AI Live - Land Shark Mastermind

Okay, we are getting ready to run some deals. If any of you have deals that you're ready to run, let's get the addresses ready. Okay, we are live. I got Had a deal come in yesterday that I'm looking for.

I ran one last night, yesterday, and then we had somebody else that ran. I'm gonna put up my capital guy. The 5 C's of capital, like, we need to talk more about that because people just don't get it. You know, either that or I'm going to go into the bathroom and make it look like I'm pooping. But Five Seas of Capital, we got the video of the land sharks going out, had some popularity yesterday. It's good stuff. But the 5 C's of capital is important.

Do you want to show that?

It's on my screen.

No, I'm sorry, I was talking about the— I thought you meant another video went out.

Oh yeah, yeah, we can show them the video again. Titan Impact Group is the sponsor of the, of the Land Shark Deal Room, Deal Hunter Deal Room, and so People need to pay attention to Titan Impact Group a little bit. Um, Catherine's setting up family offices for, for high net worth individuals with, with net worths of a million plus. Um, most family offices don't start until, you know, you got at least $10 million, mostly $50 million in net worth because it costs so much to structure these damn things. But Um, the AI just made this cute background of a land shark for me in a field of flowers.

This is—

isn't that cute?

Oh my God, that's hilarious.

Anyway, um, the fractional office is important. So, uh, uh, not the fractional office, family office. Family office. It's important because it's structured, you know, and inside of Catherine's virtual executive board thing, like, it's important to know, like, how to structure and set these things up. So anyway, I'm getting bombarded by the housekeeper currently and congruently. Who do we got on today? Bill, Garth, John, Odilia, Rachel, Carol. Everybody's note takers are in the house. I love all the note takers. We have a note taker daycare. We're going to start charging people for note taker daycare.

I make a killing off of it.

Right. I wanna— I actually want to do the note-taker daycare so that what we can do is like get people to do social media currency, right?

What is that? What is the note-taker daycare?

So on our side, we have participants and we have attendees. So, um, people that are in attendance and come up and their camera's on and we're talking to them and all that good stuff, that is a, um, Uh, that is where, where we have, uh—

Don't judge me.

Look, I got lost.

I've been—

no, I got too many windows open. I got— I'm like, oh crap, everybody disappeared. When my phone flashes, everybody disappeared. So in the participant side, we have people that are up here on the screen, and then on the attendee side, we have everybody's note-taker. So I'm trying to see if it'll let me share the screen to show the note-taker side, but it's not. It's okay. So Chris, uh, out there, uh, he can come up.

So is that just like something like when we're here, like on a podcast? Is that how that works?

Uh, kind of, yeah, sort of.

Yeah.

Yeah. On the webinar side, we, we try to get everybody to come up and be a part of the audience. We want to have the screen full of faces. So, um, we used to, we used to put 20 people in here. I cut it, we cut it down when people started getting deals because once they get a deal, they don't like, they don't come in here and keep talking about deals. They're not working. So our last cohort has been out killing it. And getting stuff done. Let's see who else we got.

I still— I'm like, I'm doing deals too, but I just—

I—

Deal Hunter Report.

SWC Wintersburg Road and I-10, Tonopah, Arizona. Executive deal.

Sorry, my AI is taking over running deals. Keep going, Rachel.

No, I just like, you know, even doing deals though, I still like— I mean, I really enjoyed your guys' podcast. This is literally the first podcast I've ever been on. And that's funny because you have to remember, I'm like with technology and all this stuff. I'm like a kindergartner. I I will admit to that. So I was like when Tommy does you guys do my custom bill. I'm like you're gonna have to hold my hand and remember I'm like a a kindergartner when you're teaching me how to use all this shit. But um but no, I'm just I'm always fascinated and always looking to learn you know new things or different things of. How to do things. You know, I was in nursing and dentistry for almost 30 years, so, you know, you're still always learning. You don't know and you won't know everything.

So, right.

And you guys have been great. So I love— I look forward to the podcast. I love listening to you guys. I tell everybody about you. So I'm super excited about the event on Saturday. So I got people pumped and ready to see what you guys got.

So, so awesome. Well, you're doing great for being a noob. Says my kids would say. Yeah. So you're doing awesome. And, and just so you know, like, you're still in, like, ahead of, like, hundreds of millions of people, if not billions of people who haven't even touched AI and who are still afraid of it. Like, the curve on this is like, you know, the hockey stick curve. We're still literally right here at the bottom. We haven't even started to climb. So the fact that you even got in this early, like, that's— you have no idea how much farther ahead you are than most of the population.

Yeah.

What you guys did— You need to give yourself more credit. Yeah. Especially what you guys did and you demonstrated in, like, Friday Night Lights. I'm like, it was just blowing me away, Carolyn. I'm just like, my mind was just blown. I was like, really? Like, I never even knew about Claude. You know, I hardly use— I use ChatGPT sometimes, but then like half the time I just forget about it, you know, because it's not like a habit. And then Gemini, I just figured out— I just learned what that was maybe a month or so ago with my broker that I work with here. And he's like, Rachel, let me show you something on your phone. I was like, holy crap, why did I not know about that before now? You know, so in the AI stack, I never knew anything about that. I never heard of anything like that. So. I'm just super excited. I can't wait to get my custom build done and incorporate in the business and all that kind of stuff and go to a whole nother level. So it's exciting. I appreciate you guys' time and all that you do provide.

And what we couldn't do if it wasn't for you.

Yeah.

So that's exciting.

Yeah.

I love it. I love doing all these things. I love seeing the aha moments when When the light bulb goes off for other people and they're like, oh my gosh.

Yeah. I mean, I have so many people reaching out to me about this event on Saturday. They're like, thank you so much, Rachel, for doing this and blah, blah, blah and all that you're doing and everything. And I'm just glad that I can do it because it's going to give so many people opportunity to network and connect with others. And there's going to be several people that are just new to real estate in general, like brokers, agents, all kinds of stuff. So, you know, they've reached out to me and they're like, oh, well, I'm just— I'm new at this, or, you know, just a newly, you know, real estate agent. And, you know, is it okay? And I said, yeah. I said, the more the merrier, you know, invite your other real estate people or family and, you know, all that kind of stuff. So it's just going to give everybody an opportunity to just really connect and I think and grow and hopefully take some great connections and stuff like that home with them, you know. And kind of go from there. So I just feel privileged that, you know, I just have the opportunity to be able to do that. I never thought it was gonna be as big as what it is, but hey, the more the better.

So awesome.

Be fun.

Yeah.

Yeah.

I was like, what am I— where are all these people gonna sit? Like, I have a really big house. Like I said, I'm on 5 acres, but I'm like, I don't have enough seating for all that stuff.

You know, they come stand and network with each other.

Yeah. Yeah. Well, they will. But what I did is because Like I said, I'm out in the country, so I was like, you know what, I'm doing the whole fall country kind of decor, um, in the main part of the house and outside, and then the daycare area is just like all Halloween. But, um, I'm like, I'm gonna get, uh, bales of hay down from the loft and I'm gonna put those out there.

Nice.

And just decorate them with pumpkins and mums and stuff like that. Maybe put a blanket. And so I just got them like— it's not finished yet, but Just around the pool, you know, and things like that for people to have them, like, if they want to sit, you know, and conversate and talk to people and, you know, whatever, that it's there, you know. And I can just— when it's done, then I just have the hay and goes back to the horses and the pigs, and the pumpkins all go to the animals too. So.

And people love the authenticity of it. Like, they want something different. Yeah, yeah.

So many of the—

I have so many people that are also just looking forward to seeing the horses.

Yeah.

And the pigs. And I have one of my guys that's, um, in construction. He's gonna be out here and he's fascinated. Can't wait to see the horses. He was like, can I ride one? And I said, yeah, if you're gonna do it bareback, because I ain't gonna sit back during the event. So you're more than welcome. But, um, but yeah, so a lot of people are excited to see the animals and just everything in general. So it'll be fun.

Awesome.

I love it.

Yeah.

So, um, it's exciting to have everyone in here. So I wanna—

so I have a deal ready to go.

I got a deal ready to go.

Okay. Anybody else have deals that we're ready to run? We want our—

Mel went— Mel threw a deal.

Tommy, that one in Fort Myers that I ran on Deal Hunter yesterday, did you get that? I didn't know how to send it to you other than like, Trying to share it like in an email, so I don't know if you got it or not.

Well, I'm gonna— I think I shared this one with, uh, Mel yesterday. I'm gonna do an example. Let me show you real quick how to share, how to share deals with each other right now. This is gonna change, so don't like— don't commit this to hardcore memory. Um, moving forward, it's, it's gonna be different because UPT is changing all the freaking time. But as long as you're coming in the show, you'll be able to understand. We're going to tell you what, what's going on. So, um, here's the deal I ran yesterday for, for Mel right at the end of the program. If you go to share, you click that share, share button, it's going to, to, to do a little thinking, and then something's going to pop up on the screen somewhere and it's going to say, uh, public link copied to your clipboard. Anyone with this link can see the conversation now. Okay, and you're going to copy the conversation by doing that. That's the whole conversation. When I take that link and I go and put it, say for example, inside of the chat, um, you guys should be able to click on this and it should open up in your GPT in Deal Hunter, and you'll be able to be able to continue the conversation.

I tried to do that yesterday with a deal that I ran in Fort Myers, and I couldn't figure it out. And then when I think I just tried to do, um, Like when you copy a link, you know, and that's why I was trying to email you like that, and it was just putting in run this deal.

Right. And so, and again, I'm using this inside of the, inside of the dashboard. I'm not using it inside of the, inside of the browser.

Right.

So inside of the browser, that's a, that's a whole different animal.

Well, I was doing it right there in Deal Hunter like you showed, like you showed where you hit up the share.

Yeah, but the difference between a— the difference between the browser, uh-huh, and the— and the— and is, is this right up here. Do you see how you got a link up here? Do not copy and paste that. That's yours, not mine.

Yeah.

You have to go back over here to the share button and create a link. It'll create the link, and now you can take it— public link copied— and now you can take it and put it, put it in here and And you'll see that it's this— it's, it's different than what we've got up on top up there.

How do you do that though? How do you copy that?

You don't. You just click the button that says share. It creates it and copies it to your clipboard already. You don't have to— you don't have to click anything that says copy. It does it automatically.

Okay.

So I'm, I'm literally just— when I click that button, It creates a link in real time and sends in it, and you can see over in the chat, those are 2 different links to the same page.

Okay, so I'm gonna—

they all put that network.

Gotcha.

Right.

And then Mel over in the chat, Tommy, I don't know if you see it. He put in there a deal that he ran. And then of course Victoria's here. Victoria, we're super happy you're here. We get, we get that you're multitasking, but we're happy you're here. And Chris, Chris is a newbie looking to learn and invest. We love newbies. Yes, we were all a newbie at one point.

Yeah, regarding that deal, uh, that we ran, so what I did is I uploaded all the relevant files from the data room that they gave me.

Yeah.

It's a power of sale, so I wanted to make sure I, you know, I didn't miss anything, but there were a lot of files. So after doing the Run This Deal prompt, I uploaded a bunch of files and it uncovered a bunch of stuff. If you wanted to open up the PDF, you'll see I've asked it to create a Word document that I can share with my client, and it ran the whole deal. It gave me its advice flagged those things that it thought was a concern. And then one thing that it did flag that I didn't— I wasn't aware of was that the actual property is going to be up for auction at a tax sale. And so rather than going through the listing agents who are asking for an incredible price of $4 million, it could be something that we could pick up for less than that, considerably less than that. And that's what this thing flagged. And so that was really worth the effort because I didn't know that we could probably pick this up at a fraction of the price if we went through the tax sale process as opposed to going through straight through the listing agents who are stuck and hell-bent on getting the highest price. So that was great value for me.

Basically, based on what you're talking about with that auction though, is you run the risk of somebody else buying it too.

Absolutely.

Yeah. And so, yeah, you might get it at a lower price, but you're going to end up running into the risk of somebody else buying it. And there's that. That's, that's—

it gave me a strategy for negotiation too, considering that it could be up for auction. If you scroll down, it'll give you the whole negotiation strategy as well.

Oh yeah, no, I know exactly what it gave you because I built it.

So he's like, it's doing what I told it to do.

I'm not impressed. I'm not impressed by what it does anymore. I wanted to do more. I wanted to come with the money in its hand and say, here, sir.

I know, right? Please do. Yeah.

But yeah, like, and, and just, you know, and so, so Ed gets— so Mel gets the full, uh, full Land Shark experience and understanding. Like, I ran this deal yesterday, sent you the link. I think you took the link from here and then copied it over and ended up with that report, right?

You got it. Yep.

Do you know that they charge $1,000 per report on those things when you're getting them from an underwriter?

Yeah, I believe it for sure.

When you go— no, I'm— when you do your HUD statement, when you're filling out your HUD statement, the underwriter tacks in just for a report typically, uh, 0.5%. So on a deal like this, 0.5% of, of, uh, of $4 million I think is the deal.

Yes, that's right.

Right. Um, yeah, you're looking, you're looking right at $20,000 for the underwriting. Like a full— it would be more like a 31-page underwriting. I, I, I, I think I showed everyone that one the other day. But Deal Hunter can come in and, and just pull together, uh, all the data that scrapes. It scrapes from public record and, and from, uh, you know, from public publishing when people make links and put up pictures and stuff with the property, Deal Hunter goes out and finds it and, and lets you know, hey, this is what we're looking at. So, um, inside of what you put too, it shows like development, uh, stuff. Um, is like, for example, other, uh, uh, other areas of town are getting a certain amount, whereas yours might be, you know, they may be asking or demanding twice or, or 3 times the amount. You can ask it, hey, why? You know, because sometimes when you ask the seller's agent, I don't know, like, we're charging what we think we need to charge. Well, I can get Deal Hunter to justify the price and tell me this is justifiable or it's not justifiable, and here's why. And that's important because I can come back and say, look, you have, you have a tax sale imminent, like they're going to sell your stuff at auction.

You like that?

Like, negotiate on the price right now. I'll take care of the tax bill. You just lower the price or give me owner financing. I'll take care of it. Like, that's one way to do it. You go in and say, hey, I will take care of the tax bill. You give me ownership and then we'll work out where you just become the bank. Let me get this thing taken care of. And so as long as you know how to solve the problem, you can do that. I, I'm doing that right now with a business. It's an entertainment business. I've owned multiple entertainment businesses. My dad was an entertainer. I know how to, I know how to operate entertainment businesses. And so this company's selling an entertainment business and I signed an NDA or I'd tell you what it is. Literally, you look at when the new manager started and when the downfall of the company occurred, it all lines up with the damn staff. So you go in and restructure and put new SOPs in, make everybody follow it. I can make a half a million dollar company Out of a $100,000 company overnight just by firing people, hiring new people, and putting everybody on a different pay structure. Boom, done. Problem solved. Call, you know, I'm going to tell the seller, hey, listen, I want you to owner finance it for me at like 40%, you know, because I'm going to solve your stupid problem. And then when I solve the problem, the property will be worth more and I'll pay you back. Right. And so by solving problems for people, that's helpful. So, but looking at it, it shows like there's environmental constraints there, a little bit of MC zoning. Not being from Canada, I have no clue what any of that stuff means. But—

Yeah, the property sits on a riverbank and very close to the lake waterfront. So MC stands for marine commercial. So it would have to be rezoned, but does allow for residential zoning. Up to about 15 meters, let's say 4 stories, 5 stories. And so that will limit— because it's, it's on a shore or on the bank of a river, what it did flag was some concerns for erosion and, you know, how much could you actually build and the setbacks off of that, that creek bank, and then the fortification of it. So the whole bunch of stuff that it gave me that I can use for negotiation, which was pretty impressive.

Well, you want to get impressed again? Watch what I do here. So I'm going to tell mine that I want to. I want to do something here. Come on. Is it going to work?

Probably not.

I need to go at. This thing's moving super slow. I need to go ahead and have you create an entire, um, offer, uh, based on the information above. Um, I want the offer to explain that we know that it's going to a tax deed auction, uh, of some sort. And so I need to understand, go into public record and see what the, the delinquency is. Um, but I want to put together an offer letter that says we'll take care of the tax delinquency if they're willing to, to take a, uh, a small down payment and owner finance the rest of their asking price so that we can stabilize the property. There seems to be quite a bit of, of issues regarding all the red flags, so address every single one of those in a letter to the seller. And so now I can put that, put that back on GPT to respond in a way that I can just send it off. I no longer, I no longer talk for myself. Um, I, I let, I let GPT respond for me. I read it, say, yeah, that looks good, and then send it because it sounds way better than what was in my head to begin with. Right.

So, Tommy, are you talking right into, uh, into ChatGPT, or are you using like Whisper AI as a—

Nope, I just hit that microphone down there. It's called Dictate, and on my machine it makes me use hotkeys because I've got some stupid key— I've got a stupid keyboard that is more jealous than my mouse, so it's a pain in the ass. But I click on that right there, that's called the Dictate. Button. The other thing I use is over in this blue, blue box. In the blue box, um, that is a, um, uh, the blue box is what we call, um, come on, come on. Okay, it's not working. Right here inside of the blue box. It's not working. It would be our, our talk feature. Um, it's, it's giving me the option to send it, but it's not giving me the option to talk to it, which is odd. Used to be a talk button right there. Catherine, do you have a talk button on yours still?

Um, let me look.

Man, they change stuff every day.

Yeah.

Let me go over to Deal Hunter. Nope, it's gone.

Yeah, it's gone.

The Talk To feature is gone. My little heart is broken. Charlie's gone. There it is right there. So start voice. I can just do this inside the chat. They're getting rid of it from the inside of the GPTs apparently. So when we switch over to plugins, this will be fine because underneath here will be a bunch of your plugins. But there's 3 ways to talk to GPT: you type it, you dictate to it, or you start the voice and talk to it like this. Hey Charlie, good morning. I wanted to, uh, talk about, uh, all the changes going on with GPT and OpenAI.

You didn't share your sound— share sound button. We can't hear it.

Let me sort through it and be precise.

Can you reshare and click the little button?

I wish that would just be a constant, you know what I mean?

Yeah, the shift is bigger than just a new model. OpenAI is moving from chatbots to more of an operating environment with agents, plugins, and automations. For you, the urgent piece is custom GPTs are being retired in December. So your GPT portfolio needs a plan. Instructions and knowledge migrate, but custom actions and sharing don't carry over cleanly. Models have advanced too. GPT-6 Astra is aimed at more complex and multi-step professional work. And for your businesses, the durable mode is no longer just a GPT. It's the business logic, data integrations, and automations you own. Honestly, given your ecosystem, I would prioritize migrating and regression testing Deal Hunter first, then the others.

Okay, well, I mean, we've already tested out Land Shark Mastermind, um, investor survey, and that seemed to work okay. We've got to get some testers to do it, but we're going to move everything over to plugins, from my understanding.

One moment. Yes, that's right. And the fact that the Land Shark investor survey is already working as a plugin, that's a great start. But the next phase is different. We need to let real users run through it, watch where it breaks, And see if the data and outcomes are consistent.

Well, I understand that. What I want to work on now is coming up with how much of Deal Hunter needs to be an API and how much of it needs to be an MCP so that I know how to move forward buying an MCP server.

Okay, let me think through that carefully. Don't frame it as API versus—

Hey, hey.

Got it.

Hey. Let me finish.

Yeah, go ahead.

All right, so, um, I'm in the middle of a podcast. Figure this out and talk to me about it a little bit later.

Understood.

All right, thank you.

Focus on the podcast. When you're ready, we'll get specific about Deal Hunter's API versus MCP Design.

All right, thanks. So do you, uh, do you see how that worked, Mel?

Sorry, Tom, I was just texting somebody. Yeah, I was listening to the whole thing and watching the whole thing.

Yeah, so again, like, I, I talk to it as if it's literally sitting next to me as a human being, and I can be— and I don't necessarily have to worry about my manners. It does perform better if I have manners. But if I need to get something accomplished, it's like, hey, shut up and let me talk. So, and I— it's only because it's a machine and it doesn't— it's doing what it's supposed to do, which is talk when there's dead air. If I'm sitting there going, uh, um, etc., and it interrupts me, like, it's not trying to be rude either, but I need to correct it and say, wait until I'm finished. Sometimes I have to prompt it and say, when I say the word done, then I want to hear you talk. Otherwise, keep your mouth shut until then.

Like, yeah, like a toddler, huh?

Yeah, again, like you gotta talk to it like you're the boss.

So almost like you're on a walkie-talkie, but you got to watch out for those AI robots, man. They're going to get you, right? Your social credit score is going to go down.

I'm good with that. So it shows that On your property, looked like about a $150,000 tax situation. It says here, this is the email that it would write. We've completed initial review of 3 Lake Street, and we're aware that both power of sale and the advertised November 10th municipal tax sale are pending. So rather than submitting a heavily discounted cash offer, we're prepared to discuss a structure at the full asking. And the reason why you're doing this is because, again, it leaves them vulnerable into saying yes. What that leads them to do then is be fully open with you about everything, and you can find out stuff and be like, you know what, nope, bad idea, I'm gonna back out. Or nope, didn't see this coming, we gotta lower the price, right? Because if you try to negotiate with going sight unseen, like, uh, if, if they're quick to be like, okay, yeah, we'll take your offer, you're like, oh shit, what's wrong with it? I did that one time with a car, went and bought a 1978 El Camino, and the guy was like asking $3,200. I only had $2,500. And I was like, um, I give you $2,000. He goes, done. And I went, oh shit. Because like went from $3,200 down to $2K instantly. I knew I bought a lemon. I'm like, oh. And I could tell by the look on his face, he was like, gotcha. You know? I'm like, uh, it had Earl Scheib paint job on it. Right. Got it home. The subframe's totally rotted, everything. It was just toast. I bought it in the middle of winter, so I couldn't crawl underneath it, and it's snow on the ground and slush, so it wasn't like I could see anything. But it had been through every bit of 24 years of Chicago. It had rotted frame rails, everything. It was just done, it was cooked. And I'm like, so, you know, good shell, pretty car. Don't drive it fast on a bumpy road or it won't— you'll Fred Flintstone the floor out of it. You know, so that's what you end up with. And so inside of this deal, I'll give you full asking if you give me full disclosure, right? And so when you get into it and you can dig around in their books and understand everything, then you can understand what you're looking at. So you can you can put the short form of it in there, or you can do the long form. At the end of the day, I like to do what I call the. The dream idea. I want to go ahead and make an image of what this property would look like using, uh, using your expert knowledge of everything out there. Pretend we got the entire property done and taken care of, and then, um, uh, let's do a— let's see what a, a, um, marketing flyer would look like to get tenants in the building and, and, and have people come check the place out after we're all done fixing it up and getting it beautified. And so while that's cooking, Catherine, do you want to pull up one of your deals and get that going?

Yep.

And then, um, uh, so yeah, that, that right there, Mel, like, you know, you were asking yesterday about like, like the, uh, cohort and, and, and the price of it and whatnot. We're, we're raising the price to $15,000 per person as of January 1st because we're going to be doing opportunity zones and it's another tack-in to, uh, people's, uh, it's going to be just another bolt-on to their, to the package. But we're kicking it up to $15K because there's so much value to it inside of what people can get done, um, on a daily basis. Now there, you know, we don't have a, an earn-it method to get the tools. You can use the tools for free And you can see how easily they are to use by yourself and solo, but to bring them in and, and throw them in front of people and, and get them on the podcast and get them on, on the live in front of people, the value is, is there inside of that. And having all the tools at your disposal, uh, instead of having to wait to get them done inside of the show, like, that's, that's where all the, all the key components are. So, um, you asked where the value was. It's right there, brother. Like you get, you get deal hunter after deal hunter deal, unlimited amount, no price tag to it, you know? Um, and so you're—

Well, and at the end of the day, you know, I've built this out for so many investment companies and, um, they, uh, everybody's come back and said that because of the AI that we built out for them, they now have over $100 million assets under management.

Yeah.

I mean, it's that powerful. And, you know, but kicking myself for not becoming equity partner in the company instead of just charging them, you know, for building it, but super happy for them. And, you know, super proud of like what it's been able to do. And that's the value behind what it is that we build. You know, it's not just another fun toy. It's literally like How much would you pay to have a portfolio of $100 million or more?

And then you can start doing renderings like this. You know, what it used to cost me to build something like this picture right here was like minimum $5,000 with a designer. He had a software program, take him about 4 minutes to do it. Charge me $5,000.

Yeah, right.

But I don't know what the— I don't even know what the site looks like, Mel, but you could, you could use that picture right there to show a bank, hey, this is what I'm thinking about doing, you know? And the bank goes, oh, you show that to a group of investors, this is our project, this is our idea right here.

Oh yeah, I have a quick question. That's kind of like off the deals, but, um, I think you guys might mention this or talked about in a 3-week series on Fridays. Is that you'd be able to do lead generation as well for real estate deals like off-market? Is that right? Yeah.

And so, talking about, talking about MCPs, you use— you would— we would build it out where you can get, you can get off-market leads from Facebook Marketplace. You wouldn't— it would just— they would just show up in your inbox. Here you go.

Yeah.

Or you could just say run a report and it'll show you.

Yeah, well, because I have several, you know, brokers that I work with that have relationships with that are great. And of course, it's coming up, you know, we're in the 4th quarter. So a lot of investors are looking to, you know, buy larger assets, commercial assets to set, you know, offset their taxes and all that kind of stuff, you know. But they all— well, I'm not going to say all, but the majority of them want strictly off-market or pocket listings, if it's even with a broker. So if it's on any kind of website, brokerage website, and things like that, they won't look at it. So I was just trying to think of an easier way to do that because I kind of do that dispo side and my brokers are kind of looking for these. But yeah, they're sending me investors that pretty much—

What you're ready to— What you're requesting is to do what's called, um, uh, bump marketing. You're, you're, you're trying to harvest a seller that doesn't even exist yet.

Yeah, trying to find them or see them.

So again, when, when these, when these people, investors or brokers, are like, I want off-market, and that means that it's not listed on any website, Unfortunately, due to the nature of our society today, every property is online now. So good luck. And it's not that they're listed for sale. You can go to Zillow and find a property. It's going to have a price tag on it. It's going to say off market.

Yeah.

Yeah.

I mean, that's, yeah, that's, yeah, that's, um, yeah, they're not worried about that. So they just don't want to see it.

But again, when they, when they say, I don't want anything that's, that's, that's on market. Or listed on a website. Listed means one thing to me. It means that there's an agent attached to it and willing to sell it for a seller. That's on market. If something's off market, that means to me that it's not listed on an MLS service anywhere. It can be listed on Craigslist. It can be listed on Facebook as somebody selling. It could be listed on a for sale by owner website because again. At the end of the day, those, those are the ones that you can go look for and try to find an active seller, because anything less than that's a bump sell. And a bump sell is you're trying to bump somebody out of being a homeowner and into selling their home.

Yeah, well, these are like commercial, all commercial.

You can do that with a title company, and you get a title company to list out and, and filter All the properties that have been owned for the last 30 years, because that means their house is finally paid off. And so you can filter those and do mailers to every one of those people. You can door knock every one of those people and get one of those people to sign an agreement with you. But there again, where, where are you going to take it now? And so you can take that deal over to Dispo Buddy and, and, and list it on Dispo Buddy. Dispo Buddy will put it on terms for sale and you can get, you can get a good rate or commission deal going over there.

Yeah.

So the, the way to find property off market, um, there's 2 types and one of them is not listed on the MLS and the other one is a bump sale. So it just depends on what you want to really get into. So here's the, here's the flyer that it created. Let's see what that looks like. Come on. Now leasing Lake and Creek Residence. Looks pretty cool. Come on. It's not opening up a bigger picture. There it goes. So phone numbers on there and that's great. All that stuff.

Hey, I wanted to ask you, so a lot of the, um, like Rachel, I have a lot of my clients that are looking for off-market deals and, and I agree with everything that you've said. I do notice that, you know, as I try to phone lawyers that are, you know, just basically in that space as trustees or receivers, trying just to get on their list of anything that they might have. But what I do notice is that a lot of these lawyers will most likely kind of let the cat out of the bag to their own network of clients. These could be developers or people that do business with them, or, you know, Obviously have them as their lawyer closing deals. But I'm wondering, are there ways to prospect these lawyers or receivers or trustees that hold these power of sales? Have you ever tried approaching them or creating or nurturing relationships using AI?

No, I go to, I go to in-person networking events and, and buddy up with them and buy them drinks and tell them how cool we are.

And yeah, networking is huge.

Yeah. I go to 15 networking events a month.

Wow.

Hey, uh, Tommy, what about, um, tax liens and deeds?

Yeah, and again, you can do those. You can do tax lien, you can do, you can do, uh, trustee sales. As a matter of fact, when we, um, when we teach Claude, we teach dashboards because that's where, that's where we can get a lot of stuff done inside of the dashboards. Um, is, is through, um, what was this note from PM? I don't think this is one. Um, we build dashboards. Let me see, I got one somewhere.

I mean, um, for, for the investors that are looking for somebody else to find them properties, this, yeah, maybe may not be the most ideal because they're wanting you just to hand them something.

You know, yeah, but you gotta, you gotta have some organization to it, right?

Yeah, I get paid for it. So, yeah, yeah, but I don't wholesale. I'm not wholesaling or anything like that. I'm basically just, you know, like, you know, bird dogging or whatever you want to call it, you know, kind of thing. But these are brokers that, you know, reach out to me. I don't reach out to them. And it's like, oh, you know, we got an investor that's looking for this, or we have investors looking for that, you know. Like, I have a bank through one of my brokers in Florida that— here's an example— it's looking to spend $8 billion at the end of the year, and they want single net or single tenant triple net, you know, assets, you know, kind of like what Amazon or FedEx or, you know, things like that as an example. But, but yeah, so. I have, um, some of my brokers are, you know, reaching out using CoStar or different things like that, you know, um, backing, you know, list backing and, um, kind of go about it that way.

So.

Right.

And so to organize it though, like, this is an Arizona trustee sale auction board that we built. We bring in the information, it puts all the, it puts all the details to it. We run it through Deal Hunter. I run the list, uh, for the monthly auction through Deal Hunter. What it produces is then, uh, it'll produce a, a, uh, uh, priority, like is it a go or no-go, and if so, why and what. So when I'm looking at it, like here, I can see it gives all the SWOT analysis off of what we ran it through. And this is just how I like mine organized. So Because again, you got brokers that'll tell you a buy box if you're a bird dog. And when you're— when you use the term bird dog, you're going to go after whatever the last person told you to go fetch was. Okay.

Yeah.

I see that.

Okay.

So that's not what I'm doing, but yeah.

And so you're going to want to organize yourself and say, I have a list of bird dogs and build a database of bird dogs, you know, build a database of buyers and then come and get property and go and get property for them to buy. Again, using title company. I have a title company that sends me a list of properties. It's in a spreadsheet. I bring it into a database, sort it, value it, score it, then start figuring out who needs what and where.

Okay.

So they give you a list of like, um, sellers, like possible, like people looking to sell?

No.

Well, and again, these people aren't looking to sell. They're forced to sell. This is an auction.

Oh yeah. Yeah.

As a tax deed auction.

Yeah.

And so you do the same thing with a list from a title company. Title company sends you a list of people that, that are in probate. You can, you can sort that list.

Yeah.

Do your outreach. You gotta have a system though. That's the thing.

Yeah.

A lot of, a lot of, uh, of real estate companies that start up, they're like, okay, I'm gonna sell real estate.

Boom.

Done.

Yeah. Yeah.

They don't know it's a 14-step process to even just list a property. Yeah, right.

Well, I have a real estate attorney that's in Florida, and he owns a title company as well. And he's one of the guys that's reached out to me, um, with, you know, I have investors that are looking for, you know, off-market, uh, commercial properties. But so, yeah, but yeah.

So you go, you go to your title company guy, and you— the other one is your property insurance. No, again, you don't have to go straight to the seller about that. You go to a property insurance company and say, hey, you got anybody delinquent on their property insurance? You got anybody that hasn't paid the property insurance? Anybody that, that, that, uh, has a, a claim right now and are struggling? Like, you can get lists from people all over town by buying coffee and setting them up and doing that stuff.

Yeah, yeah. Well, I know people are gonna— their notes are gonna be coming, you know, due and That kind of stuff as well.

So, right, right. Catherine, did you run your deal yet?

Yeah, I've been sitting here with it ready to go.

Sorry, I'm sick.

No worries, it's all good. Okay, so I got 2 really fascinating deals. Um, one is, uh, 317 acres of vacant land in Wintersburg, uh, and the other is a—

Oh, the 317 in Wintersburg, Arizona?

Yeah.

I know where that's at.

I know, I thought you'd be excited. The other is, um, it's a 155-pad, um, uh, RV park out in Florida.

Oh.

Ready? Yeah. Maybe I don't have a safety whistle. I don't know.

So, Tommy, this is for you. So here's in Wintersburg. So it's the I-10 Tonopah. Okay, so 317 acres of vacant land. So here's what's interesting. So it's industrial data center land acquisition, entitled entitlement development, or resale to industrial data center user.

Hello.

Um, so backup strategy, hold entitled industrial land, phased industrial commercial disposition. Like, this is your sweet spot. So here's the deal. They're asking $69 million. But here's what's weird. So it's $217,000 per acre, right? But there was a sale in July of 2025 for $8.7 million.

What do you want to bet? Does it give you an APN number?

It's telling what you negotiate it for. I'm looking for the APN. I mean, I can ask it.

It should have it on there.

So what approved zoning actually allows comparable land?

Maybe in the first part. Hold on.

What is the number on this property?

Here you go.

Why are you looking at that? I'm gonna throw a plug in here too, just from the being involved with the economic development.

APN, assessor parcel number. This property is made up of 6 parcels.

50645028506450298. Sorry about that. So yes, I got the APNs. Sorry, go ahead, Tina.

Oh, no, I was just saying, observing what our economic development team does, even in Iowa, how involved they are with really promoting industrial and zoning land industrial to bring in economic— to bring more economic viability into the cities. So just saying that, that reaching out to the directors and the economic development or the city to kind of just see what they have available for industrial land. I've just seen it. It's very competitive, meaning they are, they are finding developers that are wanting to come in, but even for them to get them to come into their city, that's a very competitive bidding process. So, just wondering if that would be a route for someone if they're interested going into an area, checking with economic development, asking what do you have for industrial land, because they want people to come in, you know. So I don't know how they're— if they're selling that to a specific company, like say we brought in Daisy Brand, right? No, or, um, just—

So I'm gonna give everybody the idea here. This is, I believe, What's called owned by Verma Land Company somehow. What was it for? I need the parcel. Five zero two eight, right?

Yeah.

Yeah, I was wondering.

So it's just purchased. It's two eight two nine two nine two nine two nine two nine. Okay.

So.

Yeah, 2929. They're all off of Cactus Road too. That's what's funny.

So it says immediate send an LOI in the low 30 millions rather than negotiating. For the $69 million, uh, yeah, no. And so, capacity documentation, right?

I mean, it's, it's literally only worth $28,000 because it's— it still has not been entitled, right? So there's no entitlement to it.

Yeah, whoever bought it in July of 2025, um, Me, like, there's an opportunity in offering entitlement services. They bought it for $8.7 million. But now, you know, a year and a half later, they're wanting to sell it for $69 million and did nothing with it. That doesn't even make sense.

Yeah. It sounds like maybe they might have bought it for, like, a buy and hold.

I'm trying to make it make sense. Give me a second.

Alright.

Like, I'm trying to help you understand. It's called setting the HUD. Okay, they bought it, they bought it as vacant property with nothing else to it, right? And, and here, I'll share my screen so you can see what I'm talking about.

Okay, stop sharing mine. Okay.

This is the property right here.

We're not seeing anything yet.

Yeah, this is one of the buildings right here. Come on.

There we go.

One of the dirt piles right here. Okay, this blue box right here, right? Do you see what's next to it right there?

Great big neighborhood.

You're not building a data center there, right? You're not.

Oh, not gonna happen.

Not gonna happen.

Yeah. Is it zoned industrial?

Say again?

Is it zoned industrial?

It was marketed as industrial, sure, Catherine. It's literally encouraging—

it's marketed, it's marketed, but is it zoned?

I think they did zone it. I don't know for sure. Let me double check. I don't think primary, uh, primary zoning on it is not I-2 yet. No, legal class is still too hard. We do they have a phone number on there, Catherine?

I'm looking, I'm looking. Uh, Scott Truitt.

Yep, I know Scott Truitt. Never mind, screw him. I ain't. He's an idiot.

Okay.

This is a Verma. Yeah, this is a Verma land deal.

It's. That's that year.

Verma land jacks up the prices and stuff all the time and messes with the prices of stuff all the time. But these are all vacant lots out here.

Yeah.

These are homesteads. There's a big wash that runs right through the middle right there.

We can't see your screen.

Oh, hold on. So Scott's— Scott's property is right here. You can call them, you can call them. I don't want to talk to them. Here's my voice. So Tonopah High School is right there. So like, there's no way they're gonna Allow a data center to be built right there, anywhere in the county. It doesn't matter what your name is.

Right.

By the way, this is a swamp. If anybody says there's a problem with water in the desert, tell me why there's a swamp in the middle of the desert. That is a swamp.

Oh. So is that a bit deceptive? I would say marketing is 100% deceptive. Yeah. Absolutely.

Yeah, I mean, I would call them and just be like, hey, what are you talking about? I mean, we can do it. We only got 4 minutes left, but I just call and be like, this is data center land being that close to a subdivision.

How? Yeah, I, I don't, I don't want to get into an argument with somebody stupid.

It's not an argument.

You can't help stupid.

Again, understand the, the, understand the, the mentality of these guys.

Well, again, it's, it's— so here's the thing that's irritating to me, and we keep running into this a And this is the perfect example of when we were looking at that property and they were marketing it as multifamily when they knew there was a freaking sinkhole below it.

Right. What they knew was that they, they didn't have a property that they could do something with, and so they were selling it for that reason.

And that, that's what irritates me is these brokers have no issue like lying to people saying, you know, well, it could be for multifamily. Really, if you want a massive lawsuit on your hands, like they're just in it for the commission. They don't give a crap.

Yeah. And nothing else. Right.

Yeah.

Yeah.

So no, I don't want to go through the process. Well, we are wrapping up on the hour. Want to make sure that everybody has a great, wonderful day before we head out. We've got stuff to go and look at today. We're going to go look at some property. We're gonna go to, we're gonna go to Camelback. We're gonna go to Camelback One, as a matter of fact, or later on today.

Yeah, let's tell them about this really quick because I think this is kind of cool because we'll go, we'll do some videos on it and bring it back and play it tomorrow for you guys. I'm really excited to go see this.

So Camelback One.

Yeah.

Go ahead.

Was, uh, is designed as a, uh, it was a— it's a multi-family that, um, turns out they, uh, the multi-family, um, was and started out as an office building. It was a bank building. BMO, uh, had their bank office right there. And so they closed up shop several years ago in that location. It was at Central Avenue and Camelback in Phoenix. It's called Uptown Area. And so in the Uptown Area, they decided to rebuild that building but made it into multifamily. And it's a heck of a building from what we can see. So we're gonna go check it out, um, and see what, uh, what it's got, you know, as far as like living arrangements, stuff like that. Catherine, Catherine and I talking about maybe possibly, uh, staying there for a short time. So see what happens.

Come on.

So, yeah, other than that, I don't have anything else. Catherine, you have anything else?

No, I'm excited to go see this. And tomorrow I'll show you all the, um, RV park, um, because actually it's a potential go. So I think that we might have something to talk about.

Okay, perfect. I like that.

Okay, wanna pray?

Yep, absolutely. Heavenly Father, we thank you for the blessing of this day and the blessing in this life. We ask that you continue to bless and guide us so that we may always do your will. In your name we pray. Amen.

Amen.

Amen.

Everyone go out and have a wonderful day and, and be blessed. We'll see everybody back here tomorrow.

Bye everyone.