Build Teams & Choose Markets For Land Flipping

Daniel Esteban Martinez00:00On the business side, what do you think the worst the worst common advice that you hear about land flipping? Because, you know, we're all in... We're all land flippers now. Hello, legends of land. Hold on to your hats as we dive into the world of land with Daniel Esteban Martinez. Born and bred in Chicago, he's filled with wisdom passed down from his father. He's mastered trucking, unlocked the secrets of land flipping, and navigated the vast sea of data and skip tracing. Teaming up with Anthony, they kicked off a million dollar land mastermind and scored some huge wins.

Daniel Esteban Martinez00:34Ever heard of the hive with us podcast? That's Daniel. And the cutting edge hive mind CRM? That's also Daniel. Outside of the hustle, he's all about family, a great husband and father. So buckle up and learn the tactics and strategies that made Daniel a success in the land.

Brandon Parker00:50Daniel, welcome to the show, my friend. How are you today? I'm doing well. I'm doing well excited to be here and excited to share some information. I hear you have a lot of questions.

Daniel Esteban Martinez00:59I'm the question man. I'm here to learn and try to kind of tease out the tactics of experts like yourself. So yeah as we get started just I call this the burger flip summary, just picture you're at a barbecue, you're talking to someone, they've already verified themselves as someone who understands some stuff and they say, hey, so what do you do in land? And the time it takes to flip a burger, what is your niche? What do you do in land?

Brandon Parker01:26So I buy large unobtainable land that's usually pretty expensive. We subdivide and seller finance it out. It's pretty much in a nutshell. A lot a lot of people can't afford a lot of a big parcel of land, we go out there and create inventory.

Daniel Esteban Martinez01:41And did you start with subdividing or did you start somewhere else and where... So what's the starting point for you?

Brandon Parker01:48How far back you want to go?

Daniel Esteban Martinez01:51Let's do your first deal.

Brandon Parker01:54First deal, I was actually trying to do houses at first and I contracted like two or three houses. Didn't work out for a couple reasons. So I was living in Atlanta at the time and was doing PPC marketing so I had a website up with Google Ads running to it. And a lady in Atlanta hit my marketing and she's like, I own this lot in Florida. People keep dumping on my property because it's vacant and I just don't want to deal with anymore. I'm like, alright. So, I looked it up real quick.

Brandon Parker02:25It was worth about $20.25 grand. So, I know with land, especially if you're wholesaling, you need to move at a wholesale price just like with houses. So, I'm like, if it's worth 20 to 25, I know I can move it fairly quickly for 12. So, I'm like, if I need to get it for 12, I need to get this deal for at least $5 or less and see what happens. So, PPD lead came in. I was emailing her because I was afraid to talk to her at the time because I was afraid to talk to anybody. And I emailed her across emails and like, hey, would you take $4,236.33?

Brandon Parker02:57Just made up a number. She's like, can you do five? I was like, yes. I can do five. And we contract the deal. I never spoke to the seller, never spoke to the buyer. I found a buyer marketplace in about two days and sold it. And that's how I did my first deal. It was a land deal, and I've been doing land ever since.

Daniel Esteban Martinez03:15And from there, you were hooked. You just saw the saw the path,

Brandon Parker03:18Yeah. I've been doing a 100100% land. The only house deal I've ever done was I I subbed to seller finance my house because I already had I already had lived in it, owned it, and, selling at the market rate at that time was... Was I was gonna lose money. So I just sort of financed it.

Daniel Esteban Martinez03:38So if you were talking to someone who was just getting into land like myself, what... Where would you point them? Do you have a favorite book that you recommend or a top influencer outside of yourself where you kind of say, hey, go here and learn about doing your first deals in land?

Brandon Parker03:54Land specific, there's a author named Land Mogul, John Alexander. He does a lot of education towards land space. He has like five or six books out. He's a good friend of ours. I recommend all this stuff if you're looking to learn about just land in general. He does a lot of good stuff.

Daniel Esteban Martinez04:11Nice. Thank you. And how about the best tool or software maybe that you've purchased in the last year or so? Anything new that you're using or that you recommend that everyone should be kinda using in their journey?

Brandon Parker04:24Everybody should use a CRM. And it's not really a pitch on Hivemind, but you should use a CRM in general. It helps you be more effective and efficient with your job or your duties as a whole. So before I started Hivemind, I was using Podio, and it was a pain in... Pain in the pain in the butt as a whole. Just... I I was... I mean, I'm pretty techy, but I'm not that techy. I struggle with Podio, but, we need something to organize our leads a little bit more and be more effective and efficient.

Brandon Parker04:55So ended up having the opportunity to start Hivemind, and I just wanna dig in it. So I I literally use Hivemind, which is our own CRM software. I literally use it in, like, three different businesses. We use it daily. I have a full team, full staff. Like, it's it's crazy. Like, I would not be efficient and as effective as I am now without the software.

Daniel Esteban Martinez05:15Talk about some of the things that Hivemind does that's a little bit specific to land that just your standard CRM might not do.

Brandon Parker05:23So it's link tracking. Mean, we use it for our software itself. We generated about, like, $1,200,000 just off... Just using it ourself on the software side. On the real estate side, we used it for generating PPC leads through websites, converting links, link tracking, texting, all the stuff we use it for lead generation. It does a lot of cool things that texting might be going away, but you have to use websites and lead in pages and PPC tracking, PPC in general.

Brandon Parker05:58I think we're we're already pivoting some more towards that of inbound leads, and that's what we like. We like inbound leads. So, just using, and coordinating a lot of things that work in the background where you also have to work it yourself.

Daniel Esteban Martinez06:10And what do you mean by inbound leads? Like you're doing Google targeted ads like for people to be, hey, wanna sell your land type of thing? Yep. Somebody goes... Seller goes to Google.

Brandon Parker06:21Who buys land in blank Texas? And we come up, boom. Okay. It's a very it's a very hot lead that comes in. So whenever it comes in, boom. We got John Smith, John Smith, Smith, 123 Main Street, it has 50 acres and they want this amount and their motivation is ABC.

Daniel Esteban Martinez06:38That's fantastic. And so do you still do outbound mailing, calling, text, or do you fully transition?

Brandon Parker06:46We we transition, man. We offer it we offer it as a service to other people if they wanna do it because we're we're essentially... We do land, but we're a marketing agency as well. So we do leverage our marketing agency to do land as a whole, and then we use education. So personally, ourselves, our deal flow comes from our students and the MLS. We haven't literally market for a deal for probably eight months now. All our inputs... All our deal flow comes from students or the MLS that we're doing that come in from agent referrals and stuff like that.

Daniel Esteban Martinez07:18That's interesting. So you've got a few different verticals going kind of all surrounding the land space. That... That's quite an ecosystem. That's that's a great play.

Brandon Parker07:26And that that... That's that's all it is, man. You gotta... Like, we where most businesses and this is like all real estate businesses have to dedicate money to marketing, we... We're at zero. We're at zero. Those are... Our marketing is zero. So, even to the point where people pay us to do marketing. So So you're...

Daniel Esteban Martinez07:45And so... Yeah. That's that's fantastic. So someone can come in, be a part of your community and then you kind of have this one stop shop where, hey, you want leads? We've... We can hand those to you. And then how are you getting deal flow through your through your through your community? It's leads that they... Deals that they don't want to do themselves, they want JV joint

Brandon Parker08:06venture on or what's that deal flow look like? So it's a it's a little combination of both. So there's... We provide systems and tools to go do their own leads. So, like, some people might target, houses and they get land leads that come across. So it's something out of the wheelhouse that they don't necessarily know how to deal with. So they'll just serve it up on a platter or other things where, like, we'll teach them what to look for and what to ask for, and then they'll serve those on a platter. So a lot of people are, they wanna do large deals just because you can get paid a larger portion of, of a transaction just for finding the lead.

Brandon Parker08:40So, one of our one of our students, they just found a million dollar property. We're going give them $50 for finding that lead. Just for finding the lead, not even negotiating, contracting it, nothing. We're going give them $50. So, people like that like, hey, if I can just find good deals and then I can make profit as much as doing a flip, let me go do that.

Daniel Esteban Martinez08:59Okay. So you are... You look at kind of all aspects of the deal, even someone who's like, hey, I've got this one, I can't quite handle it. What do you wanna... To take it from here and then you... Okay. That's kind of a good resource I think for someone beginning when they maybe they get in, they're trying to do something specific, they get a little over their head and then they can

Brandon Parker09:21know, still have someone find value out of it. 100% and like a lot a lot of the... Like when you get into the big land space, the hardest part is capital. So we've raised a lot of capital for these deals and, we're still raising capital. We're always raising capital. Anyone wants to donate money or talk about money conversation about this. We're always we're always having that conversation because one thing we're at right now is like we had to stop contracting deals because we ran out of capital to like like to lock up. So, like we're we're deploying new capital. All the new capital gets gets pretty much recycled right back into the machine, and it's it's a it's a heavy beast to carry because you're always recycling capital, very very very quickly.

Daniel Esteban Martinez10:01What do you think the first bottleneck that people hit scaling a land business like you're doing? Is it always capital or is there something that comes before that?

Brandon Parker10:10Number one is always leads. One of my sales trainers is the name of Steve Trang. He's like the biggest businesses and the biggest people he'll say, oh, they do a lot of business, do a lot of business. The only differences they have is they have more lead flow. They might not be the, they always tell about, oh, I'm the best negotiator, best closer. It's not really that. Just to have more leads. You're gonna, there's gonna be lay downs that come into the front door if you're just marketing for leads. So, that's the whole thing is this number one that most people trip up on is how to get lead flow. So, once you understand that, you're gonna actually gonna do deals if you're terrible at real estate and terrible at negotiation.

Brandon Parker10:45You're gonna do a deal. It's gonna happen, over time if you just go through enough leads. And then number two is probably follow-up. People struggle with follow-up ing, with the... With their contacts. And you're gonna have to make a lot of contacts usually get that deal. So one thing about land is that it it... It's almost like a... It's a... There's like a boomerang, a boomerang effect that comes with land. So a deal we did about two years ago was we had a seller reach out to us through our marketing and he's like, hey, I have this $40,000 lot.

Brandon Parker11:19Can you give me 15 for it? Most wholesalers would jump all over that like, dude, it's already 50% off, 45% off. Like, we're gonna jump on this but my partner's like, dude, a deal ain't going nowhere. So, we're like, we're off from eight. So, dude's like, I have to get 15. I can't do it. Like, alright, whatever. So, ninety days passed, he comes, he calls us back. Hey, I remember you're just in my land. You wanna make an offer? He's like, need 15 for it. He's like, yeah, we told you 8. That's what that's what we'll give you. We'll give you 8. He's like, alright. I'll take the 8.

Brandon Parker11:49So, like, land doesn't move. It's very, very liquid. It just doesn't move. The deal boomeranged back to us after we made the offer and all we tell our students make the offer. It can always come back. Six months, nine months later, a month later. You never know the situation. There's there's always opportunity where it can come back. So, deal came back and we contracted it for 8,000. We sold it on marketplace for $8,000 down 500 a month for five years. Beautiful. That's that's the story. So, land is one of those things where like if you if you don't move a house in thirty days or less, you're you're a jerk, but like we contract for one hundred and twenty days.

Brandon Parker12:28This is in the market for years. We don't talk to we don't with the MLS properties we target around them the last six months or more like they just sit there like no one no one's gonna buy them.

Daniel Esteban Martinez12:38And how often do you do seller financing?

Brandon Parker12:42We that's our offer. We're trying to sell our financing every time because if we can get some type of seller financing, it's always gonna make the deal work at whatever price point. So, the price doesn't matter. We're always looking for seller financing and land has the most equity in real estate. Single family gets traded off than a lot and multifamily commercial, there's always debt being exchanged and refinanced out all the time. So, land has the most equity and the most property. It's the largest asset class in real estate. We try and do owner financing as much as possible because it takes to alleviates the cash problem.

Brandon Parker13:16So, everybody in real estate, the one issue they have that that stops them from growing at any point is cash. Like, that's the only problem that that stops 99% of people is cash. The only people that don't have the problem are people that are well funded like up to $50.100000000 but if you're under that, which is 90% of everybody, you run out of cash. That's the one thing you run out of. Whether you're using your capital, private capital, hard money lending, like, you run out of capital. It's one of those things that you're always going to run out of capital first.

Brandon Parker13:49So even to the point where if you're working with a hard money lender, if you exhaust his capital, he's gonna be like, dude, I need... I can only do this much because you're essentially all I'm with, so I'm gonna diversify with other other investors because I can't do so much with you. So you're gonna exhaust... Like, there's a cap at every... With every... At every level. So capital is the one thing that holds everybody back, but one thing that we can get is seller financing. I can do that individually with every seller. Every every deal we contract. I can do it individually. If it's 80% or 10%, I can do that with every seller.

Brandon Parker14:23I mean, we're not trying, we're trying to do the deal with no money out of pocket. So, we'll lock up a deal with $10.00. We'll get a hard money lender to put it up. We'll we need $20.00 to engineers and whatever. We'll get a hard money lender to put it up or private money lender to put it up. We're not trying to put any of our own capital into it. And we'll give away returns because we're there's so much there's so much earning potential in land. That's the other thing too. You can make big, big spreads in land. Alex or Mosley talks about this is like easiest way to make a million dollars is to mess a million dollar products.

Brandon Parker14:58So, it's easy to create that spread. If you if you have a $10,000,000 product, it's easy to make a million dollars. It's only 10% margin that you're actually creating or adding. Whereas, if you have a $100,000 asset, you can't squeeze anything out of that. You're gonna get $5, $10, that's it. Which is why, like, market specific and asset type and asset sizes, like, that's why we're kind of bottlenecked by the size deal you do as a whole because you can only squeeze so much out of that deal even if you got the best negotiator out there.

Brandon Parker15:30You can only squeeze so much out of it.

Daniel Esteban Martinez15:33So kind of expanding on that concept, if you were a newer land flipper and you want to kinda get into the game, what price range would you be looking in? You wanna go big enough where there's some, juice to the squeeze, but... Yeah. So how would you think about that?

Brandon Parker15:51It's it's based off of your own experience, capital level, capital you might have as your advantage. Like, there's a, I interviewed a, I guess, a podcast guest on my on my podcast. He took him five years to create 50,000 a month in cash flow just doing the deal I talked about with $8,000. 500 a month. You do 100 deals like that, 50,000 a month. You can do that. That's a 100, it's a 100% possible. There's people that do that little $50,000 lots or less.

Brandon Parker16:22You get them for $10.15000. Whether you take them down or sell or finance them or wholesale them. You can do a lot with that. When you start getting the bigger assets, it's more risk to the lender which is why we ask for seller financing. So, if you have a $200.00 property, like, that's as much as a house and that's what lenders looking at like, hey, why would I put 200, like it, like, land is like its whole another animal. It's that's why a lot of people stay small because it's a whole another animal to get capital. If there's more investors that are willing to lend on land on houses because they know, hey, worst case scenario, I can rent it out.

Brandon Parker16:56Worst case scenario, I can rehab it and sell it for whatever it's worth. I can sell our finance. I can do, I have a lot of exit strategies. With land, if they're not a land investor themselves, they don't understand the exit strategies and there's like, I don't understand it. I'm gonna I'm gonna stay. I'm out. I'm out. So, when you get to higher price points and higher higher deal size, you get a like your capital resources are really gonna be tapped to a point where like, I'm out. I'm not gonna do that and that's why we ask for seller financing. So, if you can get seller financing on a large asset, you can create a lot more wealth because the the land seller understands the value because he's owned it or bought it for for so long.

Brandon Parker17:32He understands the value and he's willing to carry it to get his price whereas a regular land lender or lender itself doesn't understand it and they're not gonna hold it like one thing about being a lender is like are you okay holding that asset and to a regular hard money lender like no I don't wanna why would I want land That sounds scary. Yeah. You know? So it's one of those things where, like, I can convince a seller to be the lender versus a a private money lender.

Daniel Esteban Martinez18:02What's a... What's an example of terms that you generally try to get for rate and... Yeah.

Brandon Parker18:11It depends on where they're at. So, I'm actually doing a presentation on this, and I'm gonna make, like, a graphic to put out there to share with other people but you can do different strategies based off of what the property value is worth. So you have overvalued, fair market value, and undervalued. So depending on what where where that price point is and this is where you have to understand land as a whole depending on where that that deal fits in and that value calculator, then, you can do certain things.

Brandon Parker18:41So, if it's overvalued, you can only do a certain amount of things. So, if it's overvalued, you can only do long term debt, you can do an option, you can do interest on, you can do a lease, you can do a lot of different things like that but if it's undervalued, you can do cash. You can do interest. You can offer a short balloon, a long balloon, you can offer interest only. You can do a lot of the cool creative stuff when it's undervalued, but it's kind of based off of what the... What you can get for it. So like us, if we're subdividing, we might... We're looking at a deal for two and a half that produces one and a half.

Brandon Parker19:15So it's like a 150% of value, maybe up to 200% and then our expenses will come out of that so we're still gonna make a good 5 to $800, maybe a million dollars, who knows? So you have to look at your margin of safety like if all goes wrong and I have to liquidate these at a at a discount price, I'm still going to make money and that's the cool thing about land like a two, a three bedroom, two bedroom house that's 1,200 square feet. There's a whole community around it, recent comps that it's only worth $250 0.

Brandon Parker19:47That's it. You can't, you can paint it, you can add a new roof, it's still worth $2.50. You can you can furnish it. It's still worth $2.50. Like, it is what it is. With land, we can get a property like, hey, we can do either $30 or we might make a 100. Who knows? We'll find out. Mhmm. And that's where you have like, you have a good enough margin where you have, there's room for error. So, we had a deal where we're looking to make like a 120 on it. By the time close came, we only made 50 or like, oh no, we only made 50. Like, that's terrible.

Daniel Esteban Martinez20:18Yeah. Tough times.

Brandon Parker20:21Tough times, exactly. Yeah. That... That's where it comes down to where like, you can get a big enough margin of safety where like, I'm not gonna do anything to this and I'm still gonna clear 30 to $50.

Daniel Esteban Martinez20:31Yeah. So you're so you're structuring things with the downside in mind, basically, finding what that cap to downside is and then building your your offer with all the aspects from there, Yeah.

Brandon Parker20:43We we try to we try not to even negotiate on price. Like, if the seller wants $2,000,000 we'll give them $2,000,000 but it has to be at this this terms. Like, if you want $2,000,000 like, we're, I saw this on Twitter. This is like, we're, you, you're asking me to buy your illiquid land asset with my cash. What's the upside?

Daniel Esteban Martinez21:06Yeah. I mean, that's a great way to look at it. And I think that that pressure on the seller, they feel that innately whether they know it or not, like this is stuck or I can have cash in hand. So it gives you that that great leverage.

Brandon Parker21:19Mhmm.

Daniel Esteban Martinez21:21So what's a... What's one of your fail... Favorite failures throughout? You've done all kinds of businesses and things like that. A favorite failure that sets you up for success.

Brandon Parker21:31I originally came from trucking. I used to be a truck driver. I used to be a... I operated my own trucking company. I learned a lot about business in trucking, and I don't regret it. Like, I learned a lot. I still people tweet about I see people tweet about trucking and stuff like that and I'm like get out now. It's just one of those things where like it's it's very it's very capital intensive. You learn a lot about business. So like a lot of the major publicly traded trucking companies, they operate off a margin of 3% or less.

Brandon Parker22:02Yes, they're doing billions of dollars but they're only making 3% of that. They're making 3 pennies out of every dollar or less Which is crazy. Like the stock market isn't the real world in my opinion because like you have Uber that really profit in this this quarter I think out of ten years they've been in in in business. So like like, and that's a billion dollar company that hasn't made profit. Like, this is, this is crazy. I think the stock market isn't the real world and how you evaluate, how you value, and evaluate that is crazy to me in my opinion.

Brandon Parker22:33Because I don't think they're... It's just crazy.

Daniel Esteban Martinez22:37Yeah. I came from, laundromats. My family was owned a little laundromat and, so that was like the family business and I learned how to build those and that's machinery intensive, probably a little bit similar to trucking where you have a lot of your livelihood is tied up in just the equipment and this huge expense. And then it's, you know, every decade you need to reinvest to keep things going, and it's operating on smaller margins and just, then I was in service business. It's got its own set of things.

Daniel Esteban Martinez23:08What drew me to land is is some of the things you're saying here. If you could put one message out on Twitter that everyone in the land of business would see, what would that message be?

Brandon Parker23:20Find something that's scalable and replicatable. Talking about the the business section here. From trucking, you're only you're only capped out by based off what you can produce off that, almost like your lodge amount off that location or what equipment you have. And you still have to find your customers, still have to produce, you still have to deliver to get paid. So I used to make fun of trucking a lot. It's like the stars have to align for you to get paid. I'm sure it's the same way for a laundromat business. But when I got into software, it's replicatable, it's scalable, it's instant deliverability, and I think land and real estate's kind of works in the up the same space.

Brandon Parker23:56There's a little bit more of longer timelines but it's one of those things where it's replicated, repeatable that if you can find the deal, you can fund the deal, you can sell the deal, you can do as many deals as you can. How do you think about the difference between

Daniel Esteban Martinez24:08be it business to consumer, business to business? Because you're doing a little bit of both with the model you have set up, and do you like one or the other better?

Brandon Parker24:18I think business to business has its ups and downs because I think I think a lot of people don't realize the struggle of business. Like, I've had to I've had to have conversations with businesses that their card declined. Like you gotta have that conversation and it's not always a good conversation. But it's got a creation you have where a business consumer they have something like with the real estate side. They already have something that is of value. So we're just trying to negotiate the terms.

Brandon Parker24:48So I think there's a lot of exchange there. It's hard... Like I said, I don't know. I I do a little... I do a lot of both. I don't know which one I like more, honestly. I like the real estate side. I like... Honestly, like the real estate and software side, man. I like everything I do, even podcasting. Mhmm. I I wouldn't change what the path I got to get here and everything I did to get here. It's been really enjoyable. I've learned a lot. I have plethora of information that I've acquired through multiple multiple sources as a whole.

Brandon Parker25:23So it's kind of like a lot of people they... You get paid you get paid by the slew... By the problems you solve. And I think if you come if you come across a lot of problem solvers, adds more tools to your tool belt and you become more proficient at solving problems. And the problems just get bigger as you become a bigger organization. So there's like there's like floors and ceilings to everything. So once you break through a new a new ceiling, there's a new floor. Like, okay. Now there's something difficult up ahead that can ruin you. You know?

Brandon Parker25:53There's always something in front of you. Mhmm. Challenging.

Daniel Esteban Martinez25:57It's just the nature of business and you're someone who wears a lot of hats, kind of like a bit of a renaissance man, so it's like it's just this big tool belt of whatever

Brandon Parker26:08problem comes up, I'm gonna be able to hit it from some sort of interesting angle and kinda get it done here. So It's it's happened to team too, man. I mean, between real estate side and software side, we probably have about 20 employees. So, like, you gotta have a lot of resources at your fingertips to make stuff happen. So, like, a lot of what you see online isn't all me. It's all my team effort, and there's a... Like, all the deals we do, I wouldn't be able do it without my team. So Mhmm. There's a lot there's a lot that goes into that, and it's built working with the right people and finding the right people to work with.

Daniel Esteban Martinez26:38Yeah. Absolutely. How do you, structure all your systems and keep track and organize? What type of software you use for kind of your company structure, communications, and things like that? Man, everything everything is ran through

Brandon Parker26:51all the marketing is ran through Hivemind and, like, lead management is ran through Hivemind. As far as coordination on the sales side, it's it's through text and emails and all the above, and we just... Every... Everybody's working to the same mission. We all know what the goals are, and we know what the next product. And I try and keep everybody on the team updated on where where where things are transitioning to, where we're transitioning to. And you can always keep a good team on if they know where you're going. Like, people don't wanna work for a business that isn't going anywhere. Like, they're they're sacrificing their their biggest asset, which is time.

Daniel Esteban Martinez27:27You wear a lot of hats and interesting dude, obviously. What's something... An unusual habit or something absurd that you kind of love that's part of all the business that you do?

Brandon Parker27:40As like a hobby or as like business?

Daniel Esteban Martinez27:42It could be either one.

Brandon Parker27:44I have answer for both of these. I think podcasting on the business side is something I enjoy. I knew I needed to do it as, like, a as, like, a as, like, a pivotal point. Because I think we're going to a digital age. You need to build your own foundation and your own credibility and leveraging your own brand is paramount. I think especially in these days. So, think podcast is one of those things where II did it as like I know I needed to do it but now I love it. As far as like personal stuff II play chess. I like playing chess.

Brandon Parker28:15I play a couple of games this day on chess.com and we'll call it a day.

Daniel Esteban Martinez28:19Oh, wow. That's like... That's next level. That's like some business mastermind stuff right there. What's a, new belief, behavior, habit that you think has improved your life or business that you've taken up in the last couple years?

Brandon Parker28:33Taking a day off. I think I think a lot of entrepreneurs struggle with this as a whole. They struggle with it, but, sometimes you gotta you gotta take you gotta take your time off. You gotta time block. You gotta make you gotta make time for things that are important. I tell my wife, I'm like, if you wanna plan something, if you wanna go to the beach, like, let me know at least a week, two weeks in advance, and I'll make it happen. Like, There's no question if I can make it, it's just let's do it, I'm down, let's go. So I think time blocking and making time for the things that are important.

Brandon Parker29:06A lot of people will be like, oh, I want to work to retirement and I want to get there in ten years. I'm like dude I'm living the life I want to right now. On the business side, what do you think the

Daniel Esteban Martinez29:17worst common advice that you hear about land flipping? Because you know we're all land flippers now. What do you hear out there that's like common and

Brandon Parker29:26not good? Well I was I was hoping you would just... I already had an answer then you said land flipping and like oh no. Okay well let's let's do both. Do do the answer that popped in your head first because that's generally the best one. The answer that popped in my head first is dividends. I... The dividend Twitter, like, they go off on rants about dividends and, like, I'm gonna... I I made $3 this month and I'm like, dude. Like. Yeah. The best, the best investment you can make early on is in yourself because you can increase your your ROI to bring in money.

Brandon Parker29:58Like, that's your number one asset. Like, dividends is not your number one thing you should invest in with your $10 you have left, you know. It's it's shouldn't where it goes. It should be in your education. So dividends is always the first kicker of me, and I think if you're broke, you need to invest either in yourself to increase your capital and what what type of capital you can bring in yourself. And then once you have a capital built up, then you can invest in other assets. I I always say dividends are for rich people because they're the ones who can afford a 4% return. Like, if you're broke, you need to make more money than that.

Brandon Parker30:28Like, I'm sorry. As far as for land investors, that's my 2¢. The dividend Twitter just... Every time every time I see it, I don't even follow these people, but I'm always commenting. I'm like,

Daniel Esteban Martinez30:42I've got I've got a small amount of personal experience with that, not dividends, but buying a, rental property, single family home rental property is kind of akin to dividends. So I save up all this money. I buy this property. Now I'm, you know, dang, I'm turning $2.50 a month profit. It's like, yeah, that was a nice spend for $60, you know. So, same thing. It's if you're if you're not there yet, you need to start biting off bigger chunks before you start doing the, you know, those smaller returns like that.

Daniel Esteban Martinez31:13100%.

Brandon Parker31:13So, land investors, I would say be open minded to larger larger things because you don't know if you can catch it. It's like one of those things where, like, I'm so focused on my one thing. I never look at anything else, and I'm just hyper focused. I think hyper focus hyper... I think hyper focus is good and bad at the same time. It depends what stage you are in your business. Like, I think early on, hyper focus is is paramount because that's what delivers results. Once you have results and you already have a proven strategy, I think, oh, like easing back and being open minded because there might be opportunity that you can leverage that skill set that HyperFocus brought you, it can create more capital now at a larger scale.

Brandon Parker31:52So, I think a lot of people are stuck in that in that rut and I always bring up like house flippers and like people that do houses because like there's people to this day that have been doing flipping houses for twenty years. And the only thing they can do is flip more houses next year. That's always their goal. Mhmm. Mhmm. I'm like good. I'm good. Yeah. I don't I don't wanna flip more land next year. It might be bigger land, which is better. I might... It might be bigger assets, but I'm not... Don't wanna do more. I wanna do less.

Daniel Esteban Martinez32:20Yeah. Absolutely. Absolutely. And so talk about some other advice for new entrepreneurs that they should what they should do, what they shouldn't do, and maybe expand a little bit on kind of your thought. Picture yourself as someone who's just getting into land and the directions they could take and how they should how they should, go about that.

Brandon Parker32:45For just starting on land, I recommend doing small. Get get your first ten, fifteen deals on... Under your belt. Like, practice with small stuff first, and you'll get more comfortable and knowledgeable in that space. So I think starting out wherever you fit in is a 100% where you should start. Don't don't step out of your comfort zone. Yes. You can learn other things, but just figure out how to do 10 deals, five deals a month, a deal a month, like, stage that is. Try and try and figure out where that is, and then if you wanna do bigger things, just stretch a little bit.

Brandon Parker33:19Don't don't break yourself trying to do a whole new thing. We talk about this all the time is that don't be a whale hunter because if you're a whale hunter, you might starve by the before you eat your next meal. I like that. You might start before you hear your mixed feel. So I think entrepreneurship is all about longevity. Most people that fall out of business as either an investor or an agent, they always fall out because they can't hang. So if you survive long enough, you'll get there. Because if you make baby, baby, baby, baby steps, you'll get there.

Brandon Parker33:52It might take a year for some people or ten years for some people. It's different different different phases like I've seen people do a million dollars in their first year and I've seen people do a million dollars after year five, year seven. Like, it's one of those things where, like, different people had different strides, and you have to find your own... Where you fit in in that marketplace, and then just to kinda dig in and kinda grow at scale. Because one thing about investors and agents, they always get wiped out every time there's a new... Like, are struggling right now. Investors are struggling right now.

Brandon Parker34:23It's hard to get capital right now. Like, there's a lot of things that are influencing the market, and it's... Think it's all about survival. So if you can survive long enough, you'll make it. I think a lot of investors, they go... We we and Anthony else... We and Anthony talk about this all the time. Like, you'll see investors like, oh, I'm a wholesale wholesaler. So I'm looking for houses, mobile homes, and land, all this stuff. And then six months later, I'm a I'm a I'm a roofer. Yeah. I sell bikes now. And I'm like, I'm sorry, man. I'm sorry.

Brandon Parker34:53I understand you had a pivot, but I'm sorry. But it's one of those things that get... They get they get they get pushed out of it for whatever reason. Mhmm. So it is what it is. I like that mental framework of not being a whale hunter. I think we should name it the Moby Dick the Moby Dick mental model. I'll I'll keep that one with me there. I like it. It's it's crazy because, like, I mean, I... We hunt whales, but, like, we're all... We're we're all... We tell people, like, you gotta do small deals because that pays the bills. That pays the bills. Mhmm. Like, if you get a whale hunter, like, we have a we have a deal closing this month that we will make like 700,000.

Brandon Parker35:28Yeah, we waited a long time for it, but it might, it took a long time to get it up to that point to even receive that. So, there's a lot of, there's a lot of, like, when we pivoted straight into big deals, we had no deals for like six months. It's because those those are the whole lag of catching up to that point. So if you didn't have extra cash, like you're gonna starve. Your business is gonna go to jail before you even get the chance to even kill the whale. Like, so it's one of those things where like you always have to keep that back end machine that keeps the blood flowing.

Daniel Esteban Martinez36:00That's the key, What would you say for a buy box for a beginner? Like if you were just going to kind of pick a niche with everything you know.

Brandon Parker36:12I like I like that deal, that I I mentioned. I mentioned that a lot because I think a lot of pushers start there. You can find a $50,000 deal or less for 10 to $15. They're out there. You gotta market for them. You can make a good deal. And there's people out there that will buy that cash or buy that with 10 to $15.00 down. Then we can talk about creating net cash flow from it. So I always talk about creating that cash. If you can do those type of deals over and over again with little to no capital besides your marketing spend and you can create cash flow over and over again, you're gonna be in the money really quick and you can find a really good price points in that 50 ks and under if you market it out.

Brandon Parker36:50So you can really create a lot... Create a business off of that starting out.

Daniel Esteban Martinez36:54And are you thinking the 50 k range, rural recreational, infill lots close to cities? What do you... Like, where are you where are you finding that type of county and targeting?

Brandon Parker37:05So, it's it's going to change everywhere you go. We like being within a certain, we like being within an hour of the city because most people are willing to commute that far. So, a lot of people like, oh, you do desert squares. I'm like, I don't do desert squares. I know people that do and they do they do okay with it But I like being where people want to be. And that's where I operate. So you can find and there's I was we equated to like the donut. The donut has a hole in the middle. Everywhere the hole in the middle of Dallas and Chicago's it's a million dollars a square foot. Like it's insane.

Brandon Parker37:36Like imagine buying a half acre in New York. Like it's gonna be insane. Because they can build the 100 foot building in there. So you gotta think of don't operate within the donut. Go outside in the outskirts. So, if that's Dallas, you might go to North Dallas, East Dallas, West Dallas, South Dallas and operate within that little margin. You can find little half acre lots, one acre lots, three acre lots for $50.00 and they're pretty, they're in where people want to be. So we actually just picked up a little 10 acre deal in a certain market, which I don't want to say if you can find it.

Brandon Parker38:10I did say it's something but we picked up a little 10 acre deals right outside of town of a small town in Texas and we we're subdividing it into 11 lots. We picked it up for $2.25 and we're trying to sell all 11 lots for 55 to $60.00 per lot. So, we might make like $2,000,000 on it. Give or take.

Daniel Esteban Martinez38:30Beautiful. You're moving. I like the donut. Well, I'm gonna name another mental model. We'll call that from the Homer Simpson right there. I like that. There you go. Give myself ways to remember this stuff. Yeah. That's great. That's great. So thank you for all this stellar information. You have the Hive Mind CRM. What other tools or businesses do you kind of offer to the community ways people can work with you?

Brandon Parker38:59Right now, it's... We do... It's it's a lot. But we have the land mastermind. We have a land course. You can actually text land to (210) 972-1842. I send you to our land course. It's $99, I think, and it's called Self Value for Success. We do land education once a week for a week. Call it the Million Dollar land Mastermind. You can go to milliondollarlandmastermind.com/landmastermind and that'll take you to there. I think if it takes land, that's what it goes to.

Brandon Parker39:30But if you go... If you hit the system in some way, you'll get offered it in some way. We have Hivemind CRM, which is our software SaaS software SaaS product used to help businesses. We have all different types of clients from notaries to real estate to agents to whatever. There's a lot of different uses for that, but it just helps you coordinate and operate your business effectively and more efficiently with the lead flow that you either create manually or create through ads or texting. We're on every platform, Hive Mind CRM.

Brandon Parker40:04We produce a lot of content. We have our podcast called Hive With Us podcast with over 400 episodes. We're two episodes a week right now, every Tuesday and Thursday. You definitely check that out. We've had a lot of cool guests from Twitter and online, but we cover a lot of different types of different types of type of topics from real estate to business to marketing, health, you name it. We cover a lot of different cool stuff on there. But I like providing education and teaching people what you can do if you just do it consistently over time.

Daniel Esteban Martinez40:36Wonderful.

Brandon Parker40:37Well We do an annual event too, I forgot. If you go to the hiveislive.com/summit, we do an annual event every year. This year is going be in San Antonio, September twenty ninth and thirtieth. Live event, I'm teaching and covering offers, what's making offers, and we have a couple cool guests coming in. I'm excited about it. But the hive is live.com/summits.

Daniel Esteban Martinez40:59Killer. We'll put all those links, all comments section or the show note or the description so people can get them. Thank you very much for coming on the show, letting us pick your brain, and you are a true legend of the land, man. Thanks for coming on the show. Have a great day. Alright. Thank you. Peace out.