Coffee Talk with Mark Podolsky!

OG Scott Bossman. Scott. Cheers. Good morning.

Cheers to you, Mark.

Is it afternoon there?

It's. It's afternoon. That's okay, though. I'm drinking my crystal light, and then.

The human sedative for me just makes me so calm. Breathe in the mailing. Breathe out the marketing. The Zen master, Mike Zano. What are you drinking?

Straight vodka. We're good to go.

Fantastic.

Just.

Just a continuation.

No, it's water, but.

So I missed Coffee talk last week. How'd that go?

It was phenomenal. Yeah, actually it went really well, I thought. I mean, it was two of us, so what else we're gonna say? We can't say it was a bomb.

You could be like, there's no.

We were at the very end. Like, wait a minute. Oh, yeah, Mark couldn't make it today. We told everybody at the very end we forgot to keep him. Yeah.

No, no, it's. That's good for my fragile ego. No one even noticed. So we got, you know, we got a few topics today. The first one being land geek merch, because we got boot camp coming up in about a month. That's the first topic. Then our second topic was momentum. Right. And then what was our third topic?

I think it was all momentum, which we were kind of tying into habit building and things of that nature.

All right, great. Somebody saying Facebook user. Good morning, guys. Good morning. Leave us a comment. Scott, are we doing the giveaway? What's our giveaway?

We are doing. Yeah, we're doing the month end giveaway today. It's a. It's the big one.

Wow, I'm excited.

So everyone who has commented on a live video in September, their names are in a hat and we'll draw it here at the end. And if you comment during this show.

Yeah. So leave us a comment, ask us a question, take advantage, and hopefully you're drinking your beverage of choice. And then, Mike, what do you think of Boston shirt there?

I love it. I love it. I missed the memo that it was hat day. I just realized, like, I'm hatless and the two of you have these incredible hats on. But. So anyway, the shirt looks amazing. In fact. No, that will be. That would make an amazing shirt, wouldn't it?

We can't see it.

We can't see it. It's all blurred out.

Oh, how do I do that? I gotta unblur it.

Is that the horse one?

Yeah, that would make a great. Here it is.

Johnny Morrow says, Scott Bossman. You do look like Johnny Lawrence.

I'm gonna put my headband on again. For you, John.

Well, he's the new hero. Johnny Lawrence, you know, he's no longer the bad guy. He is, actually.

What? I gotta. I gotta watch Cobra Kai.

He's the protagonist. It's pretty awesome.

Wow.

It's really all about balance because there's good and Johnny, and there's bad and Johnny, just like in Daniel LaRusso, there's more bad in him than you think. It's all. It all balances out.

Wait.

Daniel LaRusso is the antagonist?

To start out, he seems that way, and then. And then it kind of shifts. It's. It's constantly shifting back and forth. It's very interesting.

It's worth watching.

All right. I want to watch. Racine. Sugai aloha from Hawaii. Good morning, Racine. Racine, the deal machine. Good to see her. I. I haven't been. I gotta keep. I gotta catch up on Blue Hawaii. Babel. I've been busy. There's no excuses, Racine. I'm gonna watch. Don't worry. So let's talk first about the merch. Okay. We talked on the round table. I know it hasn't come out last week, but we've got to sell a hundred of those shirts behind Mike. And so, Mike, explain the horse and the fly.

Yeah, this is my adaptation of a quote from. I think it's a Japanese quote, but basically the fly. Even a fly can travel a thousand miles on a horse's tail. It speaks to the power of mentorship. You know, that if you surround yourself by people that are successful, you too. Even if you have no background in business, such as myself, you can be successful. And I always. I love to liken the. Relate the horse to Scott Todd. I'm not sure if he loves that or not, but, you know, he said my whole. I said, scott, you're a stallion. You know, this is a compliment. But then he said on the Nike. Oh, people aren't gonna like that shirt. And we said, well, we're gonna sell at least 100 of these shirts. And he challenged me to, I guess, shave my head if I didn't sell 100. But not really worried about it, Mark. Whether I accepted the. Better not. We're gonna sell 100 of these. Look at. These are popular. They're gonna be a part.

It's gonna be popular. I'm gonna put the link in. Here's the link. And I know. Wait, this is kind of crazy, this link.

Well, I missed out this week. We have a link. We have a link for the T shirt and everything.

There. There's a Link. So you just go to landgeekmerch20.Item order.com forward/sale, maybe?. I don't know. But that's it.

And you know why they want to buy, Mark? Because it's going to a good cause. It's like there's, you know, this is a. What do you talk about that.

Yeah. Ball to all dot org. So the proceeds are going to go to charity, which is helping these kids that literally are just living in abject poverty. Have a soccer ball. But it's an indestructible $10 soccer ball. So my buddy, my mentor, Orey, started that, that charity years ago. 100% of that money he has, no overhead goes to the kids. It's. It's really great. As opposed to, like they say, Blue Cross, Blue Shield. You give him a hundred bucks, maybe 30 of it goes to help out.

That's awesome.

So no overhead. Bald.org Don Pareza, the land arb queen. Aloha dawn, it says. Anyone else having trouble loading the video? Oh, I don't know what that means, but anyways, so go ahead, get your merch, because what is coming up. Everybody's got to wear their, their merch for the upcoming boot camp in October. And you can register here. Just go to the landgeek.com forward/boot camp and register. It's gonna be amazing. We're. We're gonna improve from the last one, and everything's just gonna be better. And we even have a Land Geek commercial during the breaks.

What?

Nice. It's pretty cool.

Yeah, it's, it's, it's really cool. It's actually really good. It's got trivia on there. It's got, it's got music. It's just good. It's well done. It's geeky, for sure. Justin Landowski, good morning. So we talked about the Merchant, talked about boot camp. Let's talk about momentum.

So.

I personally felt the, the, the consequences of losing momentum. Now, it wasn't in business, but it was in working out. But I can imagine that this would apply. You guys. You can tell me if you think I'm wrong. Imagine you're working the Land Geek business, right? You're mailing, you're mailing, you're mailing. The offers come back and you start marketing, but you're afraid. Then you just stop mailing because you're afraid, right? And you start because you don't want to. Like, you're like, I'm out of money or whatever it is. Some, some, some reason you're like, I want to sell these properties first before I keep mailing. And so you stop the deal flow momentum, essentially. Right now, there's some pain associated with that. I would think, either. Now, it's not physical pain, but it's like the psychological pain of, okay, now I got to go get the list again. I got to upload the list. I got to send out the mailings. There's this idea of, oh, my gosh, there's a new mailing expense. Now I've got to go through the whole process all over again. I can imagine someone might feel that way, because I haven't been on the peloton in two months. And then I got back on at the same. By the way, the same fitness level I thought I was at two months ago. And it just. It was. I mean, the first day was. Was really hard, but that second day was just miserable, and I thought I was gonna die. And I wanted to quit, like, halfway through the workout. Like, I could. Like, my. I could watch my mind chattering like, you know, you shouldn't do this. Just quit. This is good enough. You know, like, you're. You know, you're fine. You know, ease back into it. You don't need this. And I had to fight that resistance to actually finish the very challenging workout that two months ago was not as challenging for me. But I lost momentum in doing it. And so my mind just wants to avoid that pain, even though I know intellectually that pain is really good for me. So is that a proper analogy to losing momentum in the land business? Is the question.

Go ahead, Mike.

Okay. Yeah, it's spot on, Mark. This happens both. I guess this brings up three points in my mind. Number one, yes, on the mailing side, people, typically, when they're new to the business, they'll start getting deals. They're afraid they don't have enough money to acquire all those deals. They start to slow down, not realizing that he who holds the deal holds the power. You can always go into our Facebook group and find someone to fund that deal.

There's.

You're never gonna. If you truly are buying an asset. We specialize in land. 25 cents on the dollar. Don't worry about it. You control that deal, you're going to make money. So never stop mailing. On the next side of our business, we have people that. Well, they'll stop marketing. And I always relate to marketing to sort of. And I think mailing, too. It's like microwave popcorn, both of them. And you put it in there. It's like, for the first few minutes, you don't hear much, right. It's like, you know, then all of a sudden a little pop, pop, and then it starts going. It's like it's on fire. And then, you know, you take it out of the microwave. Well, with our business, you have to continually be popping the popcorn. Right. On the marketing side, you have to have. And so people start getting all these responses, and they'll slow down and they'll. Since they're doing everything initially right there, they start answering the ads. And that takes away the time that they would be posting new ads when they're talking to potential customers. So that's the second thing. And the third thing is, how do you prevent that? We're specialists at that. You build systems and automation so you don't have to think about the mailing going out. Maybe you do the drip function where you have an LG pass. You do 20 a day. But you have this process continually moving on the other side. You have ads continually being placed. And the only way to do that, to make sure that if you have a bad day or you're not doing. You don't have time or whatever it may be, is to automate it. So it'd be similar to if you could automate someone taking your body onto the peloton. Not so easy. But in the business of land, it is easy. If you do that. Well, I shouldn't say easy. I don't want to. It's. It's. It's totally something that you can accomplish with some following the method that we show, the recipe and all that. You could. You could do that. You could have peloton rides every day, but no stress.

Yeah, I love that. That popcorn analogy. I don't think I've heard you say that before. That's really. Yeah, that's so true, though. It's like, pop, pop, pop, Then it.

Blows up all the popcorn coming out. Deals.

Yeah, Marketing. That's a really good point. Scott Boston, what are your thoughts?

My thoughts are Mike Santiago's gonna have, like 100 different T shirts because of his. All of his analogies, his quotes all the time.

But you say zen allergy. That's a good one.

Zenology. That's what I said. That's what I said.

I heard it.

So, yes, momentum is so important in this business. Exercise, diet, this business, whatever. What I find, and Mike Zaino and I have been talking a lot about this lately, is if you take the thinking out of it and you just approach it like an activity that has to be done on that day. So for me, I need. I am getting on the peloton every Monday, Wednesday, Saturday, without fail. It's part of my routine. It's an atomic habit. It's a daily habit that I do. Monday, Wednesday, Saturday. It's on my list, and it's on my list for those days. And I check it off at the end. You can do the same thing in this business. You can have all these different activities. Right. And take the thinking out of it. Well, when you're getting started in this business, what do you have to do? You have to mail 20 a day. Take the thinking out of it. Just do it. You don't have to be perfect at it. You're gonna stumble when you first get on. You know, when you. When you first get on the bike, you're gonna fall over a few times. You're not gonna have your pricing right. You're not gonna have your county research right all the time. But you just gotta get on the bike and do it. And by doing it every single day, you will get in better shape. And that applies to every aspect of this business, in my opinion.

No, I agree. So Peter 0 says the virtual boot camp was quite good. Thank you, Peter. It says pain is not good for you. Perseverance in the face of pain is good for you.

Oh, nice.

That's interesting.

A little wrinkle there. Don says Friday morning motivation. There you go. So, yeah, I mean, I really think that if you're struggling with, like, let's say you're doing it and then you hit a roadblock and you're struggling and you want to, you know, you don't even know how to get back on track. I think that's a really good time to go to this link. Go to landgeek.com training and schedule. Call up the guys.

Yeah.

And they'll help you and they'll walk you through. Here's. Here's a way to get back this momentum. And we all know the really. The really great way is flight school, right? Because then you're just. You're doing it with Scott Todd, it's like personal training or group training. It's like, here's what we're doing. We're doing it, doing it, like. And then you just. You just do it. I mean, if you've carved out time and there's. You don't. You can't even get in your own way. You're just doing it as a group and you're all sort of lifting that. That log together. So definitely look into that. If you know, if you are, you know, you get the toolkit and it's been a month and you haven't gone back to it, and you've just kind of stopped the business, like, no, get back on. And here's, here's a way to do it. Get back on that peloton. But, you know, unlike the peloton, it'll. That will pay well. I guess fitness pays off for years, but this really will pay you dividends in passive income. Build that machine for the rest of your life. So it's that great Zig Ziglar quote. If you'll do the next three to five years what other people won't do, you'll be able to do for the rest of your life what other people can't do. Which then leads us to segue into what Scott Bossman been doing that we would love to be all doing. Scott, what were you and Aaron doing the last few days?

So every fall about this time, we have what we call. Well, it's our second annual corporate. Actually a third. It's our third annual corporate retreat because two years ago I quit my job and we celebrated by going up north in Wisconsin here and this week in northern Wisconsin, it's like peak colors and it's beautiful up there. So we found, we found an Airbnb. We stayed in this cabin on a, like a. It was almost a private lake. It was absolutely gorgeous up there. And we just went up there and celebrated the fact that, you know, I've been working a job now for two years and it gives us time to refocus. What are our goals for the coming year? You know, gives us time to reflect on what's happened the last couple years. And that's what we did this week. And it was absolutely amazing. You know, I can go up there, work my land business from afar and get some, get some quality time in with. With Aaron and get some quality time in with nature because it was absolutely beautiful. So that's what we did this week.

That's amazing. It's amazing.

Awesome.

Yeah. So, Mike, one day you'll, you'll feel that one day that, that feeling of I just don't have to be anywhere. You know what? I, I like the Hayes, Mike, but I watched this movie a couple days ago with the young guy from snl, Pete Davidson. And what was that great movie? You know what I'm talking about? The King of Staten Island. And he's, he's a troubled kid. You know, it's a true story that his, his dad did, was a hero and did die in on 9 11. He was a young kid and he starts getting involved with his like guys that knew his dad. And he's living at the firehouse. I'll tell you what, I got a little insight into Mike Zaino's life. I can see what now why you would be reluctant to give that up.

It's a good group of guys.

Yeah, yeah.

It's another family. It's like family. So, you know. Yeah, it's a different environment.

Yeah, for sure. Scott, have you seen King of Staten Island?

I have not yet, but it's on my list.

What a great movie.

You gotta see it. And then it really. I mean, I think we all sort of intellectually appreciate, you know, firefighters and policemen and nurses and doctors, all these people that are out there, you know, sacrificing and risking their lives on a daily basis for us. But when you see sort of like the day to day what they have to do and, and you see it in this sort of dramatic fashion, it really hits home. Like, oh my gosh, like Zano's like there in this firehouse of these guys. And then, you know, he's sleeping and then the call comes at three in the morning and boom, he's rising up and going and going, doing it and you know, helping people. It's amazing. It's amazing.

We should have a shout out to Paul Brewer right now. He's in the middle of 21 day deployment. He's on the front lines of the forest fires out there in California, so hopefully he's staying safe. I boxed him yesterday, but yeah, he's. He's out there right now.

Yeah, definitely. So Paul Brewer, hope you're staying safe. Yeah. Vox Paul for sure. Tonsha Hokinson. Tania Hokinson says, grit, follow the recipe, don't quit. And and by the way, a big shout out to Tanya because she's the one in charge of land Geek merch. Awesome job.

Nice.

You know, and tantra. No, no pressure, but we do need to sell 100 of those shirts.

Mike's.

Mike's gonna shave his head.

Lara's like, you bet. What. What.

Don Don says and the dips happen. It's real. Vox a friend where accountability, partner. I love hearing the beep beep always makes me smile. Yeah, that Voxer app is great. Rob M. Says, so the success comes through what you guys call the rinse and repeat.

Yeah, yeah, that's the deal. Flow.

Yeah. Because you know, Rob, once you do this once, you can do this a million times. The process really doesn't change that much. Much deal to deal. Right. I mean, if we break it down, yeah, it's addictive. Like, you're buying in this asset 25 cents on the dollar, 35. 30 cents on the dollar. You're going through a marketing system, you're selling it, you're hopefully getting your capital out on the down or with it, maybe 10 months. And then you've got this passive income stream for, you know, who knows how long. And you just keep building up that note portfolio, building up that notebook. One day you wake up, you're like, oh, my gosh, my passive income exceeds my fixed expenses. I'm working because I want to, not because I have to.

That's a great point, Mark, because that people always talk about what, I don't know, 5,000, 10,000. But you know that, you know, the fact that you could have this passive income and you overcome your fixed expenses, you know that we don't often talk about that as much as we should. That's all these little wins along the way. When you're no longer paying for this bill or it's paid by your business, it's just a really awesome feeling, you know, and sometimes we get caught up because we're like, oh, we want to hit this big number. But there's all these little wins that can really help us with that momentum, right. When we hit them and we reflect and then we celebrate and we move forward, you know. So the little wins are really huge.

Yeah, absolutely. Scott Bossman, what's on your mind?

Just the wins come with repetition. That's what's on my mind. And, you know, you just have to. You have to create that daily habit. You have to carve out the time if you want to make this work. You got to find the time in your life to do it and the motivation and the grit to do it. So that's it. And I think sometimes we just make it a lot harder than it is. Our fears, our uncertainties, our doubts get in the way. Those are major barriers to our success. But if we just did the activity, we just did the action without that worry, the action is going to result in results.

Yeah, absolutely. Scott told me of a story he was talking about with flight school, where, you know, he had a. He had a flight school student that got frustrated and kind of stopped doing the business because he only got to a thousand dollars a month in passive income. And then he just, like, this just wasn't enough. So he kind of put things in perspective, said, okay, that's $12,000 a year in Passive income that he built. Then it stopped, right? So he's like, let's go to Chase bank, and let's call the banker and say, hey, I want to have $12,000 a year of passive income in interest just come out to my account. How much do I need to deposit in my checking account? He's like, well, the interest is 0.05%. So you call the banker, said, you want to throw off 12,000 a year? Just. Just. Just make a deposit of 2.4 million. That's it.

Wow.

So it just shows you, like, even a thousand a month, that doesn't take that long to do. It took him 16 weeks to build up to can move the needle if you put in perspective. So, you know, don't get frustrated if you're not seeing, you know, like, comparisons. The thief of happiness, you don't. You know, it takes a while to get to 10,000amonth, 20,000amonth, 50,000amonth. But the only way not to get there is to quit.

All right.

Just saying. I don't know, but this is fun, guys.

I love the background, Mark. Is that from, like, a cartoon? I'm trying to figure it out.

It's just bricks. My. For whatever is. My lighting is not great.

No, it's not bricks. It's some. It's some type of. It's not bricks.

It's like a cartoon space.

You know what bricks on. It's bricks on Facebook, but it's not bricks for you and me, Zaino.

Oh, yeah, you guys. You guys are seeing it on Skype. I don't know what that is. I was just having some fun. Yeah.

I'll take a picture and send it to you. It's interesting. Why is it.

Should I change it? Is that good?

That looks good.

All right, we only have five minutes left. We got to do our big giveaway. Does anybody have any questions before we. We end our coffee talk?

People are quiet today.

It's quiet. It's a quiet Friday. I don't know who's coming to boot camp. Put in the chat if you're coming to boot camp. No one's even chatting.

Wow.

Wow. The lines were silent.

It's quiet. Is this how Matt Forbes yourself. Is this how Matt Forbes feels like on a nightcap? Where are the questions? Johnny Morrow. What was the best way. Kevin Perney. Here we go. All right. Here we go. Now. Now it's. Now it feels like popcorn. Mike Zando. Now it's starting to pop. Kevin Perni. What percentage of flips versus owner finance do you recommend in your program. So I have my own opinion. But Mike, what do you think?

I think if you're going to advertise both ways, you're going to find out you're going to have more seller finance. It's just the market wants that, that's what's affordable and that's what moves. That's the velocity. So I don't know if that's the question, but I think that you could want. I mean, this, this is something Scott Todd talks about when he met you first at the boot camp. He's like, hey, I need a cash sale. And you were telling them to, what, advertise more terms. And like, I don't know how you push the market to do what you want it to do. I think that typically the term sales are going to be much more prominent because it's just so easy for them to acquire and control an asset on that monthly payment.

Right, right. Like Johnny Marlowe says, listen to the market. Like the market doesn't care what you want. Like, I might need cash, but that doesn't mean that the market wants to give me cash on this, on this sale. I think that the idea, the philosophy being, Kevin, you can always make more money. You can't get more time. The passive income stream really gets you time because you want to start making money in your sleep. If all you're doing is flipping for cash, well, cash is great, right? You get the cash, you pay some tax, then you redeploy it and keep doing this. So it's constant, sort of, you know, this constant hustle, if you will, to keep flipping. There's nothing wrong with it in the beginning if you need capital. But ultimately, like what we talk about with our coaching clients, we want to scale this into a real business and we want to look for outside sources of capital. So my thinking is I want all owner finance deals personally. But sure, in the beginning you could do a 25, 75 split. 25 cash, 75 terms. If you really need cash, you can do 75, 25. It's really up to you and your personal situation, honestly. Scott Bossman, what do you think?

Yeah, I mean, I think when you're first starting out. When I first started out, I loved the occasional cash deal. I mean, it just helped move the business forward. We redeployed some of it in the business. We paid some bills with it. Now I'm at a point though, where I want to build my passive as high as I can get it. You know, cash deals, I'm like, it's all Right, but. But, yeah. So that's definitely what we prefer nowadays. And, you know, I think a lot of people, when they're first starting out, they use a hybrid approach to move the needle further faster. So you might do some retail deals, you might do some wholesale deals, but I think the key is really building that passive income to, like you said, get to the point where that exceeds your fixed expenses. Man, your life's going to change.

Right, right, exactly. Justin Landowski says, still brewing with the Chemex, Justin? Absolutely. If you can tell me a better brewing method, I'm down with it. I like aeropress, but aeropress is only one cup. Chemex gives me two cups. That way I can come on here, you know, match bossman's energy. You know, there's no way to match Zaino's energy. That's just like, I'll be too caffeinated. But so it's. Yeah, it's great. Facebook user says, does everyone have AirPods? Yes. We're all wearing AirPods.

Yes.

Yeah, they're great pods. Was it pro or the regular ones? Like, because the.

I'm the pro.

You have the pro. So do you like them? They just came out with a firmware update and I think it's supposed to be way better. Now.

How do you update? You plug them into the computer. How do you update your AirPods?

I'd assume that it's, you know, if it's a firmware update, I don't know. I don't know either.

I haven't done it yet.

I don't know, but I know it's out there.

No, I do. I do like there. I do like the pros because there's the noise canceling feature. So if I'm outside doing yard work and it's windy or whatever that noise canceling feature on, you know, it's nice.

Yeah. Mike, what about you?

I think these are the pros.

Yeah, those are the pros. Yeah.

I could hold a little button on the side. I love them.

So I don't have the pros because I've got Bose noise canceling when I travel and they're great and I look super geeky, which I love. Right. I don't want to be a hipster. You know, I wanted. I want the big clunky, you know, Right. Headphones. But maybe I should look at the pros.

I don't know.

So Justin says, no, sir, you got me hooked on the ChemX. So. Want to see if there was something even better? I don't think so. Not for me. Justin, I'm still doing it. I don't think so. But it's time for the big giveaway. Thank you everybody for leaving a comment this week. And let's. Let's reward you. Or is it the whole month of September?

Yes, the whole month. Everybody's name, everybody who commented over the last month is in the drawing. So.

All right.

That's all right. You ready?

Yeah. What's. What's the big giveaway again? I even forget too much nightcap for me.

No, the big giveaway is a $1,997 credit like we were doing back during.

Oh, the COVID credit.

Yeah, it's the COVID credit. So this is a big one.

This is a big one. Wow. All right, all right. I'm gonna do a drum roll.

Okay. Picking a name at random. Here we go. All right. Awesome. It is. This is awesome. I talked to this gentleman a couple weeks ago. Victor Galvin Ramirez.

Victor Galvin Ramirez. Congratulations.

And Victor got the toolkit, I think, a couple years ago, Mark. And he's just kind of been slowly chipping away at a little bit by a little bit. So he's. So that'll be awesome for him.

That's awesome. Congratulations, Victor. What a great name too. Victor Galvin Ramirez.

Yeah, congratulations.

Yeah, congratulations. Johnny Marlowe says congrats, Victor. So, guys, thank you for spending time with me, having a cup of coffee or whatever you're drinking, and it's always great seeing you guys. Thanks everybody for leaving a comment. And we'll be back next Friday for another episode of Coffee Talk. In the meantime, get your land geek merch. We don't. I don't want to see Zaina with a.

With a. I don't look good.

Paul Mohawk, sign up for your for boot camp, you know, and look into flight school for sure. So thanks, everybody. We're gonna do this together, everyone. We're all doing together. Even though the three of us can't hear you, we know we'll feel the energy. One, two, three. Let freedom ring. Wash your hands. Awesome. Thanks, everybody.

Thanks, Mark.

Thank you.