Robin Seib : Land Pilot

Brandon Parker00:00This is Brandon Parker. Welcome to the legends of land show where it's my job to deconstruct the tactics of elite land investors, how they think about their business and strategies that drive their success. My guest today is Robin Zeit. Robin is the president and founder of the Land Pilot, which is a dispositions company. He came from Germany, learned English, and in four years did his first 1,100 land transactions and now focuses on land dispositions and has a savage operations bill.

Brandon Parker00:31In this episode, we will hear about step by step ways to dispo your land property, how to be more effective with that, what good looks like, and all kinds of interesting stuff about land. Without further ado,

Robin Seib00:45please enjoy this wide ranging conversation with Robin Zeit. The Legends of Land Show with Brandon Parker. Deconstruct the tactics of world class land investors and learn tools to build a 7 figure land business. The Legends of Land Show starting now.

Brandon Parker01:06Welcome to the Legends of Land podcast. Robin Siebe. Welcome to the show, man. How are doing today?

Robin Seib01:12I'm really well. Thank you for having me, Brandon. Thank you for the opportunity to engage you with your audience. And I really appreciate you for that and looking forward for the next, sixty minutes, forty five minutes, whatever this will be. Right? Yeah. Let's go four hours. Four hours. Let's make an audio book out of that. I love that. There we go.

Brandon Parker01:31Yeah. You're an interesting character, man. I love seeing your shoes at the conference and you got a killer story. You came from Germany and did 1,100 land deals in four years, I think. And so you must have all kinds of interesting challenges you came across during that. Why don't you just dive into that, what that was like and how you pulled that off?

Robin Seib01:49Oh man. Okay. Let me give you a little insight in that. I think I managed to pronounce thirteen years. I turned 38 this year. So thirteen years ago, just really had my, I finally, my first venture and I was always in real estate, but not in real estate as an investor. I was like more on either construction company and consulting companies around construction and all that stuff over there in Germany. And in 2018, that was like a big change in my life because I had a burnout. I was like six months out of life and that changes you. It's when you can't do what you are used to do, just being right.

Robin Seib02:22Founding ventures, leading people, creating ideas, executing ideas. Then I was familiar to you, what do you do now? And at that point, of my today business partners and really good friends and mentors came to me and said, Robin, do you have everything about investing in real estate? I said, yeah, man, I almost went bankrupt that year, so I don't have money. But he said, I have money and you're good at operations. So we started a house flipping business. Start flipping like dozens of houses in the first year, a couple of 100 houses in the second year, '19. And I almost burned out again.

Robin Seib02:53Just flipping houses was like, you did, you you're with construction guys and they, they have the same, the same is tomorrow. This is the question they answer when you ask them, when are you finished? And tomorrow can be in a week, in a day, in a lifetime. You never know. And I almost burn out when you hire, handle a couple of, buildings or a 100 of 100 projects at the same time. I was like, this is not what you want. And so I had the opportunity. I spent two months in Australia. I was two months over there and that changed my perspective a little bit.

Robin Seib03:24So I realized, Hey, you want to do something remote? Right? So I came back, said my point, I'm out. He said, no, you can't be out. And so what's up? And I told him, Hey I do everything out of freedom. I want to be free. I want to spend my time wherever I want with whomever I want, whenever I want. And from wherever I want. And I can't do that because I always need to be on this construction site. Okay. That's cool. Before you quit, there is this event, there's a guy coming from America talking about land flipping in The U. And from my understanding, you can know it from the land. I said, okay, land flipping in The U S you had never been there.

Robin Seib03:56You had no clue what's going on, let's go to that event. We'll go to the events all the time. That's where we met too, Brandon. Right. So I drove there and was Jack Bosch who was presenting about was probably a name in the industry. He's one of the oldest coaches has been around for a while and he's German and he talks three days about flipping land in The U S and I saw it and it sounds so cool. When 10% of them, what he's telling me there on stage is the truth. This is what I want to do. That was February 2020. I enrolled in coaching with Sam. We set up all the entities and all that. Then COVID hit the world.

Robin Seib04:27I know we founded the company 04/05/2020. And that's just when the whole world shut down that week. You couldn't fly anywhere. We couldn't open bank accounts. I really was like, oh my God, what did we do here? But no clue. And just like said, okay, challenge accepted. Let's go. And from there, man, for me, it's when you start this business as a foreigner, then you go through different challenges than everybody else goes. As an American, you need to learn the business, especially when you're an entrepreneur, it's maybe probably easy, but I needed to learn off the stretches.

Robin Seib04:58Started with how does it work actually? What is direct mail? We don't have direct mail. We don't have data pulling. We don't have all of that. In Europe, you acquire properties through your networks. You need to build substantial networks of realtors to bring your leads and deals and all that. And here it was like, okay, you send out mailers. That's wild. Oh, you can do like cold calling. That's a well too. Right? Cool. That's that sounds like the land of endless opportunities. And so there was so much opportunity, but in the same time I need to learn the language.

Robin Seib05:28And it was how do you, how do you speak English at that point? It was like for me, okay, you need to go through this language barrier and expand your, expand your comfort zone every day. And most of the things challenges I was facing in the first year was understanding the culture under your business here. Everything in The U S is pretty direct. Like it's, Hey, we do a deal tomorrow. The sentence you hear the most is, Hey, let's make some money together. When you say that sentence in Euro, it's super suspicious. People don't trust you. They're like, what are you doing here? And, so you build trust over years before you actually do business together.

Robin Seib05:59You're friends for ten years, then you do business together. But here it's the other way around you do business together and eventually become friends. This is what happened then. Man, I needed a year to do my first deal because I had no clue what I was doing. I made $0 in profit on my first deal. I love that story because I bought three adjacent parcels from the same seller on three different contracts and sold them to the same buyer on three different contracts that was in California. So that was $15,000 in closing costs. And the title company called me, Hey, we got $61 from you.

Robin Seib06:29It was a double closing. Hey guys, come on. I worked the whole deal just for you. He gave me then a discount and a major symbolic dollar. Man, then it took up from there was 60 deals, twenty twenty one, almost 300, twenty twenty two last year. We're like $4.50 or something like that. Yeah, so this is my story a little bit from really all this fresh chocolate was going on. I was always a good business builder and I could do that and I love it. Land is my soul and I love the community in land. So we met you instantly connect and I, I, I really flow in environments like that.

Robin Seib07:02And, yeah, that's it, man.

Brandon Parker07:06Land community is cool. I say it has the quintessential entrepreneurs in it. It sees people that if you get into Land, it feels like you automatically have this vibe where you're just looking for this open world business plan. And that's what land is. You can take it any direction you want. People that get into land are just the type of people who know how to make money out of thin air. And I think there's a lot of shared interests and a lot of shared types of similar types of people that I come across. And that's why I love land. I love the community for sure. So you went from zero deals to 63 deals in your first year and then to 400.

Brandon Parker07:40How were you doing that? Were you mailing? Were you cold calling? Were you tech? What was the plan there? To be honest, everybody asked me that question. I'm probably the worst in the industry to talk about acquisition, right? Because

Robin Seib07:51here's what I did, man. I didn't like the acquisition game too much. This permanent reach out and because probably I was not used to it. It was interesting when I looked at the first marketing materials I got from this people way you can add this. I don't like the acquisition gate. For me, maybe it's where it comes from because we don't have that sending mails and text messages and doing call calling. And that was so ridiculous for me. But I said, okay, it's much smarter when you look for sellers that sit on a bunch of inventory and buy the whole inventory for them. So I started buying packages.

Robin Seib08:23The first package I ever bought was 144 lots in 24 counties in Florida. It was the first time I used private money on something because I bought it and I didn't have, it was $2,050,000. I know it was twenty twenty one Christmas. I sat at my parents' house, just typed in all the comparables on law and rates. And I was like, oh my God. But you want this because it was probably worth the whole package. I'd thought it was at $200,000 so I went through on that deal and that was one of the many packages I bought from there.

Robin Seib08:56I was like, okay, cool. I need to deal with one seller. I need to put one time money down and then I have time to sell it. Because I didn't like the pressure of double closings too much. This is what I did the first year, 60 double closing. It's like, boom. And there's always trouble and trouble. Everybody understands me right now. And the title is not clear and there's so much things going on and it was just a headache. We started purchasing packages and what happened eventually out of that is we sat on a bunch of inventory and I need to start selling it. So instead of being in the acquisition business, which most of the people are, I suddenly started being in the disposition business because I needed to get rid of a bunch of inventory.

Brandon Parker09:35So you started transferring the disposition service.

Robin Seib09:38Yes. Suddenly I was not in the acquisition I business was in the disposition business because I sat on a bunch of inventory. And that was the time then I probably had better starting salary than anybody else in the industry because I had investment capital available and didn't start this with zero. So I could spend money on a CMO and people that actually do the work because suddenly you work against the clock and it was successful. Like the first package, I think in total, we sold it off for $3,000,000 in total and total revenue.

Robin Seib10:08It were a bunch of smaller lots, bigger lots. And we really learned with this first package and two packages we bought us, and this is how to do the whole range of land, how to do the dispositions of $4,000 lots or $8,000 lots, but also how to do the disposition of a 100,000 or $200,000 lots. And then we took it from there. It was more and more deals coming in and I'm a curious person and I love challenges. Maybe you realize that already. So we started doing a couple of subdivides and, I want you to try entitlements and we do entitlement deals today, but interventional will then change that we found partners who do that for me.

Robin Seib10:43And I bring the deals because I have been a lot of partners or people that reached out to me and said, can you sell my land for me? And I was like, yeah, of course. So we did a bunch of JVs. Today we most out of the network we have from people who want to do deals with me straight because we have probably the right distribution channels, but we have also the value add channels with trusted partners who do that all day long. We're still, we get right now our own acquisitions business up and running again because I'm ready to buy a couple of packages. Right. We do value projects or whole projects are currently purchasing 46 acres here in Chambers, regulate rich and chambers and develop that in an SDR business and RV and both storage.

Robin Seib11:23Today we have a huge own fund where we fund deals and buy notes. So today I always say we buy and sell land from 4,000. Our biggest project we're working on is $50,000,000 We develop that land and we help funding that land and buy notes and all that stuff. This is what it is today. I'm curious how you find the land packages. Where are you buying those wholesale or are you going out and hunting down off market leads and buying packages? What are you up to? That's a good question. What we do there, like the first one accidentally happened.

Robin Seib11:54We did mailers at that point. We didn't do it. I tried cold calling. I was not as professional as you guys for people doing cold calls. I had no clue what they were doing, how they were doing that. And the scripts were good and all that. But we did mailers and one of this mailers then turned out to be somebody, Hey, yeah, I don't want to sell that one lot, but I want to sell that other 144. So it was really malice. And then we started targeting this audiences and we started looking actively on the market for packages too, because they're not so many people who do this.

Robin Seib12:25Not so many people who pick up, I don't know 50 lots in McCullough County, Florida, and have an idea how to get rid of that. And you can negotiate different terms. A lot of these things are pending on the MLS when they're on market for a while. So you can renegotiate really good prices and these people have a need. They sit on something when they purchased it and they thought it made sense at that point of time. And then now they're sitting on that and don't know what to do because their circumstances changed. They don't want to be the big land developer or whatever. So it's the experience I made that you are not so much in a competition with other land investors too.

Robin Seib12:58Right? Like I mean, the competition got more what you probably have seen too, and what I hear from our partners. But in the end it's really just a mix between targeting outreach out of direct mail. We didn't do that for two years now because we signed on market opportunities of the VA, just like looking everywhere around in that Harris won't want to be new. When something comes up, we waited out a little bit, but still there in 120, 150, one hundred and eighty days and really target that one. Yeah. This is how we do the deal flow on that end.

Brandon Parker13:28And do those on market deals? So packages come on mark on market sometimes like that?

Robin Seib13:33Yeah. It's not many, but when they stick there for a while, I can guarantee Yeah. You that. If they are not perfect build a lot, then people don't want to deal with that. But that's wholesaling, like how it's defined. You buy a package, a bundle. This was Costco does. And then, sell the slices. And I love that game a lot.

Brandon Parker13:52Then it's probably was our biggest strength in the acquisitions game is just doing this. Yeah. That's I, there was actually a talk at the LIA conference and some guy presented his business plan, which is similar to you, which was unique, but he would target just people who owned over three pieces of property. He'd try to buy packages and he would just do only big deals. So they happen more rare, but they were bigger wins. But the

Robin Seib14:18deal becomes the dispo because for that, you have a large cow... Cash outlay on the front, and then you gotta figure out how to dispo it, and then that's where you end up making your money. So that's what forced you into becoming a dispo expert, it sounds like. That's what it is. That's interesting that you talk about that. Everybody like talks about in the moment, subdivides and all that. But when you look at subdivides, what is subdivides in the end? You need to have a good dispo machine that you can cover all this like front end, this front end developments you put in there, all the money that you can carry interest rate and all that.

Robin Seib14:48And so this is how we became in the end, a dispo expert is really just like sitting on a bunch of inventory and have the need of getting rid of it because the costs were high to hold it. Everything was always private money, 15% a year or something like that. That's what it is. And you face other challenges there too. How do you structure the deals? For example, I do most of my deals in Florida and in Texas And we buy them in land trust there and put your lender in a first lien position and they need to sign releases all the time on every single property you do is you need a good attorney that set you up this land trust, right.

Robin Seib15:20And then distributes the money to everybody. So it's good entrepreneurship is I think what we do is just finding solutions on problems. And this is what you should do always. I heard on your show was Clay Hepler and he said exactly the same. It's like, you just need to find solutions for the people. This is what we do in our niche there. Through that, yeah, we just got really good at this pooling and this specific land niche where we were in. Yeah. And sometimes the

Brandon Parker15:45bigger the problem, the bigger the payoff, it puts a bit of a moat in between you and a lot of the other land investors. You're not just sending blind offers to desert squares. There's a lot of processes that you got to develop. So it's not naturally more uncrowded. So that's really interesting. I really think that's an interesting angle. Let's talk about dispo and tactically what you end up doing. I heard you say at one of the conferences, someone asked you what you do to dispo and you said there's like a 100 things. So I'm curious, like if someone's just trying to do the top five or six things or 10 things, something reasonable, what should people be doing to dispo effectively?

Robin Seib16:19Yeah, I'm happy you asked that. And I'm happy that I get some space to talk about dispo because everybody's always talking in all this podcast about acquisitions and how you do the market analysis and how you do this and how you then do call calls and the follow-up systems and all that, But nobody ever talks about how did you get rid of stuff? And you would agree with me. I don't know if you see the same, but in the last twelve, fifteen months, the market shifted. We went from a buyer from a seller's market where you could just throw in something and sells in thirty days to, oh my God.

Robin Seib16:53When I do this, just give it to a realtor or that's the best thing are listed on broker list. Somebody calls, I sell it in thirty days. It shifted to, oh, I'm really troubled to sell it in ninety days or one hundred and twenty days right now. How do I do that? What I see is when I look at the data from the partners we're working at today. And, when I talk with Lannisters who are really successful, the first win, what you need to do is a really good market research. You need to know the markets you're going into. And I think they're really a fucking market and you need to build a business model that works for you.

Robin Seib17:27How do I mean that? There are a bunch of guys who just do assignment deals. They buy for 40, sell for 45, take $5 and do that on a long term. They have buyers list. They specialize in one area. They have the right realtor. They know their market. Or do you want to build a business that runs a little bit more on autopilot? Or do you want to deal with a seller? Do you want to buy your deals? All of that is possible when you use private money and have the right process in place, but be clear about in which markets do you go and what is your business model? I think that's the first thing. And a lot of people struggle with that. When I ask them, okay, how does your business model work?

Robin Seib17:58They can't answer that. Not in particularly. Right. So be pretty clear. Do you want to be a wholesaler? Assignment guy? Do you want to be a double close guy? Do you want to be a person that sits on their lots and just gives the market the time and needs? Do you want to be a subdivider? Do you want to be a title man guy? What do you want to be? It's always the first question I ask everybody. Be clear with them in which markets do you want to be? Because there are a markets, high competition. You need to do a lot. You have people who worked at areas for a long time and you don't get good deals.

Robin Seib18:30We see that a lot of people are coming with comps up and bring properties to us where we just say, Hey, That's too high. You're 30% over that what it will sell for. And some days your $50 split is like a $10 split. And so market research is the first thing. We don't need to talk acquisitions, but know your markets and research them well. For example, I started my career in five counties in Florida. It's an interesting story. However, find them manually with time in the end that you can bring them up. That's a cool story. But when I flew the first time to The U S in November 2021, I drove all the way up there from Miami.

Robin Seib19:04I drove to the Panhandle and man, I spent like three weeks in that area. I drove through the subdivisions where we had deals. I met surveys. I met landscapers. I met realtors. I just wanted to get a feeling. How does this area work? Where are the good neighborhoods? Where are the bad neighborhoods? Because sometimes it's up the street here. It's like a mobile home subdivision and down the street here, there are $1,000,000 homes. And you need to know that in your markets. So no matter if you do your deals when you're in Florida and you do deals in Washington County, you just spend some time there. Once you decided to do an area and learn to know it, build your teams of people.

Robin Seib19:35I don't know, title agents, surveyors, landscapers. I don't know realtors that you have that team. That's the first good advice I would give everybody. Now let's talk DISFO. When you have all of that, the most important thing is in the preparation of the deal. From my perspective, we do deals for other people. So we needed to learn how do other people's do deals. And what we realized is that first of all, we see a lot of contracts that are not enforceable. So what does that mean? Wholesale contracts are normally structured with, Hey, I have a right to market and I can cancel anytime for any reason.

Robin Seib20:07And the contract is six months. So guess what? Is this contract enforceable? No. Why is it not enforceable? Because three things are missing. Defined closing date. You find that sometimes in your six months period. But the second thing is EMD. There's no EMD in this thing. That means you don't have a dollar in equity in the deal and you can cancel anytime for any reason. I talked to a couple of attorneys and I'm no legal advisor, but what they told me was, you know what? You can, well, you can just cancel the contract. They can do that too. So put $10 of EMDs, dollars 60 of EMD there.

Robin Seib20:39The second thing is when you do or in the double closing business, what we see, pull title commitments. Know if your deal is closable and they don't say hire, it's $30 upward die. I say, go to a title company and pull a title. What happens when I close tomorrow? Because when you put something in dispositions, you start spending money in form and this is done what we do. You need to do a proper due diligence. Due diligence means for me today, I need to also have somebody out there that has feet on the ground. Side story.

Robin Seib21:10I sold a lot in Taylor County, Florida, 10 acres, high and dry on every map. I sold it to a lady from Vero Beach. She drove up there. She wanted to live there and it was 10 acres. And she came in there and said, Robin, why are there gators swimming in my backyard? And then we did some more research and what we found out is there's a paper mill in that area and they just dumped the trash water in that area. And it's like a mini lake there. Does that make sense? That's great. Right? So you need to have somebody with suite on the ground just to check what do they see. Right. Do they find any kind of turtles and what, you know, like you heard all that stories.

Robin Seib21:43Is everything proper? But the thing is, let me go back to the title commitment when you don't know what expects you on the closing table and you do double closings, which most of the people do. I know this is how they get started. Then you actually have the problem. You sit on the closing table. You can't close with the seller for ABC reasons. And a lot of land titles are fucked up because they went through generations and they were heirs and wives and children and children that didn't belong to the family or nobody was lying about them. There's this special situation and then you can't close the deal.

Robin Seib22:13So your seller is angry, your buyer is angry, your realtor is angry, the title company is angry, the survey is angry, and you just wasted a lot of time and money to sell this deal. Does that make sense? Yeah, that's how

Brandon Parker22:25often is there something in a deal that blows up like that at the closing table?

Robin Seib22:29We see around 20%, 60 to 20% is that what we see just gets sorted out because you can solve title issues. And there are certain deals where it's enough meat on the bone to make that happen. But when you have a 15 or 20 or $30,000 deal that you buy for $17,000 and like the whole probate thing and everything costs you the whole probate thing costs you like $8,000 $9,000 that the deal doesn't make sense anymore. And this is what it is, right? So prepare the deal because always have in mind when you do disposition, it costs you money.

Robin Seib23:02How do I mean that? Because when you did all of that, you do it due diligence. You pay for that due diligence. Or you do it by yourself. So it's time that you spend your time as the dollar amount too. When you're sitting for an hour, your clock is counting because we could like doing something else right now, which maybe is still more income producing activity than that, what we are doing here right now. But we love to do that. We have the freedom to do it. That's why we do it. Always be aware that as you start spending time, there's so many money. So I, when I wouldn't have any budget for that, this is what you, what I would do is get your contract in place that it's enforceable and then find a good realtor.

Robin Seib23:38Depending on the deal, when you have the deal over $20,000 find a good realtor in that area that knows that area, where you build a relationship with that you can do more deals. Just the first two or three deals need to go through that this realtor says, oh, it's a valuable asset and pay them generously. I always get people out. I just paid my realtor 4%. Man, like for 4% on a $40,000 property, your realtor walks home with less than $800 What, what kind of effort does he put in there? We pay 10% for this lower price properties, and I'm happy to pay to them because they need to make money.

Robin Seib24:10They get paid when they're successful. But that's the first thing. Now you say you don't find realtors. That's a lack of effort. I can tell you the statistics you need to call. And this is what we did for our clients in the beginning. In your counties, abnormal relationships, we needed to call 90 people to first find somebody who is qualified. And second of all, find somebody who wants to take the deal. That's crazy. 90 people. And how, what do you talk to them about? What do you say when you're qualifying them? The first thing is we wanna know their, a little bit their experience in land.

Robin Seib24:41Hey, have you ever seen land deals? What have you ever done land deals? So what, one of the questions, so when I would give you a deal today, what would you do? It's the first qualification is always, you know, they answer the phone when you call them, but everybody says that this way, spared that out. Ridge or Jill then doesn't do land. Your first, one of the question in our script is like, Hey, what would you do? And then there are some certain things. Do they put a bandit sign out on the property? Do they have a buyer's list? They would send an email. Do they know how to pump that land? This is really interesting because most of us, and this is what we see now that pumping land properties is just really hard.

Robin Seib25:17And when you go now go to average Joe, average Joe will just do what? He will go to the MLS, pull a list of columns of this four acre parcel sold in that area and just give you an average about everything. But guess what? From this four acre prompts, he pulls their comps, which are cleared and fenced and have utilities and maybe a pad and are beautiful. And some of them have slope and some of them don't. So they compare pears and apples. So you really want to know, Hey, what's your transaction history because you qualify them too. And that's probably the three biggest things we look for is like experiencing land.

Robin Seib25:50The second one, that they have a process in place that is marketing and do something else instead of just listing it on the MLS, because it's not that you want to have that. And the third one is that you just really want to see do they actively work that deal then too? They answer the phone when leads come in and all that they answer the phone for you is good. But when you do that, when you go through that process and put that effort in, you will have two things at one person. We'll have some marketing and a sales team and one person that gets paid on the closing table.

Robin Seib26:21And everybody wants that. When you say it like that, it sounds like it's worth the work for sure. How many counties do you have

Brandon Parker26:28realtors in? Is that part of what you've done is develop real estate realtor relationships all over the country?

Robin Seib26:35Yeah. As we do that, meanwhile, I like nationwide. We have a system for that. It's a really crazy process about cold email outreach. We bought a database with all the realtors and actually we start when we get a property really advertising to get them on the phone. And then we work with an internal agent who qualifies these people. It's because we have so much volume. We have one person who just says, okay, I broker you generally. And then they have a complete different level of authority when they go in a call saying, Hey, I'm an agent.

Robin Seib27:06I work with the land pilot team. Here's a referral. I ask I'm situated in Texas or whatever. And a lot is in Georgia, in Clayton County. Hey, would you be able to list that for me? And this is what you build too. Like when you find one or two good realtors, you're working with, you do a lot of volume and business with them. They will do that for you too. They need to see the sense and they need to trust you. You know, I think having good realtor relationships is the first key and it's just work, man, but you don't need budget. It's just you and your phone and some time.

Robin Seib27:36And most of the people don't want to do that. This is what it Yeah. I mean, it's a daunting task for people, but they're willing to do it on the acquisitions end because it's a little bit more fun. I think swinging a deal and buying a property than doing the legwork to, to dispo it. So you start that process of

Brandon Parker27:54locating a realtor. A lot of the time when a new lead comes in, it's a new county, then you're blasting emails, you're getting your broker to call those 20 or 30 realtors or 90, I guess you said sometimes that takes to

Robin Seib28:07find a new process, we narrowed that down. It's like probably 10 to 15 conversations we have meanwhile to list the property.

Brandon Parker28:14Okay. That's great. And you think that's the main driver? If someone's looking to dispose of properties simply and quickly as possible, do you think that's the main driver is finding the right realtor Or is there other big levers to pull? A year ago, I would have said yes. Meanwhile, it's different. There was this noise judgment. We see it in the numbers too. We sold around 70% of our properties with realtors before that

Robin Seib28:35dropped down to 45. Why is that? A lot of people are dropping out of the industry right now. A lot of people don't renew their licenses and all that. This is what we see, but also with this new commission structure, they still try to find business models for houses, which works for buyers and sellers agents. A lot of them try to do the traditional model. They share it, but some of them don't do it. And guess what? Land was a niche before. So the last solutions, which will be found in that industry will be for land. This is what we see. It dropped like our own sales by almost 35%.

Robin Seib29:08When you go through a road, what can you do when you don't have budget? Let's stay there. Like when you don't have budget, you're new, I think the pretty best source to do something is Facebook marketplace for where you can start doing your own marketing, because it costs you nothing. You need to be a little bit careful how you listed that you don't get banned. And of course, that's like the biggest problem. We hear that all the time, Facebook marketplace gets shut down. They're totally random in what they are doing. But when you have access, utilize it. Utilize groups, local Facebook groups, always think about when you market, where are my buyers?

Robin Seib29:39We have a social media team that reaches out. We only have a lot. For example, it's a hunting lot. And we look what our local hunting Facebook groups or whatever, where we can share that stuff. That's for free. You can do that. You just need to sit there, share that listing, get some conversations going, get some people on the phone and do that. And I would say this too are my zero budget option, which will work like in 50% of the time that you sell a property successful in the timeframe you have it under contract. Does that make sense?

Brandon Parker30:07Yeah, it does. So just getting creative on Facebook, it's not even just the marketplace. It's hunting groups and whatever you can think of that's in that spot. Yeah. And guess what? Now what you do is you produce lead flow. So what you can start building, and this is now the first tip.

Robin Seib30:23Everybody you get in touch with, you wanna ask for an email address and a phone number. That's what you want to do anyway. Now you have a CRM or you don't have a CRM. I think people think too much about CRMs at all because they don't matter when you don't have volumes, when you don't do 20 deals a year or 50 deals a year. You don't need a CRM. You can just organize yourself in a spreadsheet. Think now what you do is you put everybody in your CRM or on a spreadsheet. And now you start building your buyers list that are people in the area that you're working that, expressed interest in something you're selling.

Robin Seib30:57So that's the first thing we did. Everybody who came in touch with us until today ends up on our buyers list. So that's all legal advice. So if you can do that or not, but that's not double opt in, but we never got a complaint. We have tens of thousands of people on our buyers list. Right. You want to do that. And then you want to start all the time you have a new property, send it to that list you built. It's for free. You just need to copy paste and just send it to Spend a little time for the copy of that right there. Nice things you can do with AI today.

Robin Seib31:28When I started, we wrote that email by ourselves, but meanwhile, you have AI can do that for you. You give them some parameters. They spit out something looking really nice and start sending them out that that's great. And now there comes the most important thing when you do that or go on Facebook, multiply or have an own website where people can even click through. What's really important now is that when anybody reaches out through an online source to you, you need to engage them within fifteen minutes. And the psychology behind that is so stupid, but simple.

Robin Seib31:58Right? Most of the people, I know they come through you on Facebook or whatever, through this little thing here is called the phone. Do you know what you did in the past thirty minutes on your phone? Literally nothing because we're talking here, but you forget about it. Yeah. So, and you will have a lot of window shoppers and a lot of carcasses on this channels. They forget about you. So you need to engage them quickly. And so whatever you build this fifteen minutes is something you know, that you have met me on a couple of events now. I preach that because you'll lose 85% of the people when you don't do that.

Robin Seib32:30So that means when you have a 100 leads you generate, you lose 85 people by not doing that. And that's probably the biggest secret, which we just really like this quick engagement with somebody. Yeah.

Brandon Parker32:42That's very clutch for sure. So what other ideas on Facebook pages might you have that are counterintuitive?

Robin Seib32:49The hunting groups is a good one. You got the other off the top of your head. They groups for everything. ATVs there's mobile home, there's investor groups and realtor groups, and there's so much like anything which could be related was that what you're doing? Like when you do a lot of people think about where can I list it? But I had this question today. We have a partner. He has a couple of subdivisions he listed with us and we have them now for thirty days and we didn't have any sales. So I went back into that and looked at the leads and all that. And I looked at the slots and I thought, no wonder that he didn't sell the slots because who wants to buy them?

Robin Seib33:25They're like 0.5 acre lots, like a subdivision he planted somewhere in the middle of nowhere. And you'd think, okay, somewhere in the middle of nowhere, all the comps you'll find a 100 acre, 50 acre, 40 acre. Maybe people are not interested who buys that. So when you do your marketing, always do marketing for your buyer, do for the people who use it. When you look at your log, your four acres, we're talking about 20 acres, whatever it is. When it's hunters, then structured for hunters. When it's like, Hey, people, you can bring an RV.

Robin Seib33:56Cool. It's an RV lot. I will go to all the RV groups and look for people who want to have property that have RVs. When it's a month for a home builders, yeah. Then find home builders. If you don't find them on Facebook, but you can call them up in that city. You could do that. It's for free. Again, there's so much you can do. It just costs your time. Does that make sense? And I think this is why most of the people don't want to do that. Think we just list it somewhere and flex through magic or something like that. Yeah. There's sometimes just hard work is the magic.

Brandon Parker34:25We got, we got, we got an interesting one we're doing for our clients. Now we're skip tracing everyone in the area who owns over two pieces of property in the county and then calling them outbound, cold calling them, just saying, Hey, we got this piece of property for sale, because if they own multiple pieces of property, then it's likely they might be interested in a third piece of property in the county. So I think there's a lot of extra legwork people can do that they're not probably doing a lot of the time.

Robin Seib34:52That's easy. That's the way you don't have budget. When you build a business, you need to have two resources. You have time and money. The more money you have, the less time you need. The less money you have, the more time you need. This is the thing. And we see that often out there that land investment gets advertised as, Hey, you don't need to do anything and sell between like you buy for breakfast and sell between lunch and coffee without doing anything. But you and I know that's all the reality, actually. It's a lot of work you need to put in there. Yeah. What percentage of your sales come from that list that you've been building?

Robin Seib35:24Does that hit pretty hard or? So it's around 8%. We sell a lot of properties. So in relations, it's pretty nice that come out of that list. But the thing is once you got them, you're all forever in touch with them. Like this is what you do with your sellers too. What should you identify seller and you always stay in touch with them? So, and the leads don't cost you anything. That's the tidbit. We want to go a little bit ahead when I have $2,000 what I would do a month. Yeah.

Brandon Parker35:52That's the value. That sounds like a idea. Let's go through the effectiveness of things.

Robin Seib35:58So email marketing is the first thing. You have a small list, but it costs you nothing. Just go on base. Let's say you made your first, like two, three, four deals. Like what I would do next is I would, first of all, a littleland.com subscription. It's for a year. It's a monthly subscription and will cost you approximately $500 But the leads are probably really valuable we get out of there until today. They have around 20% of the sales come from there, our own sales. Why does that work so well?

Robin Seib36:28People looking on land.com are in the market of actively buying some land. They go on a land specific website to look for a specific property in a specific area or a specific property type. And you're on their list and you want to be in front of that audience. That was for me, game changer here during retirement. I don't get anything for saying that, but it's like, when you saw your journey, it's probably good. And there are like people web slots available, just advertise it on land.com. And the second thing I would invest in is get a good call center on board on this stage, because when these people inquire, now you start paying for leads and not just utilize your time.

Robin Seib37:07You start paying for leads. You want to hit this fifteen minutes mark and there are subscriptions for a $100 a month or something. But you want somebody picking up the phone 20 and getting some info. And maybe you put a Calendly link with yourself on there to schedule then a call with you as the property specialist or coordinator, however you call that to, to get into that, but then they have a name already. Also what I would do with, I mean, land.com is $500 of calls under $203,100 dollars The next step I would do is invest in an own website. I'm a huge fan of Carrot because it's easy to maintain.

Robin Seib37:40It's like just a homepage thing. They have all this SEO plugins because this is what you get them for free for $99 a month website. You get a professional investors website and they have all this SEO modules. So in the markets where you are, you will list pretty well because they have that automated in there. And again, now you start collecting leads on your website and you look really professional. Like you show a lot of professional website, email list, you have land.com. You're pretty well set up. Does that make sense? Yeah, it makes perfect sense. And that's all low hanging fruit as well.

Brandon Parker38:12Mailing list land.com,

Robin Seib38:14Facebook groups, good call center to grab those inbound leads, make sure you're capturing value website. What else? This is the start, man. You will get pretty busy in that. If you are not really spread out, I see that all the time that people are doing deals. They send 500 mailers here, a thousand mailers there, 3,000 mailers there, they say nothing works, but really what do you find areas where you get a couple of contracts out, two, four contracts, do more. This is what you see too, on the acquisition. It's just, we need to do more, specialize more, do more in the areas where you know that work.

Robin Seib38:46And then you build your own little universe because you become an authority in your market. People see you that you buy land. People see you that you sell land. The buyers become sellers and sellers become buyers. That happens all the time. Right? So you have now a good realtor, Facebook marketplaceland.com, and you have a good website and maybe you want to have a VA assisting you too, because now you need to invest in listings too. You need to get your listings out there. We still do due diligence in house. There are a lot of services who do that.

Robin Seib39:18I never found a service that did it on the quality level I wanted to have because there were a lot of mistakes in this due diligence and you want to really break it down. Okay. What do I do with this property and find all the bottlenecks and, and all. And my last and best pro tip for this $2,000 budget use neighborhood marketing and a bandit sign. This is two things. A bandit sign. You can hire somebody for $50 through a Facebook marketplace who goes out there and puts just like a buy with your name out and with your phone number out there, right.

Robin Seib39:49For sale by owner. That's right. Websites like investor booths or whatever way you can hire people through that. And then you want to send to the cash buyers what you mentioned before and to the neighbors in that area, you want to send them letters or want to skip trace them and call them because I had this property in Florida in the Cooler County. I bought it and we didn't do a good due diligence. It was just a thirty day contract. I said it was so cheap. Let's just buy it. And then I looked at it and we made the deeper due diligence. Found out there was a road going through the property that was wildly incorporated by the neighborhood, the landlord property in the back.

Robin Seib40:24So we bought it like from a hair ship and we're like three or four hairs. I said, fuck, we will never sell a product here. Guess who called me the next day when we put up the bandit sign was that neighbor, the neighbor with the rug. We tried to get in touch with these folks for twenty years. No kidding. No, no kidding. It's that was like my profile. Okay. Neighborhood marketing works. You should always call them first because sometimes they just want an addition to the backyard or their front yard, or they need a right away or man.

Robin Seib40:55We had another that was really hard one. We had this guy. He was 75 years old. He was forty years living in that neighborhood. And there was always that lot next door and they were mowing the lawn and all that. And his wife wandered this lot so hard and they never got ahold of that seller. And then that guy passed away and we got in touch with his son and he sold it to us. Man, that guy was in tears on the phone when he realized he finally could give this property to his fiftieth wedding anniversary to his wife.

Robin Seib41:26And that's like the coolest story we've ever produced. I still get goosebumps talking about that. But as neighborhood marketing works, we use buyer finder, for example, from the list of jaredbuyerfinder.io. We just put it in there. They do it for you as a service. I'm a huge believer in outsource everything you can service providers that do it for you. You do it with, with land leads because you don't need to worry about that. It's done. You don't need to worry about putting stamps on there and doing all that. They just do it for you. You can stick to the data. You can pull them up. You can call them.

Robin Seib41:57That's what it is. So neighborhood marketing bandit sign is done. And now let's say you do a couple of more deals and you have 4 or $5,000 a month in budget. What I would do is invest. Brown Forge Edge gave us the hugest leverage in marketing we ever had and everything we talked then about. We talk after now, how do we bring more traffic on the website? Because this is what is literally about you have a good website. You have that email links, you have CRM, here's drone footage. Just really impact it's 50% days on market that it reduced it when you have real footage.

Robin Seib42:32It's amazing. Yeah. And I tell you why, because you produce so much more leads. We had like last year, a situation with land.com where we realized, Hey, our leads dropped by 35%. And they were like, oh my God, these guys have to play. What happens here? And so we made a thing and what we found out is all the successful land listings on land.com had like real footage. This is what the lowest days on markets were. We found that out on our websites and on Facebook marketplace and so on. The more real footage you have, the more trust you build.

Robin Seib43:03It shows you have been out there. You look like the owner, even if when you don't own, even when you own, it's just so much more appealing than looking who knows that too. Like this and listings, see, can't take just a screenshot of the GIS thing. It looks fake. And so people get suspicious, but when you do have nice drone footage, you can leverage so much because now you have great pictures. You can create marketing videos. Today, you hire a video cutter that ups you something for, I don't know, dollars 150 to a $100 that looked like Glendale stuff. And suddenly you're not in a competition so much anymore with silent lens, right?

Robin Seib43:37But it costs money to get a good drone video video out, including the footage. It probably costs you 600, dollars $6.50 to get a video going. Then you can have platforms so bad. But when you have done the drone footage, the next thing where I would invest in is a good advertising person, because now you need, you have great footage. You need now traffic on your website. You find advertising people we make a majority of our hires on Upwork. I always think and they operate like sometimes on a percentage of a budget or like whatever, but spend like in that areas where you are 2,500 a month now, just doing advertising for it.

Robin Seib44:13Blogs you sell there. And again, everybody was inquiring and somewhere on your buyers list and you can retarget them. And this is what we do all the time, by the way, too. It's like a cheat trick to everybody who ends up on our buyers list goes like in warm audience, Facebook marketing and, Google advertising. They just see you everywhere, man. It's branding too. And when you have that, there's more, you can then do social media advertising. For me, the last thing I would do, because it's so much stuff to maintain is Facebook, Google, YouTube, now Facebook, YouTube, Instagram, Tik Tok.

Robin Seib44:44You need to cut a lot of them. This video is shared everywhere. Do you need to distribute the leads in your system? And then we talk, you need to have a team and that costs you probably $10.15000 a month to run this machine totally. But then you have the maximum of exposure. Does that make sense? Because this is what it is today about. You need to bring a maximum of people in there, right. In that system.

Brandon Parker45:06That is wild. That's interesting to think about how far you can take it. So you end up with a full marketing experience where you're retargeting people. You've got posted everywhere with socials, drone footage. What do think the difference in days on, I guess you've already said 50% difference days on market. If you put a drone footage in there, what's your average days on market and what's the standard?

Robin Seib45:27I never answered that question because people tell me that Robin, you didn't sell me that in fourteen days. What's the average days on market is like a really good question. Depends on the lot area. Anything that you sell a lot, it's three things that matter. It's the price towards the demand in the market and the condition of the property. You can't change so much about the condition of the property. It is what it is. You can fight against the demand in the market when it slows through more visibility will cost you more money, but you will sell it faster. And what you can really actively changes the pricing of the property.

Robin Seib46:00This is really the biggest leverage is negotiate your deal. So when you feel that your deal is not a good deal, man, then just renegotiate with the seller or dump it a little bit. So today I recommend always, and we started implementing that in our acquisition system. Three days due diligence, thirty days of closing is what we do because then we have sixty days to learn to know the property from a due diligence perspective, from a marketing perspective to regenerate leads. How is our pricing? We run comps in house. We run them with the realtor. In the end, that's always a good indication, but you never know what's out there.

Robin Seib46:31So average days on market, look at your markets. Everybody needs to know that for their own markets. What is my sell through rate? How many lots are on the market? How many lots have been sold? And you always want to be in markets where there's more sold than you see inventory in the market. This is what I think. And on what kinds of lots, ma'am, to answer your question, days on market average, we see right now, just this, everything that was selling in thirty days a year ago or fifteen months ago needs now more sixty to ninety days, even in the hottest markets in Florida and Texas.

Robin Seib47:05Everything, which is, was selling in three to six months before needs now more like nine to ten months to sell. And everything what was selling far behind six months, you will probably sit on it for two years, right? Because the slower markets are super slow. Now the medium markets are slower and even the fast markets are slower right now to answer your question.

Brandon Parker47:27Interesting.

Robin Seib47:28What other tips do you have as far as getting property disposed? I shared a lot. So we talked about the marketing side. Yeah. But there is like the sales side, and this is something I would invest in today's conversational AI because you need to hit your fifteen minutes. This is where our sales team is burning for. And when they don't make it, the AI makes it or your appointments at a team or like your call center. You need to hit this fifteen minutes. And then of course like sales too. You need to train your salespeople. You need to teach them how to do that.

Robin Seib48:00You need to teach them negotiations. I think we're pretty successful in working with some own sales team and realtors because we let them work together. We give them a commission split. Here's a scenario. There's an online lead coming in. Your realtor will never qualify that in fifteen minutes. I had a conversation with that or with somebody yesterday. He said, yeah. And we produce all that leads and then they go to the realtor and he never calls them. Of course, because he gets what 8% out of the $60,000 deal has a lot of other projects going on. You're just like a side gig for him.

Robin Seib48:30But when you now have like your own qualification team that qualifies the people, then you can bring your salespeople in place and let them work with the realtors. So they have the customer, they qualify, they say, Hey, it's super hot. So what we have done is a link where you say, there's through our CRM system and you want to invest in that at, at the level two, where you have, like when you make ten, twelve deals a year, you want to invest eleven year infrastructure, but our CRM system has a button where they click and it automatically gets forwarded to the realtor.

Robin Seib49:01Hey, here's all the information about Brendan. I talked with him about, but she wants to meet you on the property. We try a long transfer first when that doesn't work. Then we send an email to everybody and while they meet on the property and the realtor sells. And what we get then is we take, so we have a commission structure. When we bring the lead, we take half of his commission, which came 10%. We hold five seconds, our sales rep. Right. And he gets five. If we would be the disposition agent. And with that, they work really closely together. Now, if your sales team has people with feet on the ground that know how to close the deals, to writing up a contract, building trust and all that, because this is where every realtor is in this element.

Robin Seib49:40And I think when you're in that situation, that's pretty good. And then you just need an, you need a really good transactional coordinator. This is what I would say that really handles all the paperwork for you and facilitates good title companies that understand what you're doing. And then last but not least here, like the couple of pro tips. I think a lot of people lose deals right now because they don't offer owner financing. Owner financing is a must to offer in this day's markets. And now you say me, oh yeah, I don't have enough money to offer that.

Robin Seib50:12Yeah. But then you are as the entrepreneur and the responsibility to work with some private money lab or network and build people like, Hey, when you sell a note for 14% interest rate or 12% interest rate for eight years, you get 20% down and you can give your mom a note for, I don't know, 40,000. Right. And she gives you $35,000 for it. And then now she cash flows for the next eight years, 12% a year on $40,000 Why would you do that?

Robin Seib50:42Yeah. When, when buyer defaults, you know what, just sell it again. It's your mom. And this is how I deal with my private money lenders. And they love that. So prepare owner financing and get really used to that game because it's the biggest asset exit strategy in 2024, 2025.

Brandon Parker50:59Yeah, that's beautiful. I like the idea of keeping it in family too. That's clever. It's fantastic. Yeah. Why shouldn't you do business with people and

Robin Seib51:06want to be something good? I would have family here. Like my brother's in the business. Meanwhile, he bought his first landlord from us because he said, what do I get? 15% yield a year or sixteen percent yield a year. And this is how you build that. I think it changed my game, having that network of people buying notes and do hard money loans, because in the slower markets, man, you need, sometimes you can't do a double closing, but when you're confident that you sell it, man, buying a property, you need to price it. Here's the math.

Robin Seib51:36You have a $100,000 property you buy for, let's say 50 and you give somebody for a year, 12%, 15%, let's say 15%, $7,500 for that year. Instead of making $50 in profits, you made 42,500, but you made the deal and no annoying seller that you need to tell any lies. I love that model much more than getting all the stress. So lighting thunder sock that helps you

Brandon Parker52:05holding the deals that you have, take a lot of stress away from you in my personal opinion. Yeah. It sounds like you've built quite a network there. How do you think about community building around the land business? I know that you have a unique area since you're focused on dispo and not a lot of people are doing that. Do you have groups you hang out in or how do you hang out with people online and what do do for community stuff?

Robin Seib52:25First of all, I think having that works is the most important thing. Surround yourself with people that are like my name. This is what they always say. And I think that's the truth. I couldn't be there where I am today when I wouldn't have had a focus in the past four years on building the right networks and then networks will evolve. And I sometimes show that not to just brag with it, but there's my phone. You see that here? I have over 16,000 contacts in my phone. Wow. I made in the past thirteen years. So you want to evolve with people, maintain relationships. We maintain your relationship and they're beautiful communities and out there no matter if they're from any kind of coaches or if it's communities.

Robin Seib53:04We met on the land investing summit for RJ Sharma. And before that we met in Denver and speak to Nupisani and Drea Gruhaini. I heard a lot of wonderful things from some of the helium. There's so many good land events out there, but just get there. Everybody who gets there, it's just, you know, cool here, like people that are like me and everybody does it differently. Online there, the big community, we run an old community on the land landpilot.com tool, where we make a weekly call and I don't pitch anything about the dispo service there. We do every once in a while, but every speaker we have, and we have really good people there like Elisa Jared or Jensen Young or Kellen Faulkner or whatever, I really want to provide value because this is what everybody does in the lending industry later.

Robin Seib53:44Every call that we do Thursdays at the end of CSD should be a training. It should be like, Hey, this is what actually works. So this is what I'm focused on really. Community in our land pilot around services because not everybody is made to build a huge business out of that in all the single steps, but they're beautiful people like you. You do an excellent job on landing leads. We hear a lot of good feedback to get leads from sellers. There are people like, I don't know. And Jensen Yan will find you no buyers. They have people like us who do the dispositions and instead of doing it by yourself.

Robin Seib54:18And I worked for example, with Alicia Jared in the beginning, I didn't understand the whole process of direct mail. There was one person she organized that all. She pulled the data and I didn't need to scrub lists and all that. But that was for me, the example of, Hey, services, are that what you need to do? And you have two things, how you can get more time in your businesses. One is you build team in house. The other one is you outsource it. And I'm a big believer in outsourcing because you cover less risk. You make a little bit, maybe sometimes a little bit less dollars, but you work with experts who just do it every day with multiple clients that have a better overview of the market.

Robin Seib54:53Recently we had a huge IT stack. In my company, we invested a lot in AI technology. We talked about conversational AI earlier and helping with sort of sending some of the images and all that. But, and so we were like eight, I think. And now we're three people in the IT stake because we now work again with service providers because this world is changing so fast that our team can't get enough ideas from that, what we are doing for what's possible right now. I'm a huge believer in that. And I'm a huge believer in collaboration.

Robin Seib55:23And this is what I try to do on the land pilot with our community. You're really building something out where people can collaborate with each other. Hey, you asked that entitlement deal, but do you really want to do that entitlement deal? I don't know. We have the right relationships inside the community who can make it happen. And so you can, like I said, we believe in cooperation and collaboration.

Brandon Parker55:43Yeah. Feel like the industry is evolving a bit where it's as it matures, the tools and the services are getting more high quality. And I like the way that you're thinking about it. It's there's a lot of leverage actually on my way home from the LEA event. I called my buddy who has been a mortgage broker for twenty years. I said, dude, you need to get into this at this point because there's tools that you can use. You don't have to build a whole business. Our company does data and then cold calling and then lead management, CRM management.

Brandon Parker56:14We just pass people hot deals. I was like, you know how to talk on the phone. You're a mortgage broker. You know about owner financing. You get on the phone, just close deals. And then you can send it somewhere like land pilot and get it dispoed. So you could imagine that, then

Robin Seib56:26the only thing you need to do is you need me to negotiate with the seller of a good deal. And we do dispo and funding. You bring the lead and we just sell the lead and fund the deal. You just are in the middle. And this is what a lot of people don't understand. And when you use services, of course they cost money to do that, but you don't need to do it for yourself. And in the end, when you set it up for good acquisition team services, you bring hard deals, you negotiate them, and then you have another landscape where just drop them off.

Robin Seib56:58What you'll get in the end is your net profit for that amount of time you spend on the time with that seller. When you have 20 sellers, you had maybe 30 conversations with them for twenty hours and you make a $10,000 profit. That's a $500 hourly rate without any headache. I would do that all day long. I would build

Brandon Parker57:20that. What would you build or I build when all of that would have been available. We would have just used it. Yeah. You look at something like what you built there. It's okay. I could build that. It'd take me like a year and a half. And then I'd only do that. So yeah, I'm trying to talk him into coming in and test it out and seeing how far I can scale. Because the other thing is if you just sit in the middle there, scaling is just about keeping your cash flow correct. Doing the correct deals, and then you can turn up the volume and see. Yeah, I'd be curious to someone to sit in the middle of these two things and how far they can take it. That's cool. I like that you're building a community. I didn't know that you had landpilot.com and that you do those weekly calls, but that's a great little call out there.

Brandon Parker57:53That's cool. We will start something cool next week, man. Let me do a little pitch here in the end. Okay. Yeah. Yeah, for sure. On

Robin Seib58:01the landpilot.com. I think the biggest bottleneck in the industry is company and their tools and all that. But, we see that with deals we're onboarding. So from next week on, we're gonna launch a 99 product will be $99 a month. And we will have a daily call 9AM in the morning CST. And I will do most of them because I love companies. My thing, man. I love looking at policies and finding the tweaks and twerks. So we spend an hour together with the community, bring your deals and we comp them with you. You see one deal, you see other deals. You see how we look on deals.

Robin Seib58:33We explain the math behind that. That will start next week. Now in the last week of October, dollars 99 a month, bring as many deals as you want from us. We can always promise to do all of them, but there will always be a couple of videos we can review on this calls because I see there's a huge need in the industry. It's because a lot of people are not really mature about their comps even when they're for a long time in the industry. That was quite interesting for me.

Brandon Parker58:57That's definitely a need. I so often our clients, that's the sticking point for them. They're like, they slow down because they're not sure on comping. And I'm always trying to get them to move a little bit faster, but I'm not sure about the price. So yeah, it's interesting how often that becomes a bottleneck. So that's pretty clutch. And they can find that in the landpilot.com

Robin Seib59:14community somewhere. Yeah, you can, we have a Facebook group there on. There's calls are every week on the Facebook group. It's also a zoom link. You can, it costs nothing. And for the $99 subscription, man, it's just like a zoom link. You get shared from us. And we have a portalinthelinepilot.com and then you can submit your deals and then we reach you whatever we get. It can be challenging, man. I started this week a little beta. I was like, oh my God, you bring me tough deals.

Brandon Parker59:40You're getting the tough stuff for sure. That's what they're going bring you to. Not the easiest stuff. Absolutely. Ready. That's great. That's great. So I usually pass a question on from you to the next guest. And so I'm not sure who the next person up is, but what question for the next guests would you like to pass along to them from Robin Seeb? What question?

Robin Seib1:00:02Oh my God, I think this is a good one. How do you expect the industry to change in the next two years?

Brandon Parker1:00:10I like it. I like it. All right. And I will give you the question that was asked of you came from Jonathan Duong. He runs a Facebook group called high value land, and it's got 12,000 people in it. Interesting. I'm

Robin Seib1:00:26part of that group now. I'm

Brandon Parker1:00:28Good timing. So yeah, that's, Jonathan's dude who started it. So he said how can you be more of a service to others?

Robin Seib1:00:35That's a good question. I think I have a good answer to that. So when I started my career and we talked about networks and the 16,000 contacts on my phone, I got my leverage through something that's called the business diet work international BNI. It's a worldwide franchise system. It's weekly breakfast speedups in a group and you need to, can get into groups and the whole group there's like from every single branch, one person, the whole existence of this group is like we're exchanging recommendations for customers.

Robin Seib1:01:08They track that they track the revenue produced. They track how many do you give, how many meetings to attend. It's really a professional network. I went in there and I was young and naive. I was like, you know what? You joined here. You spent $2,000 a year plus another thousand dollars for that breakfast. You will get so much business out of that. Guess what happened in the first year was that mindset. I made $0 in that network. And I went there every morning, every Friday, 6AM, I needed to show up there. And I was like, oh my God. And then somebody said something to me, Robin, you know what the theme of this group is?

Robin Seib1:01:41Who gives will receive.

Brandon Parker1:01:43Oh yeah.

Robin Seib1:01:45And this is what I try to do. Give more in the beginning than you will receive more at the end. And this is what happened for me in that chapter. I started then meeting all these people and not wanting the intention to get business to them. But I asked them the question, Hey, what can I do for you? How can I be of service? What do you need right now? Who do you want to meet? Maybe what is it, what you need right now in life? And then I started connecting dots and introducing people in that network. And they don't say that you should do that in your business.

Robin Seib1:02:16But in that moment, you have so much of service yet what's happened. All these people, I connected them and helped them with their needs. They came back to me and said, Hey, Robin, I have here this client and I have here this client and I have here client. So it's always give before you expect to receive something. And it's a little bit of that, what I'm missing here, especially that what I see, happens, a lot of people started in this industry was the expectation they can be millionaires tomorrow. And we all know that never happened before and will never happen in the future other than you play the lottery, but the chances are really out there.

Robin Seib1:02:50We agree on that. When you do that be patient, you give yourself some space for grace. There's always valleys and mountains you go through, but be honest with yourself where you stand on your journey and what did I do wrong? And this is what I teach my team a lot. It's not about what did I do wrong? It's more about what I learned from this. And always when you do something, make it try to do it in a way that you serve the other person. Always try to act on the other person's interests. I had a partner we talked two days ago and it was a little bit weird.

Robin Seib1:03:23The whole transaction was like, we have the best coordinators of the industry, probably all that, but it was still weird. So in the end he needed to pay $2,000 to the switch title company. And I said to him, you know what I give you from what we would get in commissions, like $5,000 off for that thing. And so I made $5,000 less. Huge deal was like a $200,000 deal. And he was like, why do you do that? I said, ma we produce that mess. I wanna give you my piece for all that.

Robin Seib1:03:53Guess what happened this morning? Yeah. He gave us string of the operatives to market because he was so happy about that. And sometimes you need to give before you receive and not press out everything you can. And I had a personal event two weeks ago. We're trying to buy a house in Frisco right now. And I said, my wife, we want that house. We should offer full price. She said, no, we want a discount. Okay. We offered the discount. Guess what we didn't get the house for a longer time in the market. And then you'll receive, and this is something I just really put in my personality a lot.

Robin Seib1:04:25And how you do that is just listen to other people needs. This is you do. You're such an excellent podcast host, Brandon. I want to give you that credit here. You just listen, advice questions, and this is how you provide a lot of value and serve right now. You can do the same. Whoever listens to that, you can do the same right now. Just listen to people and help them out. You never know. They will see that and they will feel that they need to do you something good too on your journey. Wonderful.

Brandon Parker1:04:53Thank you for that compliment. And thank you for coming on the show today, Robin. Was a nice way to end this. And yeah, I think that all the things that you're doing in land, not only they're unique, but really helpful and pumped to get this message out, get your community noticed a little bit, get some more people in it. And, yeah, I think we're gonna build some pretty epic stuff here in the next couple of years. So I look forward to seeing you on your journey along the way. We'll probably work together. So good to see you, Robin.

Robin Seib1:05:18Good to see you. Thank you, Brad. Brad. The Legends of Land show.