Why I’m Selling Cheaper Deals This Year » REI In Your Car » 1429

Real Estate Investing Mastery Podcast

Joe McCall

Business, Entrepreneurship, Investing, Management

4.8 • 551 Ratings

🗓️ 4 March 2026

⏱️ 10 minutes

🔗️ Recording | iTunes | RSS

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Summary

I’m making a big shift in my business this year, and it might surprise you. Instead of chasing the biggest profits possible on every deal, I’m focusing on selling cheaper deals that move faster. Over time, I’ve learned that velocity of capital beats holding out for top dollar, especially in a changing market.

Sellers are becoming more motivated, competition is lighter, and buyers are still active if you pay attention to where they’re actually purchasing. My strategy is to target those active areas, price deals to sell quickly, and keep consistent marketing going so the pipeline stays full. This creates predictable income and removes the stress of waiting months for a deal to close.

I also share how direct mail plays a huge role in this plan and why being conservative with your pricing can actually make you more profitable long term. If you want a steadier, more resilient land business, this approach can change everything.

What’s Inside:

—Why faster deals create more consistent income

—How motivated sellers are increasing opportunities

—Why conservative pricing helps you stay competitive

Transcript

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0:00.0	What's going on, guys, Joe McCall, R.E.I. In your car.
0:17.8	So I'm excited about 2026 and very optimistic. You know, this business is whatever you make it.
0:23.0	I never believed in the concept of being a self-made man, right? It's a little too much dependent on just us.
0:29.1	I believe that God helps us. If any success that we've ever had, it's because of God and his help and the gifts that he's given to us.
0:36.5	So we aren't chiseling out our own statue. But at a certain sense, you know, we are what we make it to be, right? But anyway, what I'm trying to say is, I'm excited about 2026. And when you look back at 2025, are you thinking, man, it was a horrible year? Or was it a great year? Thank you so much. God, for the awesome year it was.
0:55.3	If you're blaming last year or complaining that it was a bad year, it was probably your fault,
1:00.7	okay? And I wanted to just do a quick little podcast here talking about what my plans are for
1:05.7	26 going forward. And I'm kind of doing it for two reasons, but one of the main reasons is I want you guys
1:13.0	to hold me accountable for what I'm saying that I'm going to be doing in 2026. And the other
1:17.4	reason I'm doing it is I'm hoping it inspires some of you guys to aim higher, to try to be more
1:23.1	aggressive with your real estate goals. Real good book I'm reading right now for the second time is the science of scaling.
1:30.1	And in that book, he talks about setting impossible goals and in possible time frames,
1:34.8	setting out a floor for what you want to stop doing,
1:38.7	and then looking at your ceiling of what you're going to be focusing on like a laser.
1:43.6	Focus will make you rich and shiny
1:45.6	objects and chasing too many things will make you go blind, right? What I'm going to be focusing
1:49.7	on is twofold in 2026. Number one, I'm not going to tell you the specific revenue goals that I have
1:55.8	because, you know, I admit, if you're brand new to the business, you've never done deals before,
2:00.3	that might seem like,
2:01.5	oh, that's, there's no way. But I'll tell you in general terms, my goal is to triple the revenue and
2:06.8	the coaching side of my business. So we do coaching services, software, done for you marketing.
2:12.9	We have my Dirk Flippers course. We do lending on deals to with students and we partner on deals with
	...

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