Episode 7: From Data to Deals — How “Jack & Jill” Built a Land Empire from the Back of a...

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Stephen, Jack Patala and Jill DeWitt, but they go professionally as Jack and Dill. And these are the land. I guess I'll call you the land couple. They have done over 16,000 transactions in land. And I think, I think it's kind of like the number of burgers sold. They have a sign just flipping around outside on number of transactions. And they're the owners and operators of the Land Academy and we're going to be speaking to them about. About land. So Jack and Jill, welcome so much to the Potentializer podcast.

Thank you. Very happy to be here. And why have we not done that? I wouldn't mind a little ticker up on the office wall showing, you know, one more, one more burger sold.

Yeah, I think. But that, that could be your stick. That'd be your stick. Well, it's. So.

I mean, that's, that's a, that's a phenomenal achievement. 16,000, you know, if you do it by the hour.

One every one every few hours or something.

You know, you laugh about that, Lance, and I'm sure Jack's going to tell a little more in a minute, but that was a lot of it in the beginning. There were. Back in the day we had hourly auctions running selling land and that you could rack up numbers fast that way.

That's how we hit those numbers.

Mm, that's an awful. Well, I want to, I want to build up to that. So let's. Let me start, let me back up. Let's start with.

How did Jack and Geo. How did, how did the two of you get involved with land as a niche, as a real estate niche?

So I started very briefly. I started as a commercial real estate broker in Detroit out of college, around the very early 90s. And it was a pretty serious real estate depression or recession, I should say. And so I decided to.

I decided to form a niche for long term care facilities because people are getting older as they are now, and the whole thing. And it worked out really well. I bought and sold a bunch of properties wearing different hats, but realized at the end of it that it was one of the most complicated real estate transactions you could dream up. Federal approval, state approval, all kinds of things were involved. And it took a year. And when deals take a year, as you know and your constituency or following knows, deals get killed. Time kills deals. So I swung the pendulum all the way back and decided to buy a piece of property in very rural Arizona just to see what would happen. It was an 80 acre piece of property. I think I paid around 8,000 bucks for it, redressed it up, not physically, but on the Internet, and resold it for something like 16 or $18,000. This is after four or five years of buying, buying and selling, very successfully buying and selling, I might add, long term care facilities. And so I was hooked from that point forward. That's how I got really got into it. Jill and I joined forces much later, around 2009 or 8 or something like that. And that's when the business really took off because she filled, you know, I'm the technical person, but she filled, she gave the whole. Breathed some, you know, personality and some. Her phone skills and closing skills are far surpassed ever what, what mine were. So that's why we're really here.

You had a team, though. You had built up a, a pretty big organization.

And then in 2009, we all know what was happening at that time, so things were really scaled back. So not so. When I came in, it was kind of like everybody's kind of standing here, you know, there was not a lot of excitement going on. And I'm like, you guys, I can sell this stuff out of my way. And so that's what I did. I just got on the phone and I started selling. And here we are.

Yep.

So out of adversity comes your land academy empire here. That's. That's what it sounds like.

Yeah. And what's nice, we were just talking about that with our community the other day. I'm like, you know, I'm sure one of the reasons you're here is because we've survived not one, not two, but gosh, three, you know, big.

So. Have you?

Well, yeah, I was. Oh yeah, Lance has it like that. You're pointing at me. I'm like, don't tell the how old I am.

But Lance also, like we've been through, we've been through it and we're still here, you know, and, and it's nice when you have someone that says you're going to weather the storm. We've done it. Here's how you do it.

That's fair. That's excellent. That's. I mean it's interesting you say this. I was having the same thought the other day. It does age us a little bit now how many different cycles we've been through. But for, for somebody who's never been through it, it's a great resource for, you know, couple like you that can. Okay, here's what to expect. Here's how you get through it, you know, as opposed to lot of scare times out there.

All right, so. So you, you got into land. You got into land. And, and I got it. This is why I'm really interested in speaking to both of you today is so what makes land investing different from traditional real estate, whether it's single family or multifamily for that matter, what. What do you consider makes it different or unique?

So it's, it's funny you bring that up because my dad was a small apartment investor. My dad owned a. All throughout my childhood owned a small accounting practice. So he was constantly. Had clients that were in trouble at a small apartment building. He would save them from it and fix. Sometimes clean it up, sell it, sometimes rent it out. So I'm pretty familiar with your asset class. And what was the question.

Why I land? Well, I was gonna say, can I give you my answer? Because you can do it from the back of a boat.

From the back of a boat. Okay.

Which we do.

I want to hear about it. Tell the story. Okay, tell. Are you primary? You're primarily flipping the land. I take it. Right. And yeah, with what you're doing, it's.

Like the big picture is it's the easiest thing. It's the most simple, it's the most basic. It's. It's so overlooked and it's a thing that's easy to sell. Like it's. So when people. What we do is we, we do. And this has always been Jack's job is to make my phone ring, whether it's on the buy side or the sell side. Now it's my team. But what's the secret? Well, he knows how to pick the areas. Well and, and he knows what to look for. And it's from part of it, I think is you. And part of it Is now you were like, you're a pro, obviously, you really know how to do these things and you know how to teach it. But he also knows how to price offers. We send very deliberate with a dollar amount respectful, not postcard gimmicky price offers to sellers in the areas of the properties that we want to buy and just wait for them to call us back kind of thing.

Tens of thousands at a time.

Yeah. And when they. The people that are getting these, it's not. We do it for houses too. So don't think that we don't do that. But especially for rural vacant land. Some of them forgot about it. Some are like, what am I going to do with this? My wife's been killing me. Now I'm staring at an offer, you know, and, oh, wow, I got to pay the taxes again, you know, or someone's passed on, you know, fill in the blank. When it's not something they're living in and staring at and appreciating every day, it's very easy to go, I can have 50 grand right now, or what else am I going to do with this? The kids don't want it and we're not going to build our dream cabin there after all kind of thing. So that's why it's unwanted. It is. It's unwanted and they need the dough.

Yeah.

Yeah. And it's so easy to do because there's no inspections, you know, with land. I don't. It's. There's not. If there's a fire, great, now the brush is gone, you know, kind of thing. I have to do anything to it, and I can be anywhere in the world and do it.

The downside is you're not building a balance sheet along the way, the way that you would with. With apartment buildings. So you, you know, there's a. That dual income scenario, balance sheet and income statement scenario with traditional real estate with land. And the reason I told the short story about my dad was he was always said, never buy land. It's the worst thing ever. Of course, that was a way different time. They didn't have the Internet and the exposure for what's for sale. So I just. We took. I took that in the beginning to the end. It was just we were selling 10, 20 properties a day at one point.

That's how you get to 16,000. I guess that's that kind of volume. That's phenomenal. That's phenomenal. Well, you open a couple of doors here for me. One of them is the marketing technique that you just mentioned is Very interesting. Where you send out a direct mail piece, it sounds like with an actual price offer, a reasonable price offer for your property. And I'm curious, is it sometime weeks or months before you get a response, is it kind of burning in their brain over time and ultimately something triggers them wanting to do it or they call right away, yeah, dump this land.

It takes a couple weeks for the mailer to hit. In general, we actually own the, we started and now own and manage the commercial printing company that handles all this because we got fret. Nobody understood. They just didn't understand what in the past, how it worked for us. So we'll take a, you know, we make 100% data driven decisions. There's no guessing. Well maybe it's going to work here or there. We data is, and this is my role in all of this is to analyze markets, see where the land and or the house scenario will work so that when we once we do send all, all this mail at the prices that are very specific, if one comes back, she knows if she's on the phone with the seller saying yeah, you know, I got your mailer, 22,000 bucks. I would do want to sell but $22,000 isn't going to work. She knows without looking up anything that I've already done all that work and 22,000 is probably a stand up double for us or at least a single. And so she'll just work it that way. So we're a pretty good team that way. But my, I want to drive this point home. None of this is feelings. It's all data driven.

That's true.

Yeah, it's all data and that's great segue. My second point was, you guys have said this a couple of times, is that the Internet has enabled all of this. Have data driven pricing, data driven market selection and do it from the back of a boat. Is that right?

Well, let me go back and say even 30 years ago he was still doing it on the back of a boat. It was just a different boat so that it just gotten easier. Like when he was doing this, it was before Google Earth. And I remember we used to, when I came on I was, we were getting plat maps still from the county and I'd sit here and have to try to figure out, you know, looking at what I had even when Google Earth was coming out and trying to line up, I think that's the street, I think and now I can just punch in State, county, APN and I've got the whole thing at my fingertips. It's a dream now.

But we were doing it. It's cool.

Jack, did you want to add something?

Yeah, no, this boat's better.

Okay.

Better.

All right, so.

So I got. I gotta ask this question because one of the questions, I get a lot on apartments because we're doing, you know, apartments across the country. People always want to know what's up? What are the best markets? What constitutes the best market? So are there any qualitative attributes you're looking for to pick your markets for your. For your land deals?

Before you answer that question, can I just tell Lance we've done this exact strategy on small apartment buildings in LA county, so it would work anywhere.

Yeah, worked really well, actually.

So go ahead.

So the process is this. I call it trolling slash fishing. You get on the Internet, let's say on realtor.com, maybe Zillow, you put in some parameters, like 1 to 5 acres, less than $45,000 sale price, or let's say between 20 and 45. I'm just using examples and a couple other parameters. And then you start trolling around the entire country and seeing what pops up. And so you'll see clusters, depending on what your acquisition criteria is, you'll see clusters of property that fit that, your profile of what you're trying to purchase. I then translate. This is all automated now in a product that we just created called Deal Complete. It makes it very, very simple. And so when you get to these zip codes, you plow those into what I call a red, yellow, green test to directly answer your question. How that comes out in the red, yellow, green test is that confirms that what I thought when I was trolling can work. And if I actually do send out offers that are priced properly, I should be able to buy them and then resell them pretty quickly because of the statistics that are in the red, yellow, green test. Days on market, new list to sold, how many properties got listed that month and then sold that month. And you look at those statistics together. There's a bunch of them in the red, green, yellow test. And you look at all those statistics relative to all the adjacent zip codes, and you're going to pick two or three zip codes that really work well for houses and. Or land, preferably both, because usually in the markets, they'll both work at the same time. Then you send out 10, 20,000 offers, or however many offers are viable, because you can see all the data on their assessor role. You can see who owns what. And then we send out the mailer, and then I leave and Jill's job again.

Then he's back on the boat and then my phone starts ringing.

I, it's interesting. I, I have a system as well. We have a red light, green light system. Same thing for evaluating projects like that. Jack, I got to ask. What's your background? Clearly you're heavy, data driven, analytical type mind. What is your background?

I have an accounting background. Not. I, I have an accounting background and I made partner at KPMG at. At which time I, I chose to leave.

Thank you very much. Now I'm out of here.

Beautiful. Beautiful, beautiful. Right? Okay. That's right. There's the, there's the data side. So.

Is this. I understand this is primarily rural land. Is that, is that a preference that you goes after? It's rural land. And why is that? If that's the case, why is that more attractive?

It's. It's any property that we believe. It's not just rural land. It's all pieces of vacant land. It's any property that we believe is priced at about 20% of its actual retail value, which allows us to buy it for about 20% of retail. And we end up. It gives us a huge cushion, allows us to sell it between 50 and 75% of retail value, which is what we do. We never go for retail. And that's the key to 16,002.

Yeah, yeah. Sell a deal. Basically, you're buying a super deal and selling a deal.

Exactly.

It's unwanted.

Then you got repeat customers, they love you, they feel great about what they want. Everybody. I just doubled my money. That's our better thing. Double our money and get out fast. And just keep doing it and doing it and doing it.

We have a whole full time staff. Yeah. Yeah, go ahead.

So what's, what's it now? Now? If you want to Really. I know this question everybody's having right now. What is a typical hold time for you? How long do you hold a property before some of you acquire it and flip it?

Two weeks to like now I'm gonna say a good average is two weeks to 90 days because we wouldn't be in that market if it wasn't going to move that fast anyway. And typical, like one of my favorite numbers is like I'll buy all day long for around $50,000 and sell for like 120, 150, something like that, because it's really worth like almost 200. Everybody loves those.

Yeah.

So that's. And if I do four of those a month, that's. And which is not hard to do. That's a pretty nice. If you can't live off that, we gotta talk.

Our dollar volume is pretty high.

That's right.

And our unit, our unit volume or our model has changed, you know, since the 90s. Our unit volume is down pretty low, a lot lower than it used to be. But our dollar amount's pretty much higher. Yeah, less deals, more money.

That's what we tell people a lot in Land Academy. I'm like, now add a zero. And they're like, what? I'm like, add a zero. Trust me. And it gets easier too.

We partnership a lot of deals too. That's a big part of our business model. We, we fund other people's transactions that are within our group. And that's the reason we started Land Academy, so that we could. And it's a two way street on larger deals. We bring in people that are in our group. It's a pretty tight knit group of people, around 400 people. And then we will also, when great deals come in, we had just two of them come in today that we're trying to get under contract and all that, where we fund the whole thing and then we split it. So it's a real huge opportunity for people who are breaking into the business. They don't have to have a lot. They don't have to have any money for the transaction there. We tell them, your only job in life right now is to go find great deals. And you know that, that, you know.

Sleepy, the money's there and you know.

And the deals are there.

Yeah, you don't. Nobody. We don't take out a loan. Don't do anything crazy. We'll be the bank, you know, no problem. Because we're not holding them. We're all just cashing out real fast. And that's what usually happens. I'll have people that will come to me and have a couple great deals. And I'm like, all right, let's go get five more. And then all of a sudden they're like, I don't need your money anymore, Jill. Thank you very much. I'm like, darn, what just happened?

So, yeah, maybe you ought to have that as a condition of we get the next five to fund the first one. But you really, you answered my question. So for somebody, you know, who doesn't have the capital yet, basically joining up with you guys, they're the finder, they're the deal finder. And they bring it to you and you've got a partnership arrangement where you'll fund it and then sound like you split it A great way, Great way for them to get started and great way for you guys to get some deal flow. That's super. That's super.

Exactly.

And a lot of, a lot of people in our group too, they're that all they do is fund other people's skills. They, they are usually guys in our age demographic.

They're very smart, they have a lot of dough. They know how smart and technical our group is, and they just want to sit back and be the bank.

Yep.

I'm like, that's okay too. Yeah, right.

That's good. That's good. So when you, you know, your academy members, are they doing this full time, part time, how would you characterize their approach?

The goal is full time for, for 90% of them, I would say, I mean, or almost all. So it starts off, I'm going to say, probably starts off part time and then, you know, and it depends on them. I've had people in, you know, six months ago, I just made what I would make my annual salary. Oh, my gosh, what just happened? And sometimes it takes a little bit of time to get going and they're methodical about it, and that's fine too. I always say, you know, like, I want you to, I don't want you to quit your job until you're saying, I should have done that a year ago. You know, I have all this saved up kind of thing, and now my day job is costing me money, which is what happened with me. So when I joined forces with him, I kept my day job and it was a crack up. And finally we had a couple deals that were just so big. He, you know, one in particular, he came to me and said, you do realize you need to quit that job right now because I can't do all. I can't sell this all by myself kind of thing. I'm like, I'm in.

It's not a hard conversation to have.

Because I like it.

It's interesting you say that. That was my story as well. That was my story. Go ahead. You know, I'm sorry, you're going to say something.

So we, yeah, we're, we. We compliment each other very well. He is so I, I can't stand his part of the. I can do it, don't like it, and I will never be as good as you at what you do with the data and manipulating the pricing and the offers and all that, but you put a phone in my hand, out of my way, I'm gonna get a deal there somehow, whatever. If it's buy side or the sell.

Side, not a phone person. So you're the phone.

Yep.

Yeah. Yeah. You're the perfect partnership. Jack's the analytical and Jill's the expressive. I mean, it's just perfect, perfect, perfect partnership.

We call it information and inspiration.

Yep.

They consider that stolen. I'm going to use that. So that's good. So I got a question. So now.

This all sounds fantastic. Sound like a great model. Very simple. Very simple model. Very good. And you've just really automated it in some very cool ways, leveraging today's capabilities technology wise. What do you. What's the biggest mistake new investors might make and how they. How do they avoid that?

Yeah, go ahead, Joe.

Overpay for property. That's the biggest mistake. I see. And one of the things we do every single week we have a. We still do after Land Academy now has been over 10 years and we still get together once a week on Thursdays. And one of the things we do is, would you do this deal? And we'll look at deals with them and I'm like, you're paying too much. And they love that. They are able to talk directly with us on screen and we'll pull up the deals with everybody to see and learn from. But that's one of the number things is like they're new and they're getting going and they're excited and they're like, this is my first deal. They said, yes. I said, that's wonderful, but don't buy it. This is not the one. Move on. I promise there is going to be another one. So that's what I've seen and people coming to Land Academy too, that I've talked to over the years and said I gotta sell this dumb property first. I'm like, let me guess, you overpaid. They're like, yep. And she saw something that wasn't there and you just have to, over time, you learn. So. Yeah. What's yours?

I don't, you know, my comment to that is it's not anything real estate related. It's just a personality thing that they can't, they can't organize themselves enough to have a W2 job, a couple of kids and whatever, and then spend four or five hours or whatever's required to get some traction in this business. So that, that's the, you know, once you do a one or two or three deals and this clicks in your head, you're, you're. There's nothing's going to stop you then. That's what happened to me on that first land deal.

Yeah. Well, I love your model. If you buy it at 20% of retail, because you can make a lot of mistakes at 20. When you're buying at 20% retail and still make money.

That's it. Like, today, I'm like, this is 60% of retail. It's not going to work. There's not a lot of wiggle room. Unless it's like, I'm buying for 600,000. It's worth a million. Okay. I would do that. That's fine. Because I'll make a couple hundred thousand. Exactly. I'm. When it gets up to those numbers, that's fine. But I still want more. I like, you know, the sub $500,000. I want a lot of wiggle room in case something goes wrong, that I'm still going to be fine.

Perfect. I like that. So I got it. Here's another question. For couples that are in business, in real estate together or any kind of business together, what advice would you give to couples considering starting a business together? Because that can be stressful. What advice would you guys give?

Don't do it.

I was waiting for that.

I knew that was coming.

It's not the first time we've been asked that question. Probably not even this week. And, you know, for some reason, you and I have survived this, but I don't know how. There's. There's dark moments at time, not so much anymore. But when we were starting out, you know, the toughest thing for us was for me, really not for her, was I was used to running everything. Oh, yeah. And so. And she's just much better with the sellers. And on the couple of instances really early on where she would get off the phone with the seller, I didn't know because we didn't have what with the database type scenario we have now. And I would call with the same seller and negotiate a different price that was usually higher.

And so I will never forget Lance, this is a true story. Good time. I have my little office upstairs. He has a little office downstairs. I see in our spreadsheet, I'm like, what did you just do? What? He's like, I called that guy back. I'm like, no, Yeah, I had a deal and he totally undid my work so that a lot of people won't.

Make it past those types of things. But if you have that. That I'm not going to stop until this works mentality.

Yes.

Which is what we both have. I don't know why. You know. You know what the thing is about John, I. This is the truth. We both Want to get to some far off place and it's the same place, but how we go about it is very different. And so that has saved us. The fact that we really want to go to that place at some certain amount of time has saved us many times. Everything's fine now, but jeez, those first couple years are really rough.

Oh, it's hilarious. And we have a lot of couples. That's the thing too. People come to us, they're like, we want. I want my wife to do this. This is great. And number one, they've got to be interested. You both have to have a, have to appreciate this and love this. And then if so, if you got that out of the way, then the next thing is, because we do have some couples that have been with us for 10 years too. I could think of right now that are making it. You have to stay out of each other's lane. You got to figure out what you're best at. Divide up the roles. Like literally. We've done this so many times. I mean, in our past. It's comical. Got out the yellow pad and drawn a line in the middle and wrote my things and his things and then let the other person go. However they screw it up, let them go. And that, that helps.

We have couples that have joined many years ago, 10 plus years ago, and gotten divorced.

Yeah.

And then two years later they get remarried and each of them are in land academy with another with a new spouse.

We've had that.

And then, then they get divorced again and bring. And bring their, their third spouse into the lion's den and expect it to work. At which time both of us say, you know, yeah, maybe you should just not work with your spouse.

Yeah, well, see, they, they've made your system go viral. See, they.

Exactly. Yep.

Well, one of the things you, you got reminded me of, I'm really always talking a lot about the mindset in, you know, real estate and apartments and you know, and it's different than the employee mindset. I mean, Jack, you came out of the accounting background. I mean, how, when I, when I mentioned the word mindset in your own business or in your real estate business, does anything come to mind for you guys or just come up with some of your clients that you've had to kind of help them with their mindset or organization or staying focused or avoiding the fear, Anything like that come up?

Yeah, we. We developed and have running out a coaching system, monthly coaching system that people can join voluntarily and that. I really thought it was going to be a little more Like Jack's side of it. I was there, real interest, helping it, getting it going and helping on calls and things. And I thought it was really going to be all about Jack's side of it because pricing is confusing and some of the technicals, you know, just learning Excel, you know, was confusing for a while for a lot of people and things like that, understanding the data. But no, the. The most people struggle with their calendar, their kids, their schedule, staying on track, staying motivated. Yay, I made $50,000. Now I'm gonna take a trip. I'm like, stop. You can't stop. You know, they. You can't turn it on and turn it off. It's not going to work that way. And you won't get rich that way. You got to put your head down and stop. Stay with it. Ignore your bank balance for a little while and then. Then check it and then keep going kind of thing. So it's just. Just that mindset and just keep moving forward. That's. That's huge. That's the hardest thing.

What we learned really early on, too, is that a lot of this is gender specific. So Jill started a group called Land Academy Ladies, and they meet. I don't know how often you guys meet, but it was really. It still is. Continues to be really successful because the way women look at risk and deals and motivation and all that's totally different, I think completely and totally different than the way men do. And I. I started a group that hasn't. I haven't launched it yet called Man Plan. So if you go to manplan.com it's. It's. I'm still doing the content, and I'm not sure when it's going to get released, but there's just a bigger man, just. Just different. And so that's. The ladies part of this thing's worked out really well, really successful.

That's one of the nice things about Land Academy is we've grown into not only just our land niche, but we have a. A couple's niche like you picked up on Lance, that they are drawn to us. And then also ladies, there's not a place for female investors really to go. And I have some amazing. Doing seven figures, you know, and you're.

They do get deals together.

Yeah.

You know, they fund each other's deals.

Exactly. I'm like, yay, go, Michelle, go.

I listen to something. I don't sit in on it, but, you know, I can hear Jill's. Jill's voice from my office.

And the stuff that they talk about. We would never talk about. We're just, we would never talk about how I feel about a deal. I don't feel anyway.

I don't have my feelings.

I have like two or three feelings in, in my, in my whole entire universe. And I'm either happy or angry or hungry.

It's like Sesame street feelings.

That's it. Yeah. Yeah. Am I burnt? Near Ernie? I don't know.

Yeah.

This.

Yeah, this is actually the podcast for, for men and women relationships.

So.

Well, you've got a great. Well, I love this niche and I love the business model simplicity of it and I love the way what you've done with the Academy as far as basically your matchmaking, you got, you know, you got the deal, we got the dollars, vice versa. You allowed everybody to get a way to get started other way. You've automated it. I mean, you really leverage the technology. So like you said, you do it from the back of a boat and it's. I love your marketing approach. You're just, here's an offer and really smart. It's really smart. So how do, how do people get one. How to get connected with you guys? Where would you, where would, where would we send them to you? How do they connect with you guys?

Landacademy.com and everyone's invited. If you want to be a fly on the wall and get a one time invite to our weekly member call, that's the best place to really show up and hear the community and see us and really see if this is a good fit for you. Just send a note to supportandacademy.com and, and they'll get you in our zoom call.

Every week we have a podcast called Lan Academy Show I. We're probably 2400 episodes deep into that, so over a decade. So that's a great, free, simple way to, to get exposed to how we do it.

Okay, so we got three things. We got landacademy.com write this down. We'll put this on the show. Notes too for everyone. Landacademy.com and then if you want to take them up on their come be a fly on the wall for a night, it's support landacademy.com and then whatever.

Business you're in, if you need a good tool, like whatever kind of property you're doing, it could be houses, it could be, you know, commercial, whatever it is, you want to use our tools. There's free access to our thing that we just launched this year. It's called Deal complete dot com. I'd say check that out. Too. It could just save you some time, save you some money if you're doing any offers. Keeping track of your transactions. Mainly picking stuff.

An end to end solution for buying and selling real estate.

Yeah, and getting funding. We fund other people's deals too, by the way. Lance, I. We have a saying between us. Which is no good deal is going to go to waste. I don't care who you are or how you found it. You don't have to be a Land Academy. You got something. Great. Let's talk. I'll help you.

That's excellent. So that's we got that's Deal complete dot com. And what was the podcast again, Jack? Land. What was the.

Land Academy show? Okay. All right. Landacademy.com support@landacademy.com land academy show and deal complete dot com.

So.

Fabulous resources, great people. Great people. And here's my final question. What question did I not ask that? I should have asked.

You covered just about all of it.

Will we ever retire? Because I want to know.

I don't know why I have to decide these.

Wait, do we need a bigger boat?

No.

Okay.

Yeah.

No. The answer is no to that. I don't want a bigger boat.

I know. We can handle the one we have right now. We can handle.

It's good.

We're very semi retired, Jill. I. I don't know. Walking away from all of it would be silly.

Couldn't do it. Or having too much fun. That's it.

What would you do? What would you do? You got to be careful. You got something to do every day.

Yeah, my phone rings. I got to answer it, you know, And I just had a call the other day from someone from an offer from 20 years ago. I'm like, holy cow.

I'm like, this is 21 years ago. You made that offer.

This is great. I might. Would you do this? I'm like, I might. Give me the information. Let me call you back.

Yeah, maybe Joe wants to spend more time with me.

Oh, that's it.

Working.

Sure. I'm sure that's it.

I'm sure that's it. Jack.

Working together for 16 years is not enough?

No. Yeah, that's it.

Well, I think you guys got a great thing going. And thank you for that story about the 21 years later. Because I. I had this. I believe they take a lot of those letters that we send out. They go into a folder and the paper and it just sits there. It's somewhere pegged in their brain somewhere. And then something happens and they know where to go find it and all of a sudden you get a call and you're paying 21 year old pricing. That's not a bad thing.

All right, all right. So everyone so got the resources to put on the show notes land academy.com go check it out. Go to Fly on the wall support@landacademy.com go see what their members do and listen to them on their 2400 podcast episodes. Land Academy show it must cover everything about life in those 2400 episodes. That's comprehensive or they're check out their tools at Deal Complete. I want to thank you guys so much. This has been a real pleasure and I think you guys got a great thing. Thank you so much for being part of our show today.

Thank you for having us.

All right everyone and so thank everybody. Thanks for tuning into the Potentializer podcast where we turn possibility into profit one conversation at a time and then follow these links and resources I'm sharing with you in the show notes. Go to the potentializer podcast.com until the next episode will potentialize your business. Take care everybody.

Thanks for tuning in to the Potentializer where we unlock the true potential in people, properties and partnerships through small apartment real estate. If today's episode helped you see a smarter path to wealth, authority or impact, be sure to subscribe, leave a review and share the show with someone ready to grow. To plug into the platform, join the Mastermind or discover how to potentialize what you already have, visit wealthmastermindnetwork.com.

Sam.