Is This Market Too Rural To Wholesale In?

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If you’re new to my channel my name is RJ Bates III. Myself and my partner Cassi DeHaas are the founders of Titanium Investments.

We are nationwide virtual wholesalers and on this channel we share EVERYTHING that we do inside our business. So if you’re looking to close more deals - at higher assignments - anywhere in the country… You’re in the right place.

Who is Titanium Investments and What Have We Accomplished?

Over 10 years in the real estate investing business
Closed deals in all 50 states
​Owned rentals in 12 states
​Flipped houses in 11 states
​Closed on over 2,000 properties
​125 contracts in 50 days (all live on YouTube)
​Back to back Closers Olympics Champion
Trained thousands of wholesalers to close more deals

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With over 2,000 Videos, this is the #1 channel on YouTube for all things Virtual Wholesaling. SUBSCRIBE NOW!    https://www.youtube.com/@RJBatesIII

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Chapters

• 0:03 Rethinking Montana As A Market
• 1:00 How Virtual Wholesalers Win Here
• 2:28 Lead Sources With Low Competition
• 3:50 Start In Major Cities, Then Expand
• 5:02 Buyer Relationships And Travel Radius
• 6:03 Lessons From Maine And Dispo Speed
• 6:55 Why Wholesalers Add Real Value
• 7:14 Title State Perks And No Regulations
• 8:13 Vacant Land And Seller Finance Plays
• 9:01 Who Should Target Montana And When
• 9:40 Final Rank, Takeaways, And CTA

Transcript

SPEAKER_00: 0:03

Welcome back to wholesale and around the world. Today we're going to be talking about big sky country, Montana. Now, most of you probably listening to this are like, RJ, Montana. Come on. That's way too rural. I don't want to do any deals there. There's no buyers. And I get it. Montana comes to us with a population rate somewhere around 43rd or 44th, with just north of a million people living inside the state, despite the fact that it is the fourth largest state in regards to land volume. So normally, if you've been following this series, we base kind of where a state ranks off of its population. And that just makes sense, right? The more people there are, the more opportunities we have, as well as there's going to be more in buyers for wholesale transactions. That being said, we have been virtually wholesaling in Montana since 2020. And what we've learned is that it is a unique market in the fact that if you do find deals in some of the quote unquote major cities, you can establish really solid relationships with in buyers that will buy around the state. And because they are hungry, they're starving for volume, they need assets. And so when a virtual wholesaler can come in and provide them that, they are willing to travel much more than the majority of the states out there. And so there is an opportunity. We could go in and we could pick up coupon club leads for depending upon what level you're at,$29,$19, even when they run their Christmas specials for$9 a lead, or go on to Lead Zola's marketplace and be picking up for$35 where there's no competition and there's no one really going after it. And these are refreshing conversations because the sellers are hungry to be able to sell their distressed assets when this, unlike other markets where it's highly saturated and there is quite a bit of competition, they're speaking to five people a day. You're not going to see that in Montana. And vice versa, when you talk to your end buyers, they're not going to have a ton of volume in regards to wholesale deals being brought to their attention. And so it is an opportunity for you to scrape off a couple of deals, maybe a handful of deals every single year. Where most people are going to be completely ignoring this state. Now, I wouldn't suggest going to the rare, the super rural, uh random locations right out of the gates. You need to go to the major cities and establish your relationships with your in buyers there, and then understand where they're willing to travel and base your lead purchases off of that relationship. So what I mean by that is Helena, Missoula, Bozeman, Billings, those cities are the places that if you've never done a deal in Montana, that's where you should probably focus your attention on purchasing your leads. And the reason why is because there's going to be in buyers in each one of those locations. And then if you bring them a great deal in Helena, Missoula, Bozeman, Billings, then that's where you could establish a relationship where maybe a billings buyer will say, Listen, I'm willing to go up to Lewistown, I'm willing to go all the way over to Miles City, then I'm willing to also go all the way over to Bozeman if you can bring me future deals and anywhere in between. And that creates an opportunity for you to pick up those cheap leads that no one else has purchased. The sellers have not heard back from anybody, and that's an opportunity for you as a virtual wholesaler. This is one of the major benefits of virtually wholesaling, understanding markets that exist like Montana. I compare Montana to Maine. Now, if you go back to my episode with Maine, I talk about the the power and how much I love the honey hole of southern Maine. I just went live with Hyro and Caesar yesterday, and Hyro got a banger of a lead in in South Maine. And I was like, listen, bro, you got to bring this to me because we could dispo that in less than 24 hours. And that's how I feel about receiving a great deal in Montana. We have go-to buyers throughout the state that really have never been, they they never receive deals from wholesalers. Let's just be honest, they're always out there trying to source their own deals. And what do we know about end buyers? Well, they're they're busy taking care of their business, they're meeting contractors, they're going out, they're dealing with zoning and city permits and all of the nuances that go along with owning assets and sourcing leads, lead generation, and meeting sellers and negotiating. That's really not their skill set. That's where wholesalers find a place in the marketplace, and so there is a massive opportunity for you in the big sky country. Now, some of the benefits of doing deals inside of Montana, it is a title state, not an attorney state, which automatically makes transactions easier. I will say the title companies in Montana are not as accustomed to doing wholesale transactions as, say, a state like Texas or Florida or Arizona. So it is a little bit like you have to coach them up a little bit, kind of walk them through how that process works. So that's a little tiny nuance, but it's better to deal with a title state than an attorney state in most cases. Also, Montana does not have any wholesaling regulations, which makes it fantastic. Just abide by the normal laws. You're not selling a property, you're assigning your equitable interest in the contract. So overall, there's no hindrance, right? There's nothing holding us back in regards to wholesale regulations or difficulties with the title companies. So another thing that you need to understand about Montana is that because it is the fourth largest land volume state, you are going to come across large tracts of vacant land. And that brings an opportunity for you to have really high paydays, but it also means you kind of need to flex your muscle in regards to creative finance, specifically speaking about seller finance. This is an opportunity for you to come in and be able to pick up a large amount of acreage for relatively cheap and on terms, and that could be extremely attractive to your in buyers. So that is something when you do establish those relationships with those cash in buyers, talk to them about it. What would be enticing to them? What kind of down payment are they willing to put down on these large pieces of land? Because in Montana, we could be talking about hundreds of acres and even thousands of acres, and you don't want to sleep on that opportunity. It's very similar to comping and underwriting single family homes. How much is it worth? What's comparable to it? And then talk to your end buyers about how much they're willing to put in as an entry fee. Now, overall, do I believe that if you're brand new to virtually wholesaling, should you target Montana as a market? No. I think you need to have a little bit of experience. You need to be targeting some of the more common wholesaling hotbeds like the Midwest, the Sunbelt, the Texas, right? Florida, Ohio, Michigan. Those are the hotbeds that you should be focusing on when you first get started. But if you have graduated to the level in which you are virtually wholesaling, you've done transactions, and you're not only doing acquisitions, but you're starting to do dispositions yourself inside of your wholesaling organization, then that's where you can start targeting Montana because the power of doing deals in the big sky country is building that relationship with those end buyers. So you need to be doing that yourself. And then that's where Montana could actually turn out to be a little bit of a honey hole. Now, overall, I'm still, despite all of the kind words that I've said about Montana today, I'm still not going to rank it very high. It probably ranks in the high 30s, low 40s just because of lack of volume. But anytime I see an opportunity where a lead does come in, so in a surrounding Helena, Missoula, Bozeman, Billings, those are opportunities for us to go in and siphon a deal that the vast majority of our competition is not paying attention to whatsoever. So I love Montana. It's close to my heart. It's a beautiful state. I it's one of the few states out there that I have not visited, but I I very much look forward to seeing it in person because just based off of the wholesale deals that we've done there, it looks extremely beautiful. And so I love Montana. It's just we don't have quite enough population, but it is a great opportunity for you to get a couple deals every single year. For those of you that are currently doing deals in Montana, let me know. Do you agree or do you disagree? And uh, if you want to share one of those uh great end buyers that you've got in Montana, let me know. Regardless, show me some love, like today's video. We'll see you guys tomorrow.