Coffee Talk with Mark Podolsky!

Happening with the Land Geek guys. What is going on this evening?

Whoa. I didn't know it was nightcap shirt at night.

Yes, Nightcap shirt night.

Have a nightcap shirt.

It. Actually, let's not. Let's stop the show by promoting a wonderful shirt.

Shave your head. Shave your.

Sales are closed on that thing. Sales are closed? Yeah. Mark announced on. On. When was it? I think he announced on. Huh.

I don't understand. I missed. It was on sale for like a week.

A day.

What happened?

Yeah, you had a weekday and 100 shirts. You didn't do it. The hair's coming off.

That'll be post boot camp, right?

I can shave his head live at boot camp.

We are having a nightcap that night. Friday night nightcap. So that would be an entertaining episode.

The shaving of the head.

I have a way. I'm gonna unveil it around Halloween. I have a whole strategy.

All right. I like it.

All right.

So what's up, Land Geek? What's up? What's up, Land Geek Nation? Nice to see you here again. So nightcap, if some of you are tuning in for the first time, is an excuse for us three to get together and talk land investing and reach out to the community and answer some questions about land investing. So we love answering questions. And if you have burning questions about the business, whether you're new to the business or you're right in the thick of it, we would love to attempt to answer those questions. So throw them up there. We're here for you. And what'd you say, Zano? I can't hear you very well. I don't know how Forbes can or not, but yes, we love answers as well.

I can't hear him now.

Hello down there. You're in a. You're in a. You're in a tunnel.

Yeah, your mic is broken there, guy.

Someone's watching. Yo, yo, yo. They say nice. Nice to talk. Nice to see you, Facebook user.

Do you see that?

Comes up on my. Comes up on my. My ecamm Live. Okay. But.

Yeah.

So what's going on with you guys? What's. What's going on with the land investing this. This week? Mike Zano, How's. How's the business going? What's going on? Can't hear you, Matt Forbes. Yeah, after your killer. Killer. After your killer September. Yes, like that. Killer September. How was the first week in October?

Back to normal to a week, which is fine, but we're. We're like, one deal away from hitting 10k, which was a big milestone for us, so We're. Yeah.

I thought you told Mark Podolski was going to be a couple months.

I know I said we should hit it next month. I thought we were going to hit it the next day. And we had a couple people who, who backed out, which was too bad. But, yeah, we're right there, like 98, 59 or like where it's like, we're right. We're like one guy. Just give me one guy. So, yeah, we're excited. So maybe by next week, can I.

Could I be the guy that. No, I'm just kidding. Do you have any property to land on me? I'll. I'll be the guy that gets you over the hump. I would love that.

It could be the other way around. I think I need that 20. I wholesale you. So we should probably work on that.

Let's work on that tomorrow, shall we? Keith Forshe is watching. Keith does have a question. Chris Hernandez says hello. W.J. says hello. The yo, yo, yo came from Brad Donsey.

Brad Donsey.

Brad Donsey. Sounds like Fonzie. Keith Forshe has a great question. Here we go. Are we finding. Are we finding prices going up on vacant land right now, fellas?

In some areas, yeah. And in other areas? No, it kind of depends on where you're working. I think the more popular areas, that they're going up a little bit.

Yeah, I would agree. I think in. In some areas, we're having to increase our offer prices to get our response rate.

Yeah.

But on the, on the other hand, we've been able to. To push the, push the price up on the sales side a little bit. So. Yeah, I think.

Yeah, I think it. I think they're just sort of going up together. So I don't think it's an issue. But, yeah, I think you get a.

I think the only issue is what's up.

Gene Oakland.

I think the only issue is if you are in one of those hot markets where the market is changing rapidly, the question then becomes, how do you get in tune with that Forbes and how do you adjust? What, what are your. What are your thoughts on that?

We just raised our prices. Not a lot. I mean, we did. We didn't go up a ton. A little bit. And some more mailers. So you're kind of, baby, maybe we should be more scientific about it.

So. So is it based mostly on your response rate? Is it. So you have a low response rate, you're just going to tweak the pricing, or do you go back and do a thorough pricing analysis in the County. What's your approach there?

I haven't done it for the next few weeks. Right. So we'll look at all the offers and what the response rate is and, you know, see what the scoop is. And if we need to raise the price, we can. But look, I know super successful and investors who are like, I haven't raised anything. What's wrong with you? Why are you raising the prices? And I'm like, I don't know. Like, I don't know. I just, I thought I should, you know, because I. Because the guys, you know, made people telling me they had other offers that were a little bit more than mine.

Yeah.

So some people care, some people don't. And like, you just got to do what you, you know, gotta do what you want to do.

Well, and again, I think it comes down to hitting the right person on the right day, number one. And number two, even though there are people out there who claim that the land market is saturated and people are getting off five offers a week, that's just not happening.

Oh, yeah, what a load. What a load of crap that is.

But, yeah, I mean, somebody might get an offer even if they get an offer once a month, Right. A seventeen hundred dollar offer today just might not. Might not. That's the word I'm looking for. Might not register with them when a sixteen hundred dollar offer a month from now registers for whatever reason.

Yeah, I'm buying a piece of property. I've mailed this guy like four times, right? And we almost had a deal. Not the last time, but the time before that. And then it fizzled and then he accepted again. He's like, no, I really got to get rid of it this time. And we're like, are you sure?

Okay.

Like, it's so bad, even I know your name on a spreadsheet. That's how bad that is, buddy. But yeah, you know, whatever, right? So, I mean, you can let that stuff slow you down or you can say, okay, I'll go mail more, whatever. Right. I recommend B. Yeah, yeah.

Meal more. Don't, don't give up. Zaino, Are you with us?

I believe so.

Hey, there he is. Nice to talk to you. Nice to. Missed your voice, actually.

That's a good. All right. That's a good segue to my Steve Jobs quote that my wife sent me. Are you ready for that?

Okay, good.

It's a two paragraph thing. So Steve Jobs said, you cannot connect the dots looking forward, you can only connect them looking backwards. So you have to trust the dots will somehow connect in your future. You have to trust in something. Your gut, destiny, life, karma, whatever. This approach has never let me down and it has made all the difference in my life.

I love it.

I was like, wow, my regular job, I'm like, I should make more cold calls. And then in this job, I'm like, yes, that's exactly correct. Right? You don't know. You just got to go do it. You'll figure it out. Like, go mail. Hurry up. To the point of the last email I got. Are you ready for this? Yeah. I will read you part of this email. Nearing your lob's account volume capacity. Hi, Matthew, my name is blah blah. I am your account success manager at lob. No idea who this person is. I've noticed that there's been a recent increase in the number of mailings sent from your account, which is currently on pace to exceed your subscriptions capacity. I highly recommend upgrading to the next edition of Love to increase your account's maximum volume capacity. Blah blah blah. And I'm like, who are you? Apparently for my subscription to Love, it's a good sign. Yeah, I was excited to see that. Yeah. I don't know what it means.

You know, I was muted with my other mic, but I was gonna say that just to cap off what you were saying about prices increasing and all that we often talk about. But I say that on the sell side. That's typically where I was in like it. You could sell for 3,000, you could sell for 3, 600, you could sell for 5,000. And these properties could all be located next to each other. But I think it's absolute acquisition side too. These people, this idea that they're getting all these offers, you know, just because someone may have mailed them doesn't mean they even opened it. And you know, you can buy things still at crazy prices because people just want to get rid of them. And it's just inefficient. So I don't think it's going to continually go. I don't really buy that.

I think people use it as an excuse, honestly. And they're like, oh, well, that one guy at Bandcamp told me that he got a lot of offer. So this business doesn't work well, that's a great.

Could you use to prevent you from taking action in this business and that lack of that, hey, It's ever been thought right. London out there. And maybe sometimes people tend to just gravitate to one area. But guess what? If you know this business well enough, you, your range and your capabilities, because you are now like it or not an expert, Matt, you're becoming an expert, right? I mean, you know, the markets, you know what something else might sell that's similar to what you're selling now. You haven't. You have a good eye for it now. So you're not restricted. You're not, you know, you can take the. The training wheels off, so to speak, right.

And.

And go and buy and sell land at your leisure. So I think that, you know, so that's a great topic, like excuses that could get. What are the fears, uncertainties and doubts that could prevent you from being a success, successful land investor? And one of them certainly is, oh, there's no more land out there.

Yeah.

Oh, it's all been bought up or.

Or there's too many people doing it or, I don't know, insert person that's.

Going to start literally, like next year and they're going to be a millionaire doing this business. So just let that sink in. That's the truth. And they're starting next year. All of you who are listening, you can start now.

Feel free to start now.

Yeah. There are all these barriers. There are all these barriers. The barriers to entry in this business are. Oh, nice. The barriers to entry in this business are low. When you look at what is required as far as time and what is required as far as capital, those barriers are quite low. But what you're talking about, Mike, is the mental barriers. And there are a lot of them when you're first starting out with this. I'm not an entrepreneur. I'm not a business guy. Doesn't matter. You're a fireman. You are a business guy. I'm a physical therapist. Right. But as a physical therapist and a firefighter, we do the business just like Matt Forbes does. It's because we're able to follow a recipe. There's the scarcity barrier. Right. Oh, we're all gonna run out of land. That was a thing for me to get over when we first started out with this. What are some other things out there, guys that are watching that. That. That have prevented you from taking act. Taking action, or maybe you know what things are in your way. Somebody says, hey, guys, loved our coaching from Mr. Zano last night. Nice. Who's that? Oh, that's Wayne Dorger. Believe I'm a little. I'm a little hurt, Wayne, that you didn't call me because we, We've talked.

You know, Matt, your quote from about connecting the dots, that was. Who was that? Steve Jobs. Whose quote?

Steve Jobs.

Yeah. So, yeah, what, you know, makes you think is that you don't necessarily. I mean, you can literally take the belief out of this and follow the necessary actions and get. Become successful. But I think that the belief part of it just makes it a little bit more enjoyable along the way rather than stressing it out. You know, believing that if you do mail so many letters, you are going to get so many potential deals and then you're going to close on them. I think that, you know, but really what's required here, and I was writing about it to myself in my journal this morning that I do every morning, is that the action itself produces success. Your belief in it, oh, that's your choice. But you know, if you eat a bunch of junk food, you don't have to believe that you're gonna get out of shape. Right. It's just. It's gonna happen either way. Right. Depending on a couple other factors as well. But if you do what we recommend, if you follow the flight school, if you didn't, like, believe it, you just did it and just like, got rid of that doubting mind, that sort of. Or that mind, not even the doubting mind, but the inaction mind, the mind that just, like, doesn't take. If you got rid of that, just did the things that you had to do, you would experience success. But I think the jobs quote is kind of cool because he's putting that. He's putting that sort of anticipation and belief and sort of positive spin on it. So you have an enjoyable day because, you know it's good now you have. You add to that the fact that you know this is going to work if you do it, and that sort of brings optimism and, and hope and enjoyment to the process, but not really required, but it might make it a little bit more enjoyable.

Well, and in this business, what are the things that are going to connect the dots in the future in this business? Keep it simple. There's two things. Mailing and marketing. Those things connect the dots in this business. And you know, Mike, you and I and Forbes, you too, we've talked to people in the past. They're frustrated with this business. But then you start diagnosing what's going on. Well, let's talk about this. You're frustrated because you haven't had any sales. Well, how long have you had the property? A week. Oh, how long have you marketed the property? Two days. Don't be frustrated.

That's the best one. We were like, how long have you had it? Like six months. Like, wow, that's a really long time. I've sold 11 properties that are identical to that in the last six months. What have you done for marketing? Well, I posted seven ads. Yeah, like. Like a whole seven ads. All of them, like, one. More than six. Wow. But definitely, like, a hundred. Less than 107. Yeah. Okay. Are you doing the things that, like, are you taking the action? You're not taking the action. You don't get to post an ad. It's not how it works.

I love how you just said diagnosed, too, and what you're both talking about. The way you're talking right now, it's like you literally can listen to somebody, almost like a doctor, and give them a prescription. Okay, you need to do X amount more mailings. X amount. And it's like, okay, tell me what's going on. And if you do this business long enough, you should sort of. You can not sort of. You could literally be like, oh, this is what you need. Here, take these. Do this 10 times a day and watch your results.

Well, it's, you know, it's just faith. It's just people, when they're new, you don't have the faith that it will work. And so you question it. Even if you know all the answers, even if you go to, you know, to flight school, you can still question. I mean, I think most people are forced into action, so it's okay. But, you know, you got to have faith. You got to go connect the dots. Right? You just gotta go do it.

You then have a little bit of doubt and ask somebody who's never heard of the business, like, hey, about this business venture. And they ask you what you're doing. You're like, what, are you crazy? What? Because it's such a unique niche that you're not gonna find a lot of people that are gonna be like, oh, that makes a lot of. I mean, when they. If they really heard it, they would. But if they don't. Wait, what?

I've never. I found a bar at a corporate retreat with a private equity guy.

Yeah.

And I don't know.

We stopped talking about my regular. We quickly started talking about land because he's in multi family. And in minute one, upon talking about land, he was like, this is the dumbest thing I've ever heard. And I'm like, all right, settle down, Big nuts. Private equity. Let's go. Right now. Me and you. Let's free do this. And by the end of it, I had the whole bar listening, and I'm like, all right, you guys, tell me, because I've only been doing this for six months. Am I out to lunch with everything I just said and the returns and everything else, or is it just you've never heard of it and you're skeptical of anything you haven't heard of? Do you have any questions I haven't answered? People at the bar were like, no, that seems really logical. And it seems like it would make sense and if you just went out and did it enough, you'd get good at it and there'd be. Yeah, like that would work, right? And even the PE guy was like, I wonder if my company could get involved. Like, yeah, no, it doesn't work like that for you. Your private equity guys go away. But I won. You lost. You buy the scotch. Let's go. If I get that guy to see the light, then I get anybody to see the light.

That's awesome. Got a few people chiming in, so David Lamentilla is here. Hey, boys. Peter Zerios is here. Cheers, gents. David and Peter, you guys are just tuning in, but we're talking, talking about taking action in the land business and how that's more important than our fears, than our perceptions. And that action will connect the dots in the future in this business. So if you guys have any examples of that thrown in there. William. Bill Genesco says, I'm working on setting up my business infrastructure now. That's awesome. I guess my question to you, Bill, is that's awesome. Like, what level are we talking? And, you know, I think there are a couple different approaches in this business. There are some people who, like, I did. I was. I did most of the work the first few years, and then I finally got smart enough to outsource and build my infrastructure. There are other people, and kudos to them, like Matt Forbes, who kind of build the infrastructure first and then start doing more deals.

Not necessarily recommended, but look, you're what.

Two and a half years in and on the verge of 10K a month? Passive.

Yeah. No, it doesn't suck. I'm not saying it can't work. I'm just saying that from somebody who did it the slow, horrible way, like Bosman, in terms of getting everything outsourced, I think you would agree. I bet you wish you had done things fast.

Yes.

I'm on the other side of that and I certainly agree that I had wish that I had outsourced things a hair bit slower. Right.

I think there's a happy medium in.

There, and I don't think you or I hit it.

I think you're right. I agree.

Was there ever a time, Matt, since you did outsource very quickly. Probably more quicker than quicker than most people I know. Or maybe all that you did something that. Are you saying that because Mark always says the word. I think it's abdicate. Like did you not fully grasp it and was already outsourced? Was there any of that danger where it was something that was like uncontrollable, like you let this beast out that you didn't really have a full grasp of what you were outsourcing that ever happened?

The only thing that kind of happened like that was with my intake manager. But he was so solid that I like rolled the dice and I got away with it, which was cool. So that was fine. So that worked out, right? I think to a certain extent it was hard to get the VA's going in the right direction because I knew theoretically what I wanted to do and I had done it a few times, but I hadn't done it a hundred times, you know, and so that was a little troubling. But you know, I'm a, I'm an outsourcer kind of guy. Right. I've always been that way. So that was always going to be my natural tendency and I have a full time job and you know, all that kind of stuff. But yeah, you know, if you go, if you outsource it too fast, you just, you run into like weird, you know me, you run into money problems pretty quick, like much faster than you would otherwise because you're really, you're putting all that money you're making back into the business. Right. And you're losing money. Right. You know, most people who do this start to break even, I think, you know, fairly quickly. Right. And because you're doing the work yourself, you know, you might still be reinvesting all that money, but you're not losing money. Where I was physically writing a check to the business, Right. Because I had outsourced stuff. So I was upside down for a long time. Well, not a long time. Yeah. So that was a little bit more difficult. Okay.

Awesome. We got some other questions I also put in the chat. Please tell us about your recent deals. Give us the numbers. We love hearing the numbers. Here's a question from Brad Donzi. What Are your top 3 conversation follow up questions when you get the question. Is this still available Now? Mike, you and I have talked about this before. We were live in the Facebook group a couple months ago. We had a good conversation about this. So I'll see if I can find the link and throw it up here. We had probably a half hour conversation about this, but it'd be fun to revisit again. So let's revisit again. So, top three strategies for answering the question. Is this available? Forbes. Give us one.

Hold on one second. I know. I was talking about that one with somebody else here the other day. Give me one second and let me just go check. That's my number one strategy. I want to create urgency for sure. I also, by the way, have no idea what's in my inventory. So I literally do need to check. Like that's a real thing. But even if I did know for sure I had it in stock. Right. I would still be like, yep. Hang on one second. I'm not sure because I want to add urgency into it.

All right, so here's, here's my follow up question to that. Is that what you have your kids saying when they're working for you? When they're, when they're slaving away for you, for you on Facebook? Messenger before dinner? They're talking to the guy.

Yes.

Nobody eats unless they get me 10 leads.

That's right, baby. You want, you want to buy that video game? It's gonna be 80 bucks. That's 80. 80 leads, kid. Let's do it. I'm actually gonna replace. I just fired all my kids. I fired my three children, actually.

Oh, man.

Outsourced them because, well, you know, they did a great job, but it's sort of unfair. They have, you know, school and they're 10, 13.

Yeah.

So, yeah, I thought this might be.

Because they actually all started their own business and fired you.

No, no. So they. My. I think I've. I don't know if I've shared this, but my middle kid, I have four, so my middle oldest is a saver. He doesn't spend his money ever. He's got like 1800 bucks. I'm like, dude, you're 12. That's awesome. And then my 13 year old, who's the oldest, has 47 cents in the bank. Maybe he spends it as fast as they're like the two polar opposites. And so he came down and was like, I really want to buy the steering wheel for this racing game. He's big into F1 racing. He wants to be a race car driver. And I'm like, well, $300. And he's like, okay, then I'm gonna borrow money from Jack. And then we're gonna go. Can you mail? You said you would mail those RV lots. Will you go mail? And then I get to take. And I get to buy the property. And then I'll go sell it. And I was like, absolutely. No problem. And I went into LG Pass. I'm like, man, I just mailed the whole county go. I even gave him a 3% price increase, PJ so hopefully we'll get a few back. He's like, yes. I'm like, do you have the money from Jack? He's like, no, I haven't talked to Jack yet. I'm like, well. Well, we just gotta go, kid. I mean, they're. I buy for the. And then I'll go flip cash, right? And they don't. You know, they don't really even want the terms. They just want to flip for cash and then reinvest. And I don't. You can't. You guys can't see that board. But I wrote in there $500, right? And then I draw four lines, because the $500 is the investment. You'd make 2,000, and then that 2,000 is really four $500 properties. And then each one of those makes 2,000. We did the chain, and I'm like. And then at the end of that, you pay for college yourself. Look at that. And my oldest is like, I don't get it. And my middle oldest was like, I could pay for college myself, okay? And I'm like, easy, tiger. You're only 12. So I don't know if legally a child can own property, like, if you can be 12 years old and own property in Texas. But I imagine we're going to find out in probably the next two to three weeks.

Nice. That's all good. That's. That's another powerful thing about this business, is that the people around you, they eventually catch on. And it could be your children, it could be your family members, whatnot. But this business can trickle down to others. Zaino, it's done that for you with your son. I mean, you know, he's. He's following your footsteps also in the fire department, which I think is really cool. I'm a little bit jealous, honestly, that I can't work with my son at a fire department someday. I think that's really freaking cool. But I'm gonna have my kid work with me in the land business.

Yeah, no, it's very pleasurable to be able to share the benefits and the. And the. You know, just what this can bring to someone's life, you know, and not just the money, although that's great, but the ability to build a business, the knowledge, because then you can go do that. You know, that just. That's. To me, that's just as this is valuable, you know how to, you know, my son's using similar principles with his plumbing business, right? It's, it's all sort of related and I think it's really awesome.

And then there's the money.

And then there's the money.

There's like, it's like a money sandwich. All the gooey stuff Dano talked about. Who cares? Whatever. There's money on either side of that friggin sandwich.

Dolls coming in, dollars going out.

Come on. This stuff's addicting.

It is addicting.

Once you get good at it, you're like, oh, that person just sent me a check for $10,000. I bought that thing for 90.

Can you imagine living on the side of some sort of riverbank where every morning you get up there and you could take and you literally pan and little flakes of gold and then once in a while you get a big nugget. You'd be out there every morning, right? It's the same thing.

I was on a call with actually with Mark earlier today and we were talking about something and yesterday I had gotten eight or nine geek pay notices, you know. Succeeded, right? Succeeded, succeeded, succeeded, succeeded. Like all in a row. They all hit all at the same time, right? Like it's my most favorite part of the day. Am I gonna get none? Am I gonna get one or two? Am I gonna get like seven or eight? Like, it's just awesome. I just, I love that. Like I want to give it its own special ring or something.

Yeah, the Geek Pay ringtone. The Geek Pay alert. I love it.

In your phone, your iPhone.

Get the OJs going. Yeah, I love it.

All right, we got some, we got some comments. David Lama says that I pronounce his name correctly and we need to have, we need, we need, we need to help Mimi with that. That's funny. We'll help her with that. Here's another, another statement from another. Here's a win From David, actually. Two sales today. Bought for Barf. Bought for. Sorry, 4,000. Sold for over 12,000 terms total. So he's 4k all in. Selling for over 12k on terms.

Not so bad.

Not so bad. That's awesome. Congrats to you, David. That's. That's amazing. I know. David, you started coaching, I believe so hopefully that's going well. Chris Hernandez is watching. Chris, you've got to have a deal. You have to have had a deal recently. Tell us about it. William Genesco says, oh, here's a question. Do you use a mailing forwarding and phone service for your business. What do you guys use for mailing and phone.

So like a, like a digital mailbox.

Or does you mean like Ring Central?

Well, I think, Well, I think. Well, he might be. Yeah. Digging it. So a very simple way to, to do that is a Google Voice and a digital and, and a virtual mailbox. So they would, you would. I think that might be sort of what he's getting at. If he's talking about when we're buying property and we're sending out offers, you know, very simple thing anybody can do is get a Google Voice. Right. Because then you can just look at the transcription and the Google Voice that Gmail that has the Google Voice associated with it can have your virtual mailbox connected to it and can have a fax number connected to it. And it is your email. So it's email. So everything can sort of land there.

Yeah. So he's, he's saying instead of your house address and phone, what options? So like you said, Google Voice, Ring.

Central, that's the cheapest option.

Yeah. Google Voice is free. Ring central is what, 10 bucks a month? Freedom Voice is a good one. I'll let you have multiple mail, multiple voice mailboxes and then Freedom Voice one today.

Yeah.

And as far as a home address, I know people that still use that use their home address. I know people that use Traveling Mailbox. I know people or digital Mailbox. I know people that use PC P.O. box.

I, I just got a P.O. box last week. I've had Traveling Mailbox forever. But when people have to send me deeds, I was like, yeah, I think I'm done having them come to my house. I just got a P.O. box. And where I live in Massachusetts, it's right on the Rhode island border. So my PO Box is very sneakily in Rhode Island. What good luck finding now the whole world knows.

The whole world. Exactly.

One million watchers watches.

172,000 people are gonna watch.

Awesome. Bill also says I'm trying to get my kids in the land business with limited success. Yeah, I mean, I think it all in my household, it's all a matter of osmosis. Like they looked at me like I was nuts five years ago when I was out there stuffing envelopes by myself and handwriting my first batch of envelopes. But then when you motivate them with oh, here, 10 cents a letter stuff and lick please, then they get a little bit more motivated. But then they, you know, like with you Forbes, I know you play cash flow in your family. I've played cash flow in my family, it's a great bill. I would, I would recommend that for you and your kids. Honestly. Cash Flow, the Cash Flow game, Forbes. Did you have the digital version or the actual board game version?

So I have, I have the regular board game, Cash Flow, and then I also have. I also bought Cash Flow for Kids, but I'd already taught my kids how to play Cash Flow. So Cash Flow for Kids was like super boring for.

That's boring. There was an iPad they have. Yeah, yeah.

There's an app on the iPad that. That does all the calculations for you. That's really the secret to having your kids do it because there's no way they're gonna do the math. Like, if you play Cash Flow for real, you got like a calculator and that worksheet you have to use. Right. And that. It takes a really long time and it's. That's what really, you know, changes your brain and rewires you. But everybody has it on their iPad, so they just have the app and, you know, we can play in like 40 minutes.

Yeah, it's a fun game.

When I win. Yeah.

Any other deals out there? Throw them up. Well, I read a book today I could share. Since everyone's sharing more, so sharing Bosman. I read this book today. Fail, Fail Again, Fail Better. Betta. And it's by a best known author, Pima Chaudron. She had an interesting life. Like, she had. She kind of went through life and kind of did the traditional job, family, marriage thing and then she kind of turned into a hippie and then she actually turned into a. She became a nun. What?

She's a student of Chojung Trunkpa. He's a.

He's.

There's a documentary on him. Crazy Wisdom. It was up in Vermont. He's a pretty cool dude.

I knew you. I knew you would know this, Zaino. I knew you would know. I knew you would know. But anyway, this is basically. I read this book in one day. It's. Basically, it's a transcription. It's a transcription of a. A commencement address she gave at a College back in 2014.

I love commencement addresses. That's great.

Yeah. And there's a great Q and A section in the back that's a little bit more in depth, but she talks a lot. Well, obviously the book is Fail, Fail Again, Fail Better. So she talks about the failures in our life, in our lives, how we perceive them, how we get over them, how we should approach these failures as you would. As if you're walking out into the ocean you guys will appreciate this because you're close to the ocean. I can't quite do this in Wisconsin, but as you're walking out in the ocean, you get knocked over by a wave. What are you gonna do? You're gonna lay there? Are you gonna get up and keep walking? So we have no choice. We can't lay there. You're gonna. You're gonna. You're gonna inhale sand and water and die, right? So you got to get up, keep walking into the waves, and eventually those waves are going to smooth out. So she. So that was a great analogy that I enjoyed talking about failures. I'm losing you guys. I think my network is not good. Can you hear me, Forbes?

I think we're just with this notion of walking into water and getting knocked over.

Oh, did I cut out?

No.

Okay.

Sort of walking through it.

Okay, awesome.

Slow down.

And then she talked about another thing that is actually similar to the quote that you were talking about earlier, Matt Forbes, the Steve Jobs quote about how we get to these moments in life where it's like, what next? Right? Like when you graduate high school or when you graduate college, there's this big moment where you kind of wake up one morning and it's like, what next? And some people, they perceive it's a very helpless feeling. They perceive it as kind of a downward spiral. But what you need to do is perceive that as a realm of possibility instead of. Instead of emptiness. Right? It's not emptiness. It's possibility. So I thought that was really cool as well. So I would recommend the book. It's a good book. Chris Hernandez, Nothing crazy. Had a couple wholesale deals that doubled my money and bought one for 3, 500 and sold for over 10k on terms. It's nothing crazy, but it's consistent.

No, no big deal. I just made, you know, 6,500 bucks. It's all good. Nothing to see here. I love how we talk about these deals. Cracks me up every single freaking time. No big deal. I just made $6,000 out of thin air. No big deal. It's all good.

Yeah, well, this whole predicated on. This is all predicated on bread and butter. No big deal. Deals. That's. That's the whole idea behind. That's the beauty behind it. That's why it's something you can do over and over again. It's not some big, you know, huge deal. That money's gonna be out there for a long. You know, it. It's not like that.

It's this.

We're in the, like, the Penny stocks of. Of real estate. You know, we're down here, but the returns are great. The money comes back quick and we can do it again and again.

Yeah.

That'S a big deal. That is a big deal. That's exactly right.

Be excited. Yeah, that's awesome.

Anything else out there, guys? Any other questions, comments, concerns? Any topics you want us to talk about tonight or next week?

I have a question.

We didn't finish this. Is this available? But go ahead, Forbes, what's your question?

My question is, if you were new to this business, why wouldn't you be asking the two of you five questions a week on my cap? I will never understand it. I stood up in front of an entire boot camp group and said, what the hell is wrong with all of you? And they looked at me like I was a jerk. And I am cool. And I'm like, they're. They're begging for in the morning and. And be part.

I don't know. Maybe it's. Maybe it's the lack of robes and swiveling. Maybe we need to do that more.

Back and we need to bring back the.

Segments. Yeah. What were we going to talk about? Sorry.

Maybe we're just. That's what you're saying, Scott. We don't have robes and so we're just babbling on here without any.

Oh, there's a good comment. Oh, because I never know what guys.

Are gonna go now. I have a bone to pick. I have a bone to pick because I'm pretty good. We usually set announcements in the Mighty Networks group in the Facebook. On Mark's Facebook page, I try to create. I will say it is either Wednesday. It's either Wednesday or Thursday night at 10pm Eastern.

Yeah. I don't even know when this. I literally have to Fox YouTube stop. He's on a Wednesday, so I'm with him.

So Wednesday or Thursday night at 10pm Eastern. Clear your calendars.

We're going to start.

My point is that even I don't know and I'm on the show this.

Thing out month at a time from now on. That's a good idea.

Oh, are we.

Are you.

I'd like to hear. Okay, so we got. We. Hey, that Forbes that just prompted questions like they're just coming out like crazy right now. You ready?

Good. Because. What. Hold on. Do you guys know why I'm on Nightcap? Let me explain to them.

Because you're the refill guy.

I don't work for Mark Podolski. I got nothing to do with this cat other than I love Him. And he changed my life. Right. I'm on here because I weaseled my way on this show so that I could ask the questions that I needed to get answered before, during, and after the show with these two goons. And then we all kind of became friends. And then, like, now I stay on all the time, but, like, I can't believe that people aren't here, like, religiously, like I was before I was on the show. I mean, you guys started right when I. Like, it was only a few episodes, but. Right. I was like, God, I'll go and ask questions. It's free. Literally, it's free. You have questions. You have stumbling blocks. And there's Mike, Zano and Scott. Scotty too hottie Bosman waiting.

Hottie too hottie.

Oh, my God, people.

Scotty too hottie in the house, blushing now.

Well, you know what I think? I think the reason we. We all keep doing this every week is because we are passionate about this business has changed our lives, and we want that to trickle down to others. We really do, because we know how amazing it feels. So. All right, here we go. Is anyone having network. Network issues? I am. So I apologize about that. Let's see. That was weird. I. I'd like to hear about question someone asked.

Yeah.

Is anyone having network issues? I am. I'd like to hear about how you guys got unstuck when you felt stuck in marketing and sales. That's a good question. How did you get question. How did you get unstuck when you felt stuck? Because we have all been stuck, all three of us.

I know that this could actually dig into what the round table is coming out next week. That was sort of. Which, remember, we're talking about the dip that's coming out next week.

I was. I was unfortunately not on that roundtable this week, but.

Oh, and you can answer it here.

Okay, I'll answer. What? Well, how do you get unstuck? You don't. You don't stop. You just don't stop.

But if you. But if you are stopped, though, if you're like, if you're. If you're stuck, like, all, like, screeching hall ball bearings are frozen. Like, you can't move forward. How do you unstick yourself?

Then you. You let you conquer the emotion asset. You throw the emotions out the door. It's not about emotions about what we were talking about earlier. It's about action. If you're stuck on deal flow, you're going to do one thing tonight. You're going to make a to do list. For tomorrow. And your one thing on that to do list is to mail out 20 offers and you're not going to go to bed tomorrow night until you have it done. Same thing with a sale. If you haven't had a sale sale, you're going to set three ads tomorrow. You're going to make it really objective, put it on a list, put a checkbox next to it and do that tomorrow. And then you're going to do it the next day and the next day and the next day. And you may not feel like you're getting anywhere, but eventually those actions are going to help connect the dots in the business.

Yeah, as you answered, sort of just like I did on the roundtable, I referenced a book that I think you told me about the obstacle being the way, the obstacle is the way. And you know, whatever you're stuck on, that's don't run from that. So like if you're not having acquisition, certainly don't. But this is, this sounds really simple, but people tend to do the opposite. Okay, I'm not getting any acquisitions, so I'm just going to stop mailing. This isn't working. And then guess what, you're going to get less and less and less. And you're going to wean yourself right out of the business. If you're not making sales, you might say, well, I'm not putting any more ads out. This isn't working. And then you're going to get, the potential buyers are going to go smaller, smaller, smaller, and you're going to be off doing some other business venture, you know, So I think the obstacle being the way is whatever the problem is, double down on it. And sort of what we talked about earlier, you know, just knowing that the dots are going to connect if you keep, you know, keep going. And you got to listen to the market too. There's that part of it. If you're not getting accepted offers and you're mailing one area like you should be, and you're consistently mailing that area, then you need to then at that point reevaluate your pricing. And that's, that's good. And that's why we're very hyper focused. And that's. If you're not selling something well, you need to reevaluate, evaluate what you're, you know, a lot of people, this happens a lot of boot camp. You guys remember these exercises where we do, okay, we're gonna get a property, y' all bought it, then the next day we're all gonna sell it. And what do they always say it's like, oh, yeah, well, we just want $500 down, $500 dock fee, and the first month paying a 500. That way we're all out in the first payment. That makes sense. We're gonna do that. What you want is not what's going to happen. You know, you have to be able to adjust to what's going to really sell the property. So the market speaks to you on both sides of the equation. And I think, I guess I'm referencing that because that's really the two biggest areas. I mean, if you're getting deals and you're buying and selling property, well, then you can figure out how to set up your notes in geek pay. That's not a huge sticking point. I think, really what's going to stick people here and it's going to keep them from. So someone's saying they're locked up. They're definitely locked up in either mailing or marketing. Right? I mean, where else is the lockup gonna be? I mean, that's the two spots. And so you gotta take a deep dive as to what's really happening. You know, if you're on the mailing side and you, you know, you're having a problem. Well, let's make sure, number one, go back. I always say, like at the fire department, if we have a hose, a fire, and we turn the hose on and there's no water, you know, you don't freak out. You go, you play it backwards right back to the beginning. Like, okay, the truck's running. Okay, it's in pumpkin, it's in tank, it's in pump gear. Great. You know, you follow it backwards when you do the same thing, the mailing, you go back. Are you mailing one area? Is your pricing consistent? Are you doing that every week and how long you've been doing it? Because, you know, it takes about 500 letters out before you start really getting some good responses. And so, you know, do you need to make an adjustment on the marketing side? How many times you posting ads? Are you really putting out enough ads? Is your pricing irresistible or is it what you want? I want all my money out on the down and the dock fee and the first payment. That's great.

What's up? So some guys have an Internet, some guys having Internet issues tonight. I don't know what's going on. It's never been this bad. So I'm here to apologize, and I feel bad.

What would Pema Chodron do?

Come on.

He would get up. She would get up and Keep walking into the waves because you can't just lay there.

Who. Who do we know who asked that question about the stuck thing?

Yes, it was Brad Donsey. Sounds like Fonzie Donsey.

It was Donzi.

It was Donzi.

All right, so I'm going to answer that question even though, like, you know, we're not online anymore. But you just have to decide. That's it. And I had to make this decision because I started the business and then I bought a bunch of property and I stopped for six months. You just decide. You commit. That's it. It's really, really easy. You just decide, I'm gonna go freaking do the business, and nothing's gonna get in my way. Let's go. Now what do I gotta go do? And you do all the stuff that Bosman talked about, and you do all the stuff that Zano talked about, but first you gotta decide, is this what I'm gonna go do? If you're really that stuck, that's what you gotta do. I had to do that. It was either I was gonna quit and own random property in Colorado, or for me personally, I was going to say, the hell with it. We're going to go get coaching, and we're going to go sign up for coaching. And that's what Ann and I did. We were out of the business for six months. It was not going well. It was definitely kind of a shipwreck. And we said, okay, well, that's what we have to do. So that's what we're going to go do. And I called. I don't know who I called, but whatever. I signed up with Bosman the next day. That's how we decided, but you have to decide. That's it.

Make a decision. I love it, dude. Yeah, Simple.

I'm not saying go sign up for coaching, for the record, that's not my point of this, but, like, you gotta do whatever you gotta do for you, but you gotta decide and make it happen. Drugs are bad.

Drugs are bad. Don't lay on the ocean floor. Get up and keep walking.

Yeah.

All right, fellas. Well, we've been on for an hour, so we will be here. Zaino, are we doing Wednesday or Thursday next week? Let's just make an announcement right here.

Wow, that's super helpful. I like that.

What's today's date? What day of the week? Today's Thursday.

Today's Thursday the 8th.

Thursday the 8th. Tuesday, Thursday the 8.

Wednesday, we're doing Wednesday the 14th.

Yep.

Wednesday, October 14th is the next night. Cap, share your wins. Share your struggles. Let's do this. And I'll make. I will make an announcement tomorrow in the Facebook group and the Mighty Networks group and Forbes. You can get in the Mighty Networks group in the. The main group and, you know, give people heck.

Listen, you know, wait. They gotta seek out all their free advice they can get. I just. It never made sense to me.

Hold on. Ecat Mars says we didn't see. I know who Eat Cat Mars is. That's a. That's a pseudonym, but I. You're right. I don't know. I think. I feel like I know who you are.

Oh, yeah, he had. He had questions about deeds or trusts or whatever.

Oh, about trusts. Like, do we buy from them?

I don't know. Tell them we'll answer it next week and we're really sorry.

All right. Somebody says, love you guys. Oh, that's nice. Be there Wednesday. I quit drinking, but I'm really into chocolate soy milk now, so that's my night cap. Hey, it's not. It doesn't have to be alcohol. I mean, we don't. My dad drinks tea every night.

We don't judge.

Yeah, we only judge the three of us.

Ecat Mars. I do I. E. Cat Mars. I feel like we've spoken and I feel like. I mean, I don't know you, but I think I know who you are, but it's. It's eluding me right now. Statutory trust set up about that at all.

I know who you are.

No, come on now.

Really?

Is that weird? Come on.

Yeah. Yeah, straight up. That's weird. Yeah, for sure.

Statutory trust setup. I have not set up a trust. You guys set up a trust.

I haven't either. For the business.

Yeah, I know, Mike. I know Mark Podolski set up a trust. I know Scott Tyler set up a trust because you might come in an opportunity where, you know, Mark knew he was sitting on a million dollar deal or more. He's going to put that in a trust and he's going to save it for his kids down the road, so. And then there is. Mark did have a podcast with. What's the guy's name? I can't remember right now. No, I'm thinking of something different, so. No, I. I cannot give you any guidance regarding that. Ecat Mars AKA all right.

You want what?

You know.

No, I'm. I. I'm just saying, I.

Yep. Still creepy.

Why is it creepy?

You can't blow them out of the water.

What's that?

If someone's trying to remain anonymous, you can't dime Them out.

You got to let them dime them out. I love the way you talk.

All right, all right, fine.

Can't drop a dime on that guy. What are you doing?

All right.

A lot of big, lot of boom, fellas.

Thank you. Thank you for. Thank you for a fun time. Sorry for my network. I'll try to improve that by next week, I'll get on the phone with Spectrum and upgrade to that thousand, thousand megabyte download.

The shirts come out. I bought. I bought a Mind the Gap shirt for him.

Yeah, I appreciate all the support.

They should come soon. And rumor has it there.

Anybody at support? I'm asking you.

We don't know.

No, I said I appreciate all the support.

Oh, yeah, no, definitely not the donkey one. I bought the. The mine, the mind, the dip one. Why would I buy the donkey one?

This is a good point you're bringing up because it's about attaching yourself to a horse's tail, not a donkey's tail. You know what the donkey's tail is like if you attach yourself to somebody with a negative perspective on all the potential you have and they're going to just tell you, stay who you are. Stay doing what you're doing. Don't make any changes. Go in a circle. You got a. You got a little rope tied to your neck and you're gonna walk in a circle. That's donkey. This is a horse. This thing runs free in the wild.

Okay.

All right.

By the way. Okay, so I do like what the quote stands for, but can we just go back to the shirt for a second?

Yeah, right.

Go back to the picture.

I think it'd be better if. If it was a side picture of a stallion.

I mean, I'm looking at butt and I'm looking at arguably a 9 inch fly.

It's kind of like things that are.

Not making sense in this picture. So. Yeah, I didn't. That's not the shirt I bought. I like. I like the sentiment, though. Zaino. Don't. Don't think I don't appreciate that, Zaino.

I did think. Zayno. I did think of you last night, though, when I was watching the vice presidential debate and that fly landed on Mike Pence's head. All of it sat there for like two minutes.

Oh, that's the best.

It was funny stuff. Anyway. All right, we gotta go.

Wow. I'm all blurry.

You are blurry.

Blurry on the feed, it's.

I'm not blurry.

I am. That's weird.

Thank you guys for a good night. We'll see you next week. And we'll be back in better definition. Thank you.

Later, everybody.