Flip Dirt, Not Houses

Mike Hambright (00:00.831)
Hey everybody, welcome back to the show. Today I’m here with my good friend and the one and only Mr. McCall. We’re gonna be talking about flipping land in naut houses. In fact, flipping dirt naut houses. Joe’s got a new book out as well. I think I was, I might’ve been the first purchase or I raced to Amazon to get my copy because I wanna support my good friend Joe. So Joe, good to see you buddy.

Joe McCall (00:11.854)
What a great book.

Joe McCall (00:22.35)
Thank you, Mike. Thank you. Yeah, I got my first commission check from Amazon. It was like $500 for all my book sales. But yeah, I appreciate that. It’s on Amazon Kindle, physical paperback, and Audible. So it’s called Flip Dirt Not Houses. Yeah. Uh-huh.

Mike Hambright (00:30.047)
wow. Yeah.

Mike Hambright (00:39.357)
Nice, on audible, are you the one that reads it? Okay, that’s cool. I’ll have to hit you up on how to do all that, because I aspire to write a book. One day I’ve been threatening it for about 10 years and haven’t done it yet. Okay, yeah. I know Brian.

Joe McCall (00:45.006)
Ahem.

Joe McCall (00:49.848)
Well, I’ll connect you with the guy that helped me and he’s really, really good. His name is Brian Elwood. Yeah, give him a call. If you need his cell phone number, I’ll give it to

Mike Hambright (01:00.649)
No, I know Brian. I haven’t talked to for long time, I know Brian. That’s funny that you said that. Okay.

Joe McCall (01:05.014)
He’s really good. helped me with he helped me with that book a lot and got it on Kindle and Amazon and Audible.

Mike Hambright (01:08.276)
Yeah.

Mike Hambright (01:13.609)
Yeah, cool. I’ll read the comments. I need to catch up with them anyway. I guess we should…

Joe McCall (01:13.942)
If anybody hears listening…

Yeah, just by the way, anybody listening, if you want to write a book, Google this guy. His name is Brian Elwood and just maybe he’s got a book on Amazon on how to write books for to sell your coaching, I think. But yeah, anyway.

Mike Hambright (01:32.679)
OK. Yeah, it’s been a while, but I know Brian well. So Joe, we’re going to talk about.

flipping land today in houses and you and I, you’ve been, we’ve both been in the game a long time and shared some war stories and talked about a lot of things and you moved a few years ago into land and I wanna talk about that today. Hey, before we do, why don’t you introduce yourself to, I’m talking to you like my old friend, like everybody knows you and a lot of people do, but for anybody that doesn’t know you, tell us a little bit about the one and only Joe McCall.

Joe McCall (01:57.848)
Yeah.

Joe McCall (02:03.692)
Yeah, thanks, man. Appreciate it. So I got started doing real estate full time in 2009 and I was flipping lease options at the time. I was a civil engineer working on those for an electrical contractor building a huge power plant. I, you know, my my I had the entrepreneur itch, man. I just didn’t want to work for anybody else. After college, though, I did work for two or three different companies for nine years. And I said, man, I just got to get out of this. I really did feel like

The riskiest thing I could do for me and my family was to stay working for one company. Because I was one paycheck away from complete financial devastation. I could have gotten a job anywhere, but I would have had to have been willing to move anywhere around the country and I didn’t want to do that. so I saw the market collapsing in 2007 and 2008 and I kind of looked at it as like an opportunity.

And I’ve always been, I think that’s one of the things that separates people, entrepreneurs from people who aren’t entrepreneurs is seeing opportunities, right? And being optimistic, having some kind of faith, I think that’s maybe in a good way, in a good thing. It could be a bad thing sometimes, but like I saw a huge opportunity. And so I started getting into the market and I started wholesaling, got frustrated with wholesaling because it was so competitive. And that’s kind of how I came into land as well. But

I started doing lease options because at the time it was a lot easier to do creative financing deals. I did a ton of lease options and quit my job and then started realize discovered the education space where you can sell software consulting services courses and things like that teaching people how to do what you’re doing. And I really love that. I enjoy doing it. I love helping people and I make good money helping people. So so over the years I

I just started doing a lot of different types of real estate, teaching people how to do real estate, started a podcast in 2011, started writing books, creating courses and selling software and done for you services and things like that. And I’ve been doing that ever since about four years ago. Five years ago, I started doing vacant land and I loved vacant land because I wanted to do something.

Joe McCall (04:27.424)
My main reason for getting into land is I wanted to do something with my teenagers. At the time, they were like 13 and 14 years old. And I saw some friends doing land. I started interviewing people that were doing a lot of land deals. And I thought, you know what? I could take these systems that I built for houses and apply it to land. And I wanted to do it differently because I’m wanting my boys to do land. And if you think about it, my teenagers at the time, they’re real smart kids, but I didn’t want to throw them out to the wolves.

and try to train them on how to negotiate with a 70 year old homeowner who’s been living in their house for 40 years, who’s getting five other offers every day from other people, trying to get them to understand ARV and estimate repairs and learn how to negotiate with a person on the phone. I remember talking to people and learning there’s a lot of different ways to flip a plan.

Mike Hambright (05:00.693)
you

Joe McCall (05:25.388)
the one teaching it. There’s a lot of other really good people that are teaching land. But I wanted to figure out a way to do vacant land without talking to people so I could have my sons do land without talking to people. And so that’s kind of started my journey. Yeah, so that’s a long introduction to who I am.

Mike Hambright (05:44.287)
Yeah, well, what’s what’s and Joe, you and I could talk all day long. What makes land easier in your mind and like less? I guess there’s less emotion tied to it. It’s often like certainly not somebody’s primary residence. Like what makes it easier to kind of negotiate a sale that I know we’re going to at some point talk about how to not steal our thunder, but how to do deals without even talking to sellers. but what makes it easier, would you say?

Joe McCall (05:56.002)
Yeah.

Joe McCall (06:10.126)
Yeah. Well, the biggest thing is they’re just not emotionally attached. It’s dirt and they’ve owned it for 10 years. They’ve been out there once or twice and we go after cheap land. So like we’re buying land that’s worth maybe 30, 30 to 50 grand. We’re buying it for five or 10 grand. So I like going after little bass hits, singles and doubles. And they just don’t they

They bought the 10 years ago, maybe they inherited it from their parents. They’ve never been there. They think it’s worthless. They just don’t care about it anymore. And there’s very little competition. So there’s two big reasons why I love land. Number one, they’re just not emotionally attached to it. They don’t have hundreds of thousands of dollars in it. It’s just kind of a distant memory. They just don’t want it anymore. They don’t care about it anymore. So I buy land for like 35, 40 cents on the dollar.

very easily without having to negotiate because they don’t care, right? I just make offers. I get one out of 30 offers accepted and you know, that’s how we do it. And I’ll talk about that later. But the other reason is there’s just very little competition when you compare it to houses. So when I was doing houses, we were lucky in some of our markets if we’d get half of 1 % response rate on our direct mail. So if you send out a postcard, you know, you’re lucky if you get five phone calls from a thousand

postcards. If you send out thousand postcards with houses, if you get five calls back, that’s amazing. But with land, we were getting four to five times that number of responses. So we would send out a thousand postcards and would get 20 calls, 20 to 30 calls sometimes. And so the cost per lead is cheaper. so I just, I like land for those reasons. then, you know,

Mike Hambright (08:01.257)
And Joe, do you target, I know a of people target different things, are you targeting, is this like recreational land? Is it infill lots in cities? Like, is it all the above? Like, what do you go after?

Joe McCall (08:10.422)
It’s all the above. Yeah. So it of depends on where we’re going. So we do it 100 % virtually. We never go see the property. like I’ve, I go in and I brought this kind of over from houses. I want to go into where the fish are biting, right? Like I want, it’s really easy with public data to go in and even on Zillow and Redfin and landwatch.com is another site I use. You just go see where is all the hot activity? Where are people buying and selling land right now in the last 90 days?

So it doesn’t matter what direction the market is going up or down flat sideways. I don’t care. I’m going to where the demand is. Where in the last 90 days are people buying land right now? And it’s really easy to find that stuff online. And then I go to where the buyers are, you know, and then I find a, I pick maybe three, four or five states where there’s a lot of activity. And then I go into maybe the top 10 counties in each of those states.

I pick a couple counties and then I drill down into the zip codes in those counties and I see, right, well, in this state, in this county, in this zip code, there is a lot of activity there. And then I just go in all public records, right? And I go in and I pull people who own land for over 10 years that don’t live in that area in those zip codes. And I send them postcards. It’s as simple as that.

Mike Hambright (09:35.135)
Yeah, and probably the further away they live, the better, right?

Joe McCall (09:38.818)
Yeah, so you could do a search for like out of zip code so they don’t live in a zip code or you could do out of county or out of state. And so the further away they are, the more motivated likely they’re going to be. But it’s just a numbers game. That’s what I love about it. Unlike houses, you have to work hard. There’s a lot of competition. Obviously, you can make a lot of money doing houses. I know a lot of people that are still crushing it with houses.

but I just like land so much better because there’s not as much competition breathing down your neck chasing these sellers. I don’t have to like jump on the deal right away and send them an offer right away. I have usually three months of due diligence. Like with a house, you have to close in 30 days and you have to, you usually have a one or two week inspection window, but with land, we do 90 days. And you could buy these properties on a credit card.

if you wanted to, and then sell them if you wanted to. We usually sell them with realtors. We’ll buy them, we’ll take them down, and then we turn around and sell them with a realtor. But it’s just so much easier to do that. And if you’re using private money, it’s way easier to find a private investor that has 5, 10 grand to lend on a deal at 50 % loan to value than it is to find a private investor that’s got 150, 200 grand.

to lend on a house at 70 to 80 % loaned value. Does that make sense what I’m saying? So it’s easier to find private investors to work.

Mike Hambright (11:09.449)
Yeah, yeah, for sure, yeah. Yeah, no doubt. So what percentage would you say is kind of recreational versus infill lots? mean.

Joe McCall (11:20.002)
Well, you know, in Florida, it’s probably 75 infill lots, 25 % recreational land, right? In Texas, it’s probably, depending on if you’re going rural or suburbs, you know, in Texas, in the country, it’s maybe 75 % recreational land. But I have some friends that are wholesaling a lot of vacant land in Houston, and they’re all infill lots, right?

It’s obviously going to be more competitive in the city, but I prefer cheap land. don’t care. So if I’m looking at and when I’m looking at a county, I’m looking for which counties have a lot of recent solds under a hundred thousand dollars. So when I’m doing my searching and research, I’ll say show me the number of solds in the last six months under a hundred grand. So I’m looking for cheap land. And if in that county, it’s a lot of infill lots. Well, then I pull a list of, you know, point two acres to one acres.

Mike Hambright (11:50.975)
Sure, yeah.

Joe McCall (12:17.934)
If I’m in Tennessee or North Carolina and it’s a lot of recreational land, I’m pulling a list from maybe two acres to 10 acres. Does that make sense?

Mike Hambright (12:26.111)
Yeah, yeah.

You’re getting me thinking, Joe, because obviously I’ve got my ranch in East Texas. like, I was thinking about, I’m not even, I don’t even know who some of my neighbors are. And like, but if their land was for sale, I’d want to, I’d want to try to buy it. It’s weird how I already have 104 acres out there. don’t even, at City Slickers already, I don’t know what I’m doing out there. But like the neighbor to the north is like a, I don’t know, he’s probably late seventies. And he told me he was going to sell. And my first thought was like, I got to buy it. Now he’s got an expensive house on it. I don’t even want the house. I just want the land. So that’s probably not going to work out, but it’s kind of funny.

Joe McCall (12:38.114)
Yeah, well, you can.

Mike Hambright (12:57.047)
If you think of recreational, probably some of the best people are adjoining property owners that just want to spread out. There’s a thing about, at least with me, I have land and I want more of it. I’m like this, like, I can’t.

Joe McCall (13:12.28)
Well, we, you know, we, we sell, we buy and sell a lot of landlocked properties. People are afraid of landlocked properties, but we sell them to the neighbors typically. And remember what we do is we have 90 days to close. And so if we can’t sell the deal or if we don’t already have a buyer lined up, we won’t close on it. So we won’t buy it. And so sometimes what we do is we get it under contract at the cheapest price we can. We get on the phone, we call the neighbors, you know, we say, Hey, do you want some land?

And then we will contact other investors who are buying land. And sometimes we’ll have to go back to the seller and renegotiate a lower price. And we tell the seller what we’re doing. They know. But then sometimes it’s like, well, you know what? Nobody wants this and we cancel the agreement. So we never buy a bad deal. I’ve never lost money on a deal.

Mike Hambright (13:51.636)
Yep.

Mike Hambright (14:02.229)
That’s great.

Yeah, that’s great. That’s great. So you talked upfront about doing deals with your boys. And so this is something for people with younger kids that want to get them into the business. Something that is a little bit easier to execute than all the emotions of a house and all the speed necessary with a house. Like got to get out there right away before somebody else signs a contract. Got to sit down at the kitchen table with them and negotiate and try to build rapport. Like that’s not something that kids are going to do. talk about, there other folks that you know that you’ve kind of inspired to have their kids get

Joe McCall (14:26.764)
Yeah.

Mike Hambright (14:34.647)
in the business.

Joe McCall (14:35.982)
Yeah, I don’t, you know, I can think right now off top of my head, maybe three or four different families. No, more than that. You know, I don’t know, five or 10 that have done deals with their kids. But this is how I kind of stumbled upon it. I took my kids to a workshop, a boot camp type of a thing. And I started just talking to some of the other people there that were already doing land deals.

Mike Hambright (14:49.191)
you know.

Joe McCall (15:03.18)
And one guy in particular was like, yeah, we just send out mail. have them because, OK, let me rewind a little bit. There’s different ways that people approach land. Some people will make blind offers. So they’ll get a list of a thousand people and then try to price the properties on an average price per acre and send out a thousand blind offers. I’ve never liked that because a property that’s on the lake is going to be worth a lot more than a property that is two miles away from the lake. Right.

And if you’re using a formula to create a blanket offer for all of these properties in this zip code or in this county, you’re going to send a lot of really low ball offers and a lot of really high offers. And I just never have liked that. So I brought over from houses. Well, what did we do? Well, one of the first ways I got started was sending people a postcard that drove them to a 24 hour recorded voicemail. So I talked to this guy who was doing a lot of land deals.

And he was doing the same thing. So he would send out a letter telling people to call this voicemail. No, no, he was actually using a live answering service. And I thought, don’t want to spend the money on a live answering service. But I started thinking, wouldn’t it be better if we just send a postcard or a letter to people saying, hey, text or call this 24 hour recorded voicemail? Because I used to do that with houses. And so I sent out letters and postcards.

And I use Freedomsoft. It’s my favorite tool. And I have my custom signature edition of Freedomsoft. It’s my favorite cup. And it’s like an all-in-one solution thing there. So anyway, I send out these. I get my list of vacant landowners in certain zip codes, click a few buttons, and I send them 100, 1,000 postcards or whatever. And it’s a simple, postcard that says, if you want to sell your land, text or call this 24-hour recorded voicemail.

So I get a lot more calls than I do that. I don’t send them a QR code. I don’t send them to a website. I don’t give them a fax number, nothing. I just say, text or call this 24 hour recorded voicemail. I say on there, nobody will answer. So I get much higher response rates with that. And when they call, guess what? I captured their phone number, right? So now I can call them back. I can follow up with them. So, you get, you know, maybe 75 % of all the calls that come in will either leave a message or text me.

Joe McCall (17:29.038)
the reference ID on that postcard. So that’s this, I got that idea from this guy. He says, because you know, vacant land doesn’t have an address, the APN number or the parcel ID is really long and the GPS coordinates are really, so you don’t want to ask the seller to kind of give you their parcel ID. You give them a reference number. So then the postcard has a reference number in the upper corner and the voicemail says, hey, thanks for calling. If you want to sell your land, leave your name and number at the tone.

and give us the reference ID and we’ll send you an offer. So I didn’t want to call them back and talk to them and negotiate with them, right? Unless we’re in the same ballpark. So they would get the postcard, they’d call the voicemail, and my son would be the one to do the outbound voicemail. And so they would listen to him and…

they would either text back or, well, they’d leave a voicemail. If they didn’t leave a voicemail, the system, Freedomsoft, sends them a text back automatically saying, hey, thanks for calling. What was that reference number on that postcard we sent? And so it’s a 50-50 mix. 50 % will leave a voicemail, 50 % will text back the reference ID. And then we say, okay, thanks. We’ll text them back. What’s your email address? We’ll send you an offer. And if they give us their email now, we have the phone number.

and the email address of this vacant landowner. So then what my boys would do is they would just go to Zillow or Redfin and find out, in that area, then this is when we price the properties, right? Not at the beginning. That just takes way too much time and too much work. But we now price the properties as they come in. So we can look at the property on Google Maps and see, it on the lake? Is it next to a highway? Is it a weird lot size? Is it landlocked? Is it…

in a floodplain or flood zones or whatever. And we would figure out, what can we sell the property for quickly in one or two months? So if everything is selling for 30 grand, we’re going to price our property for 25 grand and we’re going to send an offer at 40 % of that. That was our formula getting started. It was simple as that. So everything else selling for 30, we’re going to sell ours.

Joe McCall (19:46.542)
for 25 and if I get my calculator 25,000 times 0.4, we would offer $10,000. And we would send a one page letter and an offer, like a two page document, one page cover letter, one page contract. And we would get one out of our numbers where one out of every 25 to 30 offers gets accepted. All right? But this is the magic that most people forget.

We would send that initial offer and then with Freedomsoft, we would do it all inside of Freedomsoft. We would handle the voicemails, send the offers, but then we put them into an automated follow-up and people forget this. This is where 75, 85 % of your deals come from. So we would send them an offer. We haven’t talked to them yet, right? We’d send them an offer in the physical mail and in an email and by text. We’d send them an offer.

And then we set it up where the system follows up with them nine days later with the ringless voicemail, with a text, with an email. Hey, did you get the offer? Right. And sometimes they don’t respond. And so I would say maybe 75, 85 % of the people don’t respond on that first letter that offer we send to them. Sometimes they call back and they’re mad. What a stupid offer. They yell at us. Great. Fine. Whatever.

Sometimes they just don’t respond. Sometimes they’ll say, you know what? I can’t take $7,500. I can’t take $10,000, but I could do 12 or I can’t, I don’t want to wait 90 days, but I can do it in 30 days or whatever. So sometimes they call to negotiate, which is great. We take those calls. But then here’s the thing. This is so important. If they don’t respond, guess what we do? We send them a text and an email, you know, and a voicemail, ring this voicemail. Nine days later.

Mike Hambright (21:26.047)
Right.

Joe McCall (21:40.942)
But we send them an offer again 30 days later. And we do the same process every 30 days. We send them another offer. We send them a ringless voicemail, a text, an email. Hey, did you get our offer? Just follow it up. Yes. And then now what we’re doing is we’ve added some things now and maybe the third or fourth offer, we’re sending them a two option letter of intent. We’re saying, hey, we’ll pay you cash. We’ll pay you 10 grand cash or we’ll pay you 15 grand.

Mike Hambright (21:44.072)
Hmm.

Mike Hambright (21:52.691)
Is it the same offer? You just keep offering the same.

Joe McCall (22:10.19)
with owner financing, with payments over time. And so we just keep on following up. Now, after about four months or so, we maybe stop sending offers, but we’ll just send a postcard, a letter, we send a check letter, we just keep on alternating this follow-up. I’m not here to pitch Freedom Soft, but I am, because you can set up all of this automated follow-up forever if you wanted to. I usually do about a year.

And then when they call me back, then I can stop the follow up, right? They might say, hey, stop contacting me, whatever. But it’s just a numbers game. So I know if I send 30 offers, I’m going to get one accepted. But that’s after all of the follow up, right? And being and making sure I’m consistently doing the marketing. And on average, we found it’s we get one deal out of every about what?

about 20 to 30 offers. Our numbers have gotten better, but I know it’s going to take on average of seven to eight touches over two to three months of follow-up. Two to three months on average, seven to eight touches. That could be a text, an email, a letter, ring this voicemail, but, you could set all of this up. This is, get so excited about this, a VA or your kids can do all of this for you, right?

And don’t need a live answering service. I don’t need to talk to people. I’m only talking to people after they get my offer. It’s beautiful. love it.

Mike Hambright (23:41.737)
Yeah, yeah. So Joe, who’s buying land? mean, if it’s an infill lot, it’s probably typically, I guess probably a neighbor or a builder is my guess is the most common. Is that right? If it’s for infill lots?

Joe McCall (23:52.032)
No, it’s usually just investors. Yeah, we sell a lot of our… Now remember, we don’t have problems finding buyers for two reasons. Number one, we are only going into the areas where there already are a lot of buyers, right? That’s number one. And number two, we are buying them so cheap and we’re selling them cheap. So, my philosophy is I want to put my house… When I put my house on the market, I want to make everybody else mad who’s got houses listed for sale in that area. I want to be the cheapest…

biggest property on the market there. So I’m real conservative with that. And so when they see my property that’s cheaper than everybody else’s, we tend to sell them really quickly. I’m not trying to get greedy. I just want to make a quick 5, 10 grand. And in some markets that are more competitive, I’m OK with just making a quick 3 to 5 grand, right? Make a few phone calls, send a few texts, and bam, I can just do a quick assignment and be done and out of the deal. So it just depends kind of on what

market that you’re in. It’s easier to do assignments in Florida, you know, in other states where it’s illegal and moral and fattening to do wholesaling, then I’m going to take it down, right? And then I’m going to turn around and relist it and resell it with a realtor, right? But like, so I’m not, I don’t have problems selling my deals because number one, again, I’m only going in the areas where there’s already a bunch of buyers. And number two, I am selling these deals at the cheapest prices available in those areas.

So a lot of times we can sell our deals with just skip tracing and calling at recent buyers that are buying land there, we call the neighbors. And I like to send sometimes a postcard or a letter to the buyers that are buying land in the area, pretending to be this desperate motivated seller that help, need your, I’m desperate, this is urgent, I really need to sell my property. Please call me, I’m desperate.

and I send that letter to nearby buyers that are buying land. Does that make sense?

Mike Hambright (25:51.945)
Yeah, yeah, yeah. But that assumes they’re repeat buyers. Is that common for recreational land? Is there repeat buyers that are like me? Like, I want to add on. I might as well bolt on every property next to me that I can find.

Joe McCall (25:59.013)
yeah.

Joe McCall (26:02.22)
Yeah. So like there’s a lot of buyers that, you know, they’re just taking their money for whatever reason out of the stock market. They just want to invest in land. Some of them are home builders, but a lot of them, you know, especially in Florida, they’re just people that they just want to park their money somewhere. They’re diversifying, right? They’re getting out of crypto or they’re getting out of the stock market and they just want to buy real estate. They want to buy land because there’s nothing that you can just, you can’t destroy land. Right. And some people will buy it and turn around and sell it on owner financing.

Some people would just buy it to hold it for 20, 30 years. There’s a lot of reasons why.

Mike Hambright (26:38.311)
Yeah, yeah, yeah. I’ve got, I think when you, it’s like some sort of rite of passage. I think when you get older, you’re like, got to own land and you’re like, then you have like, I need more of it. That’s what I’m going through. I might have an addiction, Joe. I haven’t bought anything else, but I’m open to, yeah, yeah. If you find anything, I’ll give you the address of my property in Texas. If you find anything around it, like I’m your man.

Joe McCall (26:48.056)
Yeah.

Joe McCall (26:52.43)
Well, I’m going to add you to my buyers list.

Joe McCall (26:58.306)
Okay. There you go. I’m telling you, all of this, people in Canada, people in Europe, I get a lot of people that are outside of the United States that I teach on how to do this stuff. And they’re blown away by how much information is available in our public records in the United States. So I can go into any zip code or county and I can say, all right, give me a list of all the people that live outside of this area.

Mike Hambright (27:18.995)
Yeah. Yeah.

Joe McCall (27:27.394)
that have bought more than six properties in the last six months, vacant lots. And I can get a list of 20, 50, a hundred different investors and I can go into that list and I can say, right, well, show me all the ones that own more than 10 properties already, or who have bought more than 10 in the last six months. And you can find who these people are. Some of them are home builders. Some of them are just investors. Some of them are mom and pop, you know, and you can reach out to them and contact them. But I have found

Sometimes the easiest way to sell them is just list them on the the MLS get a realtor to list them and even though you have to pay commissions Even though you have to take the property down and maybe use some of your own money or use a private investors money You still make more profit because you’re putting it out there in the open market for everybody to see

Mike Hambright (28:15.349)
That’s one of the things that allows you to do it virtually, right? If you had to go like build a buyer’s list in every market or every place you get land, that would be a pain in the ass.

Joe McCall (28:24.426)
so how do you find the realtors that can sell your property? Well, you just go to Zillow and you say, show me the vacant land sold in the last six months in this area. And you get a list of 15 to 20 or 30 different realtors that have sold vacant land recently in that area. And you just call them. It’s the easiest thing in the world to do.

Mike Hambright (28:45.941)
Yeah, that’s awesome. So Joe, we could talk all day long and I’d love to. I love hanging out with you. If folks wanna learn how to flip dirt and not houses, I know you’re doing a five day challenge now. how do folks tell us a little bit about what that’s about and then where do folks get signed up for that?

Joe McCall (29:02.168)
Well, if you just go to flipdirtchallenge.com, flipdirtchallenge.com, I do this challenge every week. It’s a five day challenge. teaches you how to find these deals, how to, you can, you can do free marketing or cheap marketing to find sellers, how to find the buyers, how to make the offers. I talk about how to pick the right markets and it’s all done in a real simple five day type of a challenge. And by the end,

you’re gonna know how to flip vacant land. It’s super simple. There’s no secret sauce. It’s no magic formula. Anybody can do this. Yeah, flipdirtchallenge.com. It’s free. Did I say that? It’s free.

Mike Hambright (29:34.825)
following a process, right? Yeah. That’s a free challenge? That’s awesome.

Joe McCall (29:41.378)
Yeah, now I do sell a program at the end of it. We have a community. I just want to do more deals. And so I have a lot of people that bring me deals to partner with them on. I either lend money on the deals or I partner with them on the deals. We’ll do all the work, split the profits at the end. So that’s kind of why I’m doing this. But so there will be an offer. The way I do it is on day four, if you want to hear more about the offer, we do a separate breakout session.

where you can hear about the offer. So it’s not a pitch fest. If you want to hear more about the offer, you can go to the special link to view the separate breakout session. And then at that point, I’ll talk about it, tell you about it. You’re either in or out. Basically, I’ve set up a program where we’ll partner with you on deals. We provide all the money. We provide all of the software. We provide the leads. We’ll do your marketing for you. At least your first direct mail campaign will do that for you. And I do this crazy thing.

It’s called the business completion challenge. So when you go through my program and you make at least a hundred offers in six months, that’s only three or four offers a week, we’ll refund all your money, even if you don’t do a deal. And that’s just a way for me to give back. know, it’s a way for me to, that’s how much I believe in this system. And I do that because I’m looking for people to bring me deals. One of the ways I do deals is by selling this program. And so you put in the work,

You make at least 100 offers and document it to us. Even if you don’t get a deal accepted, we’ll refund all your money. It’s really cool.

Mike Hambright (31:18.605)
So flip dirt challenge calm will put a link down below in the show notes. So Joe Thanks for spending some time with us today Yeah, yeah always good to see you guys there’s a lot of ways to make money in real estate It doesn’t have to be houses It can also be dirt or land or there’s lots of other asset classes out there But as I don’t know who said this quote, but they said something about land They’re not making it anymore. Is that is that true Joe? Are they making any more land or is this it? It’s all we got that’s right

Joe McCall (31:24.386)
Yeah, Mike, thank you so much, man. It’s been fun.

Joe McCall (31:39.02)
Yes, they are not making any more land anymore. That’s right. But by the way, too, you can get my book, Flip Dirt Not Houses, at Amazon. Just go to Amazon and it’s like, I remember, five, ten bucks.

Mike Hambright (31:54.685)
Yeah, we’ll add a link down in the show notes for your book as well. Awesome, Joe, good to see you, buddy. Hey, everybody, hope you enjoyed today’s show. There’s a lot of ways to make money in real estate. one thing I know about Joe is he’s very good at creating systems and processes and very methodical in an approach. And I think that’s a lot of us aspire to kind of have that in place. So you don’t have to build it yourself. You can learn from Joe. So appreciate you guys. Check out this link down below and we’ll see you on the next show.

Joe McCall (32:00.824)
Thank you, Mike. Have a good one,

Joe McCall (32:22.095)
We’ll see ya.