The Jack Bosch Show

Land investing in the first two quarters of 2021 has continued to be a winning investment vehicle for many in the Land Profit Generator family. With two quarters of the year already behind us, this is a great time to pause and celebrate your wins and course-correct where needed to achieve your 2021 land investing year-end goals. In this episode of the Forever Cash Podcast, we showcase some of the highlights from the first half of 2021. In this episode         Best Land Investing strategies for the first half of 2021         Understanding current market conditions         How to launch your land investing business in the first two quarters of 2021         How to access private money to close larger land deals   The best strategies for land investing in the first two quarters of 2021 Discover some of the most successful strategies for land investing in the first two quarters of 2021, the double close. In Episode 174, The Forever Cash Podcast, I discuss how you can flip land without using your own money. Double closings have proven very successful for many of our students in the first half of 2021. In fact, many have increased their profit margins by double closing on properties without a title company. Learn more about double closings HERE Unpacking our current economic cycle The world economy is still adjusting to the effects of the Covid-19 pandemic. While the worst economic impact is behind us, the pandemic and its effects on global markets are likely to be with us for many years to come. Fortunately for land investors, conditions are very conducive, and we have seen more explosive growth in 2020 and the first half of 2021 than ever before. In Episode 179 of the Forever Cash Podcast, Rana Vig sheds some light on market reactions to the Coronavirus pandemic. Listen to the full episode HERE Now is the best time to start investing in land In light of current market conditions, there is no better time to start your land investing business. However, you may feel a little overwhelmed at the prospect of starting a business in an area where you don’t have a lot of experience. Land Profit Generator team member, David Van, explains how he got started in land investing with minimal prior experience in Episode 183 of the Forever Cash Podcast. If you have started your land investing business in the first two quarters of 2021, make sure to listen to this episode, HERE   Using private money to close larger land deals One of the great things about land investing is that you can do some fantastic deals without needing much cash up front. But sometimes, you’ll have a larger land deal where the closing happens fast, and you need a big chunk of cash. This is when it’s helpful to know how private money works. Jay Conner and I met in a high-caliber Mastermind group not too long ago, and he’s an expert on private money. If you are looking to course-correct your land investing business strategy in the second two quarters of 2021, I think you’ll find our conversation very valuable. Listen to our conversation in Episode 185 of the Forever Cash Podcast, HERE

Explosive Land Profits For Q3, 2021: Your 90-Day Action Plan for land investors In the episode of the Forever Cash Podcast, Michelle lays out a 90-day action plan for land investors looking to get the most out of Q3 of 2021 In this episode: • The importance of planning as the leader of your business • The steps to follow to create a 90-day action plan as a land investor • How to get the most out of Q2 and Q3 in 2021 In the Northern Hemisphere, we have just passed the Summer Solstice. This marks the halfway mark for the year 2021. I sincerely hope that you have made the most out of the first half of this year. It has been an explosive time for land investors that continues to offer unparalleled opportunities However, if you are not where you envisioned in your land investing business, there is no time like the present to accelerate your success. How to create your 90-day action plan for land investors 1. Make time to plan The first step in developing an effective 90-day action plan for land investors is to block off some time in your calendar before July 1 to plan. One of the first stumbling blocks that you could encounter in your planning is simply not making dedicated time for short-term and long-term planning. 2. Reflect on the past Once you have made the time to plan, spend some time reflecting on the accomplishments and challenges that you have experienced in the first two quarters of the year. Look at the goals you set at the beginning of the year and assess how you are doing. 3. Create a ‘stop doing’ list Your time is the most valuable and scarce resource in your business. Identify things that are currently taking up unnecessary time and stop doing them. These are tasks that you can delegate to other team members so that you can free yourself up to start taking action to drive your business forward. 4. Identify actions that created a mess in your business Reflect on the past 6 months and identify the actions you took in your business that made a ‘mess.’ When things feel messy, it highlights the need for systems and processes to ensure optimal productivity and outcomes. Make a clear plan to clean those processes up so that you can start on a clean slate in Q3. 5. Plan for the future As the CEO of your business, it’s your job to be a time traveler. You need to decide precisely what you want to achieve in the future and plot a course for your team to follow. 6. Identify what you need to achieve your Q3 and Q4 goals Once you have worked through the past 6 months, assessed what you can do right now to improve productivity, and forecast where you want the business to go, you are ready to start implementing. Identify what you need to get to your goals and find out who can help you get there. Planning is the most important part of your job as the CEO of your land flipping business. Implementing a 90-day action plan for your land flipping business will give you the clarity needed to achieve your goals!

In this episode of the Forever Cash Podcast, I speak about how to negotiate with sellers to get more land deals from your Land Profit Generator direct mail campaigns. One of the essential skills you will need to develop as a real estate investor is negotiating with sellers and buyers. I will offer in-depth training on negotiating your land deals during our upcoming 3-Day Virtual Land Flipping LIVE Bootcamp, starting on Friday, 25th June. If you have not booked your ticket yet, make sure that you do at https://landflippinglive.com.

In this episode of the Forever Cash Podcast, Michelle Bosch speaks with sales expert and business coach Ryann Dowdy about how to leverage the power of social media as a sales platform for your land business.   In this episode: 👉 What it takes to master sales in your land business 👉 The secrets to social selling 👉 Building your Sales Team   If you are ready to take your land investing business to the next level, join us for a 3-Day Virtual Land Flipping LIVE Bootcamp, starting on June 25 – 28. 🙌 Book your ticket at www.landflippinglive.com.   Meet Ryann Dowdy Before starting her own business, Ryann spent 15 years in the corporate world, building multi-million dollar sales organizations for start-ups in the marketing space. From sales rep and an individual contributor to Director of Sales – Ryann has mentored, managed, and trained thousands of sales reps during her career. Ryann has teamed up with sales mastermind and founder of The Live Launch Method, Kelly Roach, to establish the Social Selling Academy. The power team has created a learning space for CEOs and their teams to learn the most cutting-edge sales methods that leverage the power of social media to generate leads, foster relationships, and ultimately close deals. How to use social media to master sales in your land business According to Ryann, social media platforms can be used as a business tool to generate sales in your land business if used correctly. She points out that the traditional sales methods relied on developing relationships, and social media provides the same opportunity but on a much larger scale. “When I started in sales right out of college, I used to spend a lot of time cold calling people, traveling around to people’s offices, and pushing open doors. I was only ever able to reach a few hundred potential clients in this way. Now, with social media, I can virtually knock on the door of billions of people – literally BILLIONS.” The rapid growth of social media platforms means use direct messages and start the kinds of conversations that foster relationships that can and ultimately can result in sales. Building your ideal sales team When you start your land investing business, you are your own sales team. However, as you enter the scaling and automation phase of your business development, you will need to consider bringing on somebody to assist in sales. Ryann provides these key pointers when you start to build your sales team:         Hire salespeople to make your sales as it is a specialized skill         Make sure that you provide adequate training to equip your sales team with the necessary skills and resources         Work with your team to set realistic timelines, KPIs, and sales targets; and hold your team accountable

How do you know if probate is necessary when buying a property? In this week’s episode of the Forever Cash Podcast, I opened the floor to our Land Profit Generator Community for a Q&A Session. Priscilla Pastorp asked about probate on a deal she is working on, which opened some interesting questions. What’s inside: What is probate? When does a property need to go through probate? When can you avoid probate? Priscilla posted the following question to the Land Profit Generator Group: “Talked to a very motivated seller who wants to sell like yesterday as he and his wife are in their early 90’s. His wife’s brother gave her the property, and she has just has just been paying the taxes for the last 20 plus years. However, she is now in long-term rehab, and the husband has POA for her. The property owner (her brother) is deceased as of 9 years ago (he was living in Germany at the time of his death). He’s never been married and doesn’t have children. Does the property still have to go through probate? How do I handle this?” Priscilla Pastorp Priscilla’s question raises a few technical processes that you should understand as a successful land investor. What is Probate? Probate is the general administration of a deceased person’s estate. If the deceased person owned property, administrators would include the property in the probate process. The estate will be wrapped up by an appointed administrator. During this process, all liabilities will be settled, and assets distributed to beneficiaries, including the title deeds of any property. When do you need to initiate probate on a property? To answer this question, you need to establish a few critical facts about the ownership of the property: How was the purchase of the property set up, initially? What was the legal process followed after the death of the original owner? In Priscilla’s example, the sister may have been declared the property owner after probate was completed on her brother’s estate. If this is the case, she has the right to sell the property without any further complications. Her husband has Power of Attorney, and therefore he can sell the property on her behalf. If the property was registered as a  land trust, and the sister is a trustee of that trust, then there will be no probate as the ownership has not changed. If these conditions are not met, one would have to go through probate before buying or selling the property. There are a number of ways that you as a land investor can assist the seller to get a property through probate. Listen to episode 190 of the Forever Cash Podcast to learn more. If you are interested in becoming a successful land investor, register for my upcoming 3-Day Virtual Land Flipping Bootcamp starting on June 25th – 27th https://www.landprofitgenerator.com/offers/_live-event/tickets.php?r

On today’s episode of the Forever Cash Life Real Estate Podcast, we’re going to talk about how to deal with difficult title companies. I’m going to share a recent experience of mine with a really terrible title company. Let’s just say I’ve never seen anything this bad in the 19 years I’ve been flipping land. I’ll share some valuable advice, in case you find yourself in a similar situation. What Title Companies Are Facing Right Now The current situation in the U.S. has title companies swamped with deals from everywhere. It’s like 2005-2007 again, and title companies are overwhelmed. I get this. It’s like a perfect storm. Interest rates are still at a record low Homeowners are refinancing like crazy The real estate market is exploding But does this give them an excuse to be incompetent and do terrible business? No. In fact, I’ve dealt with some really great title companies lately. They’re doing their job and doing it well, in the midst of all that’s going on in the market. What Can Happen When a Title Company Doesn’t Do Its Job When you’re in the land flipping space, the title company is a very important entity. They can make your land deal go smoothly or do the exact opposite. In the past few weeks, we’ve done five deals and dealt with four different title companies. Two of the title companies were absolutely fantastic, and two absolutely sucked.  For one of the deals with the not-great title company, we sent them the signed contract, and they started doing the title search. A week went by, then two, then four. Seven weeks later, we finally got the preliminary title report. The property was inherited from a father who had put it in a family trust and made the son and daughter trustees. This isn’t difficult to solve. You just need the estate documents, the trust documents, and their information. A decent title company should be able to get this done in two days. It took this title company another eight weeks. I followed up every day, and every single time, the woman on the phone said, “These land deals are so complicated.” This agent was 100% unqualified and inept. I literally woke up in the middle of the night with nightmares about this person.  What a Competent Title Company Will Do For You At the same time I closed another deal. I bought a property for $90k and sold it for $199k. That deal involved multiple LLCs and a family trust. This time the title search took three days, as it should.  At the end of the day, the title company’s job is to: Make sure there are no title issues.  Make sure that whoever signs for the sale of the property is truly authorized and the rightful owner on the deed. The title agent for this deal needed more documentation, and I got it all for her. She was thrilled. She sent out closing documents 2 days later, and we closed in 12 days total.  What You Have to Do Yourself If the Title Company Is Incompetent If you’re unfortunate enough to be stuck with an incompetent title company, you’ll have to jump in and help them do their work. I left a voicemail, then sent multiple follow-up emails every day. They kept dragging their feet. I know the squeaky wheel gets the oil, so I made some noise. The road on the extra mile is empty. You’ve got to do whatever it takes. We’re 15 weeks into this deal. We’re too far in. It should have been done in 2 weeks. I’m not going to pull it and go to a different title company. So I jumped in. I have a relationship with both the buyer and the seller, so I told the agent I’d be the go-between. I did more work than the title agent to close this deal.  You Can Go the Extra Mile Even with the Good Title Companies Title searches are taking longer these days, even with competent title companies. They might have 25-50 deals on the docket, and they’re prioritizing the ones that make them the most money. If yours isn’t a million dollar deal, you can move up the list by making noise.  call leave voicemails send emails follow up repeat, repeat, repeat Basically, you commit to being a bother until they give you what you want. Remind them that, if interest rates go up even a little, refis will stop cold. If you’re dealing with a reasonable title company, they will value your relationship and take a long-term view. What’s Inside:  How to talk to an incompetent agent without them quitting on you A timeline you can reasonably expect from a competent title company Things you can say to a title agent to make the wheel squeak  Mentioned in this episode: Schedule your FREE 20-minute Land Profit Generation Coaching consultation NOW.

On today’s episode of the Forever Cash Life Real Estate Podcast, my wife, Michelle Bosch, shares a well-kept secret to getting 6-figure land deals as a real estate investor. There’s a lot of conversation and hoopla around these bigger deals right now, and with good reason. They’re the fastest, most potent way to turbo-charge your land profits. But there’s a piece that most people miss, and Michelle gives us the inside scoop. You Need More than Tactics and Strategies to Master the 6-Figure Land Deal When it comes to 6-figure land deals, yes, there’s an actual blueprint to finding the right area to focus on, the right market, the right offer, the right negotiation, the right way to talk to more sophisticated buyers and sellers. But before all of that, there’s something most investors don’t talk about, a secret important ingredient that will give you the power to go after—and get—those big deals. That ingredient is confidence. Confidence is 100% power. It’s about trusting in yourself—or in the experience and expertise of a mentor that you’re going to lean on. This confidence is what will help you go out there and commit to doing a 6-figure land deal.  Commitment, at the end of the day, is a precursor to confidence. If you’ve been watching any of our masterminds, you know Michelle and I are big believers in confidence. And that confidence cannot come if you haven’t committed to doing this new, big thing. How to Make the Leap from Small Land Deals to Big Land Deals A lot of people hover in the $10, $15, $20k land deal space for a long time, longer than they need to. It’s not that they don’t have the capabilities to do bigger deals. They just don’t have the confidence. Bigger deals aren’t a lot of extra work. You roll up your sleeves, put in the effort, use smart strategies to identify properties, market them, sell them, and close those deals. They just require a pivot in focus. You have to be committed and have the courage and confidence to pull it off. If you find yourself stuck in small deals, there is courage and confidence inside of you that needs to be activated. Michelle and I believe that, when your soul wants to expand and grow, you’ll have people cross your path or you’ll hear an idea that triggers exactly what you need to push through and move forward into a bigger, bolder reality. Expect Resistance When You Get Ready to Take the Plunge   Any time you embark on a new journey, you can expect your ego to fight you, but this just means you’re so close to an amazing breakthrough. You’re attracted to a growth beyond a bank balance. Push through the resistance of the ego saying no. Push through those inner voices that say:   You can’t do this. This is too good to be true. You don’t have what it takes to do 6-figure deals.   Our clients in our coaching program all go through this when they’re activating their confidence. Their ego resists, and they have to power through. This 12-month journey they take with their coach is all about receiving bigger and bigger visions for their business and for their lives. They crave that success, so they’re willing to go through the discomfort of expanding themselves.  They start putting themselves in situations where they can’t back out, where they have no choice but to grow. And it helps to have the support of a community—and a mentor. A Good Mentor Doesn’t Want to Be Your Hero When I talk about a mentor, I’m not talking about someone who wants to be a hero to you. I’m talking about someone who will serve as a guide so you can be the hero of your own life and family. The coaches in our Land Profit Generator Coaching program help our clients push the boundaries of what’s possible, help them bring people on board their team that they love working with, and guide them into success. If you’ve been dipping your toes in the water, afraid to take a leap, and you’ve seen your peers committing, doing the work, mastering the courage, activating their power, and seeing six figure leaps of income, then it’s time for you to do something about it.  Our coaches aren’t going to try to sell you something that’s not a good fit for you. Do a quick self-evaluation. Are you willing to put in the work? Are you willing to grow in your capabilities and confidence? Is your attitude in the top 1%? Are you willing to get rid of unhelpful patterns in your life? Do you believe in setting audacious goals? Do you want to be in service to others as you meet those goals? If you answered yes to all of those questions, you’re a great fit.  Remember, confidence is a key ingredient in a successful land flipping business, especially if you want to grow and scale with 6-figure deals. Sometimes you build that confidence yourself, and sometimes you lean on the confidence of a good mentor to get you started. Regardless, it’s impossible to get to where you want to go without it. What’s Inside:  Ways to push through your ego saying no How to be confident when you’re not feeling confident How to become the hero of your own storyline Mentioned in this episode: Schedule your FREE 20-minute Land Profit Generation Coaching consultation NOW.

On today’s Winning Wednesday episode of the Forever Cash Life Real Estate Podcast, I’m sharing a quick training on the difference between blind offers and neutral letters. We have a lot of discussions in our Land Profit Generator Facebook group about these two very different strategies. “Which one should I go for?” our students ask. The answer is very simple. YES. What We Mean When We Say “Neutral Letter” Let me tell you about our proven, tested, Land Profit Coaching neutral letter. Our core copyrighted method goes like this. When you go into this business of land flipping, you pick certain areas in the United States based on: growth rates activity levels values of properties  etc. This data-driven approach gives us valuable information on how this market will likely perform. Then we send a test balloon into the county. We send 500 to 750 neutral letters out, asking people to call us if they have land they’d like to sell. Then we get responses back and, based on those responses, we can tell which areas will get us a lot of deals and make us a lot of money. What Is Involved in Making a Blind Offer? As we go through this process, it wouldn’t make any sense to send out a blind offer. A blind offer is where you look at a list of properties, choose one, and make an offer. The seller has never heard from you and has never indicated that they want to sell. You just send them an offer.  To get this offer out, you have to find out the ballpark value of the property. Let’s say you’re going to research 500 properties and send out your offer. These properties aren’t all going to be the same. They’ll each have different: topography access to utilities attractiveness value You might have a property that’s ¼ of an acre but worth $50k. Another property might be 2 acres and $10k. Let’s say it takes 10 minutes to research each property. That’s roughly 80-90 hours. If you’re doing it full-time, it would be two full work weeks. If you’re doing it a couple of hours a day, it’s going to take you two months. This is all before you even send out an offer. We all know that time is money. A better use of your time would be to send out 700 letters for $400. You don’t even know if those 80 hours will be worth the time and effort.  Following Up Neutral Letters with Blind Offers So, you’ve sent out our proven, tested neutral letter. Let’s say 5% of the people call you back. Of 600 letters, you’ll get 30 phone calls. Now, you do research on those 30 instead of 600. For about 25 to 40 offers you make, you get one accepted. And, over time, you can improve that.  Once you do some deals in the area, and you become more familiar with what properties are worth, then you can send out blind offers on other properties nearby. You already know what you can sell these properties for, and you already have people lined up looking for properties. At this point, there’s no more need to send out neutral letters. In that particular pocket, you can switch to the blind offer.  So, here’s what you do in the simplest terms: Drop the mail. Get some calls. Do a little research. Send offers out. It’s much less work, much less overhead, and much less time commitment. This is a much simpler and efficient way of doing business. It’s not just a one-trick pony. It’s a skillful, scalable, tested method that works for any size deal. What’s Inside:  What deal-to-offer ratios our best coaches are getting How to turn your crapshoot blind offer into an educated offer What you’ll learn in our upcoming Masterclass Mentioned in this episode: Join our next FREE 5-day Land Flipping Masterclass starting on May 10.

On today’s episode of the Forever Cash Life Real Estate Podcast, my wife, Michelle Bosch, shares some valuable principles that will help you scale your business quickly and bring the right people on board.  Whether you’re running a land flipping business, or something else entirely, you’ll find these principles to be timeless and important. Michelle and I have followed them the past 18 years with great success. You’ll Never Know Freedom Without Hiring a Team Building a team that’s bigger than you will give you the opportunity to enjoy the four freedoms of money, time, relationships, and purpose. When you’re just starting out, all these things depend on YOU:  Bringing in leads Getting offers Sales happening Moving deals through the pipeline Checks coming into the bank But this is unsustainable, and you can’t scale your business If everything depends on you alone. These freedoms will never be yours. Your Employees Need to Share Your Core Values In the beginning, when you’re first hiring, you might start small with a VA or independent contractor, someone who can start taking non-critical activities off your hands. Eventually, you want to pivot into thinking about a team where you are all in on them and they are all in on you. Your ROI (return on involvement) is way superior with an employee than with someone who is doing 5-10 hours for you here and there and not fully committed to you and your business. You’ll want to bring people on board who embody your core values, who become like family, who see opportunities for personal and career development, and who are truly excited about the dynamic growth of the company. You need to be clear on your core values so you can magnetize the right people. Collapse Time with This Hiring Practice One thing Michelle and I have found over the years is that we can collapse time by hiring two or three people at a time for one position. When it comes to our sales team, we’ll onboard these people at the same time, train them at the same time, and then let them fight for a spot on our rocketship. When you give two or three people the same resources, one of them is going to rise to the top. When we do it this way, our new hires have extra motivation to succeed, and we aren’t wasting time training someone who turns out not to be a great fit for our team.  Train Your Employees With a Purpose You will be tempted to dump all your unwanted tasks onto your new hire and let them figure it out, but you need to think long-term. You need to train them, explain the purpose of each task, show them how each task fits into the context of the business, and the impact it has on the company as a whole.  Give them a list of criteria.  Break down the steps/chunks/milestones.  Have a rhythm for supervising and checking in.  Offer regular feedback and constructive criticism.  Catch mistakes immediately to save time and effort. Don’t just teach them steps and methodology. Give them a sense of purpose. Put in the time and energy at the beginning, and your return on involvement will be exponential.  Utilize Technology to Simplify the Onboarding Process We have so much access to technology these days. Make the most of it. Record what you do with new employees, so you can use it again in the future with your next hire. You’re not abdicating the whole onboarding process to videos, but they’ll be there for your team to watch, listen to, and reference again and again.  You can actually provide your entire team with a valuable library of resources that will save you so much time and money over the long haul. Recognize Your Value as CEO When you start out as a business owner, you can get hit by impostor syndrome and think, “Oh my god, who am I to be demanding an all-in mindset from my employees?” We don’t automatically have that assertiveness and confidence to recognize the incredible value we bring to the marketplace. You need to step into this power and attract the right people who recognize it as well. You need to understand that you are offering an amazing opportunity to someone. It’s a privilege and an honor to align themselves with a CEO like you, someone with integrity and excellence, who is making people’s dreams come true. There are very few people out there operating at this level, in a way that’s not transactional, but transformational. You are a freaking big deal. Don’t bring just anybody on board with you. Make sure they embody your core values, and that they’re excited to use the velocity of the growth of your business to meet their personal growth goals as well. Your business, with their help, will spit out the cash flow. And you, as CEO, will be flowing in the freedoms of money, time, relationships, and purpose. What’s Inside:  The key characteristics to look for in a new employee How hiring 2-3 people at once to compete for a role collapses time How to leverage technology to simplify the onboarding/training process Mentioned in this episode: Join our next FREE 5-day Land Flipping Masterclass starting on May 10.

On today’s episode of the Forever Cash Life Real Estate Podcast, we’re going to talk about something that’s super useful to everyone: where to get the money.  Jay Conner and I met in a high-caliber Mastermind group not too long ago, and he’s an expert on private money. I think you’ll find our conversation very valuable. Why Investors Need Private Money Instead of Just Using Banks One of the great things about land flipping is that you can do some amazing deals without needing much cash upfront. But sometimes you’ll have a larger land deal where the closing happens fast, and you need a big chunk of cash. This is where private money comes in. Jay and his wife live in eastern North Carolina, where Jay was raised in the mobile home business. He’s been helping people get a home his whole life. In 2003, he knew he wanted to get into single family housing. From 2003 to 2009, he relied on the local banks and mortgage companies to fund his deals. He really didn’t know any other way. In 2009, he had two deals under contract to purchase when he found out he had lost his lines of credit. He hung up the phone with his banker and had no idea what to do next. He called a friend who told him about private money, and he learned about it fast. He put his private money program together, educated people about it, and he was able to raise over $2 million dollars in 90 days for his real estate business. And he never looked back. When Is the Right Time to Ask for Private Money? Don’t wait until 10 days before you need the private money to get it lined up. Then the other party will have the advantage, the leverage. Jay says to get several people lined up, so they’ll be ready to go when you do need them. Right now, he and his wife have 45 private lenders (individuals) investing in them and lending them money for deals. They have between 7 and 8 million dollars just rotating between properties. Often, they’ll refer to private money as “relationship money.” Jay makes his own rules. He sets the interest rates he’s going to pay his lenders. And he’s put together a powerful presentation called, “How to Raise Money for Your Real Estate Deals Without Asking for Money.”  How to Talk to Your Lenders About a Deal Jay says he learned the hard way never to teach people about his private lending program and talk about a deal he needs funded in the same conversation. You have to separate those two, or you’ll sound desperate. First, teach your program. Tell people you can put their money to work for them in 30 to 60 days. Then they’re sitting there just waiting for you to give them an opportunity. Let’s say Steve is waiting for Jay’s call. When Jay finds a deal where he can put Steve’s money to work, he calls Steve and says, “Hey, Steve. Great news! I can now put your money to work for you.” He tells Steve four things about the deal. “I’ve got a house under contract here in Newport. It’s worth x amount of money, and I need y amount of money from you. We close next Friday. Wire the money to my agent. Here are the instructions.” Jay doesn’t ask Steve if he wants to do the deal. Then he’s just planted a seed in Steve’s mind that he shouldn’t do the deal. He just states it matter of factly. It’s all in the positioning and your level of confidence. And of course you’re confident. Of course it’s a good deal. You wouldn’t be doing it if it wasn’t. After the first or second deal, when you’ve built up your track record, people only want to know two things: how much and when do you need it?  Where Do You Find the Individuals to Loan You Private Money? Starting the conversation is one of the biggest hurdles, but the first hurdle you’ll actually get to is: who do you ask? How do you find these people? There are three categories of lenders: your own contacts (the warm market)  networking contacts in the community (your expanded warm market)  existing private lenders (individuals who are already loaning money out) Make a list of people you’re going to ask. Jay starts with retired folks, or people getting ready to retire. You can try a direct approach with this magic question: Do you have investment capital or retirement funds not paying you a high rate of return safely and securely? Or you can do an indirect approach, where you ask someone at work, at church, in your social organization, “Hey, do you know of some people who are sitting on a lot of money and would like to invest it in this really great opportunity with a high ROI and very little risk?”   Jay talks about deals he’s done, and often that person is like, “ Wow, how can I get in on that?” And right there you’ve got another lender. What’s Inside:  How you can get Jay’s best money tips for absolutely FREE  What you need to know about self-directed IRAs Jay’s secret talent you can find on YouTube Mentioned in this episode: Join the Land Profit Generator Community Facebook Group. Join our next FREE 5-day Land Flipping Masterclass starting on May 10. Get a copy of Jay Conner’s book, Where To Get the Money Now, for FREE (+ shipping).