In this short, Tommy Dobczyk leads a fast‑paced negotiation discussion about a 9.8‑acre property located across railroad tracks. He first demands a fair‑market offer based on comparable sales, insisting the data be presented in a table for the broker. He then highlights site challenges— the proximity to the tracks and the impossibility of rail access— and playfully suggests an ambitious tunnel under the highway, questioning city and state approvals. Shifting to a value‑creation strategy, Tommy proposes subdividing the parcel into three 3‑acre lots, noting that the local zoning permits up to five splits without additional permission. Using a $30 per square‑foot benchmark, he calculates a conservative valuation of $7.6 million and an upper fair‑market estimate of $8.9 million, arguing that easements and subdivision could double the sale price. Throughout, he mixes informal banter with concrete financial analysis, aiming to persuade the team to adopt the subdivision approach.
Chapters
Are you pitching deals in the deal room? All right, so ask it for— ready? I'm going to need a fair market offer based on the comps, and I want it broke down in table format so I can show this to the broker. And so this right here kind of helps get the numbers exactly right. So when you present— this is why we think that. And a decent— and again, in a decent location, it's not— it's not horrible. It's on the wrong side of the tracks. That's number one. The railroad tracks are across the street, so you can't do anything rail there at all. What you could do— guys, my brain just went— I'd have to go by and look, but you could almost probably tunnel over to the rail yard underneath the highway. For real? Yeah, but would the city and state really allow that? Listen, do not pee pee on my Aladdin's carpet. Oh, got it. Ant won't know when we riding on Aladdin carpet, baby. I just said, will they let you? 100%. Okay, better to ask for forgiveness than permission. I got a genie in a bottle and he's gonna say, "Ta-da!" Ta-da! Yeah, it's way better than ta-da. I ain't got the teeth in to say ta-da, so it comes out ta-da. It was almost a wow. Can I get a what? What? You can get a wow. Let's see what you got, Mike. So the comparisons keep going down. So yeah, look here, you can see that the recently sold, they're smaller, right? But, and again, this leads to, Blake, we're probably overthinking this, like we're trying to be brain surgeons when what we really need to do is look at the fact that this is 9.8 acres. And if we gave easement and access, we can sell it for twice the money if we break it up. If we were able to subdivide this into 3-acre lots, look right there, $30 a square foot. Like, so that's kind of where, that's kind of where you got to look at this thing from, is like, huh, well, what if they, instead of having 9 acres and we do all this big it. What if we made 3 3-acre lots and sold them to— because we don't need to, we don't need permission to split it. As a matter of fact, we can divide any size lot up to 5 times without permission. So if we made 3 3-acre lots and sold them at $30 a square foot, now do the math on that. Keep going down right there. So it's showing right here that a conservative ask is at $7.6 million. The upper end of fair market is at $8.9 million. Excuse me. So, but if you look, keep going down, keep going down, keep going down, keep going down.
