The Science of Flipping - Why This 27 Year Old Quit House Wholesaling to Make $2M Flipping Land | Caleb Milobsky

Episode Date: September 8, 2026

Most real estate investors are so focused on houses they have completely overlooked one of the simplest and most scalable paths to seven figures in this industry. In this episode of The M.O.R.E. Show, Justin Colby sits down with Caleb Milobsky, a 27-year-old land wholesaler who transitioned from flipping houses to flipping land  and built a business doing over $2 million a year in the process. Caleb breaks down exactly why land has fewer variables than houses, how he sources deals across 15 states using SMS outreach, why his spreads are larger than anything he made wholesaling houses, and the exact system he uses to hit the same lists seven times until sellers respond. KEY TOPICS COVERED: Why land wholesaling is simpler and more scalable than house wholesaling How Caleb built a $2 million a year business flipping land at 27 years old How to find and evaluate land deals using Land Insights heat map data Why Caleb sends SMS to a million land owners a month — and how the system works The seven touch frequency strategy that closed a $115K deal in 45 days How to do land deals remotely across 15 states without ever visiting the property ️ Key Moments: 00:00 — Introduction: why he quit wholesaling houses 00:43 — Why land has fewer variables than houses 01:35 — Building a $2 million a year land business 02:00 — How land wholesaling works for beginners 02:50 — Land Insights software explained heat maps and county selection 03:26 — SMS outreach at scale, a million texts a month 06:00 — How to evaluate land deals and what to look for 10:00 — Wetlands, floodplains, and due diligence for land 15:00 — How Caleb sources deals across 15 states remotely 20:00 — Pricing, spreads, and what land deals actually pay 25:00 — The acquisition process from first contact to close 31:10 — The seven touch frequency strategy, $115K deal example 33:50 — Where to find Caleb Phillips and his free community Connect with Caleb Milobsky : YouTube: @Caleb_Flips_Land Instagram: @Cmilobsky About The M.O.R.E. Show: The M.O.R.E. Show is hosted by Justin Colby and is dedicated to helping real estate professionals, investors, and entrepreneurs maximize opportunity in any market. New episodes every week. Learn more: www.timeformore.com Invest with Elevest Capital: www.elevestcapital.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

I built a seven figure land business, comping land on Zillow. I don't downplay it. I'm very sharp about it. I don't try to overcomplicate things because I like to talk about the simplicity of the business and how simple it is to get started because I literally just make offers based on Zillow comp. So I basically found a path to scaling my wholesale business to seven figures, just doing way more volume of deals. And obviously the way that I do it, specifically the way I source my deals, my spreads are actually much larger than what I was making when I was wholesaling houses. What is up the Moore Show family?

we are talking all things about how to maximize opportunities in real estate. My guest today is a 27-year-old who is earning seven figures a year and it is not wholesaling. You're not wholesaling houses and I have someone who takes a twist on this industry and I want to dive into why he thinks land flipping is the play. Caleb Malopski is here. What's up, dude? What's up, man? Thanks for having me. I appreciate it. So I think most people will sit here and watch podcasts, watch YouTube and it's wholesale this, wholesale that, you know. Yeah. And while I've wholesaled thousands of homes myself in my career, you've decided to flip it and realize there was an actual better path to your real estate journey. Talk to us what you were up to today. Yeah. So, again, thanks for having me. But yeah,

I mean, I like you mentioned, I pretty much only wholesale land. I used to wholesale houses. I saw a path to scaling my real estate business with wholesale with land and much easier just because it was, again, like I mentioned, it was, you know, there's no, there's not as many variables when it comes to land compared to houses. You've wholesale many houses. You know how it is. When you get a house under contract, you are setting up a showing. You are asking how old the roof is, how old is the foundation? How old is the AC? How is the heater? Well, is there a crack in the foundation? All of these. The list goes on and on when it comes to houses. And so with land, essentially all of that due diligence can happen before you're even under contract. You can check if there's wetlands. You can check there's a floodplain. And so I basically found a path to stand. And so I basically found a path to stand. my wholesale business to seven figures, just doing way more volume of deals. And obviously, the way that I do it, specifically the way I source my deals, my spreads are actually much larger than what I was making when I was wholesaling houses. So that's kind of like the main reason why I switched over in the first place and how I was able to build that, you know,

this real estate business to doing, you know, over $2 million a year just, just with land deals. So for those that aren't familiar, let's break down land deals because I think a lot of people are so accustomed at least to single family. And you pull a little. list from whatever list provider you want to pull. Yeah, yeah, yeah. And you call them or you text them or you send direct mail. How do you even know what land? I mean, there's land all throughout Florida, right? And so I say that only because you brought up like wetlands and marshes like, not all land is created equal. Like how do you even figure that part out? Yeah, for sure. I mean, I'm personally doing deals in about 15 states right now. So I'm Florida, North Carolina, Georgia,

Tennessee, Virginia, South Carolina, Arizona, California. I'm doing them all over. And I'm obviously the best part is you don't have to actually be in the same state to do it. So, I mean, the way that, I mean, obviously traditional wholesale goes is most people would just use PropStream. I'm sure you know that that is. Go to PropStream, 100 bucks a month, pull your list, blast them with text, blast some of calls. But for me, there's actually a lot of really great softwares out there that I use. I'm going to plug Land Insights because that's what I use. They're a great software.

And basically what that does is it shows you a heat map of the entire country. It just aggregates all the land data. And so you can go county by county and just see the average. medium purchase price per acre, what the sell through rate is, how many lots are listed on the market. And then basically, I have a full-time data guide, but you just go through and you select the counties that basically look strong, high property values and high sell-through rate, which is nice because you can see how many lots are actually selling that are listed. And so basically just selecting this counties based on that.

And then I personally just do SMS just because I've found it's the best ROI for me. I have great systems, great processes in place that basically maximize my outreach with texting. So it's also the cheapest in terms of when you're at scale doing about a million texts a month. It's just the cheapest for me. And so yeah, I mean, you know, you basically are just looking at these lots when you're, when you're, you know, sourcing on from the landowners. A lot of people have owned them for a long time. Not really doing anything with it. Just a money pit, obviously land is not income producing by nature as, you know, a lot of other these asset classes are. So when you're looking at it, you can just, you can hop on, you know, land ID,

which is another software that I use 10 bucks a month. Great software. Before we dive in, I want to talk to you about L of S Capital. If you're looking to build passive income through multifamily real estate, L of S gives you access to exclusive apartment investments that aren't available to the public. If you want to diversify beyond stocks and create real cash flow, visit L of S Capital.com. To learn more and to get on the investor list, I personally invest with L of S Capital, and they have been incredible to work with. Their team is top-notch. I get passive cash flow distributions to my bank account every month, and I'm always in the loop with what's happening with the apartments I'm invested in.

The best thing is, I don't have to worry about managing tenants or dealing with repairs. The team of L of S handles absolutely everything and my income is 100% passive. And that's just the way I like it. So if you want to build wealth and passive income without all the work and additional risk, visit L ofS.com. Now, let's get to the show. And you can just filter through. You can see if there's wetlands on our property.

You can see if there's marsh. You can see if the topography is, if it's really sloped. And this all happens before you get under contracts. You can pretty much determine the buildability of the lot before you're under contract. Obviously, there's things like a perk test for septic system, all these things that, you know, that need that cost money that you won't find out until you're actually, your buyer is doing due diligence. But essentially, you can save a lot of time up front because if you, if you text someone and their lot is 100% covered in wetlands and they're like, yeah, I want 100 grand for it. Well, sorry, buddy.

It's, you know, your lot's not buildable. So it's like you can kind of avoid all that BS, like once you're under contract by just doing some pretty. easy preliminary due diligence before going under contract. Yeah. So unlike single family homes that usually are going to underwrite for performance or remodel budget and all these other things that go into the numbers, land is typically raw, right? You might come across some stuff that has some infrastructure. But how do you underwrite this? Yeah. So that's kind of like the tricky part. It's not really difficult, but it's funny because land is really, you know, it's really undervalued. I think most the time and it's also really inefficient. A lot of people don't really understand it. The people that

do make a lot of money. Like I, I'm definitely not the richest land guy out there. I don't do entitlements. I've never done an entitlement deal in my life. That's how you make, that's like, if you want to entitle 100 acres, like, you know, that's what the biggest guys are doing. I kind of just stick to what I know. But for me, like, I literally just use Zillow. I built a seven-figure land business, comping land on Zillow. And like, I'm not trying to, I don't downplay it. I'm very sharp about it. I don't try to overcomplicate things because I like to talk about the simplicity of the business and how easy, and not really easy, but how simple it is

to get started because I literally just make offers based on Zillow Comp. So, like, if I'm looking at a quarter acre lot in the middle of Georgia or the middle of South Carolina, I'm just going on Zill and I'm seeing which other quarter acre lots, what they're selling for. And generally, like, I'm just, you know, I'm making offers

just depending on, on, you know, how expensive it is, you know, 40, 50, 60% of the market value of what I'm seeing they're selling for on the market. And obviously there's different factors that go into, you know, sometimes there are already a septic system in place or something like that. And you pay attention to that in listing descriptions, but it's really, really easy when it comes to actually valuing like small lots, obviously infill lots. The larger parcels gets a little

more complicated. But just really just using Zillow, just to see what things are showing. Do you only focus on smaller lots or do you go after larger parcels? Yeah, I do five acres and under, to be honest. I just sold a deal actually up in the panhandle for, that was 12 acres. But like, I do. I do. I do. I do. I do. I do. I do. I generally don't do large parcels just because I like to stick to what I know. Like I I've tried like I've done these goose chases for these builders. I'm looking for 100 acres here or there. Like for me, it's like never really panned out. And the way that I look at it for me, it's like, okay, well, if I'm doing five to 10 infill lots closings per month, that makes me anywhere from 150 to $250,000 every single month, well, why would I then go and specialize and switch my business model to entitling 50 acres or

100 acres, which, you know, maybe I'll clear 100, 200, 300, 300, K on one of those deals, but that takes 18 months, 12, 18 months to do the full entitlement and the sale. And it costs you a ton of money to do the entitlement. Right. So I know what my costs are. I know what my business model looks like. I know what my margins are. So I know if I just keep doing what I'm doing, I'm going to keep making the money that I'm making. I don't really kind of want to spread out and focus my energy in those other areas, you know. Oh, 100. I mean, you're doing this correctly. I mean, not that you don't know that, but a lot of people start going down. I don't believe in bigger is better, right?

So if you're bringing $150,000 a month, $200 a month, and you're like, okay, now I want to go chase a rabbit that isn't what I'm really good at. Yeah. But wouldn't you agree what you're really good at? You're not even scratching the surface of the opportunity that's out there in what you are actually already good at. Yeah, yeah.

I mean, I think like I've been trying, like, I think for me it's like for me to really scale my business to, you know, $10 million a year. I mean, I know with the metric, are. For me, it's just pumping up my acquisitions, pumping up my outreach, and then the dispos, I mean, good deal sell. I never had a good deal I didn't sell. So it's, that's pretty much just the acquisition side. That's my bottleneck. And I've been, I mean, I have 20 employees right now in my land business. And so just for me, it's, I'm always hiring acquisitions guys, training them and just

just trying to get the best guys. Obviously not everyone, you know, pans out. But, you know, I'm really trying to constantly grow that side of the business. But yeah, I mean, I'm definitely not even scratching the surface in terms of the potential, you know, what's out there. I mean, if you drive two hours outside of any major city, all you're going to see is land. And I don't think people really realize that. It's like, and I get this question a lot, just generally, it's like, what will, if you, you know, you're making so much money doing a regular business, why are you, you know, teaching people? But like, I don't think people really understand how much land is really out there in the country. And like, yeah, I could never wholesale all of it myself. So competition doesn't

really exist when it comes to land flipping. I want to bring up to, I've been in an education space now since 2013. So I've heard playing. Oh, if you're so good, flipping homes, why you go out there and sell coaching. I've heard that for a decade. Here's what I've come up with the real answer for me, and I think is for most people. Yeah, I'm curious. Here's about wholesaling, flipping homes, even buying rentals, even buying like I'm buying and syndicating very large apartments. Like we just bought another one down in Dallas. I was just there yesterday, $35 million project. Amazing, right? Wow. But it's not fulfilling. Like, Like, it is literally a business that brings in money, but I don't get a fulfillment out of it.

Like, I can't find that. Like, I don't care. People like, oh, yeah, well, you're getting housing for people and you're employing all these people who, okay, cool. I got it. But brother, when you help change someone's life financially, like, look where you're at. You're 27. You've made multiple seven figures over years, right?

Like, whoever was your coach, wherever you found it from and wherever that inspo came, like, that fulfillment. And by the way, I would tell you to go reach out to those people and tell them how they change their life. We're very close. Right. And the reason is all those haters that are like, oh, you're just, you know, I don't know, greedy or capitalist. No, this brings fulfillment.

This is a good business and it's a business model and it's nice and it brings an income. When I can change Caleb's life, there's fulfillment that comes apart. 100%. 100%. I mean, like, you know this as well. Like, obviously, I'm not really where I want to be financially. like I've big goals in terms of you know that side of things and I think like you know the goalposts always move so it's like oh like well be happy when I get this watch or this car and it's like

sure well once you get it's like it's like it's just like okay well then what's the next thing so it's like obviously teaching and I found this and I've only had my community for for six months okay and like yeah I have a guy that I in my community I'm I talk about him a lot because I think it's a perfect example he's a John Deere mechanic okay he works 40 hours a week he makes 40 grand a year he has two kids and he's married okay he's 30 years old He in this he's been in that community for two and a half months. He's done two land deals. One land deal he sold was like $5,000 spread.

The other one's a $28,000 spread. Okay. So in about three months, he's made like about $33,000, which is almost the whole income. Yeah. It's insane. And it's like now you have to coach him on like, hey,

don't be a dumb dumb and go blow this. Oh, right? No, for sure. I, yeah. Now you're making, by the way, I can't even understand 40 grand. That is respectfully not even my monthly,

not every month through just pay my bills like I don't yeah that's his yearly income yeah um so lean into that i mean obviously continue doing what you're doing i mean you're genuinely changing people's lives now you have a sense of fulfillment and you say how do i do that more right and that's what you're on this podcast and uh you know i have a community i want you to be in a part of my community because my community needs people like you to show other yeah listen we're maximizing opportunities in real estate not everything's a flip not everything's a apartment not everything's a RV park like There's opportunities everywhere, right? And you highlight that.

I think it's interesting. Yeah, I think it's interesting because, like, I'll deal with a lot of these agents in, like, in the middle of South Carolina or like, I'm doing a deal right now in Connecticut. Can I for a four and a half acre parcel that hopefully should be sold today? Let's got. I have it under contract for 100. And I'm selling it for 160. So that, well, my offer is once, that offer I got was 160.

And the agent that called me on that, that I'm working with the house of buyer has never heard of wholesaling before. And she, I had to explain to her, you know, I'm flipping the lot. I'm under contract. You can't lift me up and it's very reputable and it goes to attorneys. I'm not skimming anybody. And so like she had to explain to her. She's like, well, why would this landowner sell you the property for so cheap?

And a lot of people asking that too. It's like, well, why are people selling their land to you for under what it's worth? But like if you really think about it, if you owned a piece of land or you inherited a piece of land, you've had it for 10 years and you're not doing anything on it. But you get this property tax bill every single year for a thousand bucks, two thousand bucks, three thousand bucks, wherever, whatever plan on what state you're in. You know, someone just shoots you a message randomly and they say, hey, you want. you want to sell this piece of land. A lot of people are like, yeah, give me 100 grand for it. I'll sell it. Okay, sounds good.

You know, you're going to get your 100 grand. Yeah. I'm going to sell it for 30, 40% over that. I'm going to take my fee. And then the buyer is going to get his piece of land to build his nice new home on. Actually, what's funny is that like sometimes I do see like, I'll go back and check old deals from 2024 or 2025.

And I'll see a nice, beautiful house that just sold for $600,000. And I know what that buyer paid for that piece of land. Yeah. I'm just sitting there like, man, maybe I should. Maybe I should start developing. Well, and, you know, it's funny. There's always, like, you know, you're young, you're just breaking in the space. But everyone like realtors or you name it.

They're always going to be like, well, you know, their land was worth more. Well, they're the ones that agree to the price. I don't know what to tell you. I just was able to talk to them in a way that they wanted to work with me. Did you talk to? Right. Like, you didn't call them. You didn't do the work to get a hold of them.

And then you didn't negotiate anything with them. Yeah. This is what they accepted. I didn't force them to do this. Yeah, it's funny. I think like wholesalers are like your friendly local neighborhood realtors' worst nightmare. I think for the worst. Oh, 100%.

It's like, realtor's hate. And the older I get, funny you say that, because the older I get, and the more things I do and the more great people like yourself that I interview that have different verticals. Wholesaling ain't it, dude. It's just ain't it. Yeah. Wait, what makes you say that? Because there are so many incredible ways to monitor. You're saying wholesale houses.

Houses, yeah. Yeah, and or in a general sense of just like trying to beat, you know, landowners or property owners up to the absolute lowest dollar amount. Like, there is a point now where I'm just like, God, there's just a better way to do these things. Yeah. And it doesn't have to be they lose, we win. Correct. Yeah. Like, I'm definitely not trying to like, listen, I do like to get a good deal on it.

You know, I want to make as much money as possible. But as you should. And if a landowner's like, yeah, like, I mean, we pretty much, we don't really do. that create like hard negotiations like most of the time like if i showed you my texting software like from all 12 my sub accounts like a lot of these deals are like really pretty close to what the owner's asking from their initial ask like yeah maybe you know it's really really close because they just want to be done your point yeah they're like hey dude okay what's your offering you're like well what do you want and then they say 100 grand you're like i was probably wanting it 85 or 90 so we're probably

close right and so you know it's funny when you just ask someone what they want and then they tell you it allows you to actually have a real conversation versus being the over-the-top sales person. But, I mean, I want to get to your buyer, by the way, real quick. But I also say that because then there's, you know, they tell you a number that's also unrealistic. You know that same landowners. Like, oh, I want $5 million.

And you're like, what, dude? That happens all the time. Yeah. You pretty much like, but you'd be surprised, like, a lot of people, like, especially with SMS because it's like, I mean, a lot of people get like these, I get these texts all the time. I don't own any, I don't own any properties. probably should, but I don't own anything.

And I get those texts all the time. And so, like, a lot of these people would just be like, they'll kind of just, like, a lot of people would disqualify leads that just say $2 million or $3 million right away. But like for me, like, I like to work every single deal as much as possible, even if someone says no. Like, I've gotten deals. And I just sent this into my community last week just to show them because people will sometimes even say no, they're not interested in selling.

And then if you ask the right questions, you can then open them up and actually get them to sell the property. And so sometimes people would say, oh, yeah, I want three, four million dollars. will just be because it's just a random SMS or just you know and if they don't see your response like yeah that's actually way too high you know based on the you know comparable lot sales in the area like okay well looks I'm dealing with a real person okay well what are you going to offer me you know and you know actually open up and be interested in selling something and that's it is have a normal conversation you know I think the best thing anyone ever could do and whether you go into

Caleb's group or not like learn sales learn negotiating just understand that I mean I graduated UCLA and went into door knocking it was it was probably the best and I've paid I just paid another. I typically have like a six figure a year outlay on whether it be coaching or masterminds or, you know, communities. And you should too. You really should because you're only that I'm bigger and better. Yeah. But I'm just curious like what are you like obviously you've been in this space for a really long time. So what do you think like what kind of these masterminds and stuff are you are you attending yourself? Just like I'm, I'm getting curious like for me. Well, have I so first of all I started but I still facilitate. I know.

I don't know it, but have you heard of boardroom mastermind? Yeah. I would encourage you, where do you live? My A. Yeah, yeah. I'm in Brickle. Bro, I'm, you might want to come with me to Dallas as a guest and check it out. It is, I mean, a super high level mastermind. Like, this is not for a little rookie.

Like, everyone has to be a seven figure a year or more. A lot of people exiting in the, you know, eight, nine figures. We have people who have had nine figure exits. I say all that. Just say, those are the types of. of groups you want to be a part of, I just made an investment in, you know, a 400 person, small, three-day, and it was a substantial investment with high-level business CEOs. And it's because now I'm at a place where I'm not necessarily as consumed with the real estate side of what I do. I'm more

thinking about the business side I do and the entrepreneur side I do as a business owner. And, you know, what do you think that you get out of it the most? Like, I mean, is it the network? Are you doing deals with these people? Are you building businesses, you know? 100% people, dude. Yeah. You will make more money the more people who know you than any dollar amount you spend on marketing to go find sellers. Because the opportunities that come up, the resources that come up, like, where do you go when you genuinely need help? Like, you're like, man, I'm thinking about doing this thing and should this be the right decision?

Maybe I'm going to do the same. I'm going to open up. Who do you go to? Yeah. Yeah. Honestly, it's just people that like being Jewish, like, you know, like there's a lot of real estate guys, especially in South Florida. So I obviously know some big hitters down here in real estate. And like I have a couple of mentors of mine that like obviously I didn't pay for

but I just met through the Jewish community that are really big real estate developers and just huge own huge portfolios across the country. And like I'll ask them like I'll, you know, you know, pick their brain when it comes to new ideas, new in terms of new types of doing different types of deals. But like, yeah, I mean, but the thing is for me, I've just been like so hyper-focused on like this one business model for the last six years. You should. With that said, I also think what we said at the beginning is you need to stay hyperfocus because you're in seven states, you said, right? No, but I'm doing deals in like 15 about.

Okay, but there's 50 states, right? Now, I'm not saying you necessarily want to do this in North Dakota. But if you just take your, why not? Why not? Why not? But if you just take your sphere of expertise, which is small, very niche, five acres or less, no property on it typically. But you just say, okay, how do I become more efficient?

And what I always argue to the people who want to go bigger, it's not always about bigger. It's like, how do you just make more bottom line money? What do you need to do in that sense? Like, is it just maybe a bolt on business? Like, let's just say owning escrow and title companies or a lending company or something that is just facilitating the same transaction you're already doing? Or is it like, okay, can I go open up five more states?

You know, and then you obviously look at your dollar cost of, you know, acquisition of the deal. Yeah, 100%. I mean, obviously, I would like to be doing deals in, you know, 50 states. Yeah, I mean, it would just be just scaling, you know, that's pretty much just up in the marketing, upping the manpower, upping everything. I mean, which I'm not afraid of spending money on that stuff. You know, I'm kind of, I mean, that's kind of like what I've, like my philosophy from personally, like since I started making money, like, I mean, it took me a few years

to actually start, you know, I was able to support myself. But until I was actually making real money in the last three years for someone, you know, in my position, you know, I didn't just run to go get a Lamborghini or, you know, all that stuff. I really did. Oh my gosh. Yeah, yeah. I mean, I listen, I like nice cars that I see them all over. But the thing is what's actually good about Miami is that like being, you know,

well, you don't really need it. I have a car just like go play paddle, you know, go to the gym. But like it's just funny because it doesn't really mean anything here, you know, driving a Lamborghini Euris or driving a Ferrari. It's like because back home in Colorado where I'm from, it's like, you see a Lamborghini Euris there. You're like, who is that guy? You know, you don't see them. And so here it's like, it's like, it's kind of nice that doesn't really mean anything

because it's like, I don't really, you don't know, I don't know. I don't really care. It's like everyone has one. It's like, who cares? It's like, what is, now let's go back to your buyers. Who are your buyers typically? You get a, you get a three acre lot, right? Yeah.

In your wheelhouse. No, no infrastructure underground, nothing, just a raw, you know, parcel. Now, you're typically doing infills, right? So there are houses and or buildings around. You're not off in the wilderness. I don't do anything like that. Yeah, so my buyers, I would say, I would say 60%. So six out of 10 buyers are builders, developers.

and I would say the other 40% are actual end users that want to use it for themselves. And I do a lot of innovation deals. And so I do a lot of stuff on the market. So that's kind of how I get to that other 40%. But typically to get to the 60% of those builders that I'm trying to get to. And a lot of people do real estate wholesale, especially with land flipping. They do it something called the builder first method, which I do not recommend. So I don't do it that way.

Okay. A lot of the reason I'll explain why in a minute. But for example, are you familiar with Lee Townie, Cape Coral, Lee High Acres? I mean, I know it. Yeah, yeah, okay, but I'll explain to you what I mean in a minute. Basically, those are like the guru land flipping markets, okay? Yeah. So if you're joining a land flipping course, you're going to Port Charlotte, you're going to

Lee High Acres and you're going to Cape Coral. And they're going to get their builder buy boxes because basically what they teach is you go call, you find a builder, you call him and you say, hey, buddy, what are you buying? And they're like, well, I'm buying quarter acre lots for. 25K. So now in in Lee County, right? So now you're going to Lee County. You're pulling quarter acre lots. You're pulling 10,000 quarter acre lots, whatever there is there. And you're low bond and you're not even, you're not learning anything. All you're doing is you're just bombarding everyone with a $20,000 offer for their quarter acre lot. Hoping someone accepts it or maybe

counters you and you get it for 23,500. And then you know you have your builder for 25. And so a lot of people teach that. But the reason I do not recommend doing that and is because, A, you're making $1,500, $2,500. And every single real estate transaction with land is the same amount of work. Okay. Send me out to the title company, clearing lien issues, clearing title issues. And listen, if I had a, you know, I wish every single deal was clean and there was no title issues and no liens and no payoffs required. A lot of these deals have hair on them. You know, I'm not scared of a little bit of hair, but that's usually where you make the most money. But if I'm going to, If I'm going to clear, you know, if I'm going to have to deal with all this stuff,

I don't want to make $50,000. I want to make $50,000. Yeah. And so that's why I don't recommend doing it that way because you're just limiting your scope so narrow. You're just like, I'm only focused on quarter acre lots. But what about the 100,000 other lots in the area that are three and a half acres or this one's 0.75 and this one and a half, you know, it's like you're just limiting yourself so much

to this one guy or two guy or three guys buy boxes to what they want. So I don't recommend doing it that way for those reasons, the spreads and just limiting yourself to the amount of deals that you're doing. So what I teach is obviously learn how to pick a market, learn how to pick a good county first. Okay. Once you learn how to pick a good county, then if you're going and doing all this marketing in that county, most likely you are going to find good deals. Once you find good deals, like I mentioned earlier, good deals always sell. They just do. What's a good deal for you? Like something, I just get locking out a piece of land that's under market value. That's like it doesn't matter. And then how do you know is under market value?

Yeah, so like I literally just like for example, like if I have someone that tells me they want 100 grand for the lot, I'm popping up on Zillow. I'm just looking around that area, close radius, seeing what's sold. If there's lots that have sold for more or less, obviously pretty simple comp, nothing too crazy. If there's no comps for land in the area, which happens sometimes, I'm pretty much going just to the home value. So I'm going home value. What are brand new homes? If there are new homes in the area selling for new construction, if they are, you know, typically I want to be at 20, 15 to 20 percent of it. that price. So, right. Yeah. So I've always, in Phoenix, I underwrote, I don't know, however many deals,

but I always figured I'd be able to sell it around 25% of value of home. So if I could get anything under 25% is kind of where I'm. Exactly. Yeah. So like I want to. Yeah. If homes are selling for, I'll make this up.

But in like most of Scottsdale, for example, infill lots of quarter acre or more, a home selling for a million. If I could get anything under 250 grand, I'm going to be able to sell it for roughly 250 grand. That was always my fast. Now, I will say that was because I was really focused in Phoenix.

That's the market in Phoenix. You're in 15 states. Does it stay true throughout the states? No, okay. It doesn't say. What would you say then? I only, that's like a last resort. I always, I always mention that because to my students,

because if there's no land comps in the area, that's the best way to comp it. But I would say it doesn't, it doesn't just apply across the board because everything's different. Like sometimes like certain areas like I have a lot right now in in Georgia and a really nice neighborhood in Greensboro. And it's like priced so well compared to the homes. Homes are homes are like 1.1, 1.2. I'm asking like 199 for this lot. I have it at 100. So I'm trying to, you know, I have I have a great spread. I've got a great, you know, I'm asking a great price. It's got a ton of views, a ton of saves on Zillow. But it's not selling. It's been listed for like two months. You know, I'm running out of time of my contract. I'm probably going to have to, you know, cancel the deal. But just some some market. move slow. So it's like, you know, it's not just a crowd. Maybe I have to drop this one another 20, 30, 40 grand until I actually sell it just because the home buyer, the home builders, excuse me, are nervous in that area. For whatever reason, homes are taking longer to sell. Home values are dropping. So it's not just like a, you know, it's not just straight across

the board. That's the rule. That is generally what I go by if there's no land comps. But I would say it kind of just depends. And like sometimes you will get unlucky, but, you know, and hit a market where it's moving slow and homes aren't selling. And, you know, sometimes the builders want to be at 15% now, you know, because the homes aren't selling this quickly and they don't want to hold onto a house that's built for a year and a half for it to sell. They don't want to hold onto it for that long. So it kind of just depends. But obviously, that's the beauty of landhold selling is that you never actually buying the land. So you're not having, you don't have to put on your balance sheet, which is nice. Yeah. And I mean, that's the nice part.

And the other side of this is, to your point, you said you're selling, what, 60%? to developers. Yeah. And they just know their number so quick. Like it is a very, very fast sell. You're not really, you know, in my experience, anytime I sold to a builder, they're like, oh, yeah, this is done. I'm going to go put, you know, 600 grand into the home and I'm going to sell for 1.2.

Yeah. They know exactly what they're doing. Yeah. I prefer to sell to build, like to builders. But the way that I'm doing it, just like the method of how I'm finding these guys and finding the buyers, you know, whether it be innovation or whether it just be going to the permit portal. and pulling a list of everyone that's filed for single family home development within a three, four, or five mile radius of this property.

And then, you know, finding their numbers and calling the guy who owns that company. I was just going to say, so is that some of your strategy to find the builders? Yeah, yeah, yeah. You go and pull permits. Now, what, is that on any site or what you have to have? So every single, most people, all people who don't know this. Every single county, obviously, you know, has a public, you know, county GIS website. And so they, there's everyone that files for a single family home.

home permit goes through the same state website. So you can pretty much just search for anyone filing any kind of permit. But the tricky part is you got to filter through because some of them will be for plumbing. Some of it will be for electric electric work. So you just got to kind of filter through and find the ones that are for single family homes. But then you'll most of the time they got to apply with a phone number. And so it's all public information. So you just pull it, call call John Smith head of whatever builders that built the house two blocks away. And just be like, hey, you want to buy this lot. You know, a lot of the times they do. Obviously. I just sold one in Charleston, South Carolina, to a builder who did like three or four on this.

I found his number the same way. I did three or four on the same block. Just went to permit portal, called him first phone call, same day, signed the contract. That's amazing. Now, do you think it is worth your time? I mean, you said about three years ago you were making money, but in the last three years is where it started to get really good. Is it because of you found your buyers, your buyers moved your needle? and now that you have this system,

you can rip in war to go find our deals because you know how to get the buyer. It wasn't. You know, it's funny, I've probably only done repeat buyers. Like, I can count on one hand probably how many times

I sold to the same guy. I never sell to the same guy, ever. Most, you know, because I'm just, because if I showed you my deal board right now, it's like all over the country, like all the deals have. So I don't have a guy in this county,

this county, this county, this county that I know every single time. I obviously keep track of my buyers and my CRN. and, you know, and I give them a call. But most of the time, it's like, well, they're already doing this build and that build. So it's like, they're always wanting, always wanting new properties. But for me, it really just came down. The reason why it's, you know, the last three years has, as my business has, you know,

grown exponentially is just because of the way that I started sourcing my, picking my markets. Yeah. And sourcing my deals with my, with the marketing. Obviously, SMS isn't a secret. You know, a lot of people in real estate space do it. But I think the way that we, the way the system that I have for hitting lists multiple times, you know, on the timeline and how many times I do it, the frequency, the follow-ups, you know, everything down to the labels that everything gets.

It's my smarter contact. I use smart contacts for texting. It's so hyper-organized and I keep it. And like I'm not trying to, like I try not to ride my employees too hard, but it's, you know, that's like the most important part of the business is the acquisition. So that's where everything starts. And you'd be surprised because I have deals and I teach this in my community. I'll give us some free sauce right now for the podcast.

Yeah, yeah, yeah. So I'll go to some free sauce. So basically what I tell them is the frequency that you're rehitting your list is really important. Because a lot of people won't even rehit a list one time. They'll do a campaign in Cumberland County, North Carolina on July 1st. And they'll never do it again. Oh, I didn't get any deals. I've had deals.

I literally just did a deal. I think this was back in May where I made 100. I made 100 grand. I got it for 420, sold it for 520 or 535, $15,000. Okay. Guess how many times I hit reheat it? the same list in late county Florida now seven so this was the seventh time that I re-hit that list it was all blue text on this seventh text he answered said he wanted

the price negotiated got the deal 115k on this deal in 45 days so I mean that's I just I mean and you can see the frequency that I'm reading these lists is very important because someone they know maybe they're at work they ignore this you know they're on family vacation this the second time they ignore it third time they think it's spam they ignore it fourth time they're like what the fuck they ignore it fifth time they're like okay Five times. Like, let me say what's up. Okay, I want 100 grand. I want 200. You know? So that's something that I teach. That's really important. Um, especially when you're doing SMS. There's a lot of guys that teach cold calling and mailers. And those are all, those are all good. They all work.

Um, but like I, I, I teach what I don't try to be, uh, I'll know it all guru. I literally just teach what I. Good for you. And I'll encourage you to just do that forever. And you will do very well. Not just, you know, doing the deals, but you'll make a lot of impact because you're not trying to teach them like every little thing about every little thing like this is what i do this is how i've done it just do what i do and you're gonna wait yeah yeah for you where now where can where can people find your course find your club find your thing and or find you yeah yeah i mean i'm i got youtube i'm starting to get my youtube it's uh Caleb flips land on youtube uh my instagram is uh that's where i do post them all most of my content on instagram is is see malabski first initial last

name um so that's right and then obviously yeah you can all my my community. I have a free community, but you don't have to pay for it. I do a live call in there about once a week. I do like I do give away free sauce, you know, once in a while like I just did today. Yeah. It's good. Yeah. So I obviously do post a lot of content on there, and that's where you can find me and reach out to me if you're interested. See Malabski and I'll spell it, M-I-L-O-B-S-K-Y. Go ahead and give them follow on Instagram and YouTube. Dude, this is, like I say, more opportunities and maximizing opportunities in real estate. And this is a huge opportunity in Caleb's the man that to help you guys go do this. So make sure to reach out to them. If you think someone needs to hear

this, go ahead and share it with a couple people, but also give us a five-star review. Make sure everyone knows about maximizing opportunities in real estate. Caleb, it's been a pleasure, brother. Yeah. And I'm sure we'll be talking plenty soon. Yeah, be in touch, man. Thank you so much. Appreciate it. All right. All right, guys, that's it. We'll see you on the next episode. Peace.