Black Friday Land Investing Playbook

I once dined on steak with a candle, soft glow. But the bill left my savings despairingly low. Now wisdom has taught me so simple, so grand. Eat baloney, buy land. Eat baloney, buy land. Play the fork or the deed in your hand. Skip the filling, let the sandwiches stand. Your fortune will grow when you buy your own land.

Here we are, fellas. Welcome to Nightcap and the Art of Passive Income podcast. Tonight, we're talking Black Friday, when the world loses its mind over TVs, air fryers, and gadgets that'll be in the closet by February. But the smartest investors, the smartest consumers, they're not chasing door busters. They're locking up dirt. Tonight, we're breaking down the Black Friday Land Investing playbook. How to flip land while everyone else is fighting over parking spots. And how to use Black Friday urgency to drive a flood of deals and down payments into your business. And if you're catching the replay, don't forget to join us live every Tuesday night, 9pm Eastern on YouTube for the land Geek Nightcap. Everybody grab a drink, bring your questions, and let's talk land freedom. Cheers.

Mike, are you drinking a milkshake out of a martini glass?

Yes, it's the closest thing to a milkshake you can get. It's an espresso martini

bougie.

Is that Scrabble worthy? Oh, you know what? There is no. But every morning, I do have my cacao drink. I have to report that it feels great. I put a little protein powder at Mark. My own little thing and. But it's unbelievable.

Oh, really? How's it taste of the protein powder?

Well, it's a peanut butter honey protein powder, so pretty dang good. I got 30 grams of protein just with cow.

Ooh.

All right, send me a link.

Well, well, we should. We should do an intro here, fellas, right? So, I'm Scott Bossman. We're. I'm joined here tonight from my. My brother's from another land, mother. First up, we got John. Eight is enough. Uh, Handsome Rob Burnett. John, how are you?

Cheers. I'm great. Yeah, it's a cold day in Idaho, but it's a good day.

But it's a good day. Next, the king of calm in a crazy world. Breathe in the mailing. Breathe out the marketing. Mike Zano, the Zen master. What's up, buddy?

I'm doing great. Two things I need to say. Number one is Mark singing that song at the beginning because I don't know if I said this before the circle sounds like Mark. I don't know if he has a rock.

I don't know if it's. I, I mean, it's a pretty low voice, so I would, I would disagree. I think Mark's be a little bit higher.

Just saying.

We should have another nightcap musical, I think, and really fun.

Good.

Saving the best for last. The Godfather himself, the man who started it all.

But I appreciate it. Cheers.

Cheers.

Cheers. Black Friday.

Black Friday is here. Can you guys believe it?

This year has just blown by, hasn't it?

It really has. I think we should start with some gratitude, though. We head into Thanksgiving.

I like that.

I like that. Should we just go around like we're. We're at our, like, own little Thanksgiving table? Because I, I'll talk about what we're grateful for this year.

You want to start.

He's just grateful to be here.

I think that's a good idea.

You want to take the. Take the honors. Take. Your honor. Your honor.

Your honor.

Your honor.

Yeah, I mean, I think first of all, I'd love to know in the chat how many of you actually do that at your Thanksgiving table, where everyone awkwardly has to go around and be put on the spot and talk about

what they're grateful for.

Like, it's great for the teenagers, you know, so. But in all, in all seriousness, though, I, I, you know. Yes, Stephen Ray. Grateful for dirt. You know, there is a lot of science about gratitude, but really the, the science is really when you receive the gratitude, not actually going through a gratitude list. It's when you receive gratitude. So I'm going to give the gratitude. So first of all, to John, Mike, and Scott. So grateful that we get to. To do this. And it really. I couldn't think of three better compadres to spend my Tuesday nights with. Not only are you guys fun to hang out with, but drop knowledge bombs every single week. I'm learning our community's learning. And that's, you know, we just don't know what, like, slight turn of phrase can actually unlock something in someone's mind and change everything for them. So I'm totally grateful that for that. I'm grateful for our community of land investors. I'm grateful for the opportunities that we're able to give people and the great privilege that we have to be able to change someone's life. Because when they solve not just their money problems, but their time problems, and they could spend even more time with their family, they could spend even more time with their friends, they get to eat even more turkey on Thanksgiving. They could spend even more time with their community. You Know, volunteering or maybe even more time traveling. It's. It's life changing. And we then get that gratitude from them. And there's been nothing, I think, more powerful and more gratifying for me professionally than when someone says, hey, you guys changed my life. And all started with a call with Scott Bossman, Mike Zano, John Burnett. So happy Thanksgiving. Thank you, guys.

Happy Thanksgiving.

Thank you.

We followed that up. That was amazing.

We talk about Black Friday, but, like, I just want to start with that.

No, that's amazing. Mike Zano, you got something to say to that?

Well, first off, thank you. Gratitude received. I appreciate that very much. I feel the same way. I would say I concur. Oh, But let's see. You know, grateful, obviously, that meet the family, things of that nature. Wonderful support system for my parents, to my kids and whatnot. But, you know, this year, Mark, I did retire, so I'm grateful. You know, it's interesting, you know, I. I still loved being a firefighter, you know, and I miss that. But I'm. I. I'm. I'm more in love with being someone who's building my business continually. Right. And I think I'm really grateful. You know, I don't know if I told you, Mark. Maybe I did. But when I. Back when I was, like, 20, I used to like to listen to Zig Ziglar, Wayne Dyer, Tony Robbins back then, and I would get so motivated, so excited, but I didn't really have a place to put that energy and that excitement. I was just like, okay, I'm all jacked up now.

What?

And then I went to school for business finance, but then I became a firefighter, and it kind of bothered me. In the back of my mind, I felt like I could have been good at business. You know, I just kind of. I love being a firefighter. I'm not saying that, but I always, like, crave that business aspect. So then through a turn of events, who's to say what's good or bad? I went into debt, Mark, which caused me to meet you, Right. Which caused me to learn how to build a business. And then becoming successful in business allowed me to now go back and revisit all those cool things from Zig Zigla, Wayne Dyer, Tony Robbins and all, and actually have a. A real place to apply it, a real training ground, a real platform, something where, you know, you're living on the cutting edge. I always say entrepreneurs are like superheroes out. You know, you got moms, and then you got entrepreneurs. Like, we're. We're like, responsible for our own success. Right. And so I just feel so grateful that I'm in that environment. I'm on that platform, I'm on that stage. I'm. I'm able to actually apply all these things and, and it's really necessary because it's challenging. There's difficult days. This. Not like a bed of rose, but. But the reward is. Is so great. And I'm just very grateful for having that opportunity. Wow.

Amazing. Amazing. Oh, and by the way, Brett, if you're still watching, I'm grateful for you, brother. My best friend in Chicago just texted me.

Oh, nice.

Where can I get a Gotland shirt? Like, he's watching.

That's awesome. Well, John Burnett, what about you? Thank you, Mike, for those words, by the way. That was awesome.

Yeah, thank you, Mike.

Yeah, I mean, I'm really thankful for my family. You know, it's a stereotypical thing to say, but. But I really am. I'm, you know, enormously blessed to have an amazing wife, Valerie, and. And our kids. And. And I'm really grateful to be. To be here. You know, Mark, I heard you on a podcast. I still remember going through McDonald's drive through to get an egg McMuffin after my oldest daughter was born. And I just, you know, at that time, we just didn't have time, freedom, you know, and. And I really wanted it. I really wanted to have flexibility, and I knew that. I knew that. Sorry, this guy's going for my mouth. But, you know, we really wanted that and we were at a point of pain where I just wasn't seeing my kids enough. And. And now I've got that, you know, and so I've got, obviously, Thanksgiving off. I've got time around that off. I've got time, freedom. You know, I did. I've been doing breakfast, lunch, and dinner at home with. With my family every day. And it's wonderful. It's just an enormous blessing. So grateful. Grateful to be here. Grateful that I got into land and. And grateful for my family.

Beautiful. That's beautiful, boy.

How does anybody.

How you follow?

How do I follow that? Open up another beer. And no. So I've actually been thinking. I've actually been thinking a lot about lately everything that's happened in the last 10 years. And you guys may remember a few weeks ago at the dirt Rich summit, I was talking on stage and it just kind of hit me all of a sudden like a ton of bricks that I was 10 years into this, and I imagined myself sitting out in the audience watching the coaches up front And I got emotional because I saw, like, the 10 years flash before my eyes and everything that's happened in these last 10 years, and, like, I have a completely new identity compared to 10 years ago. And I've grown so much as a person and an entrepreneur, but more importantly, a father and a husband as well. But what has enabled me to grow is this business and the people that I've met and the coaching that I've received and the continual learning that. That I'm exposed to. It's just very humbling, and I'm very grateful. And it's been. It's. It's really dawned on me this last month, especially just how far I've come the last 10 years and how different a person I am. Right. And 10 years ago, there were parts of me that I was not proud of, but now. Right. There are a lot of parts of me I'm proud of. And I attribute so much of it to this community. And Mark, you. You're so much. So much of an inspiration to me. I mean, John and Mike, you mean a lot to me. Mike, you're. You're an amazing business partner and friend and colleague, and it's just fun. I just. I was saying on my. My whiteboard over here, you know, better than yesterday, and I feel like that's just happening, and I'm really thankful for it. So that's what I have to say. Wow.

I love that. Thank you, brother.

Wow, man. We. We.

You should be thankful for that ass beard, too. That's pretty badass.

Sorry.

I have the sweater. I have the sweater that I wear. I have. I have the sweater that I wear in my office, and. And today I was talking to someone, and I'm like, wow, I kind of look like Obi Wan Kenobi.

Put it on.

Alter ego.

Does it have the hood?

It doesn't have the hood. This guy has collar on it. So now I probably look like Mr. Rogers, but.

Oh, I like it.

It's kind of like the Obi Wan Kenobi.

Yeah, yeah, yeah.

Where can I get one of those?

You look like you're ready to walk out of a cabin on top of a mountain, Right.

With my flannel on.

Yeah.

Anyway, well, thanks, everybody. Yeah, I think everybody throw in the. Throw in the chat. What you're thankful for, what you're grateful for. This. This Thanksgiving. Thanksgiving week. And, you know, I think with the. The. The. The feeling of. Of thanks and. And gratefulness that we all have, you know, things are a little bit noisy with consumerism and buying stuff and Black Friday and that type of thing. And we do have a topic for tonight which we should probably get into, and that is Black Friday. But Black Friday and land, which I think is the best because it's not consumerism in the, in the historical sense. It's, you know, let's, let's find, let's, let's provide an opportunity for somebody to help them become landowners with maybe a smoking deal. So I thought tonight maybe we should talk a little bit about, you know, some of our successful Black Friday tips and tricks for people that are watching who are maybe new to the business or maybe maybe they've been in business a while and wanting to have a successful Black Friday campaign. What tips and tricks can we give people now that we've all been in this for a while to help them get on the road to success with some land deals? So, Mark Podolski, what are your thoughts on this whole Black Friday thing and land and what are some tips you could give to folks that are watching?

Well, I would say that because it seems like every year the Christmas decorations are going up earlier and Black Friday is almost, you're almost late now if it's, if you're waiting for the promotion to go out literally on Black Friday. So I would say prepare two weeks in advance before Black Friday. Now, obviously, tomorrow's Thanksgiving. Wait, no, I'm sorry. Two days. I'm so excited for Thanksgiving. It's 12. I'm celebrating Wednesday and Thursday.

So.

But if so basically, I would be preparing next year, if you haven't done so already, to have those, that promotion out and also just make it irresistible. What, what can you do to make it absolutely irresistible? And oftentimes you, you know, we're going to see like, you know, what, what we do. But what can you do? What can you bring that is going to be a little bit different to the market and, and be bold, you know, do something kind of outrageous. And that could be a dollar down. That could be, you know, hey, we're gonna do a, you know, half off on a survey with this land for you for this Black Friday. It could be, you know, you know, buy two, get two for, you know, at 25 off or 50 off, whatever it is, just be a little different, a little creative and, and move the inventory. But to Scott's point, educate them earlier about the why, because everything else they're going to get on Christmas, everything else is not going to last. The gadget's gonna break, the whatever, like, you know, the car. I don't know what people buy Anymore. But, like, you know, the new Tesla, I'm totally out of touch now. No, whatever. Whatever it is that people are buying, it's not gonna last. But the land will last forever. It is a generalite generational asset. And I think, you know, to John's point, like, most of us, like, we're, we're family people, we're family oriented. I have three kids, right? What I mean, this is the legacy for them, and this could be someone else's legacy as well, is, you know, we're providing that opportunity that they can afford maybe 99 bucks a month or 199amonth, 399amonth to car payment to get that one asset that lasts forever. They can go off to this rural land and bond with their family. Luckily, there's no cell tower, so everybody's present, like, like really paint the picture. So that's, that's how I would think about it for you this Friday, this Black Friday and the years to come.

I love that. I, I mean, I think we all know deep down, like, the stuff that we want to get. The fancy tv, the. I mean, the Traeger, the air fryer, maybe the Traeger make your life better. But, you know, all that stuff, in the long run, it's not going to change your life. And in a few months from now, it's not as valuable. Right. It just all depreciates when you drive it off the lot. Right. Whereas land just will continue to appreciate over time. And I think that's something to get across in our campaigns to people, is try to convey to them with frequency, which I think we should talk about as well, that land is really a smart buy for a lot of different reasons. And it's so much better than buying a TV for a lot of different reasons. What are your thoughts, Mike Zano?

Wow. Yeah, some great points. You know, I think it dials back to the fact of when we talk about the Black Friday deals inherently, we're talking about our buyer's list, so I think it's back to that. And for those of you who maybe are just tuning in or haven't done much in terms of land investing, these are people that have expressed interest in land that we. In areas where we own land, but maybe they haven't bought from us yet, or maybe they have. We have lots of repeat buyers and we have their email and we serve up to them every week. Don Thrasher concurred. I gotta have a fit.

Yeah.

Cheers, Don Thrasher.

Best hug at boot camp, by the way. We serve up to these people on our buyers list deals every week, you know, there's a benefit for being on our list. We're going to cater to them. And you have to cater to them if you're going to retain them, you know, give them discounts. But now when it comes to Black Friday, it's time to really thank them for being on their list. Right. We're grateful that they're there, so we want to offer something to them of real value. You know, we have. There is that clock, Griswold out there that's looking for, not a swimming pool, but looking for a piece of land for his family. And we have the solution. He doesn't need $7,500 or a Christmas bonus. He can just get it with an easy down payment, which is kind of crazy. I mean, you could fit 20 acres of land inside your Christmas stocking. It's just a deed. Yeah, that's probably a pretty good headache. 20 acres in your Christmas stock and sound this year.

I love it.

Santa Claus could deliver that. But anyway, yeah, so I thought that'd be a great thing to sort of illustrate. You know, what do we talk about? Who. Yeah, we put it on our website. Yeah, we can advertise it. But fire and large, when we talk about these Black Friday deals, they are talking about our buyers list. And it doesn't matter. By the way, we've said this over and over again. If you have one, three people on that list, we've seen it time and time again. They don't know they're the only people on that list. So act like you have thousands of people on your list and act accordingly.

I love that. And the other thing about the buyers list, and it's something we should all be thankful for, I think, is, you know, we're not left to the fate of other. Some of these other marketing platforms when we, you know, I'll never forget Tate saying years ago, you know, that's the most important marketing platform we have is our buyers list, because we own that list. Right.

And the only thing we own.

It's the only thing we own because we're subject to the Facebook algorithm and the Craigslist algorithm and even the land sites. Right. The land sites are just so hot and cold. But your buyers list, you can grow it to thousands and thousands of people over time, and if you're engaging with them appropriately, it results in a lot of repeat land sales for you. So. So that, you know, it's fun to watch the buyers list grow and to watch sales come from that John Burnett. I think, you know, I think another thing that's really important about Black Friday is I think now, nowadays, if you just send one Black Friday email, it's just not enough. Right. So can you talk about cadence and maybe the frequency of getting a list and why that's important?

So I had some long conversations with ChatGPT this morning, actually, because I was like, how many emails should I send? Is this getting too many? But the reality is that.

Not Gemini 3.0.

Not Gemini 3.0 now.

Okay, I might have you there now,

but, yeah, I mean, the. The frequency that you can hit a list specifically on this weekend is, I think, a lot higher. Right. And so we're sending out a lot. A lot of emails over Black Friday weekend. So we're. We've been preparing people. You know, we sent out an email Monday, we've got one going out today. Tomorrow, we're just doing kind of a Thanksgiving or not tomorrow, sorry. We set out sending out one on Wednesday. On Thanksgiving, we're just sending out just a Thanks, a Thanksgiving email. We're just like, happy Thanksgiving. We're really thankful to be doing what we're doing, and we're thankful for all of you. And then, yeah, Friday, we're hitting them with two emails. Saturday, we're hitting them with one. Sunday, we're hitting them again with two.

And.

Right. Just to kind of have a ticking clock on the. On the. The deal itself. So I think this is, you know, generally I'm pretty careful not to hit my list, like, too much, but this is probably the week where I make exception to that. But I don't know if you guys

philosophy, by the way.

Okay.

I'm like, buy or unsubscribe, like, five times a day, I'm showing up.

We know. Yeah, I mean, it's.

It's, you know, it's noisy. And so you've got. I mean, as long as it's valuable, right? You don't want to spam your list, but as long as you're giving them something of value, some type of information, some type of entertainment, something that's valuable to them, and you're giving them a good deal and just kind of reminding them, hey, this ends on this day, and this ends on this day, I'm inviting you again because it's ending very soon. Like, I would have no problem on that. Say, Cyber Monday, emailing five times, really, on that.

In a single day?

In a single day, and just saying, hey, we're ending now. Like, just remind, like, two hours left. There's One hour left. That's just two emails right there. And then you point the three emails leading up to them.

Yeah, well, I agree.

You think about. Could you agree that's not. That's, that's only half of it. No, I don't think that's a drink.

I concur. I concur.

So, I mean, you think about even the big box stores, right, they're hammering your inbox over the next five days. But, you know, if Mark sent out five on Friday, he's hammering me more than Target. And, you know, like he said, as long as he's providing at least some worthwhile content in that email and a really great product, I think that's definitely appropriate. So, you know, I think that's something to think about because email is noisier than ever. Right? So, so how do we reach out to those buyers? And I think that brings up another maybe mode of communication that is text. Now, I think that, I think what, what our strategy is going to be is like, we're going to take the email opens and then probably send them texts. You know, they're already in our list. They've opted into our list, that type of thing. And not on Thanksgiving Day, obviously, but on Friday. If, you know, our sales assistant is trained, you know, if they. Follow Up Boss is nice. A lot of us use a CRM. It's called Follow Up Boss. And it's nice because you can see which customers interacting or which customer is, you know, spending time on different web pages. Web pages. And you can, you know, cross reference that with what's happening with the email campaign. And, you know, if Mr. Smith has clicked on a certain link 10 times, well, we need to be reaching out to him. So that's another thing that we emphasize for our team is that, hey, we need to be kind of in the, we need to be in these tools, in our email tool and in our CRM to see who is interested and in window shopping, so to speak, so that we can hit them up and give them a good deal. So, Zano, what about. I know you love this stuff. What about, like, incentives? What about, like, oh, fomo? We can create FOMO with these email campaigns, too, on these text messages.

Yeah, I mean, well, incentives incentivize them. Well, there's going to be discounts. Of course, if you're talking about that, there's going to be something significant in terms of discount. There is the fear of missing out because we don't have unlimited properties in these areas. You know, some areas more than others. But, yeah, I think really, if this, this comes down to the incentivize. Incentivizing them, you know, with something really special, whether it's and. And, you know, Mark, you named a bunch already. You know, go crazy. This is something where usually there's enough margin in our deals that, I mean, you could, you could, you could forgive some payments, you could, you could waive some doc fees or some down payments. I mean, we have a lot of room in these deals because we buy them again, 25, 30 cents on the dollar. It allows us a lot of flexibility. So use that. Don't be a yield snob. We talk about that, right? I mean, let's not. I mean, there's so much room for profit here. And, you know, so maybe only 3x, not 4x, not the end of the world, right? Still a great day in land investing. So I think, yeah, you got to get creative. You got to really. It's one of the things, I think in the beginning when people start investing in land, you know, we would do this at the live events, the boot camps. Remember, we break off in tables and we would have mock teams buying property and then selling property and coming up with payment structures. And inevitably you had several groups of like, okay, we're going to get. We're going to cover our initial investment in the down payment. And so this unrealistic sort of expectation. Now, that does happen sometimes. Absolutely, it happens at times. Because, you know, Mark, that famous phrase you like, how much would you like to put down? Sometimes they will put down enough to cover the entire cost of the property, but more often than not, that doesn't happen. So we want to be realistic in our expectation here. Right. If you want to sell a property, make it attractive, make it irresistible, make it something that's super affordable.

Yeah, no, no, 100%. And I think that we don't. We don't talk about it a lot, but, you know, if you're in a software business, you're really looking at churn and you want to reduce your churn. But the lamb business, like on Black Friday, if you're getting a dollar down and maybe you get two or three payments and they churn out what's actually happened. They've lowered your cost basis and you resell it. Yeah, it's not the worst thing. In fact, it's. You can be a yield snob on Black Friday if you know that if you're getting less than 300 down, the odds of them defaulting actually does go up. Not that we want even a default. We don't but we also want to be realistic as well. And so it's knowing that reality. You can play with the numbers a little bit more. You can be more generous because to my. Your point, you're not. You're not giving away the farm because a lot of those people probably will default in time if they haven't put a lot down, because we know there's just a lot of uncertainty, especially in this market and in the future. So we just don't know. But it's not something we want. But it's also a business reality. It's kind of hard to, you know, talk about Mark, for.

For people just tuning in maybe for the first or second time to this amazing live podcast who don't know a whole lot about land investing.

The millions of.

Right, yeah. Can you. Can you talk about churn a little bit more and what you mean by that? Because I think a lot of people watching, they may not understand how that relates to land.

Yeah, let's just kind of look at the business model from 30, 000ft. And if, you know, put it. Put in the chat if you have no idea what land investing is, I just would love to know. But Mike is selling John a piece of land for $10,000. But John doesn't have $10,000. He has $1,000. So John puts $1,000 down, and Mike becomes the bank, and the owner finances $9,000. And John's paying him, say, $400 a month, a nice car payment. And then John's makes, let's say, 10 payments of $400 a month, and that is $4,000. So that means that if Mike has paid, let's say, $2,000 for the property or $3,000 for that property, he sold it for $10,000. And John's go ahead is gone and paid 1,000 down. Then he put another 4,000 in. He's got 5,000 into it. He's. He's paid off half his note. And then John gets laid off, and he calls Mike, say, Mike, I'd love this property, but I have to give it back. That was what we would call a churn. John is churning out of that note. And now Mike has lowered his.

His.

Well, now he's in profit. But let's say, for example, that it was shorter. John only made three payments. And then Mike's cost basis would go way lower, and he would sell it again, and that would extend out his yield and his return on investment. So that's the game that we play, is can we create enough land notes where Our passive income exceeds our fixed expenses. And then we're working because we want to, not because we have to. And you know, maybe we could all afford like a cool Obi Wan Kenobi sweater like Boston.

Yeah, you wish.

These are not the you're looking for.

No. That's awesome. Thanks, Mark, for that explanation. I think that'll help a lot of people on the call. We do have some comments coming in. So earlier we're talking about gratefulness and what we're thankful for and thought I'd throw some comments here. Don Thrasher is thankful for all of us. That's really nice, Don. That's awesome.

We're thankful for you, Don.

Trash.

Thank you.

He's also thankful for eating bologna. I mean, who wouldn't be like, it's, you know, you eat baloney, you can buy more land on stay away from Chipotle.

Simple formula.

No need to go to Chipotle and spend $25 on, you know, double the meat and, and queso. Like you could stay home and eat baloney for 25 cents and you know, buy a lot of land using that, that strategy. Anna happy for. Thankful for family, health and friends.

Hi, Anna.

I'm not sure who this is, but at Protex 289-2028920 it's like 90210. Thanks for all the people they met at the dirt rich summit.

That was amazing.

Ales Thankful for Jim Lalla's gratefulness exercise at the summit.

Jim was amazing.

Amazing.

And I missed that one, unfortunately. I don't know what I was doing. So that's awesome. Thank you guys. And we have about 20 minutes left. So does anybody have any questions about marketing on Black Friday? We'll be happy to field some of those questions. Jared is here. He does have a question. John Burnett. Jared has a couple hundred buyers on their list for wholesaling homes. What would be a good incentive to get more land buyers? Possibly a referral bonus for any land buyers that they connect us with. What are your thoughts on incentives? Referrals. What do you think, Jim?

Yeah, I mean you could. I think it's not a bad idea to do like a referral bonus. Like, hey, we'll knock a payment off of each of you. I've done that before. So if you bring me, if you bring me somebody that buys property, I'll knock a payment off of each of your loans or something like that. But I would say in terms of building your buyers list, it's just the people that reach out to you with interest for your, that I have interest in your properties. And so over time, that list, you know, it starts out small like, but like Mike said, nobody knows how many people are on that list.

Right.

And then it gets bigger and bigger and bigger over time. And, and what I find is helpful a, you could utilize a list to advertise your properties and create incentive structures around specific properties you have. And then you can also use that to incentivize other people that are new leads as well. You can create urgency. So we're doing that right now. We got our Black Friday deals going out on Friday and we've been teasing the list, but new people that are coming in, like my salesperson is reaching out to them and saying like, hey, this is going out to a lot of people on Friday. It's a big deal. It's probably going to sell. I can give you early access to the deal if you want, but you want to put down the down payment before Friday, right. So you can create urgency around, around the properties as well for people that aren't yet in the list. Did I actually answer the question? I feel like I went all over the place.

I think you gave a few golden nuggets there, John Burnett, as always, just how you are, how you are, man. Well guys, any other Black Friday nuggets? Has anything, has anything worked really well for you? I, I think of one thing like that I've done in the past that seems to work really well. When somebody buys a property on Friday, we give them a shout out the next day. But so on the email blast we'll say, Bob S. Bought this amazing property yesterday. Two left, right? Or we'll say something along the lines of this property on our website has gotten the most clicks. Check it out. Right. So to create some type of FOMO in your follow up emails after your Black Flight Black Friday drop, I think it's cool. I, I did say fly day. I'm just, I've had two beers. Right, all right.

I'm not trying to point it out,

just pointing it out. I'm just saying, you know, when you're 50, you can't handle your beer as well as you used to. So two beers in, you start saying flyday instead of Friday. I mean, why isn't it fly day? That's kind of a cool.

Well, maybe it goes from Friday to fly day.

Yeah, I mean it is kind of fly day. It's kind of fly day every day. Yeah, Fly day every day.

You know what would be cool, by the way, is do this. You've got Your email list go live.

Oh, I like it.

And then you're like literally email engaging with your, your customers. You're answering their questions. You can literally be doing the deed on Geek Pay Live and be like, Mike Zano, how am I titling this property? Congratulate and really make it a fun. Yeah, totally. And that could be a fun Black Friday thing and you could sort of stream for, for quite a bit until like, hey, I've got one property left for Black Friday. It's like a land telethon.

Yeah, yeah, radio shows. I know, Zaino, you and I've talked about those. But have you guys ever heard the radio shows back in the day where they'd sell stuff on, on radio? It's usually in rural areas. They like, they, they get online and they, they get on, they get on the radio.

Yeah.

What's that?

They have online flea markets, people calling shows. Hey, Mike, I got 10 acres of land in New Mexico. Yeah, I'll take that.

Great.

Yeah, I had a buddy in PT school, he was from rural Nebraska and we're driving through rural Nebraska one time. He's like, bossman. I love these radio shows. And it's like dudes selling, you know, 50 year old red, red wagons on, on the radio. And people call in, hey, how much do you want for that Radio Flyer? It's kind of crazy actually, but that's how it used to be. So we should bring back the, the live, the live telephone, the live auctions.

Landathon.

I like it. I like it.

I love it.

Yeah. Yeah, that's a good idea. Mark. Mock.

Mock.

Really good idea.

Great idea.

It's a great idea. It's a great idea.

Scott. We're doing telethon Friday, Atlantathon. Doing one.

Yeah, we can do one for sure. Yeah. Any other questions, comments about any, any, you know, guidance needed on Black Friday? Who's sending, who's sending out a Black Friday deal? Don Thrasher, you better have your Black Friday email email series created and you better have a Thursday, Friday, Saturday, Sunday, double Monday email series created, buddy, because you're a land investor now.

Yeah, Thrasher

and I better be on you out, Don. Call you out in, in front of the millions of our viewers, put you on the spot.

I'd be curious, by the way, about favorite Thanksgiving food.

Oh, yeah, let's do that.

Is it the dressing? Is the mashed potatoes? Is it mashed potatoes with gravy? Green beans, sweet potatoes? Like what, what, like what is everybody excited for? Is it the football? Is it the family? The friends? Are they playing, you know, flag football. I used to do that when I was a little kid. You could play football out in the, in the park. For dinner.

I would say I'm. I'm excited for hot bread and butter and wine.

Hot bread and butter.

It's not like starting a meal with the bread and butter, just the bread and butter. Have a glass of wine.

You can have some meat pudding on Thanksgiving. Oh, no.

Meat pudding.

Rock. Kibby. Well, so, so I'll tell you, Mark, I have a very nostalgic Thanksgiving tradition and that is I eat pickled herring every Thanksgiving.

Wow.

As a meal, warm up in honor of my grandpa because he loved pickled herring and he always ate on Thanksgiving. So every. Everything stemming. I got a pickled herring on saltines and that's like my appetizer.

Okay. I don't know if you know this. I love pickled herring.

You do?

I do. Yeah.

Do you love the. Do you love the pickled herring in cream or the pickled herring in just like the vinegar?

The vinegar.

Yeah. Me too.

Yeah.

I'm not.

I've had the cream kind.

You have to mix it with some sort of cream cheese or some sort of mayonnaise or you just chop it up and put it on a cracker. I'll just take the.

I just put it. I just put it on a saltine and, and, and eat it up.

Tuna can aisle. You rip the top off and there they are.

It's more like in a jar. It's in a jar. It's. It's almost like a pickle jar, but it's a pickled herring except it's filled with.

I think it's relatively healthy. It's like a good Omega 3. Yeah, yeah, yeah. It's good protein.

Yeah. That's awesome.

Maybe I put a little butter on that cracker and then put the herring.

Yeah, you can put some butter on there for sure.

Cheese curds. No cheese curds.

No cheek curds. On Thanksgiving. Another traditional food we have on Thanksgiving is lefsa.

What?

Yeah. You like the lefsa? Yeah, is a, is a Norwegian. It's a Norwegian food. It's a, it's a rolled out potato pastry. So they make it out of potatoes and they roll it out real flat. So it's almost like a tortilla. But it's much. It's even thinner than a tortilla. And then there are different ways to eat lefse, but I prefer mine with butter and sugar. And you can warm it up or you can eat it cold or lefsa

with the right hand or the left hand?

Left hand. Left side. Scott, do you do the lutefisk?

I don't like lutefisk. I don't like fish that has been. That has been preserved in lye lye soap. It's like fish that's like. Yeah, it's like. It's like fish that is. They stored in lye soap for a long time.

It sounds like people like that were, like, pioneering out there in America, Midwest, and they had to preserve their food. Like, you guys came from the real, like.

Yeah, we're salt of the earth around here, man.

Yeah, the earth.

Norwegian, German heritage around here. So those are some of my Thanksgiving traditions.

Geez, I feel, like, pretty lame after listening to all that. A little turkey, maybe some cranberry sauce. But you got, like, all these, like, staple food.

I know what I'm sending you. I know what I'm sending you for Christmas.

All right.

A little pickle herring.

What's the Burnett tradition?

So we're going to be decorating for Christmas on. Well, we're gonna do, I think, some Thanksgiving movies and stuff. We're, you know, I. I look forward to, like, the turkey and dark turkey meat and gravy. Some potatoes. Make that well in the middle. Big hefty dollop of gravy. And then we're going to be doing a lot of Christmas decorating. So my kids have a categorization system for how people decorate their homes for Christmas. So if you did a good job decorating your home, it's jackpot. And so we'll drive through the dark and they all yell jackpot. If they see something like, somebody did a great job. If it's like, if it is a level below that, like, it did pretty good, but it wasn't, like, not quite up to jackpot standard. It's Jack stew is the next level down. And then if you just put up a single strand of lights, then it's Jack,

just Jack.

And then it just Jack. So we'll drive, and somebody will just have a line of lights, and all the kids just go, jack.

I hope our millions of listeners right now aren't typing right now.

Jack.

Get back to the Black Friday stuff.

And then there's, like, the Griswold level Christmas lights. And then that is Jack in the pot. And so.

Oh, we.

We strive. We strive to be at jackpot territory this year. So we're gonna see. We're gonna see what we can do. But I ordered a lot of lights.

Oh, boy.

Are the lights up already, John they're not. Well, we've got. We've got a couple strands. Tomorrow's gonna be like. We're gonna, like, put up a bunch of stuff. Not quite light it, and then after Thanksgiving, we can plug it in, so it'll be good.

All right. You gonna plug it in like chubby. Chubby Chase. Christmas occasion.

Yeah. Yeah.

Zaina, what about you, buddy? Oh, bread and butter.

Bread and butter.

We covered that already. Mark, favorite. Thanksgiving.

Yeah. I'll be reading financial intelligence for your meal. For my meal.

I like.

I like to take this data to just get a little edge for the year. I'm grateful. Now I'm gonna read leave you alone,

so.

Oh, man.

I. Yeah, I mean, I think. I think for us, the. The. The tradition has always been just going around, talking about what you're grateful for and that. Yeah, it's really simple. Nothing, you know?

No.

No foods that people can't pronounce. Pretty. Pretty basic. Yeah.

Just a staple.

Just.

Just staples.

We have some other folks chiming in here. Well, and congrats to you, Don. He's been sending out his Black Friday email for a couple weeks. That's good. Steve and Ray. Football, family.

Football.

We didn't mention football. Football, family overeating and drinking too much.

Stephen, when are we gonna all be invited to the. To the Ray family Thanksgiving? That sounds so fun, right? He's just a fun dude. By the way,

that would be fun to hang out for sure.

Yeah.

Jared Russell. Jared Russell. Deviled eggs, whiskey, and a cigar. Zano. That's up your alley. And Oreo balls for dessert.

Oreo balls.

I'm coming to that party because I love all of those things.

Jared, send pics. We want to see what it all looks like. I want to see what an Oreo ball looks like.

What is an Oreo ball?

Crunchy and chocolate, man.

It's a lot of great gratitude right there. I want to be a Russell.

Stephen says when the W2 is gone, he's gonna have a big celebration, so we're coming.

Sounds like we're excited.

Yeah, we're getting. We're getting Steven the hat.

Yeah, I'll send you a hat. Steven Marcus. India. Awesome.

The.

The Tollesons are here. Sam and Sam are here.

Great to meet them in person at the summit.

Yeah. That was awesome.

Yeah. And cool guys just bought, like, 10 properties during this. This nightcap, by the way. They're just killing it.

The Towelsons, they have a buying spree. Just buy, buy, buy.

They're buying. They're selling.

That's awesome. That's awesome. Cool. Well, guys, this is hopefully helpful for people. So we had a request from the Land Geek team and that is people would like a little breakdown, a little brief, we'll call it a one or two minute summary of what we talked about tonight. So who's gonna do that?

Wait a minute. That's where everybody talked about.

Yeah, they want. At the end of. Oh, John Burnett. At the end of the show, we're gonna give a, we're gonna give a two minute summary, a two minute breakdown on what we talked about. John Burnett, take us home. What were the key tonight's wonderful, amazing Nightcap podcast.

So the key takeaways, the first thing is that we are all thankful. We're thankful to be here. We're thankful for each other, we're thankful for the model, we're thankful for our families. And we're thankful for you, dear listener. And we are. We talked a lot about Black Friday. So Black Friday and Black Friday weekend. This time when people are shopping is a great opportunity to push property that you have. So as you have people that are interested in your properties, use this as an opportunity to reach out to them and create some urgency. Discount your properties, find ways to get creative and to create some urgency, create some scarcity and reach out to your buyers. Don't be afraid to email them too much, especially right now. This is the season of many emails for sales and keep on pushing forward, keep on marketing your properties. And I think that that's, I mean, that's kind of my big. Those are my big takeaways. Is there anything I missed?

I think you really nailed it.

Favorite foods and traditions, Thanksgiving gratefulness and

traditions, which I don't know if we need to go too, too much into that. But, but the meat and potatoes, the, the turkey and mashed potatoes of this podcast was the Black Friday tips and tricks and hopefully there were a few good ones in there.

Yeah.

So awesome, guys. Well, thanks for tonight. Thankful for all of you. We'll see you next Tuesday, December 2nd. Already 2026 is. Or 2026 is very, very close, which is kind of crazy.

Yes. They're talking about goal setting, right?

Oh, yeah.

Yeah.

Can definitely do that. Awesome, guys. Well, appreciate all of you. Thanks for fun night and we'll see you next week. Not sure where our topic is, but I'm sure it'll be worth everyone's while.

Gobble, gobble, gobble, gobble.

Happy Thanksgiving, everybody. Thank you.