Real Estate Investing Mastery Podcast Joe McCall

Jason Courtney is one of the biggest real estate investors in the Saint Louis area. He’s here to talk about sellers and how to do creative financing deals. Many people wonder why sellers would do something like a lease option or owner financing, but the truth is that there are advantages for everyone involved. Motivation is always the key, and the trick is to figure out what a seller’s motivation is and use it to solve their problems. People also think creative financing deals are complicated, but Jason tells his students to keep things simple. 

Jason runs through the three most common seller situations and how to handle them. We also talk about taxes and how to explain creative financing options when you get a seller on the phone. Jason goes over how to structure and price your deals so you get the right cash flow. We cover Jason’s favorite ways to contact tired landlords and wrap up with some practice calls and a role play. 

Jason also gives us all the details on his book, Truly Financially Free. It’s all about how to avoid the rat race and the traditional path to real estate investing, and it includes everything Jason’s learned over the last 23 years. To get a free copy, head to the DealswithJason.com/Joe.
What’s Inside:
—How to explain creative financing deals to sellers.
—How to structure your creative financing deals and generate cash flow.
—Info on Jason’s book, Truly Financially Free.

I was just giving my one son a refresher course on vacant land deals. Together, we’ve made over $150,000 in net profits. We sat down and I told him how to pick the right market and how to find out where the demand is. He doesn’t have that much money for marketing, so we looked at three top sources for free vacant land deals. Here, I’m sharing those sources with you. 
Number one, check out the MLS. There are a ton of properties there, and you can filter things down to target properties that have been on the market for 90 or 180 days. We also looked at for sale by owner properties. We focused on those a lot when we did houses and lease options, but they work for vacant land as well. The last free source is to find other land or home investors who have old leads. You could offer to partner with them and follow up. It’s all a numbers game, and you've got to talk to a lot of sellers and make a ton of offers. 
What’s Inside:
—My top 3 sources for free vacant land deals.
—How to use the MLS to find leads.
—How to partner up with other investors on old leads.

Today’s Daily Cup of Joe comes from a recent workshop I did, and I was so glad that students were actually getting on the phone to get leads and close deals! This business is really simple. It comes down to 4 things:
Get leads—get the phone to ring!Talk to sellers.Make offers—a lot of them.Follow up. Whether you’re doing houses, vacant land, or commercial real estate, it all comes down to those 4 things. And all of it is done on the phone! If you’re not on the phone, it means you’re not talking to sellers, you’re not making offers, and you’re not marketing. 
Which is why I say, if you’re not on the phone, you’re not making money! No one likes to be on the phone, unless you’re a telemarketer by profession. But you have to get out of your comfort zone and get on the phone. I shared success stories from students during our last coaching workshop, and all they did was get phone numbers and take action. 
Yes, they closed these clients. Whatever it is you’re selling—a service, insurance, coaching, or something else—the bottom line is to get out of your comfort zone, take action, and get on the phone!
What’s Inside:
4 things you need in this business. Why you need to be on the phone to make money. What it means to get out of your comfort zone and take action.

Today’s episode is short and sweet for your daily cup of Joe. I want to give you 3 simple steps to overcome any objection when you’re trying to close a sale. You ready? 
Call them by name.Agree with them. Ask them a question.
Simple but powerful. I share some examples and scenarios implementing these 3 steps…and bonus tip: do this with a smile on your face. So I guess number 4 would be, BE FRIENDLY. 

That’s it.

What’s Inside:
3 quick steps to overcome objections in sales.

I’ve been flipping land for a very, very long time and there are some really stupid myths out there. The truth is, flipping land is a lot of fun and in the last couple of weeks, we made over $50,000 in net profit. Here, I walk through the most common land investing myths and show you why they’re false. The first one is that you need a lot of money to get started in the business. You can wholesale or flip vacant land and sell it without ever buying it. You can also use private money to fund deals. Another myth is that you need to have a lot of time, which I know firsthand isn’t true. My sons and I have done a ton of deals and only work on our land business part time.
You also don’t have to talk to a ton of sellers. You can use a direct mail strategy and send out cheap postcards or letters directing folks to a recorded voicemail. You can actually wind up getting more calls this way and I’ll show you why. Other myths I bust include that selling land is complicated and that you have to do something to the land before you sell it. If you want more information on how to set up a winning vacant land strategy, head to StrategyPDF.com to get my free nine-page strategy PDF. It’s a step-by-step guide on how to find deals, pick the right markets, and more.
What’s Inside:
—Why you don’t need a ton of time and money to start flipping land.
—Why you don’t need to talk to a ton of sellers to do deals.
—Info on my free strategy PDF.

There are a ton of myths about land selling and here, I’m going to try my best to debunk them. The first one is that you need a bunch of money to get started, which simply isn’t true. You can buy properties really cheap and fund deals with private money. Another myth is that you need to do something to the land to sell it. You can if you want to, but it’s not necessary. You don’t even need to visit it; you can sell it as-is. Other myths include that you can’t get cash flow from land, it’s hard to sell, and you need to spend a ton of time in the business. I spend about five hours a week and outsource tasks, and my sons and I have done over $150K in deals on a part-time basis. 
Gavin and I just hosted an implementation workshop, and if you want information on the next one, go to JoeMcCall.com/workshop. 
What’s Inside:
—Top myths about land selling and why they’re not true.
—Why selling land is easier than you think.
—Info on our implementation workshop.