um the day and age we live in

is I think people can work together across the country and you really can find Talent anywhere so I think I think

it's the first my my first observation of like today's call so far um it's pretty pretty pretty cool um so let's

talk about um Mitch you you're kind of the main point contact here how long

youve been doing L entitlements so I've been in about the land entitlement space for about three years now three years

okay um land entitlement space is is a very big space um there's different

types of land entitlements uh can you tell people what what you've done in the past and like what your specialty is

Focus on Land Entitlement Projects.): Mitchell discusses the specifics of their land entitlement projects, including their focus on residential projects in North Carolina and Texas, emphasizing the strategic importance of these locations due to recent population migrations.

right now currently yeah so we've been doing some residential projects right right now we

have about four four projects over North Carolina in the Greensboro Winston Salem

Market we have a small project in the Arlington DFW Market that's a small 45

lot project that we're working on right now um we're kind of and we're building out our team in various markets all

across the Sunbelt state so that's kind of what we're focused on right now and the areas that we're focused on right

now yeah North Carolina is there's been a huge migration to the east the East

and Texas Southeast and Texas have been popping really really a lot lately I'm

orig I'm I'm I lived in Atlanta for six years before I moved to California and I've noticed a huge migration into the

Atlanta uh North Carolina South Carolina markets they popped a lot even Florida

too in the last about 10 years it's been really really crazy to see because I I

grew up and I really never really paid attention to that but I've been I've been noticing over the last couple years

that those those markets have really blown up um you're exactly right yeah it's

amazing to see um can you talk about like um why land entitlements so I

like land entitlements because I I feel like and I love the land space in general because I feel it's one of those things where like we create more housing

and housing is one of those it's like a necessity every every Market um what's

your opinion on land entitlement and um I guess I'll ask you Mitch and we'll jump to you mark As far as like uh

what's like your like personal growth of why you like land onment as a

whole well the real reason start yeah mine will be short and sweet Mitch will

have a more long-winded thing so uh I'll get mine out of the way all right so I

joined the team because you know i' I recently sold the marketing company so when I came off of that sale I'm like

okay if I'm gon to get back into business again I want to get into something that has a huge Roi right and

is also the foundation of like something bigger right and uh I couldn't find

something so I'm like well I'm really good at sales I know marketing but I don't want to go sell something for like $500 here ,000 dollar here I'm like if I

want to do something I want to put like a dollar in I want to get like $10 out and talking to Mitchell we we're in a

couple other groups together networking groups and he's like listen lay entitlements is it he's like if you do it right and you're working with the

right people and you got the right Network he's like there's no bigger money in this and that I've seen other

than like these big hedge funds running through stuff so he's like and it's it's if you know what you're doing he's like

it's really pretty lucrative too so that's why I got involved number one but number two because I have five kids

right I need to feed my family so uh so it was uh because of that but then right

after that I was like okay what's the initiative like I can't sell something I can't get behind right and I don't even

see it as selling it's like advising it's kind of helping people the sellers get their land get with the value they

want and getting the builders to build more homes for new individuals to move into a new community and literally

building out America so it that concept along with the the financial concept sold me I was like I'm in you know

because we're going to help build America get people into houses at the same time I'm going to provide for my family so amazing go right that's

exactly it I mean at the end of the day when I got started in real estate it was with you know your traditional your

gateway drug of wholesaling houses and wholesaling land right buying it at 50 60 cents in the dollar then selling at

70 80 90 cents in the dollar to your investors right and then when you come

across land entitlements you're able to pay market value for these properties for these land owners you're able to

give them their current value of what their properties were today or even more because we're Force appreciating the

property by turning it into a shovel ready state to hand over to these public

Builders Regional Builders uh smaller local Builders or investors or your bigger instit tional built for rank

groups or groups looking to build um commercial multif family apartment complexes industrial Flex space the list

goes on and on I mean at the end of the day land entitlements is the the foundation to all real estate every

Importance of Land Entitlements in Real Estate.): The discussion highlights the foundational role of land entitlements in real estate development. It's pointed out that understanding the land entitlement process allows for identifying and capitalizing on opportunities, thereby facilitating the transformation of properties and contributing to the development of new housing and commercial spaces.

house every building you're in has to go through this permitting process every retail store every shopping center um

Plaza anything that you go into has to go through this process and it's once you understand the Foundation of real

estate and how everything comes up out of the ground it allows you to see and identify opportunities where other

people don't whereas maybe for example right you see like a rundown uh property that's zoned for

commercial but if you can get it res zoned or up Zone to go vertical right

now you've increased the value of that property without even touching it so it's like it's once you understand the

foundation it's like it's um there's no limit to scalability

yeah and the best part is is a lot of these end buyers like these National Builders and they don't want to do this

they need companies like us to do this for them and then they say okay give us the shovel ready property so the best

part is is we don't have a ton of competition with these big big corporations coming in and doing our job

because they don't want to do it so it leaves us so much open there's so much land in the country it's almost

impossible to take it all down you know no I think I think it's a great

point I I always equate uh land land as a whole as like a blank canvas and you can really kind of paint whatever

picture you want whether it's a ice cream truck or a or high-rise building you kind of paint whatever you want on

it and it is what it is now it's that future thing and then even even the what I like alluding to this too is that even

when something I saw I saw something crazy they're tearing down an office to put

industrial that was land and title variance they they they changed that not

existent office building turned into industrial so they they correct they upscaled it so I I think um as times

change and and markets change and and E and flows there's always that need to

either change whatever's not working into something that is working or change that that blank canvas land into

something amazing and I think there's plenty of opportunity for that and it's just having the eye um let's talk about

um I think Mark kind of alluded to it earlier but um let's talk about like the the transitioning of the builders that

actually build and develop not having the ability or not wanting the ability

to invest time and effort into shov in into that process because I think it's

one of the biggest that the biggest factors that of what we do as a whole is that they don't have time to waste to

actually do this part of it so we're really filling that Gap so let's talk

about like filling the gap for these other investors and like the opportunities of uh Builders buying that

product right so I mean the easiest way to say that is the velocity of capital

these groups have Capital that they want to utilize today they don't want to wait 12 to 24 months until their project gets

approved and then they have another 12 to 24 months to develop the horizontal infrastructure then they got another 12

to 24 months to go vertical they want to get a product that's ready to go they can break around tomorrow it's the veloc

of capital it's a speed of capital as soon as they get that money raised if it's an institution or a hedge fund

that's raised a bunch of capital or a region of buer that's raised a bunch of capital to go do projects they don't want to wait they need to move that

money and get that money working now so they can make their profit and their returns that they have to hit for the

their yearly or quarterly um projections yeah okay yeah

um now are you seeing like is there like a delay of when those Builders come and

byy in it are they ready to buy as soon as the paperwork's done as soon as that as soon as that product's approved

they're ready to close right then and there amazing and even so there's even there's also some builders that will

also close once you get zoning in place so say if you're resoning a property from agricultural to a residential

zoning because once you have a project once you get it zoned it is now and you stay

within the confines of the development code it's considered a buy right right project meaning to whatever you propose

as long as it fits within the city or County's um development code they must approve the

project there's they can't not approve it it has to be approved because you you're proposing something that fits

within the guidelines of what they're saying that you have to bring to the table now that doesn't mean the Project's going to pencil right that's

where some risk comes involved when you got to run your due diligence and your feasibility study to make sure those numbers pencil um and that's where they

you'll have a buyer come in they'll run a feasibility study if you want to do close a property that is Zone but it's

not you don't have full site plan approved right so there's various stages where you can exit a

property okay that um this is good transition okay so let's talk about like phases of entitlements of when it's time

to exit so I think and I think a lot of people lot of this is a very unknown game there's not not a lot of

information on it and I don't know if you can answer this Mark or Mitch whoever's I think is definitely question

but like you have raw land Agricultural and you change the zoning to you talk about changing the zoning into a single

family zoning then you got to wait for County approval what's that process like look like from A to Z in two

minutes yeah so if you're starting with a property that's raw that's zoned for residential that can take you anywhere

from six to 12 months to get that depending on your jurisdiction right every jurisdiction is different um on

your time frame um but typic you're going to get around to a six to 12 month time frame to get a project that's

already zoned right to go and get your you submit your preliminary site plan the city will viiew it they'll take 30

60 days to review it um and then once you get what's called a preliminary plat approved then after that you'll go and

get your final plat approved with your your civil engineering uh your civil engineers construction drawings and once

all those are completed you have a fully entitled ready to break ground project

now you can exit that deal um at preliminary plat that's one of the first stages where you can really exit with a

good amount of um um return on investment as far examp

like you you're that's the first stage of value ad right is getting that initial pre preliminary approval for the

project that's kind of like the concept car like if you're when like Honda or Toyota or BMW proposes a concept car

that's like your preliminary plat right and then once you get towards your your actual civil construction drawings done

and approved that's like your finished production car right and then that's what they bring into the market so

that's kind of where the the stages are in that project so I was talking to a developer

out of Phoenix and he's doing groundup construction development and uh one thing that he was doing and this is I

guess varies P I want ask what your opinion on it is he's doing the different phases but he's diving he's

raising different uh he's doing like every instead of selling the projects he's doing a new cap raise

at that approval stage to do ground up and vertical development so he's doing like different raises at each stage to

stay in the deal versus exiting out what's your opinion on that and maybe like is that based on people's risk

level or tolerance knoow or is it one of those things where like if you can stay

in the deal stay in the deal right yeah it's all at the end of the day you have to have the team in place right if you

want to stay in and go vertical you better have the team you better have the general contractors in place you better have all your civils your architectural

Engineers your mechanical Structural Engineers already ready you you want to build that team to where if you do want

to go vertical right that's just that's just the foundation to get the project approved then you got to worry about the capital rise side right so you can think

so our our model right is we're going to be turning instead of selling the paper selling the enti these entitled projects

we're gonna eventually roll into a company where we're doing build for rent so keep that equity in the deal you can

take that Equity instead of selling that Equity to another Builder or uh

institution that wants to buy the project you can take that equity and get it appraised with the bank and then the

bank will take that appraised value of the paper that you've you've now have shovel a shovel ready project it'll

praise that paper and whatever Equity that you have in that project you can take it towards acquisition and

development loan so now you don't have to raise as much Capital as you would if

you were to go out and get a already entitled project because now you you've added that value right so you take that

added value that you've done by getting the project entitled and you roll that into an acquisition development loan

then you develop the the property stabilize it and then you refinance and then you pull your Capital back out that

you put into it so I have a I have a political question and I don't know who's gonna answer this one maybe both

we can answer it to you so I don't know if you guys heard about the lawsuit with Trump that was just um the $300 million

lawsuit what's your opinion on that because I it affects all developers as a

whole so what's your opinion on New York suing and getting that judgment for $300 million against

Trump well I mean in reality they're just I mean it's a Witch Hunt to get a

to get him I mean who knows I don't I don't know as far as the legality if he did commit fraud or whatever I don't I

don't believe so but as far as a premise of what they're doing it's just going to

make every developer never want to do a project in that state again because I mean if they come for him they're

theoretically saying we can come for anybody right you right so why would why would you

risk doing in a project if that's the potential outcome it just doesn't make any sense

why not just go do the same project takes the same amount of time same amount of money and just go do it in a different

Market yeah you wonder what what their what their plan is behind that why are they trying to scare people right so

right a lot of it doesn't make any sense I I think and this is one of the things where I I was on the I was on the fence

with it because it's it's so crazy because literally every developer does this and you kind of alluded to doing

the same process if you get paper appraised you raise money for

it every developer does this same exact yeah I think I think it's it's setting

wrong precedent and it's going to deter growth and deter a lot of um of

everything else because if there's no growth happening it's going to push people to other states right

exactly none of it makes any sense what California's doing what New York's doing what a lot of these these states and

cities are doing just doesn't make sense from a economical standpoint

um none of it makes sense on paper it's like they're self-destructing their their their markets it doesn't make any

sense well I have I have a funny question because I have people that send me stuff all the time like I have a deal

in California or New Jersey or New York what's your opinion on those markets because it's kind of you kind of

mentioned it here but I always people send me deals like that and I'm like why

what's your opin well if it's an entitlement project we'll do it I mean we're looking we were actively looking to move into California because I mean

at the end of the day it's an opportunity right if everyone's running away from a market right that just means there's

less people there doing business now I don't know if I would do a development project but if I was to do an entitlement project and sell paper and

get out yeah I'd do that we do that um because at the end of the day in California right it takes a lot it's a

even more of a political environment and if you do get a project approved it's worth a pretty penny right just because

of this how hard it is to get un approved and when you do Builders and and companies are willing to pay a

premium for those projects because they're hurting for housing as well I mean at the end of the day we have a

huge supply and demand problem in this country with housing and affordable housing to where we could do th a

thousand projects each and not put a dent into the problem like that's that's

and that's also the state of opportunity like there's no better time to be doing these type of projects because we are in

such a deficit of of housing that we need until there's a a breakthrough in technology in order to build a house in

10 15 days at a at Econ like at a larger scale like these track builders like the Horton lenar py nothing's going to

change and then you got to factor in that it does take 12 to 24 months to get the project approved in the first place

so that's a whole bottleneck so until the government speeds up the process to get these projects approved faster and

to build homes faster we're never we're never going to fix the the issue amazing no I it's definitely a

huge problem and it's not gonna get better and to your point to California I mean there are National builders that

are dying for projects like properties need them bad so even though people are

flooding out of there the builders are still there they're still trying to build so they it's a really hot Market

but sometimes it could take a little longer to get the things approved because of just the state but we have some buyers there National builders in

California that are just saying whatever you got just send it our way so they're hungry so it's possib it's POS there

possibilities there's options but um it's a market that we're looking into you know we're kind of doing our due

diligence and expanding and and and seeing what's what the time frames are going to be and if it's something we really want to push or not

so so let's talk about the marketing um how do people find these potential titem

and Deals and um what is like the due diligence it takes to underwrite them

because I know what I'm doing but this is like a general question for everybody here to understand yeah I'll do a real

high level and then Mitch can go into detail what we've noticed is you know a lot of these National Builders they want

a certain amount of acreage to start right usually 20 plus acres a minimum right um and sometimes that's a little

too small for a lot of them but we always say usually 20 plus for these National Builders they take that and

then after that um you're looking for Utilities in the water of course right um You don't want anything to be

landlocked uh you want the topography to be good which is like you know if it's hilly or if it's

flat um and then usually the target what we've been telling a lot of our our

partners who we network with we love networking just like you guys we we hats off to you guys for doing a killer job

of that we love people bringing us opportunities and US betting it for them and saying this is not prop you know

appropo for our inment buyers but this may be so we love kind of just doing our

due diligence and telling people this is good this is great or no no good this is what you need so what we talk about is

let's say we got Dallas here right got just the city of Dallas around it the

circle around it right which is like um is where every all the builders are so

if the main City's here you want to be on the outskirts right that's where you want to be not only that but every city

has roads coming in right main highways from every angle right if you look at every major city all the major roads so

you want to only not only be on the outskirts but you want to be why by the major highways coming into the city why

is that because when people get off of work from the city they want to go home they want to take the highway and within

15 minutes 10 minutes off the highway they want to be home they don't want to drive 45 minutes to their house after

they get off the high High way so the best places to look right are the outer skirts right of the cities where the

major highways are all coming in right and 20 plus acres and everything we just talked about right that to me from a

marketing perspective if you're someone who's a mass emailer mass texter that's perfect those types of areas and then

you just go to the major metros technically you know in the country wherever you feel like there's a hot market and do the same thing and if

that's kind of like a really 30,000 foot view of what needs to be done from marketing but then Mitch could probably

go into more details as far as like other stuff too so right and so I mean really if you

want to get serious in the land entitlement space you need to build out your team you need to build your boots

on ground team if you're doing it virtually you need to be able to have potentially land use attorneys if you

need the reson a project right that have political pool in that jurisdiction you

also need your civil engineer ready to where if you have a potential prospect on your hands you want to be able to get

a that a hold of a hold of them give them the the um the parcel and they can do some extra due diligence to kind of

see where your lot yield might be what kind of off-site cost might there be is there um is the utilities at capacity do

they have capacity to even feed say for example 100 Lots on your on your parcel I mean can you even get the required

amount of um um yield and then just building out that team right and then

from there um all also with the in the land entitlement space you need to have Capital you have to have Capital because

majority times um it's going to cost roughly around a th000 to $2,000 per unit if

you're doing residential sub single family residential to get that project entitle so you have a 100 lot project it

could fit anywhere from 100 to 200,000 if it's 200 Lots 200 to 400,000 it just

varies on how big the parcel is how big the project is and how many units um

no that's that's a great number and I'm really glad you said that so for everybody here listening that's uh I

think I I think 3,000 maybe I think it's like one to four two to 4 thousand is where the sweet spot is for lot

depending on how many how many you're trying to get but um I think it's a great number um what I want I want to

talk about this how do you it's one of the limitations that we have and that you have doing the same thing is United

States infrastructure um what's your solution

and dealing with that issue because United States infrastructure is terrible

well for example in Texas you can do what's called a mud a municipal Utility District so say for example say your

project doesn't have um City Utilities your prop your parcel doesn't have access to City Utilities you can do

what's called a mud right a municipal Utility District it's essentially you're building a water treatment plant that

you're essentially giving your property utilities and the surrounding properties access to utilities because you're

actually building the plant that will Source water for those properties so

that's one and then also a a PID a planned um foret the exact um breakdown

of what that is um but it's essentially the same thing right and it's just allowing to be more a lot of your master

plan communities your bigger thousand 2,000 uh unit um communities they all

utilize muds or pids um and that's how they get across that infrastructure problem

so it's it's almost becoming the utility to solve that issue and you're creating it with with the deal when the deal is

big enough um right no it's huge huge yeah United States infrastructure is terrible and a lot of people always have

that questioning of how do you do that but no you you definitely brought to light that one I wasn't sure if you're

gonna bring it up or not because that's that's high level stuff right there no good good question um H good

answer good question uh um so you mentioned Capital let let's dive a

little bit in the capital capital allocation you mentioned that you need a lot of capital to do this um where I

think I I think where where can people get started um with they wanted to get into entitlements I think it's uh you

probably answer that one right so the first way that you can get into entitlements is where just identifying

these Parcels that do have development potential and then assigning them over to um your na Builders or whatever other

Builder that's looking to do a project in a specific area and that fits their criteria you can make an assignment fee

it's not going to be as big as actually getting the project entitled yeah going all the way through and then exiting but

you're still going to make a pretty penny right because it's still you're bringing a lot of value to them by sourcing an off-market parcel that does

have development potential that they'll take down um the other way is reaching out to you know your networker people

private money lenders people that are looking to invest their capital and kind of what we've been doing to get creative

um is we take a lot of the initial um uh we take a lot of the initial um

uncertainty of the of the deal out of the picture right we don't bring our private money lenders in with what we've

been doing for our projects until we have our feasibility study done we have all the necessary um at least we have a

preliminary plat approval on the parcel right so we do have to spend 2030

$40,000 on the property do a phase one Environmental geotechnical Studies we get that

initial um feasibility work done we know that the project pencils we know that

the city's on board right and then once the it gets more Capital intensive is when your civil engineer is doing the

construction drawings that's when they're really spending a lot of time and actually putting the nuts and bolts of how that that subdivision is going to

look and that's when it gets costly on that back end and that's when we'll bring in a private money lender to fund

that remaining portion to keep the our cost low right and then we can give them a high return we we're

giving our private money lenders 20 30 40% Returns on their money because we are Force appreciating the property so

high we can pay those types of returns yep and that's what we do to securitize our investors as well by taking that

uncertainty out in the beginning by running initial due diligence on the property making sure it is a viable

project because if we're just doing oneoff projects you know four out of

every 10 that you do we might have to back out of and if you're doing if you're bringing in a separate private money lender for each one they're going

to be they're going to be out they're going to be out 203 Grand on initial feasibility study right whereas the next

one they might have got lucky because that project is viable and they're gonna make a good return um so it's it's it's

it's about doing your initial due diligence protecting your Investor's Capital because that's that's the number one game you don't want to blow your

investor Capital absolutely abely um how do you find

um that Capital that wants to jump into entitlements because it's a it's it's very Capital intensive you need people

with bigger Capital commitments and longer timelines so that's one of the biggest things that's always hard to

find is you need large capital resources that's willing to wait 24 months right

yeah I could talk about that a little bit because I'm on the marketing side so I've been the one who's been bring finding a lot of the pmls and bringing

them to the table and then Mitch has been the one who's been explaining to them how the capital is going to be positioned and where it's going to be

deployed and and then together we that's kind of the team we're making right so but to find them is you know you you got

to use obviously online right you have to be active on the social media platforms um you know whether it's

LinkedIn or Facebook and you have to know where to go to find them right it's not too hard but that's kind of my

background and this which is why you know Mitch and I partnered so essentially you know going to the right

places online finding them having the conversations of not over promising right letting them know that sometimes

we may put up collateral right sometimes we won't just depends on what the Comfort Leverage is of the investor um

and at the end of the day they're not getting returns like this anywhere else

and that's what's attracting them is they're not getting anything over 10% maybe 15% if they're lucky you know from

the stock market or from you know whatever else they're doing right so when you tell them hey we're at 20 30%

on average sometimes more depending on you know the opportunity they're like well I want to listen and then we

explain to them we'll have you learn about heard about land entitlements and so a lot of it's about finding them on

the social media platforms Etc but once you find them it's about having the right understanding of how to pitch it to them so they really comprehend it and

then they understand okay so the returns aren't just made up it's actually you know something that's very very doable

and it's uh you know so when you you list it all out but I don't know if you want to get specific into it but uh

essentially you know that's what we typically do it works pretty well right it's joining various communities um in

the real estate world going to local meetups anywhere where you can go and

talk to people about projects you're doing or they're doing and just it's all about networking

connecting with people building relationship with people and then once you build relationship with people and you do have a viable track record or

even if you don't have a track record right you're brand new go find the who it's not who it's it's not it's not how

it's who right you need to find that person that you can partner with that has that track record that you can that

way when you do have a private money lender that's ready to invest Capital to bring to the table you have that person

that has the track record and so they know that you're a real player you have a real team and we have a couple of them

coming back once you find them they're there yours for life did do the right by them they'll say listen just roll my

Capital back in and the next six months roll it back in then just roll it back so they're seeing this almost like if I

keep doing 20% 30% 25% consistently it's almost like I'm setting it and

forgetting it right and and they like that right and that brings us into a little bit what we're doing with our

business too where we have a a Ferrari engine which we can start talking about we mentioned it to you once before with

Anthony about our skia um engine which is basically running it's a secured compound interest account so some of our

uh Partners investors are coming in on on this what's called a secured compound interest account where they put their

capital in and then it compounds right but at the same time it's compounding we could we could loan against it at

4% uh 60% of it but it's still compounding as if 100% of their investment is in that account and

essentially that's the engine of our business model and so some of them are like I want to do that uh like they're

like I want my money to compound I also want to lend against it deploy it towards land entitlements then take the

profits put it back out back into the compound interest account and watch it explode even more so we're kind of

creating that whole concept now and building it out and it's it's phenomenal and everyone's like how do I get in on

that so it's all about relationships relationships and being honest and open you know that you can't overpromise

people right you can't be a sleazy salesman you know those days are over people see right through that stuff I

mean and I hate it I just can't stand over promising people I rather under promise and then come out looking like a

winner every time and that's kind of like the relationships we like to build to people uh and it's been working

really well we've been very blessed I have to say awesome awesome

um what is a quote that is yours or somebody else's that you resonate

with uh Mark oh man oh man I know a lot of

quotes but um I haven't looked at them in a while geez um if I had to think of one I mean

I could just give you a concept maybe not a quote is that cool that's fine that's fine do it so yeah the concept is

you know it's posit your mindset has to be right first so it goes positive mind

equals deal flow equals you know everything else so it all starts with your mind it all starts with positivity

so if you could just attract more of that positive stuff you don't need to know how it's going to come to you who's going to send you it how it's going to

happen just think it's G to happen be positive continue to think and be positive and happy with other people

don't be a negative Nelly that's always bringing people down you know that we need more positive people and it creates

an affectious rule of more positivity creates more opportunities creates more Financial Freedom for our families you

know absolutely absolutely uh Mitch I don't necessarily have a quote

but I mentioned it just about five seconds ago was the philosophy of who

not how right yeah that's how I've really been able to learn as fast as we can or as I've

been able to is just always looking for The Who and not trying to figure out how because just by just by being around

those people and talking to them and trying to bring them value that's how you learn it's just by being being

around those conversations right or being in those rooms with those people that are doing those things so whatever you're looking to do go find that person

is that doing it in your Market or go find that person online or on YouTube or or wherever start looking for that for

that for that that topic or or idea or Mar specific Niche that you're trying to

get into and then really find the people that are doing those projects or having success and then find a multiple of them

because there might be some that are you know they're they're not really doing the business that they're just you know

your typical gur Guru right that's just kind of monetizing those educational

platforms it's just it's just doing your due diligence on those people and then finding the people that you you attract

to right that you you have the same type of um values um everything in that component

and find those people and that's it that's who not how

uh one thing I'll mention too is I think people are doing they're at different stages of their career so at different

capacities so some people they're they're in their learning and growth stage and some people they're in their their retirement stage I'm sure you come

across those and everybody's in their their different stage of of growth or

relaxation because I feel like once you once you hit like that that older stage you're kind of relaxing and kind of

trending down and taking it a little more more easy not necess taking on every project whereas people that are younger are kind of hungry or newer are

hungry and taking on a lot more responsibilities I think it's finding that people and figure out where they're at in their stage of life and kind of

attaching yourselves to them because you can learn a lot from somebody who's on that backend stage because they've kind of accelerated and head the experience

but someone's new and hungry they're they're seeing and talking opportunity every day so it's different type of and

flow based off stage right and one of my favorite people that I love to always

watch was Bob Proctor Rich he it's always about it's

complacency is the killer in everyone the second you get complacent is when it starts going downhill right it's it's

it's that constant Battle of like you have short you have a bit of success you get comfortable it starts going downhill

and then you go back on that train right it's it's f finding that balance of like how to how to find how to have comfort

but also keep managing that path of progress right and that realizing that

there really is you never stop that right you're always like if you listen to Bob Proctor's his his latest U or his

last couple videos before he passed away he was still like extremely excited about growing and like till his very

last day he was ready for the he was ready to take on a mountain right it's always having that um that Foundation of

you can you're always trying to get better now it might not be monetarily Le right it might be with your family with

relationships it might be um your physical health I mean whatever it is you want to always be trying to somewhat

strive for something right um because second again I've been I'm always I've been faltered for a ton of times is the

second where you feel comfort you feel comfortable is when problems start acre

right and it's just being able to be self-aware um and say hey all right time

to get back on the on the train again right and just keep it's always a you know a fine line of just balancing that

complacency versus progress amazing amazing um Mark where

could people find you online and work people send you information since you got the nice domain there I mean yeah I threw the domain in there I figured it'd

be real easy you can watch it and look at it and go online while we're talking but um if you Google me you'll see a lot

of stuff about me I've done a lot of podcast in the past uh for marketing mainly specifically but um about lead

generation so I got some really good cont content on that uh some podcasts you want to take a look at uh LinkedIn

you can look at me at LinkedIn I'm a big on there Facebook you know just put my name in it's a pretty easy name it's not

really uh nobody's gonna really have that name so uh yeah and then they can

send you a deal land entitlement. net right yep land entitlement. net is the

actual um domain um and then on there you can always reach out to us on the contact us for uh it's got a good good

description of what actual land entitlements is and uh you know step-by-step processes Etc so awesome

awesome and Mitchell where can we'll find you online yeah the best way to get a hold of me online is probably my

LinkedIn account is where I'm constantly looking at so it's my name right here Mitchell Keo right down there in the

bottom left corner type that into LinkedIn you'll you'll get a hold of me there you go for everybody you're

listening I hope go check them out if you got a deal send it over um if you want to if you like this

episode go like share subscribe we'll see you on the next episode thanks for tuning in bye guys hey if you have any deals you'd like to submit to The Hive

mine and our team go to Hive bc. it's actually The Hive Buyers Club submit your deals and we can hopefully dispose

your deal for you have a great

Ep 495: The Real Need For Land Entitlements

Daniel Esteban Martinez

Marc Del Priore