Kendall LeJeune: Only Land Fans

Brandon Parker00:00Good day, my legends of land podcast friends. Every land entrepreneur is different, and I love digging into the different tips, tactics, tricks, things they do to run their business effectively and tie that into their life. So we have a special one for you here today. Kendall Lejeune is the founder of Only Land Fans and the host of the Only Land Fans podcast. It's a community of land flippers, developers, and wholesalers who come together and connect to learn and make an impact. Kendall is also the founder of CEO and CEO of Longhorn Land Partners.

Brandon Parker00:34It's a real estate development company that specializes in land development. He's an entrepreneur at heart. Kendall's passionate about helping others carve out their own paths and pursue their dreams. Kendall's a sought after consultant in the areas of peak performance, leadership, and artistic direction, a former music educator. He's also active clinician, adjudicator, and designer for music programs and performance ensembles across The United States. Without further ado, Kendall Lejeune. Welcome to the show, Kendall. It's wonderful to meet you in person and just really excited to talk to you today.

Brandon Parker01:08So tell me a little bit about yourself and how you got into Land. Yeah. Thanks so much for having me, Brandon. So my background is I was originally a high school band director. So I got started. I was teaching,

Kendall LeJeune01:19and I always knew that I wanted to do something in real estate and started going to all the courses, taking all the classes, everything that I could find. And one of the easiest ways for me to wrap my mind around real estate and incorporate it into what I was already doing was household selling. So I did household selling for about eight or nine years in Houston. I had that business. And about year four, I was able to retire full time from teaching and focused solely on that household selling business.

Kendall LeJeune01:52And during that time, I was very fortunate to have many different partners and mentors. And one of them, said to me one day, so, Kendall, why haven't you ever gotten into to land? Have you ever thought about doing land and flipping land? And I was like, ah, no. I've got my systems and why fix what's not broken and that kind of thing. And he's... He twisted my arm. He said, just give it a shot. Give it a shot. See what it's like. And so I did. I I put out some marketing for my very first land flip. And by the time I got that property under contract, I wasn't since it was my first deal, I wasn't totally comfortable with actually comping out raw vacant land.

Kendall LeJeune02:32And so I started pre marketing this property, put it out to a few different people, and I had such a huge interest that I already had a buyer before I actually even locked the property up. So from the time I found the property and got it closed and funded, it was a total of twelve days. Hadn't even had a chance to go out to the property yet, which was totally different from wholesaling houses, and I was hooked. I I think within the next couple of days, I I transitioned my business completely over to flipping land.

Brandon Parker03:03That's so good. So how did your friend get you into it in the first place? They pulled you in. They were like, Here's the places to call. Here's what to do. I mean, how much foreplanning did you do, or did you just kind of jump in with the systems you had? I really just jumped in with the systems that I had. I, the people I surround myself with are very like minded people or very like entrepreneurial

Kendall LeJeune03:26and always talking about just different ways to to play this entrepreneurial game. And my friend said, hey. You're doing the same thing with houses. Why don't you just try it with land? And I'm of the mindset of, like, when you find something like... And it works. Like, just keep going deeper and and really specializing in that. And so I was a little bit hesitant at first, but I gave it a shot. The fact that it was so much easier. And when I say easier, I do want to I do want to clarify. So I'm not going to say that it's easy. I will say it was much more simple, right, than flipping our wholesaling houses.

Kendall LeJeune04:01I didn't have to go and do repair estimates. I didn't have to coordinate anything with with the tenants. I didn't have to go out and share the property. If you want to see it, drive by. It was a much more simple process. And so when I realized, like, how much you could streamline what I was already doing in my household selling business,

Brandon Parker04:17I I... Like I said, I was hooked. This is amazing. I'm gonna... I'm a layperson now. Yeah. That's how I that's how I kinda got into it. I like that story. It... It's similar to I tell people. I was a real estate agent, and then I flipped houses for a while. At one point I've jacked the house up in the air to repair the foundation. And so when you think about, you talk about it being more simple. It's yeah, you don't have to do anything crazy like that. Maybe you build a little road, put in a fence. Like a lot of times it's not easy, but it is simple compared to some of the things you'll get yourself into.

Brandon Parker04:51I didn't mean to do that either. I got into... I had purchased the house and then figured out like, oops, I shouldn't have done this.

Kendall LeJeune04:59Yeah. I think that's one of the things that, you know, if you are kind of like entrepreneurial minded and you're always looking for what's like a more efficient way, streamlined way of doing things. I think it's really easy to... Once you're in the real estate space and you do a deal and you're like, okay, what would have made that easier? What would have made that even easier? And by the time you kind of whittle it all away, it's... I just flipped the land and let someone else worry about the structures or something like that. I think that it becomes a lot more clear. So I've met a lot of self proclaimed, what's the best word, just rehabbed house flippers or, you know, household sellers, recovering household sellers, that's the word I was looking for, that are now wholesaling land or flipping land or developing land.

Brandon Parker05:46It's so true. It's like the natural spot to land. If you do it long enough, you land on land. It's like the first principle thinking of, what am I really doing here? Oh, yeah. There's just this piece of dirt. That's the fun part. Like, swinging the deals and making this stuff happen is the fun part. Dealing with the building's not. So Yeah. And I think it's funny because

Kendall LeJeune06:05I think a lot of people don't start directly in land because, like, land is not super sexy. Right? It's just a piece of dirt. It's just a blank canvas. And so I think with, like, mainstream HGTV shows and things like that, I think when people think of, oh, I'm gonna do this real estate thing, like, think about a house or a structure that they wanna get in and improve or make better some kind of way. And, you know, when you just look at a piece of land, you're like, yeah, but that doesn't make for good TV. So that's not really interesting. And so I think that a lot of people have that similar trajectory where they get started doing the house thing and realize, hey, there may be maybe a simpler way to go about doing this.

Brandon Parker06:47Yeah. Talk about a little bit about your journey. So you did that first land flip, and then you said you ported your systems over or you kind of just transitioned everything. What did that look like? Did you have other team members or were you... What what what what did you do exactly?

Kendall LeJeune07:02Yeah. That's a really good question. At the time, the operation, we had several virtual assistants. I was working with a business partner, and we also had several in person employees that were working for the company. And so when I decided to transition over to land, we actually kind of... We first just started with just transitioning everyone over to a different type of asset, still using some of the same systems and processes, but we realized really quickly, very early on, that we could run this a lot leaner because there were... There was less boots on the ground that we needed.

Kendall LeJeune07:33Just the process itself was simpler. And so we're able to do that with more of a skeleton crew. We either transitioned our our team member over to the land space and doing some of the systems and processes that we had, put in place or transitioned over to land. And if we didn't need that position anymore, then we transitioned them to a different part of the company. My business partner has several different businesses, and so we just kind of moved those team members over to a different role in a different business. And so long story long, we really just kind of shut kind of scaled everything down because we didn't need that many that many people.

Kendall LeJeune08:11And so the first couple years of the land business, we were really only operating with myself, and I think we had two virtual assistants at the time. Yeah. It was a a pruning, if you will, a pruning process.

Brandon Parker08:23That's cool. And and something that's unique about you, I feel like, is your... The community that you've built, and probably some of that transfers over into your company culture and how you treat and interact with people on your team. What... How do you think about company culture and the people that you work with daily, and how does that operate for you?

Kendall LeJeune08:44Yeah. I always get excited about this question because it's one of the things that I really geek out about. It's one of my favorite things to talk about. In my former life as a teacher, one of the big things I loved to do was run our student leadership programs. And every program I worked with had a very robust student leadership program, and we developed out that curriculum. And very early on when I got into business, I realized, like, you're only as good as your team. Right? And so I always... I mean, that was a core principle of mine, from the very beginning is to just make sure that I I am pouring into my team as much as possible.

Kendall LeJeune09:20I want everyone on my team to be better at everything than I am. And so, building out that company culture was really about, nourishing what my team members needed individually, making sure that they were in the right seats, right people, right seats. That's definitely a big Geno Wickman thing. And just making sure that they had the right tools to, number one, do the job and that they felt comfortable in the environment that we created to start taking ownership and having autonomy over the different processes.

Kendall LeJeune09:51I think that one of the most successful or one of the most... The biggest indicators of success in in my opinion when it comes to team building and culture in in a company is when the team itself starts to take a life of its own and start pushing that company and growing it in ways that's very organic, in ways that far outpaced the vision that the founder of the company had. And I always love seeing that.

Kendall LeJeune10:22It's a very super, super cool thing to see. So community culture, that's always been something that I've really, focused on because I really do think that is one of the major ingredients of the secret sauce that make that make businesses run really well, organizations in general.

Brandon Parker10:43Can you talk a little bit about tactically how you make that happen? Are you doing monthly meetings where you're looking at their, you know, their long term goals with the company? What do you... How do you... What's it like to work at your company in that?

Kendall LeJeune10:56Yeah. That's a really great question, Brandon. The very first thing, it starts off with anytime we bring someone on into the team, we make sure that they are in alignment with our company value. Customer customer success and and excellence and kindness are some of our core company values. And so anytime we bring someone on, right at the interview phase, we start asking questions around those values to see if if they are gonna jive with that. Right? Once once we figure out that, yeah, okay, I think that they would be a good fit, the next thing that we do is we assess personality assessments, making sure that these people who we are looking at have the right sort of makeup for the position that we're filling.

Kendall LeJeune11:44Because oftentimes we've seen that... I mean, we have remarkable people that wanna be part of the team. And because we do keep our team very small, it's really important that they, a, fit our company values, and, b, that they are the right people for that specific position. And so we don't hire specifically just on that personality assessment, but learning how people work and how... What climates they thrive in and what their strengths and what their weaknesses are really allow us to manage that team landscape significantly better.

Kendall LeJeune12:19And so we look at what other types of personalities do they get along well with. Okay. What what personalities will they be working with in this particular position? Right? And so we take a look at that. So our hiring process, we are very slow to hire and very quick to fire. So we wanna make sure that we're doing all the due diligence that we need to in order to bring in the right fit, the right people. And once we do that, we wanna make sure that we're giving them the right tools

Brandon Parker12:46to be able to succeed. I don't know if I answered your question, but what was the second part of that question? You know what? I'm not sure, but I have another one. That's so... I love that answer, by the way. It's, like, very thorough. That's what I was looking for. So there's like this. There's two ways people I've heard look at hiring. And one is you get this just very specific detailed structure. Here's exactly what you do in your job. Here's like the perfect SOPs. Like, I can just grab some off the street, plug them into this, and they're going to go through this process, and they'll be able to do it.

Brandon Parker13:17But if you hire talented enough people, maybe they don't even need to look at the SOP. I think that's a little bit of a spectrum. Where would you fall on that?

Kendall LeJeune13:27Yeah. That's a really good question. I think that for us, we do take painstaking efforts to make sure that our SOPs are really dialed in that... Because we're very customer oriented first. Like, that's a really important pillar for our company. So we wanna make sure that all customer buckets, whether it's the the seller, whether it's a buyer, whether it's a vendor, third party that we're working with, that they all have remarkable experiences with us. And so we're very detailed about the customer journey and what they're going to experience.

Kendall LeJeune14:01So I don't allow very much deviation from my SOPs. Now in terms of just hiring someone off the street and plugging them in, I do think that the training is the easier part. That's always the easier part. I think that what's the biggest part for us is just making sure that who we do hire has a growth mindset versus a fixed mindset. We wanna make sure that these people are abundance minded, that they are...

Kendall LeJeune14:32That they like challenges, that if we handed them that SOP book and said, okay. This is the playbook. Do this. And the next week, we said, hey. We're tearing all that up. This is the new one that they'd say, okay. How can we make this better? Right? So that's kind of the the approach that we take is, yes, we really dial in our processes and systems, but we also wanna make sure that the that the person that we're bringing in is going to be a right fit on the team.

Brandon Parker15:00And do you do the interviewing yourself? Are you, like, very hands on with that? Does it come through a funnel, or how do you think about that part?

Kendall LeJeune15:08Yeah. So I'm extremely hands on. So our hiring process, we have a... We do have a funnel that whenever we put out an all call for... When we open up a position, let's say it's a virtual assistant position, we'll get hundreds of applicants. And just by virtue of that very first step, it... I... For us, it starts with the job description. So in the job description, it will literally say something like, include your favorite color in the email subject line. And if... When we get emails that don't have those colors, you know, subject line, we know, okay, this person is not a detail oriented person.

Kendall LeJeune15:45So, like, pretty much, like, seventy five percent of people actually weed themselves out of the very first step of the funnel. Right? And so once those people come in, then I am very hands on with... I do wanna interview them, and I actually don't interview on any real technical skills. I just wanna know who they are as people. And, again, we're asking questions around the... Around our company values. Once that once that interview step is complete, then I will actually pass it off to their supervisor, their person that's going to be working right along with them.

Kendall LeJeune16:24And so we'll have another team member that will interview them more about technical things. They'll give them a... Like, an example assignment to do so we can see how they work, really problem solve. And then the final decision is mine, and we do the third round of interviews. I like to interview every single person. So I am very hands on because I'm very protective over the the company culture and the team that we're putting together.

Brandon Parker16:50And then the public facing part of all that is your brand. And so that definitely comes across in your brand. That's part of the reason I wanted to interview you because I see you in these different places running these awesome communities. It's like, I gotta talk to Kendall because he's doing some really cool stuff. So talk about your brand and how you show what you're doing to the world.

Kendall LeJeune17:10Yeah. So when I first got started in land, there wasn't really a whole lot of people talking about it. And constantly, was thinking like, oh gosh, it would be amazing if I could just post this question and get this answered and that type of thing. And so once I got my land business rolling and we're a couple two or three years in, I was like, I think that I wanna create some type of community around what we do. I... Not to take away anything from the other communities that that are out there, but we can't have too much education.

Kendall LeJeune17:41We can't have too much community, especially in our small niche. And I actually started a Facebook group called Only Land Fans, and it's really just an online education community where people can come in and ask questions. And I wanted it to be a really healthy mix of seasoned investors all the way to brand new investors. That way, people could get a really good cross section of what's happening in the space and ask questions of of all different levels and experience levels. And so once I started doing that, I was like, how can I continue to add value to the community?

Kendall LeJeune18:15How can I just give so much value? What kind of things do I want to see in this land community? And one of the things that I've always been fascinated about is how different operators start their businesses, grow them, scale them, and then, again, what types of communities and and cultures are they creating? And so I said, I'm just gonna interview people that are, like, crushing it in the land game and put that in the community. And so now we have this format where I will do a live interview inside the Facebook group, and people can hop on the call live.

Kendall LeJeune18:50They can ask questions, and we actually reformat that into the podcast, which is the only Landvance podcast. And so right now, we have just finished our... I think it's sixty eighth or sixty ninth interview, and it's where we feature seven figure land flippers that are sharing with us exactly how they've built and grow their businesses and all the tactical deep... Details, nuts and bolts of how you can do that yourself. So

Brandon Parker19:19Do you see commonalities? If you've interviewed almost 70 people at this point, you probably have seen some interesting patterns. Does anything jump out to you in great land investors? Yeah. That's a really good question. So one of the things that I've seen

Kendall LeJeune19:35from just about every single land investor that I've interviewed on the show is a generosity and a... Almost like this feeling of responsibility to share what's working for them in their business. And that's not something that I originally thought that I would see. I didn't expect to see that. I expected... If you'd have asked me, what do you expect to see when you first heard your podcast? I would have thought, I expect to see, like, really driven people or people that are incredibly ambitious to be running multi 7 figure businesses.

Kendall LeJeune20:07And, honestly, it's... It couldn't be further from the truth. I mean, we do have those super ambitious people. We also have people that are just like, hey. Look. I'm good to do a couple of million dollar entitlements a year, and I'm good. It's me and a a yellow pad. So there's a lot of different business models represented. But the... One of the commonalities that that I've seen is just the generosity of sharing information and helping however they can and being just generous with their information and with their knowledge.

Kendall LeJeune20:37And so that's been something that's really cool to see. And then also, I've also seen a a pattern of... There's definitely a... An independence streak that happens, I think, with most people that I interview in terms of, hey. This is hard. I'm gonna figure it out. No one's gonna help me figure it out. I'm gonna figure it out myself. Right? Or no one's gonna hand me the results that I want. I'm just gonna go out and do it. And so there's just this call it independence, call it grit, call it just natural curiosity.

Kendall LeJeune21:09Just, hey. This sounds cool. How do I do it? But it's just this willingness to commit and do the thing. So that's what I've seen the most with the people that I have the pleasure to interview.

Brandon Parker21:21Do you think that's reflective of the type of person you are or reflective of the business? Because you're obviously very generous, mindset... Mindset. You've got your independent streak clearly. Are you attracting those people, or do you think that's inherent in the business?

Kendall LeJeune21:38Oh, that's a really good question. I don't know everyone in the business, so it's kinda hard for me to to say. But I do think it's probably a combination of both. I think that from an energetic level, I think that we do attract the people that wind up in our circles on some on some level. I can say that I have met the most incredible people in the land space. That is not something that I expected either. Coming from a single family house background, I was used to a climate that was very combative and competitive, and this is my information.

Kendall LeJeune22:11What's the what's that thing from Lord of the Rings? Like, my precious kind of... Right. Right. Yeah. Yeah. Yeah. So that's kind of that's the feeling that I had with with meeting a lot of the single family home investors that I had worked with in the past. Not saying that all of them are. I don't want to paint everyone the same brush. I met some really generous people, but I expected there to be a level of that coming into a newer space like the land space, and it could not be further from the truth.

Kendall LeJeune22:43I mean, I... Like I said, I had the pleasure of of meeting so many people in the land space. And every time I walk away from a podcast, a conversation, a... An event, I am always just amazed by how incredibly generous everyone is and just how just chill and laid back and cool everyone is about what they do. It's... I've met some really amazing people. And, yeah, I just think that it's probably a mixture of both.

Kendall LeJeune23:16I think it's who we attract, and also that's just a profile of a lot of people in the land space.

Brandon Parker23:23Yeah. When you said that real estate wasn't the same, I instantly flashed back to being in real estate. Yeah. Actually, it was not at all. So it's... There's definitely some of... There's something inherent with land where it may be that it's a bit of a blue ocean. It feels like there's a 100,000,000 pieces of land out there. You could go anywhere and find your... Doesn't seem like there's this direct competition. It's... There's just... I have an abundance mentality anyway in general, even in real estate in general. It wasn't, like, cared what other people were doing, but I just think there's so much to go around in land.

Brandon Parker23:59And it's almost like everyone's out there paving these new ways of doing it as well. There's even... I... I've only interviewed... I think you're my fifteenth interview, so not as experienced as you. But with all the people I've talked to in land, they're all doing it a little differently also.

Kendall LeJeune24:16There's no one... So I'm doing it this exact same way as this other person's. They're all kinda got their angles, and I love that part of it. Yeah. That's a fantastic way of putting it, Brandon. I think that it comes back to that sort of, like, independent streak that I was talking about earlier. So I've interviewed dozens and dozens of people, and they all have, like you said, their own angle, their own way of doing the business. And I think, a, it's because there's just not a ton of information out there, but, b, like an abundance mindset. So they're like, okay, this works this way for this person.

Kendall LeJeune24:47It may not work exactly for me that way because land is different, very different depending on which markets you're in. And so I'm gonna be okay with just doing a little twist on it, now this is my thing. Right? And that is a really interesting insight. I think that you're totally right about that.

Brandon Parker25:04What's your angle on land? What do you... In your personal business, what do you... How do you approach it?

Kendall LeJeune25:10Yeah. So when I first got started, it was doing infill lots. And I think that was probably the the easiest natural progression for me to get started because I was already doing single family houses, wholesaling, take the house off, and then you're just left with the lot. But you're still with within the neighborhood. You're still within the same due diligence processes and procedures that we would do for a house. Just scrape the scrape the entire structure off of it. So when I first got started, I was doing the single family infill lots.

Kendall LeJeune25:42And I love infill lots for so many reasons, but for people that are listening to this and they're like, okay. How do I get started? What's the fastest way for me to be able to do this? In my opinion, an infill lot can be the... One of the fastest types of properties when we're talking about cash conversion cycle to get funded. Right? Like, closed and funded. And so in comparison to, like, a subdivide where subdivide may take twelve months to three years, it just depends on the type of subdivide you're doing. With an infill lot, I mean, you can...

Kendall LeJeune26:13Like I said, I've closed an infill lot in twelve days. Sometimes it'll take a month, two months. I haven't really seen things go much longer than three months when you're talking about infill lots. And so the first probably, three years of my business, we did infill lots. Now I'll tell you this, Brandon. A lot of people in the land space, you'll hear this often said, it takes just as much effort to do a small deal as it takes to do a big deal. I think that's true in some aspects. I don't think it's the same amount of effort to flip an infill lot as it does to do a subdivide or an entitlement.

Kendall LeJeune26:49So I think that you kinda have to you kinda have to take that with a grain of salt. But I know a lot of people that won't touch infill lots because they're like, oh, no. I wanna do, like, bigger deals. And, like, okay. What are you talking about bigger deals? Like, larger acreage? Is that what excites you? The... And, usually, it's always about, you know, the money. I want a bigger a bigger return. And I always... It it always makes me laugh because there's just this thought out there that you can't make a lot of money on infill lots. Now I'll throw this... I'll throw this little mini case study out.

Kendall LeJeune27:20So I have a student in my coaching program. Very first deal ever. Now I always... Like I said, I like to start people with info lots if they haven't done a lot of land deals. And so her very first deal, she was from the insurance sector. She's working full time. We got her rolling with some... With a campaign marketing campaign. Her very first deal that she got is down in Florida. She got it locked up for $75,000. This is an in... Infill lot within a gated community, I think. 75 k is the buy price, and she will be able to bring it to market at $1.95.

Kendall LeJeune27:54So it's a 100... Yeah. Right? It's a $125,000 net profit on an infill lot. So I'm like, don't sleep on infill lots. So long story, long answer. I started doing infill lots, and then we started adding in rural recreational property as well as subdivides. And so now I'm doing far less infill lots, and we're just doing our longer term cash conversion cycle subdivides now.

Brandon Parker28:27Awesome. And don't sleep on Florida also. The property down there is hot with those freaking waterlogs like that. Huge.

Kendall LeJeune28:35And it's so funny. So you just mentioned hot market. I know so many people, or I hear this all the time. Oh, I can't go there. It's too... It's saturated. It... There's too much competition. And I think that if you are in a market that has a lot of other people in it, it's probably because it's a good market. That doesn't really scare me. I think that when it comes to being in hot markets, trying to survive in hot markets, one of the best things that you can do is just make sure that your client experience is, like, the number one thing that is going to differentiate you from everyone else.

Kendall LeJeune29:18Right? Because we see in these supersaturated markets like down in Florida, like, we'll talk to an owner and they're like, oh, yeah, this is the fifteenth call I've got today on my property. It's fantastic. Why haven't you sold it yet? And we start really getting down to the nitty gritty of the fact that, like, a lot of competition can't close on the property. They don't really know what they're doing. They just sent a letter. They won't follow-up. And I think that if you put the customer first and you build in processes and systems that allow them to know and trust you while you're educating and nurturing that lead, you'll get the lead or you'll get that deal nine times out of 10.

Kendall LeJeune29:55It doesn't matter how much competition is out there because we often get contracts on properties where we are not the highest bidder. So it's not always price and a competitive market.

Brandon Parker30:08Can you talk a little bit more about that customer relationship and maybe the unique touch points, or is it just how you talk to them on the phone, or is it delivering on promises and setting small promises that you clearly deliver on? What's that look like to have a good customer experience?

Kendall LeJeune30:22Yeah. That's a really good question. The answer is yes to all of those things. Right? So I think that it's really easy in the real estate space to be... For investors to think about the deal. Like it... Like, if someone says, tell me about this deal, nine times out of 10, they are not going to talk about the owner or the buyer unless it has to do with, like, motivation. Right? Oh, they were really motivated. They needed to to sell the property. We got it at this.

Kendall LeJeune30:53Like, that approach, I think, does a lot of people disservice because at the end of the day, this is a people business. Right? Like, we are dealing with people that own properties and that that want to sell or need to sell or have some type of problem that they need to solve. And so I love the term customer experience because it literally is an experience. And the way that I like to break it down to people is think about when you go to Disney World. Okay? That is an experience.

Kendall LeJeune31:24From the time you go to the website to start pricing your trip and start booking things, it's a whole experience. Right? You book something online with Disney and then you get like your armband and in a couple of weeks before your trip. And there's this whole, like, build up to the trip. And then when you get there, I mean, like, the shuttles are branded. Everything is it's an experience. Right? And so I think that I like to approach my business that way in terms of from the first time we interact with that customer, what are they experiencing?

Kendall LeJeune32:01Because they're gonna be making some kind of snap judgment. And what do you want that snap judgment to be? And so the way that we speak with them, the words that we use, the tone that we use, the framework, the positioning, I think it's so important to be as transparent as possible. So every single thing that we do with with a lead, with a potential client is is supporting and and fostering that brand, that feeling that we want the customer to have with us.

Kendall LeJeune32:33We want them to know and trust us. And, of course, like you mentioned, it takes lots of little mini milestones of telling them... Setting up expectations, fulfilling those expectations, giving them some education. Oftentimes, we talk to sellers who who want market value for their property. I can't tell you how many times I get this question. Kendall, everyone that I talked to wants market value for their property. And I'm like, yes. But, I mean, who's gonna say, hey. Listen. I've got this beautiful piece of property. I wanna sell it for pennies on the dollar.

Kendall LeJeune33:06Very few people will. Right? And when it comes to vacant land, it's a different type of owner than an owner who has distressed house. Right? Like, with a distressed homeowner, they're looking to save their credit. They're looking to be able to move into something else because they're about to be homeless. Oftentimes, this is their only asset that they have. None of that is true typically for a vacant landowner. Typically, a vacant landowner has a piece of property that they're not living on, hence the term vacant.

Kendall LeJeune33:39Right? It's something that's already paid for because very few people have mortgages on especially something