Zocalo CapitalInc

Partner playbook

How to find land deals we'll buy

The quickest way to get paid with Zocalo: one filtered list, a text campaign, and a deal that fits our buy box. Pick your setup, then follow the steps.

Budget setup
Start lean with two tools.
DealMachine Owner lists with skip tracing built in. Best phone-number data.PropStream Owner lists with built-in skip tracing. Easiest to learn. Free trial.

Plus any low-cost texting tool. Most of your budget should go to marketing.

Fast track: full CRM
Recommended
Pay to move faster. Everything in one system.

Carbon REI

All-in-one CRM: lead pipeline, texting campaigns, follow-up tasks, AI replies and contracts in one place.

Set up Carbon REI

Step by step

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  1. Pick a market from our buy box

    Start where we already have buyers. Open the Zocalo buy box, choose a market, and note the max price and requirements. That's your target.

  2. Build the right list (the list is everything)

    1. Draw your area on the map. Pick a market from the Zocalo buy box
    2. Vacant land only
    3. Off market, always
    4. Last sale date 10+ years ago. Long-time owners paying taxes on an empty lot are more motivated
    5. No liens, where the platform allows
    6. Owner has fewer than 10 properties. You want individuals, not investors
    7. Vacant residential zoning
    8. Lot size that matches what sells in that market (see the buy box)

  3. Get the phone numbers

    Use a list tool with skip tracing built in (DealMachine or PropStream), so phone numbers come with your list and you don't pay a separate skip-tracing bill.

  4. Text the sellers

    Import your list into your texting tool and send a campaign. It costs under a cent per text, and many lots go under contract without a single phone call.

    Hi, my name is [Your Name]. I work with local home builders looking to buy more land in your area. We came across [123 Main Street] and were interested. Have you ever considered selling the parcel?
    • Rotate several templates. Don't send everyone the same message
    • Use multiple phone numbers for each campaign

  5. Follow up relentlessly in your CRM

    Move each lead through stages (New, Follow up, Offer sent, Under contract). Set reminders, book calls, and let AI handle first replies. Following up is the most important part of the business. Carbon REI does all of this in one place.

  6. Make an offer below our buy box price

    Buy box price (example)$37,000
    Your offer to seller−$30,000
    Spread$7,000

  7. Submit the deal to Zocalo

    Seller said yes? Submit the deal with the seller's info and price. You'll sign the JV agreement, and the app creates the purchase contract with Zocalo Capital Inc as buyer.

  8. Send the seller their signing link

    From your deal page, copy the seller link or email it. The seller reads and signs on their phone. No account or DocuSign needed.

  9. We handle the buyer, title and closing

    Zocalo assigns the contract to our end buyer, opens title and manages closing. You track every status update from your dashboard.

  10. Get paid, then repeat

    When it closes you're paid $2,000 per land deal (or 25% of the assignment fee on houses). The key to scaling: send as many text campaigns as you can so your pipeline is always full.
Open the buy boxSubmit a deal