Buy Land: Make Offers & Market Immediately - Nite Cap with the Land Geek Guys!

Good. And we're live. Yes, we're definitely live. I mean, last week was an R rated nightcap. We might as well have this one start off the same way. Thanks to Matt Forbes.

1.

No, I know the key word not to say to Matt Forbes to keep him from getting liftoff. I won't say the word.

One little slip up in three years. Oops.

I'll drink to that.

Cheers. It's amazing. It hasn't happened before now.

It is actually incredible. Yeah. Given that I am virtually the world's largest sailor. Yeah, I agree. So what are we talking about tonight? It's exciting.

Well, I think it is exciting. We're here again. Week in, week out. The Land Geek guys are here. Whose turn is it for the 30 seconds? What is it?

I think you got to retire that. Honestly, she did such a good job. She kicked off.

I feel like the only thing I could do to top that is buy land. Sell land.

I buy it and then I sell it for more.

That's like I pick things up, I put them down. I pick land up. I put it down and make 400.

I pick things up and put them down.

Hey.

Well, for Mike, for those tuning in.

The first time, one week away from our three year anniversary.

I'm excited.

That is exciting stuff.

Actually, just special night for that episode.

Yes. Friday night. Friday night.

All right. All two of you who are listening, be there on Friday.

Or as we like to say in the trade. Both of you.

You better.

All two of you. Yes. Yeah. What is that? The sixth? What date is that? 16th. Friday.

Friday the 16th.

April.

Good as Friday the 13th, 10:00pm Eastern.

Nightcap three year anniversary. And maybe we'll sing a song or two. Be fun.

No, no, no. No song.

Xavier series says let's get the. Let's get the likes up. Thanks. Let's get the likes up.

Boom. I liked it.

Yeah. This is a song I think we could do. We'll talk about that.

Dave Ever felt is here. Good evening. Sir Jeremy Pier is here. He's in for Friday next week it sounds like. Or I mean it looks like he says Friday with an exclamation point. So. So hopefully we'll be here. John Shipley. The time again is time and date. Friday, April 16, 10pm Eastern.

It's so late. John Shipley, three year anniversary. So late. I will say this though, next Friday if we're doing this for real. Special nightcap. I want to see some wins. I want to see the wins.

Good chance. That could be one of the most. I don't know the most. How do you say that? The most drinks consumed nightcap ever.

It's definitely. It definitely could be mildly outrageous next week for sure. We're planning something good.

We can't promise PG rated next week.

No, I think the R. I think the Friday nights are. It's cool if it's R rated on a Friday night. So that's. So we got that.

I'm sure Mark would be fine with that.

I'm sure Darren Nichols agrees.

Yeah.

It's just his channel.

Yeah. So for those. Those tuning in at.

We're here.

We're here for. To answer questions. We'd like to hear about your wins.

Yeah.

Selling going on right now. We'd like to hear about your struggles. There's some dips going on right now, as there always are in the land business. So let's talk. I did bring some topics. I came prepared.

Topic.

So we could start there if you want.

Yeah. I don't know, Zaino, what do you think?

Topic. I would love to hear a topic.

Okay. So there has been recent talk in the Facebook group about the use of topographical maps. And I have a question for you gentlemen. Matt Forbes, Mike Zanel. When's the last time you used a topographical map in this business?

Earlier today.

Ooh.

Not the answer, really, you were looking for. Yeah, we were looking at a parcel, and on Google Earth, it's clearly on a hill and we had to figure out how big of a hill. So first I had to learn how to read a frigging topographical map and then I had to use it. So that gives you any indication?

Not what I was expecting.

Just happened to be today. Yeah.

Of all the land deals you've done, what percentage of deals have you used a topographical map on?

It's got to be sub 1% because I didn't even know how to read it. I didn't know the difference in the lines physically. Had to look it up. Turns out it's 40ft. So.

Yeah, I don't use those.

You know, I think I've. I think also I've probably used it one or two times just because I was curious. But. But really I think what. I think the message we need to convey to people is that there are a few key tools you need. Right. And for me, Google Earth is one. And Google Earth gives you a great perspective on what the land is like. There's an elevation, you know, as you move your mouse, you see what happens with the elevation, and it gives you really good indication as to the lay of the land. I so wanted to say that.

That's it, folks. Thanks so much for watching. We'll be back next Friday.

How can you follow up with the lay of the land? That's like. I mean, that closes it all out.

How have we never said that before on here?

And look at. You have the elevation tour on your shirt. Is that on purpose?

That was a good concert.

Elevation tour. We're talking contour, maps, topography.

Come on, 2001. And by the way, this is a vintage T shirt from that concert. Never worn. That my wife found for me online this week for $25.

Not really sure what to make of that.

Looks like she might have ironed it for you, too.

I'm gonna reserve judgment on this.

It's nice.

And you're gonna reserve judgment on it. It's got the data brand new.

That's literally true.

Concert tee, you know. You know why I know this? Because I had the original same concert tee back in 2001. I wore it a thousand times.

Yeah. Okay. So that I appreciate. I have a. I have a sweatshirt that I wear when I, like. I get up and I put on this hooded sweatshirt. I've had this sweatshirt for something like 25 years.

I've seen it.

Yeah.

Have you seen it? The Abbey's sweatshirt?

You've had it on the show? You've had it on the show.

I don't think so. Dude, that thing is tattered. The sleeves are completely ripped off.

Hasn't he had that on the show? He's talking about that.

I'm not sure.

I don't know. But I feel you. Like, if I could get that sweatshirt again, I would. I would replace that sweatshirt with a, like, sweatshirt, but it's impossible, so it's not a bio. I approve of that.

Or is it? Maybe you could just have Erin find a way, because it sounds like she can find these things, and I bet she could find that sweatshirt.

All right, well, I'll talk to your wife, you know, when I see her next.

All right, sounds good.

Go ahead. Take it the wrong way.

So anyway, land geek, Hive mind.

Back to land.

And by the way, someone in the group this week used the term hive mind, just so you know. Okay, back to topographical maps. And this is, I think, for a fairly new investor, it's really not a necessary tool. You may use it occasionally, but really, the tool you need is Google Earth, right?

Yeah.

Here is from Facebook user. I don't see how to read Google Earth for ditches, washes, hills, elevations, etc. Mountains are pretty obvious. But how can you Tell if there are washes, how deep they are, how can you tell how high the hills are, etc. Matt Forbes.

I mean, yeah, so yes, you could use a topo map for that. But I think there's a greater question of like, do you need to actually know those things? And my guess is you think you do. I would argue and say you really, you don't, right? If somebody is that into that piece of property where they're like, well, what about this ditch? I looked on Google Earth and there's this weird little brown spot, like I'm out, right? Like, I sell land at a discount. I sell it on terms and if you want to buy it, buy it, you know, but I'm not going to go call the county, I'm not going to call the builder, I'm not going to go call the homeowners association, I'm not going to go do all that work, right? Because this is the cheapest thing you're going to get anywhere near here. So I don't think I need to know those things. I've never actually needed to know any of those things. Patricia it just so happened that I was looking at a property today where it was clear there was a hill, which is like, usually I don't care, but it struck me that it might be like a legit 150 foot drop, which was just what it turned out to be. So in that one I passed. But I'm not usually working in areas where that's an issue. Everything is kind of the same. I do work in the mountains and it's like, yeah, it's on the side of a mountain because it's in the mountains. So it's going to be like mountainous terrain. So I don't know if you necessarily need to know as much as maybe you think you do. I don't know that information on literally any property that I sell and I still sell it. I don't know if that's a good answer.

No, I think it's an honest answer.

Yeah, well, it's honest, that's for sure.

You know, I think you can see if you look at, you know, Google Earth, if there's a huge wash, it's sort of evident. There's like this, it strikes out at you, right? So there's those things you can see and sometimes those are not. Look, if you see that, that's a great negotiation tactic when you're buying the property, right? You're going to wash across it. So you could use that to devalue it and buy it for a better price and maybe you could increase the value on the sell side for a seasonal river.

Seasonal river, that's exactly right. So the other thing I was saying.

You'Re saying water slide once a year.

You know, I just, just remember we're buying these properties at a deep discount. As Matt Forbes a lot of times we're selling them at a, at a discount and it's very rare that you're going to lose money on a deal even if it has a small wash going through it or Zaino, I seem to remember you and I bought a property together one time, had a really big frickin wash through.

Talk about that. It's not even appropriate to talk about that deal.

No, that's a different deal.

Wait, not the 100 to 10,000 deal?

No, not that deal. This was the one in Arizona we bought it had a big wash through it.

Oh that one, yes.

You know what? It took a little while to sell but it eventually sold because a guy called up, he's like, you know what, I can make this work. I can haul in dirt, I can haul in gravel, I can know divert the wash. He thought anyway, who are we to say no? Who are we to say no? And as Keith Forche says and as everybody learns at boot camp, there's what pig for every bar, pig for every barn.

For sure. Yeah, for sure.

So I would say to Patricia and Patricia, I did see your post today in the Facebook group. I didn't know that was you commenting because on my end I see Facebook user that's a glitch in the system. But Matt Forbes says that that was you commenting. I saw your post today and based on what I see and Forbes, Zano, take a look at it in the group if you want. It's just down a little ways. That property that she has there is a very typical property that a land geek would buy at a deep discount, turn around and sell to a recreationalist. It's got a very small wash through it, but it's got road access. There's activity going around, right? There's activity in the area. So I would say that's a very typical land geek buy that.

That's a mental so that's always a mental thing. And there are so many of them right where you're like oh, it's got a wash. So I, you know, I don't know. Like I remember looking at a property in park county when I first started and I passed on it because it had a wash and I'm like oh, I wouldn't want that. But what I want is not the issue. It's what somebody else wants and what could they do with it, you know, and then you run into guys who have four wheelers and they're like, oh, I love it. It's all muddy in there. It's awesome. And you're like, okay, sure. So, you know, you got to take yourself out of it and what you think to, you know, to Bosn's point, I mean, yeah, I'll buy that all day. I'll buy it cheaper than the one next to it.

Sure.

Yeah.

You know, it's got a wash.

Does she say that's a nice little property?

I don't.

Yeah, I don't know if she put numbers in there or not, but yeah, I don't know.

So.

And here's another thing. Like, she actually went out there. She went out there. She. She said it's a very pretty area.

Done. Buy that thing.

Yeah. And if you have the feels, Patricia. About the property, somebody else is going to have the feels about the property. I think, you know, Dave Eberfeld has a. Has a great. Has a great point. You can get a feel on Google Earth by changing the orientation of how you're looking at these things. Going down the street. View panning up a little bit, doing a 360 view, using your cursor to see what the elevation change is. But what's the next best thing you can do? You don't have to go see your own property. The next best thing you can do is you can find somebody really cheap on Craigslist or Facebook to go out there and take some pictures for you.

Yep.

Get some boots on the ground.

Wow. That generated a lot of comments today. That was. Yeah. Big discussions on that.

Yeah.

Great. Some great input from various. You know, that's what I love about our community. Everybody likes to chime in and throw their experience in there. And you know what? End of the day, I would not overthink that. I would. That's a good per. If you get a good price on that, which we don't know yet, that's buy it and sell it and move on to the next one. No reason to overthink that one.

Yeah, I think it looks good. Awesome. Well, actually, our second topic was warshes, so we kind of hit that.

Kind of. Isn't that weird you're calling it topics. Topography. You have the shirt on that talks about elevation. I get where you're going tonight with all this.

It's a themed night here at Nightcap. It's well put together.

Carefully. You have thought this one out carefully. Cheers to that.

A lot of time today.

Get a job.

What'd you say?

Nothing. No, I didn't say get a job.

Oh, get a job. Oh, listen, I've had a job. I had a job for a long time.

I know when I grow up, I want to be you.

I'm telling you, it's all good. All right. Sam Whelan has a question. Hey, guys. My seller has a treasurer's deed. He said he can't sign my warranty deed or he doesn't want to sign a warranty deed. He can only do a special warranty deed or a quit claim. The title company confirmed channel Title is good. Any advice? So I think you can buy that.

Couple of things.

Yeah, go ahead, Zanel.

Can he actually. Is he questioning whether or not the guy is accurate, that he can't give him a warranty deed, or is he saying that should he pursue it with just a quick claim or both?

I think the second part, like, should I still buy it on just a quick claim or.

Yeah, I don't have a problem buying a property on a quit claim deed. You know, if you did your research and now there's a title company involved that gave them the clearance. How much is the purchase on this?

Yeah, I think your special warranty would give you a little bit more insurance on it.

Right.

I think the issue is if there's a treasurer's deed in the past, it probably went to auction at the county. So technically, there may be a cloud in the chain. Is it free and clear from the beginning of time like a warranty deed says? Probably not. But you could buy that on a special warranty deed and sell it on a special warranty deed.

Indeed.

Indeed.

If you were. I mean, you could plausibly close through title if you were super duper duper concerned. I don't know if there's enough money in the deal for it, but yeah.

Yeah.

We have a new watcher trying to come in. I'm trying to get Patricia's friend in right here. See that wants to be on the call. Just petition to get in the group.

Oh, nice. Well, just send her to YouTube. YouTube.com that's the quickest way, Patricia.

We'll get her in or him in as soon as possible. But we are simultaneously live on YouTube.

Broadcast YouTube.com the Land Geek, and you'll see us live on there. All right.

Patricia is on this. So did she say. Did I miss it? She say the purchase price? I mean, she's right here. She's. She's watching the show.

Yeah. I don't think she said the purchase price.

Can we get the. I'm just curious. Can we get the purchase price? Purchase price on that?

Mike will not snake.

And the acreage. What's the acreage? Does it say the acreage on the Facebook post?

I thought it was a five. I don't know. I think. You know what? I don't know.

All right, John Shipley's here. John Shipley is in flight school. Oh, this is awesome. In flight school tonight, the class drafted Mike to teach a course on communications and negotiation.

Oh, yeah.

Is that from office hours?

Yeah, they. They may be blush. They said that was on dealing with people. They said if you can deal with those two guys on the nightcap, you could deal with anybody. Can we talk about that?

Yeah, Know that. You know what? That makes a ton of sense. You know what, did you do a.

Little role play or something on the call?

What.

What happened?

Yeah, we were just talking about negotiation tactics and so on and so forth, and we did do a little bit of discussions in that regard. And we had a lot of. We had some fun at the year. We went a little over. 10 minutes over. We're talking about yield at the end. It was a great group of people helping each other along. I think they have a nice little close knit group there. They're going to do well. We had some sales going on. We were talking about how to increase yield by selling 12 months of notes and of the note income. There was some good stuff there. Great, great collaboration. I was honored just to sort of, you know, be the conductor of that collaboration. It was very fun.

You just did this.

I did the. That was conducting.

I know it was. I was a drum major in high school, so. Just saying. I tell you what, Land Geek Nation. I've learned more about negotiating from Mike Zano than probably anybody else. I'm gonna. I'll make you blush. Mike going to make you blush. I mean, seriously, this guy knows his stuff. I've heard him talk to customers live before and I don't know, it's like butter.

Butter, Butter.

He's smooth. He's smooth like butter.

Oh, the butter.

All right. Anyway, he's really good, so that's awesome. D. Jeffries is here. Oh, Charles and Damali. How are you guys? They. They just started flight school. Carry over question. Should we get a PO Box for return mail or do you all feel comfortable having mail returned to your primary address?

Virtual mailbox, I think. I think you use a Different one for some. I'm. I don't. Some reason we're an Ipostal. I mean whatever. Six of one, half a dozen, another. I don't know what you got guys got going on, but I think it works well.

I use Traveling Mailbox and I actually also have a PO Box at this point, but PO Box is sort of.

Can you build a case for me to switch to Traveling Mailbox or no, you just happen to do it.

What are you using now?

I postal.

How much is it a month?

I don't know. Laura, if you're on, could you type in how much you pay for Ipost?

I don't know Ipostal. And you don't know Traveling Mailbox. So there's probably not a lot to talk about other than Traveling mailbox is whatever, 20 bucks a month. Everything comes in. I can get stuff scanned same day. So most of the stuff that comes in is the return, you know, the return to sender stuff. And then occasionally you get something else so you can have it scanned. Then I click a button, it goes right to my intake manager and off it goes. So it seems like a no brainer. But to answer the question, I don't want stuff coming to my house. How's that? I'm not a fan. I know people who don't care. I care. I don't know why I care necessarily. It's a pretty big stretch if you're gonna drive all the way to Massachusetts to cuss me out in person to.

See a 7 foot 5 monster and.

Yell at him in person.

No, thanks.

Yeah, I mean, you can only 14% of households in Massachusetts have a gun. I'm just saying you don't want to be yelling at me in my house. But. Yeah, but I'm not into it. So one of the things I bought immediately, I also got it. By the way, for the record, my original plan was I was doing a lot of work in Texas and Colorado and I wanted to have a Texas address. I wanted people to think I was local. So I got a Texas phone number and a Texas.

I love Texas. I have a Texas phone number for our sales. I just love Texas stuff.

Yeah, yeah, yeah. They like keeping it local down there. So that was always helpful.

We do have the acreage, 1.17. The price, 2700. But we're still missing a few details. And she may not want to indicate on here, but where that property is. You know, to me that looks like somewhere in Arizona, but I could be wrong.

I think it is Arizona. Yeah. So I mean, we got to look at the. What do we got to look at? We got to look at the comps. Yeah.

So you don't have to tell if you don't want to divulge where it is, because maybe you love your little area and some. We've totally jive with that. Could you tell us what you see the comps at? Like, what. What are the. What are three separate term sales comps? Patricia, We'll. We'll. We'll break this down.

Awesome. Let's see. Captain Schmidt, do you sell properties bought at auction with a special warranty deed? I have. I have.

I have not.

I have.

I think it depends on the county as well and. Or the state, potentially. Because my understanding is that in some states, when a property goes to tax auction, it is sold from there. The. The. The property is free and clear from the time of the tax sale forward. So you have to check with the state and the county to see what the rules and rings are as well.

I did the unthinkable the other day for this.

There are many, many, many things I could think of.

My property, who I happened to take back. Right at the exact time that my property went to tax auction and was sold.

Wait, your property was sold?

Yeah, I had to go get it back. It was like. It was. It was like an accounting thing. Like we weren't paying the taxes because it wasn't in the right folder. Right. Did you say.

So you had to go get it back. Was it cheaper than what you would have had to have had to pay?

No, no, it's a bit more like, you definitely don't want to go do that. But everyone's like, oh, yeah, no one ever goes reclaims their lot. I'm like, I just did. I did, like, two weeks ago. But, yeah, it was a pretty funny thing. Like, I was. I was actually kind of nervous because I'm like, oh, my God, what have I. What have I done? Thank God this guy just, you know, quit on his note after a year. Otherwise I'd feel really bad and probably be in some serious trouble, actually.

Right.

And then they're letting that and was like, yeah, I paid like a $50 fine and. Or whatever, and the back taxes, and I got it back so.

Nice.

It happens.

It happens. Well, that's. I mean, when you start getting. When you have a lot of property in your inventory, you got good systems to keep track of that stuff, right?

Yeah, it was definitely one of the first properties that I had bought because it had come in and out a couple of times, and the systems Back then, not as strong, right? Not as strong as today.

Patricia chimed in. She did give us some comps, Mike. It's in Yucca. She's been seeing comps at 3,500 to 5,000.

I was just doing some texting on Facebook. I was feeling a little like getting involved here. I was just kind of multitasking. I think that she might want to hold off on buying that based on her comps. You know, I did a quick search of a 1.17 acre in Yucca, Arizona, and that sounds like more like retail, what she's listing that for. Let me look again, what she said the purchase price was. Do you have it again? Where'd it go? Boston.

I don't want purse price 2700, so. Yeah, that sounds high.

Yeah, that sounds more like retail. Patricia, if you haven't purchased that yet, I would probably hold off.

Now. That brings to light. It brings to light another topic, right. Sometimes we send offers in the mail, and maybe we're a little off on our numbers. And this comes to light in a lot of different ways. We see different sales going on. We see a different activity going on. Maybe after we mailed, and then, you know, we get an accepted offer, we take a look at the property. Oh, it's got this small wash going through it all. The road access isn't the best. Oh, there's some change in elevation. Mike Zanel, what do we do?

Yeah, we definitely renegotiate, and I would like to know if she's had any contact. Patricia, have you talked to this person yet? What sort of communication have you had? Because we could definitely talk about some negotiation tactics based upon what's been communicated between the two of you so far.

So, Mike, I am the seller. I sent you an off. I signed a purchase agreement for 20. You sent me an offer for $2,700. I signed it and sent it to you. Yeah, it's this property. You get it in the mail. You do your due diligence. What do you do? You call me up. And what happens?

Well, I call you up, and I'm like, scott, thanks so much. Send that back to us, because, you know, vacation. But, you know, I would be very honest with you, like, Scott, you know, when I started mailing this area, because we do mail, we look for lots of properties in the area when we target a specific location. I was under the impression that comps were whatever, right. And, you know, I've been doing a deeper dive, and I'm actually. Actually, I was wrong, you know, and I actually, overpriced My mail is now, I don't know how attached you are to your property, Scott, and I'd love to get you as close to that 27 as possible, but that's what I would do.

I would pause, keep going.

No, that's the pause, because that's where the guy goes.

Okay, no problem.

Because what's going to happen at that very moment is that Scott's either going to say, you sent me an offer for 27, or he's going to say, mike, this property, I've never been to it. I don't want it. I'm tired of paying taxes on it. I just want to get rid of it. Great. Because we've been picking these things up for about $1200. I just wanted to be honest with you, or I might even come out with that. Listen, since I've got to know the area better, we've been buying these properties for about $1200. Now, I don't want to be offensive to you because I know what we mailed you, but I. I just want to be truthful, that that's what we've been buying them for. And then you pause, and you can always come back if they get over, but you got to have that pregnant pause, right, where you just let them erupt or say, I just want to get rid of it.

Well, Mike, Mike. Okay, but you just sent me an offer for 2700. I signed the purchase agreement. What's. I don't understand. Like, help me get the deal done here.

Right, Right. The reality is that we overpriced our mailers, and that happens from time to time, you know, when we go into new areas. So I apologize that, you know, that I sent you an offer that regard. But I can tell you that if you do decide to work with us, it's quick cash. And we'd love to. You know, we'd love to help you out with this. I. I mean, Scott, do you visit the property?

I was out there, like, 25, 30 years ago.

Yeah. Did you see that wash running through it? You ever been there during the rainy season?

The wash? What wash?

Yeah. So you devalue the property with the seller.

Right.

But listen, there's nothing you can do to force their hand. Right? All you can do is point out obvious things and try to elicit a response from them. If someone wants to sell, they're going to work with you. They're going to be very easy to work with. Someone who doesn't want to sell, well, they're just not Going to move their numbers. Right. So it's a way of uncovering it. So I think a simple way to uncover that is just to sort of be honest with them. Let them know that you overpriced it. Let them know that if they were interested, you'd love to work with them. And it's a quick cash transaction. You're going to get the full amount. But we honestly been buying these things based upon our current reassessment for about. Name your dollar amount and wait for them to react to it. If it's going to work. It's going to work.

Yeah.

You got to wait. That. That silence is absolutely golden. And one thing I love to point out. Okay, so you went there 25 years. So you've been paying taxes on this for 25 years. Wow.

Yeah, I'm faithful with my taxes. I take pride in paying my taxes. I'm not going to be a loser who doesn't pay my taxes.

That's awesome. I love guys like you. Honestly, I pay my taxes, too. You'd be amazed how many people I talk to that don't. So I love the fact that you're. I love that it's up to date. That's outstanding.

Look, and the reality is when you have. When you. When, you know, we mail consistently, right. So there's never going to be this instance where we think this is the deal we have to have. And when you'll have confidence to sort of let deals go because they're asking more than you want to pay, because you have, you know, a number of other deals in the pipeline because you do consistently mail. And so you have deals coming in every day or every week.

And if you don't consistently mail, then.

You might buy that for too much money.

Well, there. That's exactly right. You probably don't have the swagger to go. It's 1200 bucks. That's what I. That's it. Like, it is, you know, no hard feelings if you don't want to sell it. But somebody who buys a lot of deals, they're going to come to a point where they're like, that's it.

We have to believe it, too. Right. You have to believe. It's like, I buy properties in certain areas for $100 a piece continually, over and over again. But that's my. In my mind, that's the going rate, and I fully believe it. When I. People run. Listen. Yeah. Just let you know, we usually pick these up for about $100 a piece. If that's okay with you, then we'll get this taken care of it real quick. And like, all of them say yes.

Right?

Nice. Good. Good advice, fellas. Thank you. We got a lot of watches.

They don't sign the thing and send it back to you if they don't want to sell. Yeah, they don't. That's not what you get back in the mail. You get something else back in the.

Mail when they look at. It's completely true. You're looking to uncover. Remember, all we're looking to do is have a conversation with a motivated seller. That's it. Yeah. And this is our introduction. This is a. Hello, my name is Mike Zano, and I buy land. Would you like to sell yours? Yes, I would. Great. Let's talk. This is just an introduction that we're getting with this letter.

Awesome. It's conversation starter. Stata Dino Dano property under option agreement. Buyer called, asking for the APN number to verify the property from the county buyer. Okay, what is the best answer to that buyer? Do you guys give the APN number?

Sure.

It's under an option. They're trying to sell it to somebody.

Yes.

Yeah.

And the. And the end buyer is saying, okay, what's the apa?

You got to be transparent. You got to be transparent with them. You got to let them know that, like, look at. I'm. I'm fixing to close on this. I was pre marketing it. If you'd love to work with me, you know, we can take care of it.

Did you say fixing? I'm fixing to close on this.

That's awesome.

I might. I might should come over there and smack you upside the head for saying fixing to.

That's not a Scrabble word. That won't work in Scrabble. Fix it.

F I, X, I N apostrophe fixing. No, it's just. It's usually an Alabama lingo thing, Mike. I'm just surprised you're branching out recently. You're branching out, dude. I like it. Patricia says she might hold off based on the comps you were stating. Yes, you may hold off, but you may have another conversation with the potential seller. You may not be comfortable having. You may not be comfortable having that conversation with the seller.

Sorry, I need to hold off on this. I just realized that there's properties out there selling retail for not much, some of them a little bit less than what you're asking. I could go to buy this retail from somebody else. So honestly, I can't do it right now. I'd love to help you out, but I'm sorry. Like, Let them know you're letting the deal go and say, and then say, if you're ever looking to sell it, you know, honestly, it's. For me, it's a thousand dollar purchase. I don't want to make you. I'm not trying to assume that you want to sell for that much. But anyway, right now I got to let that go. If you change your mind, please, and like act like you have no interest in it, that might turn them too.

You gotta remember that he's. They've had this property probably for a long time and it's a drag and they wanna sell it or they wouldn't have returned the mailer. Like, there's a lot of things going on in your favor, but eventually, at some point, if you're gonna be in this business for real, not a hobby, you're gonna have to have that conversation with the seller. And it is generally scary the first time you do it right up until you do it. And then you go buy it at the price that you want. And they, at the end, here's what they do to you. They say, thank you. Thank you for buying this property. This has been a drag. My idiot father bought this 40 years ago and I inherited it and I couldn't do anything with it. And I do pay the taxes and they're not. The taxes aren't much, but I hate it. And thank you for taking care of this. And then all of a sudden clicks inside you and you're like, okay, I'm actually helping them. And if they don't want to sell it, that's cool too. Either way, it's fine.

Just going to get your version of conveying the truth. Whatever way that you would say that, that feels natural and honest and transparent. Do it.

It's got to be pretty truthful to say, here's the story. I'm a land investor. I messed up. I overpriced this. I really did. I'm buying them for 1250, all day, every day, all over the place. I just bought X. I bought three more. I just can't pay this. I'm sorry if I'm wasting your time, but I just can't pay that. That's actually the retail price. Here's what I do. I find vacant land that people don't want anymore. They don't want to pay the taxes, they don't want to have a land with a wash. That's not what they're looking to do. They inherited it, whatever. And I give them cash in 10 days. I don't pay retail you could get more money if you sell it on your own. I'll tell you, selling, selling lands, the hard part. And I could offer you 1250 for this if you're interested. I'd love to buy from you. If you're not, I get it. And you know, have a great day.

Here we go.

And more often than not they'll say.

Okay, that's all good. You know, I think would be great for Patricia if she's just getting into this. Mike Zanel, Matt Forbes. Two weeks from Friday is our next Land Geek boot camp. Virtual Boot Camp, April 23rd through the 25th. And Boot Camp is a pretty phenomenal immersion into this land investing world.

Two and a half days, is that like the day after the three year anniversary of nicap?

No, it's the week after.

It's the next week. Okay.

Yeah, it's a week after.

Just making sure.

I mean we plan things.

Okay, I didn't know that. Okay, great.

No, yeah. April 23rd. So Patricia, if, if you're interested, you know, interested in coming to a, to a two and a half day long event where you are immersed in the business and you know, it's pretty amazing because Forbes, I kind of like the virtual. You've never been to a virtual boot camp, but it's pretty awesome for the participants because not only are Mark and Scott and Eric Peterson and Tate and Teria teaching, but we have working lunches where Mike and I answer questions for an hour and a half. Friday and Saturday, it's like it's just to the wall. BLEEP to the wall. There's my R rated version. Questions about land investing all weekend. It's pretty awesome. So if you're Interested, go to thelandgeek.combootcamp for more info. You're yawning, you look bored.

Who should?

I haven't yawned once. When you guys are talking, I'm so, I'm like, you know what? That's right. I'm so attentive when I talk. You yawn and you're looking like you're like bored to death.

It's not my fault. We've had an extremely long day at the fort. I'm sorry. I take my nunnight's time tea. Some hot sleepy thyme tea.

Why would you do that before nightcap.

And I, and I go to sleep at nine o' clock every day. I'm sorry.

You are so old, dude. My, my 69 year old dad has tea at 10 o' clock at night. His sleepy time tea.

That sounds really good. If you're you know, 90. I'm just telling you why I don't mean to yawn. I was trying to cover it up. I'm sorry. It just might as well be three in the morning right now. I apologize.

Hopefully for the three year anniversary you're a little bit more stimulated. That's all I'm saying.

Yeah.

Dave ever felt has he says okay, okay. So Dave, this is good. We need to clarify some things. He says y' all say. You all say. I like how he said you all instead of y', all, you all say that you market properties immediately once you get a purchase agreement. I would say yes and no to that. However, I've been burned twice now. When I tell a potential buyer the property location, I'm transparent to the buyer that I don't yet own the property. And both times the buyers have figured out the parcel number and who the seller was and then they went directly to the seller for the deal. Thoughts on how to avoid this? So this. Yeah, well, I mean to me, pre marketing, I'm pre marketing that thing generically initially. Right. I'm not, I'm not publicizing to the world the parcel number, but I am saying I have a five acre property in this area of the world and here are all the great things that you can do with this property. Contact me for more information. When they contact me for more information, it is like I don't want to necessarily be in that position. So I would say this is. And Mikey, I don't know, maybe you could talk about this a little bit. This is where I think Land Geek differs from some of the other training programs out there. There are other training programs out there who talk about a signing properties and that type thing. We don't really do that. We don't assign properties like we don't want to. In our eyes, that's almost this, it's almost reaching into brokerage territory. Like we're not licensed brokers. So this is kind of an interesting topic. Right. So how far do you go with this pre marketing thing?

The real. Yeah, I like, you know there is pre marketing and blind ads and so on and so forth. But I like to have the deal pretty tight, you know where, like where we've got the deed in their hands, it's getting notarized. Like we're, we're at the point where in closing, yeah, we're going to own this property so that we don't have to run into that situation.

But you're also like the. So the difference is I don't know who Asked the question, but I'm imagining you're buying a property and so you're trying to pre market it. You got burned. That sucks. I'm sorry man, that sucks. But I'm not buying a property. I'm buying another property. I've owned 10 just like it. So to Scott's point, I'm not marketing. 615-324-9417B. I'm marketing. I've got five acres, it's on a mountain. There are trees. Here are some generic pictures, yada, yada, yada. I know that I've got that coming. I'm not going to get anywhere near telling somebody what the deal is and I'm always going to point them at the other properties that I have sold. So to me it's very different. When you're first starting out, you don't have 10 properties to send them to on your website that have sold to. Say it's just like that, this. Right. So if that's happened to you, sounds like it's happened to you a couple of times, then I would just ease off and what's, you know, what's another week? I mean I bought two properties next to each other, literally across the street from each other and we're closing on one on the sale on Friday. I'm not going to go market the other one until Saturday. I can wait a week. Like it's all good. Right? But I don't want to, I don't want to confuse the current buyer that I have. Right. So like, you know, be smart and don't let that happen to you again because that really sucks. I've never had that happen to me. So that's. I actually, I don't think I've ever heard of that happening. I can't really think of that, but I'm sure it does, but I think it does sometimes.

Yeah.

I mean that's. You have to be fairly sophisticated though.

I'm wondering, were they pre marketing that as a wholesale deal?

I don't think so, no.

It seemed like I was assuming it was retail deal, but maybe it was wholesale. But think about it, you have to be a sophisticated person to be like, yeah, no, give me some generics around that property, then go find the APM and then go actually go do the digging. I mean, before you started land, would you have any idea how to do any of that? Like, no. So that's interesting that that's the case. That's all. Like, I wonder if those aren't end, end buyers if they're more you know, people who are in the business who thought they could make some spread off of what you were selling it for. I don't know. That's just.

Well, I think. I think our buyers now, though, are more informed than ever, because I get. I get people all the time. We get people all the time asking for parcel numbers and whatnot. They want to verify ownership with the county. You know, if they can plug in a parcel number and verify that you own the property, that's huge. That's huge to a lot of people. So, yeah, I mean, you know, the other thing is, Dave, you know, I think I would just be transparent with the person. Don't. Don't make it seem like you're potentially misleading the person. Make it seem like, you know, like Mike Zano said, listen, we are in the stages of closing with this deal. We anticipate closing on this deal in two days. When the deal closes in two days from now, I can send you a copy of the recorded deed. And that goes a long way with some of these potential buyers.

Yeah, yeah. I. I tell you what, Bosman, I haven't had a lot of people be like, yeah, what's the apn? I want to call the county. I want to verify ownership.

Oh, I get that. We get that. We get that all the time.

I get a lot of people where I'm like, here's the apn. I want you to call the county and verify so that this is all in the up and up, like I'm pushing them to do it.

Oh, yeah.

But I don't get. I mean, that's a sophisticated buyer. Maybe we work in different areas and we have different levels of sophisticated buyers, but somebody to go back into a deal like that and then go snake it from you and that. And that's happened multiple times.

Yeah. It's kind of weird, right?

I just find that really interesting.

I like to know more details on that, actually.

Zaino, do you remember? So, okay, this is a really cool thing about this business. The longer you're in this business, you make friends, you make connections, Right? But the friends that you make connections with, you eventually make money with. So I'm not afraid to say that I've made money with Mike Zano and I've made money with Matt Forbes. Mike Zaino. Mike Zaino. Do you remember that deal, that Nevada deal we had last month or two months ago? That was a whale. Minnows, dolphins and whales. Right. We don't do many whales. That was a whale. The guy did his homework. Matt Forbes. The guy did his homework. And he said, hey, I see that you bought this property in November of 2019 for this amount of money.

Yeah, but that was a whale. That a whale is a sophisticated buyer. Somebody's gonna go buy like a buttload of land. Isn't somebody who's like, I saw your ad on Facebook and I've never owned land and I'd like to own some land. So you can I. 140 million acres in the middle of nowhere. That's a yes, but that's a different guy. I'm not saying it doesn't happen. I like that they're sophisticated because there's. So there are some unscrupulous people out there all day long. And so if I can prove my worthiness by having them go to the county and see my company name there, I gain all the credibility in the world. So I love it. I just don't see a lot of people coming to me and being like, well, you know, I uncovered by doing my county research X, Y and Z. Like, I don't. I just don't. I just don't see that. That's all. That's just. It's an interesting. It's a crappy thing to have happen to that person. So like, I don't see that happening a lot. I don't think that's a normal. That's a normal thing for people.

It's not normal, but it happens sometimes, I'm sure.

Yeah, sure it does, Dave.

We hope that helped.

Dave, I hope it doesn't happen to you again, man. Definitely wait till you close, I guess. I mean, if it's a simply file state and you know, maybe it's only a few more days, I don't know. But I hope until you're on the.

Verge of closing, like, you know, it's, you know, it's gonna be done, right?

Yeah. And I get, you know, I get nervous about. It's never happened to me, but I do get nervous about that stuff. Stuff I'm really protective of. Like you spent a lot of money on. On mailers and a lot of money on an intake manager and a lot of money on due diligence and a lot of money on all this other stuff to blow it on the one yard line because I'm overzealous on the sales side.

I love the analogy. What one yard line? I love it.

Well, that's what it. Look, if you're. If your deal gets snaked after doing all that, that is, you are on the one yard line. So then I would just slow the Process down, I would look and see where it's failing. Right. Really, you know, whiteboard it out and then, you know, fix it from there. Because that shouldn't happen to any of us. We shouldn't let that happen.

Awesome. We got. We still have 40 watches.

Wow.

We got a couple more comments.

Time people would have given up.

Listen, all 40 will be there next Friday night for the third anniversary.

Oh, yeah, it's gonna be April 16th. From. From the Jeffries. From the Jeffries. From your experience, how accurate are the mailing addresses from the county or the third party vendor? Is it worth paying for skip tracing tool to obtain more accurate information? I would not pay for skip tracing prior to mailing. It really does depend on the county as far as how accurate their information is. So the. To the Jefferies. If you're getting your information from the county information, it depends on the county. If you're getting your information from a third party vendor, it depends on the third party vendor. Depends on the county. Right. So. But the cool thing is currently with LG Pass, as far as I'm aware, is that when you mail with LG Pass, if you choose first class mailing, they actually verify the address of the people before they send out the mailing.

And they'll forward it to them if they have a forwarding address.

And if they can't find a forwarding address or they can't find an address, my understanding is that they don't even mail that address. So. So that's kind of nice with the current LG Pass update. So hopefully that helps.

Bossman, what do you got up your sleeve there? You got a couple of segments you want to do? What is that?

I just got one thing, one segment. My favorite segment. You know, back in the day when we started this almost three years ago, we used to have a lot of segments. We had the refill guy segment. We had the Facebook question of the.

Two years and 51 weeks ago.

We had. What was another one?

We had Mike, you complete me. It's about that.

Oh, you complete me. Complete me. Segment. Jerry Maguire love story. And my favorite, my favorite segment that we've ever had is the Boston Lega segment of the week. So the Boston Lega segment of the week is where Scott Boston correctly spells a word for Mike Zano and Mike Zano incorrectly pronounces the word.

Why does it have to be incorrect?

What if he was? Boston accent. Here's my favorite Boston Lego word of the week.

Come on, cheetah. Never play cards with a cheetah.

Never play Cards with a cheetah. So I have a word actually for you, Zaino. It came up earlier in the call.

I'll probably mess it up then. Go ahead.

Okay, here we go. And I will tell you that earlier in the call, Matt Forbes pronounced the word correctly. And I'm waiting for you. Here's the word. S W A G G E R. Swagger. Swaga Waga. Swagger.

Hey, I got a question for the two of you.

What's that?

Do you feel that if we were to talk a little bit more about next week's third anniversary that it might inspire more people to come now that they know about it, or should we just surprise them with our surprise show?

I definitely think that's something we should have talked about before we started.

Real. Yeah.

I don't know. I'm, I, I could go either way.

I think promoting it could be a great idea. I think promoting it will build anticipation. Will. I mean, this is one you want to beef there for.

And do you know, we don't have. Do you know that you used. You used to pronounce the word idea. Idea. And now you pronounce it idea like it's normal.

Well, you, you know, if I could just get you up to this area, I'd teach you some real language.

I've rubbed off on you. Yeah. I don't know. I mean, I think we could continue to drop hints about the three year anniversary because I think we've done a lot of that. We've dropped a lot of hints.

You're gonna want to be there, folks. It's gonna be awesome.

It's gonna be a pretty amazing night. I'm just saying. I mean, it involves new technology. It didn't. It involves.

I hate to make this R rated, but, you know, if it involves new technology, that'll be a show for sure.

Well, that's PG 13. I mean, that's okay. That's acceptable.

We should line up some more guests for that night. I mean, that's a big night.

Well, we gotta have the Godfather on that night for sure.

Yeah.

So Ken Green has a comment. Ken continues to tune in. I love this guy.

We love you, Ken Green. How you doing, Ken?

Where are you right now? He's like, where in the world is Ken Green? He's like Larry Overstreet, but he travels all over the place. So he. Oh, well, he says, I tell them right off the bat, there was a computer glitch with my Excel. My prices were off. So he's talking about the negotiation, the devaluing of his Original offer, so that's clever. He had a mistake.

I've heard somebody say that. It's a computer generated offer.

Yeah.

And like, you know, it is what it is.

Computer glitch. Yeah.

The mailing department, they screwed up again.

Keith Roche just.

I meant the mail.

This is our. This is our first win of the night. Keith Roche, he just got a win. He bought it. Bought a property. 2500 on wholesale. Oh, this. I love these deals. This has happened only just a handful of times in my land investing career. He bought the property for 2,500. He sold it for 3,000 down and 250amonth for 12 months.

It's a win.

Not a bad day.

That is a huge win, dude. Cheers to you. That's awesome. All right, we got more comments.

Let's hear it. I didn't know. Hey.

Whoa.

Someone's getting short.

Look at you. You're all, like, ready to go to bed. Ken Badziak is here. He. He's been to two boot camps. He missed one third of the last one. How much for the third one? Ken? That's. That's a great question. Let's talk. Ken, since you're a pilot, you should join us in Las Vegas in August for the live boot camp. Because I would love to meet you in person. Like, seriously. So please, let's talk about the live boot camp in August. Jeremy Pierce says that January boot camp was amazing. Let's see. That's a comment from Dave. We're coming up on an hour here, folks. So I'm not trying to be rude and avoid any comments. What. Total buyer from buyers list that I had exactly the property he was looking for. Bordering BLM land for hunting. The price was high, so I wanted to verify with the buyer that he'd like it before I wanted to buy it. Normally I will. Normally I wait to get the property recorded before I market it. Yeah, so that's. I mean, there are these one off situations, right? Oh. We have a question from a Facebook user. One of the topics tonight was seller financing and we didn't get to it. So I think we're gonna have to save that for. For maybe next week on the three year anniversary. Just because we don't have time because Mike and Matt are tired. I need to go to bed.

Wow, that's just horrible to say. How about we've run out of our showtime an hour in. No, let's blame the two east coast guys.

I'm willing to go jobs.

Actual places to be in the morning to go to. Your job?

Yeah. Listen here, mister. I have some continuing education to do tomorrow online. I have.

Do you have some online continuing education?

Yes, I do. Yes, I do.

Do you?

Yep, that's right. And I can't even. Two times the speed. It's very annoying. Let's see that.

I mean, I. I will. I will probably send you some brownies. Want to make sure that you're okay tomorrow.

Let's. Let's end the night. Let's end the night on a win. Okay? And one other thing regarding the job. Matt Forbes, I understand you're still a working man, but it's. You know what? Pretty soon you're coming out of that. Mike Zano, you don't need to work. You want to work. You need to work. So I don't feel sorry for you, Darren Nichols.

I also don't feel sorry for Mike Zano. So there's that.

Thank you. Thank you. Here is a win from Darren Nichols. He's on fire. Darren, seriously, like, we gotta have a talk. He had a great win last week. He bought a property for 4,500 bucks. He sold it for 16,600 bucks. Buyer wanted to pay it off in 16 months. So he's paying $1,000 each month.

Yeah.

Is that what you're trying to say, Darren? So basically you bought the property for 4,500. The guy's going to be out in a year. You are quadrupling your money or thereabouts in one year.

Love it.

Cheers to that deal.

Yeah, that's a great deal.

Fellas. Tonight was fun. Next week will be funner.

Much more funner.

Much more funner.

Yes. It's going to be the funnest night.

We'Ve ever had on, I would say if, you know, and this is not my show, I just randomly show up here. But if you like. And this is. You're passionate about it and you see the potential and you come to nightcap at say, 2 to 3 in the morning when we do this thing live, but you have to go to work the next day like, I don't know, me or other people. And so you don't, you know, want to have too many libations as a result. Friday is an opportunity that we've never had to knock a few back and have some fun. So I'm very excited about Friday. We can cut loose a little bit. I look forward to seeing you guys then.

We will see you then, Ken Green. See you next week.

More details on the. On the new on the anniversary show. More details to come.

We're going to promote Friday, April 16th, three year anniversary nightcap again. First year we had 10 viewers. Second year we had 25 viewers. This year we have 30 to 45. I mean, we're. Yeah, we're growing.

I mean, basically, we're the most popular people on YouTube. Yeah, that's safe to say, pretty much. I don't know how much Mark makes on the amount of YouTube views, but it's probably way more than any of the programs that are out there.

We got to talk to him about that.

Channel is what drives all the revenue.

We got to talk to him about that tomorrow. Let's box him about that.

All right.

Good night, everybody. Thank you. Have a good night.

Yeah.

Cheers. You non drinker. Forbes.