Welcome to the casual Friday's Rei podcast
where you'll learn about the wildly profitable mitch
of land investing.
Active land investors, Adam South and Justin S
are here to share their experiences with you
so that you can learn how to build
massive cash flow and huge profits from this
highly lucrative niche. So without further ado, here
are your host, Adam South and Justin S.
Hey. What's up, guys? I'm Adam South. Here
with my c host, Justin
S. And this is the Capital Friday's Aria
podcast today?
Talking about always be closing. Before I do
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dot com ports slash casual Fridays REI. Happy
Friday, sir. Hey. Friday. I will be
Speaking keynote today, it's super car and land
investing in Golden, Colorado. So I am there
right now, but we are here with you
today. Thank you for coming in a today
early to to record with me. Yeah. Yeah.
Yeah. Of course,
sounds kinda fun. We've got a little fo
o missing out on the driving the... Sports
cars? I know. Gonna be a good time.
I know. I know
Jerry Dal, I think he rented a cool
car too. We had talked about originally, but
I hadn't heard from him since. So I'm
gonna take off Saturday night. I'm not gonna
be there for Saturday night, so I'm gonna
leave around 6
and head back, but he was asking in
some in the the Whatsapp ford about roads
to driver in. I was like, oh, all
the roads. Mh. Because I we'd... I originally,
I wanna to denver once I rented at
a camaro Ss
and went to this... I think it's in,
Colorado. It's bright outside of denver, but it's
in a mountain Road. It's this casino just
kinda buried back in the middle of the
mountains, and it was amazing driving back there.
So... Yeah Colorado is definitely not short on
good roads to drive. 100 percent. Well, it
it is terrible traffic around Denver though, but
once you get out of there. Yeah. No.
You're exactly right. We... And we we have
ventured on and off road all around it.
All over. And it's... You... You're exactly right.
Beautiful place to ride is a lot of
fun. Of
to ride And drive. So...
But always be closing, man. I... When we...
We've done this topic before. So this is
not a new title for but I think
it really strikes home after last week's conversation.
But when I hear it, I always think
about the scene in boiler room. You got
ben ad athletic thus and he's telling you,
you know, he's he's he's going through that
whole monologue there. It's probably 1 of the
best monologue I've ever heard in my life.
I mean, it'll definitely get you excited. And
what was it like
Oh, can't bite buy me happy. He he'll
look at the smile on my face. G
here to ear. Yeah. And he's talking about...
You know, when you when you close and
you have... He's like, guy asked you, or,
a closing question. He says, what's the firm
minimum? And he goes, and then they start
stuttering going, oh, you know, it's this or
that. And he goes 0. If you don't
like the deal, don't fucking buy it. You
know, I want you to trust me and
do this stuff with me. And so, you
know, I I think about that, you know,
as the days go through and you have
these interactions, these conversations.
Last week, we talked about the worst fear,
you know, things from our past coming up
and you're having to fix the paperwork.
And, you know, and that deal in particular
the guys freaking out because he thought he
had to sell. And Said, hey, Up him
tell him this is how we'll fix it.
I'll hope y'all get it fixed. And he
calls back and said, no, good luck. You're
good luck with that. You know, we're not
interested. And I'm sitting thinking I was like,
dan. I tell
Okay. I said, well, I said, what did
they offer for you for it And he
told me, I, I'll it to him. Just
sign a deed back to me. And so
they they offered to him was, like, 5
grand. Right? And so he sent... I sent
him a deed via email and said just
have it signed and not eyes, send it
back when I receive it, I'll wire you
the cash.
Guys like, great. How quick do you think
we can do? I said? I travel? I'm
home... I'm I'm in town for Wednesday. So
if you get it to me by Tuesday,
Will send you the cash out on Wednesday
to wire right to you. So he did.
He went Fedex me the deed signed not.
All look good. Sent it back. And that
that interaction for them, not knowing how to
fix not knowing
what the opportunity was for them, they gave
up 15000 dollars on the low side.
That's a tough 1. And so and I...
So I I look at these interactions. These
conversations we have and think about, you know,
everybody wants to know how does your business
grow? How does your business stay in business?
How do you make it through these slow
times?
And it's actually knowing how to fix some
little thing. And and actually doing it. You
know, I'm on the hook for that anyways.
It it's a warranty deed from my in
my name to this guy, So I'm gonna
have to fix it anyways. Might well make
it a win win for both of us.
I got another property in inventory for way
undervalued.
And I'm gonna have to fix paperwork work
anyways. So now he's off the deed. To
straight in my name and I just fix
it with the original owners who've already agreed
to fix it. Mh.
Yeah. It makes me think of, like, turn
the words always be closing, You, it doesn't
always mean, like, always trying to sell something.
Yes it to me. Like, open up your
mind to be creative about things. Oh 100
percent. Because, like, is that creativity
that is the closing? Because Okay maybe doesn't
work black and white. Like, it's like, like
I say they still wanted to. Yeah. But
when you are thinking about. Takes step back.
Maybe think about all options,
we just close it a different way. Yeah.
No. A hundred percent. That's what's gonna block
a lot people, especially, I don't know who
these people were, but, you know, they're out
a 15 grand because it probably weren't just
thinking. Yeah. Right? You know, the... Or they
weren't experienced enough to know what it or
or whatever. Right? Yeah.
So... Well, it doesn't work the. I know
it. So whatever... And and in that situation,
I would've have said, okay, hey, do you
have that guy's information let's talk to him
and see if we can walk a bit
because you're gonna always work through a chain
of... A chain a chain of title, you're
gonna work through the deeds and look at
that. And there's always a way to fix
paperwork. It's it's... That I've never seen a
deal said back Nope. It's just done the
paperwork so fucked up. You can't fix it.
There's all... If you have the people and
you can get a ahold of them, you
can always fix the paperwork.
Yeah. Oh, sorry.
Caught choking up there. Okay. Yeah. Yeah. I've
got... Yeah.
Part of that,
Also makes me think of, like, when something
happens like that and you immediately freak out.
Mh. It's like,
not necessarily, but like being calm to be
able to think about that stuff. Right? I
was dealing that yesterday and of talking with
someone.
Something came up that you weren't unexpected. Right?
Yeah. Did match the what we were talking
about.
Media freak out. Okay. You know we you
take a step back. Yeah. There's always a
way to to fix something. No. I get.
I get. And that's 1 thing for me.
I'm quick to to, Pow. Like, what it
we get... And I have to remind myself
to take that stop, take a breath and
look at the options. And sometimes, I have
found some of my most creative solutions have
come by not say anything up upfront
maybe talking bounce the idea. Hey. I saw
this come up with 1 thing as a
man. I just fixed it this way Oh,
shit, That's I need to fix it. Like,
just having the sounding board to bounce off,
And we've said that throughout this is having
me, and you talk to each other on
some of these deals over shit. I mean,
7, 8 years now. You know, it's... It's
helped with the creativity and how you could
fix the problem, solutions, the exits and whatnot.
And that... And it does make a difference.
And that's why, you know, it doesn't necessarily
need a coach or a mentor or a
Guru. Sometimes it just needs a buddy that
understands a little bit of what you're talking
about and may have another discipline that they're
really good in, that just bounce the idea
off and say, what do you think on
this? Mh.
Often think that to some of the best
decisions or
where something said, and you don't immediately respond.
Yeah. And you have time to, like, play
every...
Scenario out in your head and think the
whole thing through, and then eventually things are
gonna come up that you weren't even...
Weren't even close to being on the radar.
If you would've made that gut gut and
you never went ahead. Yeah. Well, my my
gut reaction right of the bat was oh
shit. I'm gonna have to pay him back
what he paid me. Right? And so that
so that at that time, that was 2017,
you paid me 57 50 for this property?
And I saw I said,
well, hey, What did they offer? Just curious.
Thinking... Shit they probably offering him 65, and
I'll just get it back to what he
paid for you and get his money. And
he's like oh, they gave me 5. They
me 5. Cool. I'll give you 5. So
right then, I knew I was... 20 percent
are just under 20 percent less than what
I was willing to pay right off the
bat. And so I'm like, okay. It's win
win, I'm gonna do this really quickly for
him. We're gonna move... Called the original people
They said, yeah, We've got all the paperwork
here for the estate. We can get it
that 1 little piece knocked out. Great. Just
tell us what you needed to sign justin
and we appreciate you. Thank you. You know?
So now here we are. Right? So we're
we're back in the game, do I have
some risk right now? Yeah. Until they sign
the paperwork and can get it all corrected,
but that's the only risk Have right now.
You if not I've got a bug out
place at Own 50 percent of. Yeah. Did
the this guy ever go enjoy it? Do
you know? I don't know. I never asked
him that. He he lived in San Antonio
so he didn't live too far from from.
I mean, closer to brewster than we are,
but, you know, 4 5 hours.
But they're... The cool thing about this place
has changed a lot down there since I
originally bought it. There's like 4
Airbnb campsite sites that are listed on Google
Earth all around it now. Mh. And this
1 sits kind of up on a hill
and it has a driver quick, River. Creek,
so when it's wet down there, that has
water running through it. So kind of a
cool little property,
I don't think that I'll keep it just
because I'm not partial anything that's that far
away, but, you know,
I don't think I'm gonna hurt myself at
5 grand.
Yeah. No. No. I'm not definitely not. I
don't know if you remember, I have a
property kinda similar like that Now I'm up
So Mailed that underground house. Yeah. Well, he's
since moved on years ago. He left an
underground house. But now I have seen
came up and my people you may know
on Facebook. Okay. He's not doing that for
a living, like, building.
So he's... Put owner finance houses on it,
building underground houses and disappearing. Well he probably,
but he's also doing taking custom builds. Okay.
Yeah. Man. Look at it. Did you say,
hey, people Me know Friend name? No. No.
I didn't. You should have Yeah. I probably
should. I I might still do but I
was watching because you can watch and build
the home since making them out of, like,
what awesome all almost looks like p board
to me. Or something. Yeah. Okay. Interesting. I'd
be curious what that actually looks like. Yeah.
And it... Again, you they'll always be closing
doesn't necessarily mean that It... It could be
on a buyer or sell side on a
buy side. How you negotiate the deal whether,
hey, if you wanna get this price and
I can't get to it, is it something
you leverage on owner financing something to that
effect? It's just, like you said, you... You
hit the nail on head and you said,
open your mind, step back and see how
creatively you can get the deal done because
it may not work just the typical in
the box way.
But it does work outside of that.
Cool. Anything else? No, Man. I I think
it's been a it's been a solid week
Got a lot of travel still right in
the midst of it for me.
And, you know, I I know that me
and you're kinda bouncing the schedules around I'm
trying to make sure we can get in
and get recorded to keep everybody. You know,
still engaging a in the podcast and still
talking to us, and still having our voice
heard from you, seeing kinda what's going on,
but, you know, this is... I have this
trip this weekend,
and then we have another trip on the
twelfth, and then you're gone on the fourteenth.
And then I'm gone on the 20 eighth,
and then looking at maybe another trip in
August to for a work trip, but I...
It's... The trip... The 2 week trip I
had plan in August is canceled now. So...
And then we get back into soccer season.
Yeah. It's coming, man Life is coming quick
this summer, and it's a it's been
it's been a lot to get around and
get trouble. Like, I'm just ready to get
back to my regular routine of coming in
and going home and and enjoying just the
normal normal of life. This might be a
new routine. I don't know. I don't know.
I'm not... So I was thinking about that,
you know, I we were talking about traveling
and this I'd... My wife saw my reservations
for this trip and saw their first class
and don't want to know. I never traveled
first class with her. I was like, well,
you and the kids? It's 5 tickets first
class. That's expensive. You know, It's just she
what about just you and me and I
like, I'm trying not to spoil too much,
she gets spoiled enough as it is. And
And she she's like, oh, that's not fair.
And I was like, well, go good. Just
kind of rushed it off because the last
2 speaking events. I get. I want to.
I I've gone first class and and she
knows that because she occasionally takes a look
at my resume. She wants to see my
reservation so she knows when I'm coming in
and out.
So That's something I struggle with all the
time. Is if it's just certain and, I'll
do first class but Yeah. You know? And
add the kids. Yeah. A, the cost would
be the... Yeah you know, it's nothing noise.
But like, I spoiled our. Yeah. Because like
it's real easy for them to get
used about stuff. Yeah Yeah. And I wanna
spoil them, but there is a limit
it as well. Right? Yeah. I I'd I
would often struggle with that fine line, and
I see so many parents just kinda given
the kid whatever they want. Whether it's screen
time, whether it's whatever that had, like, I1A...
The little Timmy gonna play in 7 world
series, and I'm just like, remember where is
well had 1 word series. I didn't play
travel ball. They're playing 400 games a year
and gotta do all this and they have
these custom jersey and all this stuff. And
I'm just like, man, is it is is
this really helping a child with? Is it
gonna make them a... Draft prospect and just
as with as many, like, in travel ball
for... In particular because I've seen
6 different kids the same age playing in
6 different world series on my Facebook page,
and I'm just like, is it really that
many world series now? Like, it doesn't not
take away from the Lust.
And then they give out the big ass
rings.
And I see this key. I know 1
kid on our down the street from us.
I think the kid has, like 12 rings.
In the last 2 years. Like, every time
is giving ring. I'm like, doesn't that kinda
lose its a lust at that point? Now.
Yeah. I we're doing...
We're not we... Not me, but, like, my
oldest as high school is doing fun raising
for their senior prom. U.
And, like,
they spent 35000 dollars on gifts for the
senior prom. And I thought that was how
a outrageous amount.
I'm trying to think... Because we we had
a lot at our senior from, but that
was a long time ago, but we sold,
like they... The parents came and sold cookies.
In between things. It raised a godly amount
of money. Yeah. And they they sent this
out, like, hey, we we already bought 35000.
I think it's how. Like, we already spent
35000 dollars now we're return a fund rates
to get that money back. Oh, wow. This
and they sent it 10 days ago. That's,
like, this has to end by... I was
basically, we gotta get this money back in
10 days. And I think, really. Yeah. Was
a little war... It was worded, but, yeah,
I thought man. That's all. Hey, that's a
ton of money. Yeah.
Beat just 10 days. I think you haven't
come up with that in 10 days. I
bet they do. They might. Yeah. But it's
Lid baby. Get to bear cats
that, Jordan's
cheer because she's cheering for the Pee football
team in Joshua this year. So if we
play y'all, we may be playing y'all, she's
u 12.
So
you... I don't... 12 you? We do by
the
school year.
So it should... Because press lee's
Sixth grade. Yeah. So it'll be 12 by
bet.
So we may play all this year, but
they had to do their fundraiser for their
tier camp, or they're cheer and they said
it's it's it's like a calendar 1 where
you put it and people can donate for
the day.
And Jessica was like, I hate these. I
hate seeing fundraiser like this. I hate asking
people for money, and I was like was
is there an option just to buy it
up and he's like, yes, His parents. If
you don't wanna do this, it's 250 bucks
versus, like, 4 97.
Does it just pay the 02:15 be done
with it?
So, yeah. The fun stuff. That's that's life.
Mh. At this point in this juncture right
now.
So I don't really have anything else, you
know, just keeping The summer thing, everybody's traveling,
everybody's kinda slowing down. So if your business
is slowing down a little bit, it's not
out of the norm because everybody's traveling and
getting ready for school years and enjoying summer
is just kinda... Working through it. So, you
know, I wouldn't say don't freak out on
anything, Just keep running your plan. Yeah. Good.
Cool, man. Let's just wrap it up there.
We should be back next week. Alright. Sounds
good. Well, as always do a favor. Go
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See you next. See you guys.