How To Become A Land Investor

Look, here's the deal. How many cold calls do you think I made last year? Pick a number.

I know I would underestimate. You do big numbers. So.

Thousand.

Yeah, I'll go the.

I'll go 2000 cold calls last year.

I was gonna guess.

I didn't do it. My system did it. I did talk to 1500 people, which is about 10 times more than anyone else in my role. 1500. Every single solitary one of them was recorded. Why is that important? Because when you're selling, and I mean selling, like, really selling, words matter. Tonality matters. Belief matters in your soul. If you're selling land and you don't believe deep down inside that that person should want to buy this property, given their needs, pack it up, Sonny, and go home. I believe in my soul at work that you. If you are in corporate America and you run a sales team, that you are an idiot if you won't spend 15 minutes with me. Because at the end of the day, I can change the way you go to market. It's the same thing on the land side. When someone's like, yeah, maybe I'm looking for land, it's like, I believe in my soul that I might have something that could be good for you. And that's what you gotta do. That's how you have to attack this stuff on the phone. You. And if you don't, I can hear it in your voice. And that's what I do for a living. I hear it in people's voices and tell them that they're so.

There's a lot of psychology in that sentiment. There's a lot of deep. Oh, yeah, yeah.

It's not luck. Like, you don't go cold call people. Especially in real business. Land is like fake business. In real business, you don't cold call people and accidentally have it work out. Yeah, you book a couple meetings here and there, but you have no idea what you're doing.

Do you actually do things, like, with people on, you know, sales, where they have. Not in the land business, but in, you know, we're coaching on, like. Like you said, like. Like voice coaching and like, how to actually talk like, and how to tonality.

So I do. I did. I did it for a customer for an hour today. And every single person actually hit me up on LinkedIn afterwards was like, hey, thank you. That was unlike anything I've ever heard. I'm not going to tell you how your tone should be. I can tell you to slow down. I can tell you to be dramatic and like, hey, we should get Excited. And then we should slow down for these words. But realistically, Mike, what you have to go do is you got to reach down in your soul and ask yourself one question. Do you believe in your heart that the person you're talking to should book a meeting with you on a cold call, or should they buy land from you because you're a good person? And this is real dirt? Because if you don't believe that it's worthy, it's really hard to sell it. It's. You can hear it in their tone. You can just hear the call and be like, I don't think that guy believes. Right. You can just hear it. And you could hear it. You don't have to be Superman to hear it. You don't have to go listen to 10,000 calls a year like I did to hear it. You can just hear it. You're like, yeah, that's kind of weak sauce. As opposed to someone who's like, believe me, this is real. Like, you'll love it.

Yeah. It's like one of those things. You don't know what it is, but you know when you hear it.

Yeah, that's exactly what it is. Yeah. That's what I do for a living, is I help companies understand they need to do it a different way.

Nice.

I don't know where I want to talk about.

No, this is good. This is very helpful.

I'm gonna turn off the sign. Hold on. Turn off the neon sign.

I feel like Jordan Belfort is. Belfort is joining us tonight.

Well, but that's. I know. Way of the wolves. I even say this to sales reps. I'm like, I'm gonna sound weird and strange, and you can just say that I'm a chump, and that's fine. I'll throw punch you when I see you. I'm six foot eight. Good luck. Or you can just accept the fact that I made 42,000 phone calls last year and you didn't. And maybe I know something you don't. And so either I'm an idiot or I'm not. Take your pick. Here we go. Listen up, but listen. It's undeniable, Mike. It's. You can't deny it. It is what you believe is in your heart. The words matter, but the tonality, all that stuff, it comes from here. It doesn't.

You're saying more like. It sounds to me like more. The intention is the intention of you believe. Believing it is the intention that this is real and what you're offering is valuable.

So take this for an Example. Right. I always hear people go, land arm. I don't want to do land arb. I'm like, okay, great. I'll do it. Who has land arm. I'll do it. I'll take your deals right now. That sounds great. And I go, why don't you want to do it? And the number one answer always is like, but, but, but, but, but. Matt, what if. What if the person I want to sell it to says, do you own the property? I don't own the property. Mike Zano wants the property. And it's like, okay, so you have to have this exact conversation. Hey, Mr. Buyer. Yeah, hold on. Let me go take a look. Actually, you know what? That's a property I own with my business partner. Yeah, it's Mike Zano at XYZ Company. Yeah, absolutely. We do this deal together. We do it a lot, actually. Sometimes I own them, sometimes he does. No big deal. What I'll do to make this happen is I'll get it into my name, because we're good friends. We'll have it done by the end of the day, and then I can get it into your name, and we're all set. Imagine that versus, like, Mr. Vier. Well, yeah, I could. Well, it's actually not in my name. It's. I'm toast.

That's what you are. Toast.

Right. Stick a fork in you all that is. That's not tonality. It's not anything. It's just. I believe that's it. That's the only difference.

Yeah. Yeah, it's good. Yes.

So it comes off that way. And if you can't believe, then you better fake it till you make it. I know people don't like that saying, but it is damn true. So we look inside yourself, and I think most people on the call are like, no, this would I move to 40 acres in Nevada. I would not do. I understand why somebody else would. I do. And if they want to buy it from me, great. And whoever sold 11,000 of those this week, be that guy. I want to be that guy who sold 10 of those. Who was that?

Maximiliano.

Max. I want to be you.

Yeah, Max, those are the ones you bought wholesale from me.

Oh, there we go.

Here we go.

Max was on the show, remember?

He was on the show.

Yeah.

And we brought him on.

Matt. Yes.

Yes.

You remember.

Yeah. I like what you're saying there, Matt, a lot, obviously, because it's true. And this is something that you're a professional with. And also, I feel that with the lamb business, it comes a point where you're like, you graduate from feeling like, you know, you just this person who does a little side hustle to the fact that, yeah, I'm a real business, and there's a mentality shift there. And I think you were sort of alluding to that when you were saying what you were saying.

You know, it's true. You just. You have to sort of believe, man. You got to sort of jump off the cliff. Everybody on this call, it seems like, is already doing deals or they're in flight school. So there's some. There's some belief. You have to. You have to just look inside yourself and say, am I willing to say this out loud? Am I willing to say it to my wife or to my husband or to my friend? I'm a land investor. I'm a land. Everybody say it with me.

Let's say it together.

Let's go. I'm gonna go buy land, and I'm gonna flip it, and I'm gonna make a pile of money doing it.

Right?

Like, we all are reserved and we hold back, you know, if Mark ever asks, I don't know if he does. I mean, it's been so long since I sat in the regular room at a boot camp. But, like, who's a land investor? I bet there's a lot of people who have been to boot camps before, and I bet not a lot of people would raise their hand in that room. Yeah, you better believe. I'd be like, you're damn right I am. Two hands, let's go. Come on.

It's all good. It's so much about the. The belief you have in. In the process, in the system. And you're exactly right. You're exactly right, Forbes. When I first started out, I did not believe in what I was doing. I was faking it. I was faking it. But I did fake it until I made it, because the more reps I went through, more phone conversations I have with somebody, the more. The more properties I sold, the people who are like, yeah, I love it. I'm standing on the property right now.

And I love it.

Like, it completely validates your journey and it makes you a believer. And then you become a really great land investor because you use all that data from your past, and you're like, people love this stuff. I don't know why they do, but they love it. So I'm gonna sell it to them, and it's. It's awesome. But anyway, much of what you're saying is really reminding me of Way of the Wolf. You've read that, right?

I did. I. I love the first half of that movie. First half of that movie is like.

No, not the. Not the Wolf of Wall Street.

Oh, okay, good. No, I haven't read that book. No.

What's Way of the Wolf by Jordan Belfort. You got to read that book. Forbes. It's like. It's like he stole his material from you is what I feel like right now.

Anyway, I haven't read the book, so there's no way I stole it from him. But I'm not like, the only guy who knows this. This isn't like a secret, right? There's no point in me writing a book about it.

It's a great book about, like.

How about a miniseries? Could you do the miniseries?

Miniseries for sure. Like HBO. Hour and 10 minutes apiece.

Apple TV.

There would be some. Some. There would be some nakedness. Not me. I think we could make it happen. We could spice it up on hbo. I think we could do it.

I mean, on hbo, you would be naked. I mean, they don't.

Yeah, no, I know.

Like, you have to be the.

I can't hear you. What is going on?

Foxborough.

It's driving me crazy.

Yeah.

Having issues.

That's weird how we got into that subject. I don't know. That's really strange. But I spent so much of my day talking about that. It's crazy.

Well, you hit upon some wonderful things, and, you know, you hit many. You touched upon many things, but I think one of the main ones was belief, you know, belief in what we're doing, belief in the business. Because that does change everything. Right? You are. This is a professional land investing machine. You know, you're. You're a professional land investor.

You.

You know, it just. There's a shift there. And when it happens, then you're not rattled by talking to whoever the buyer or seller is. It's just. It doesn't matter in the beginning. That can happen, Right. You're so hungry for a deal that you get caught up on the buy side. Or you're so hungry for a sale, you get caught up trying to work with whoever it may be and fit them into the sale or fit them into the property. But that shifts and there's some wisdom that comes all the time.

Wisdom.

That's what it is.

Yeah.

Well, it's weird, people. It's like you're the last one to know you're real. All your customers think you're real. You have a website, their credit card. You're as real as Walmart to them. It's all up here, man. It's to you. Like, you got to step up and say, I'm a land investor. It's okay. You know, it's not gonna hurt. It'll be weird. But the second you take ownership of that is the second it is a real business. It just went from a hobby or something you do on, like, this side hustle. Like, I think the side hustle, I think it's a good term, and I like it, but I think it's derogatory in the way where people like, ah, it's just my side hustle. You're like, easy, tiger. You sold 400 grand last year. You sure that's a side hustle? Sure. You get to quit your job next year? Sure. That's a side hustle. Side hustle's like, I own a Laundromat. I go there on Saturdays and I collect quarters. That's a side hustle. Right? Getting stripe payments and ach payments every single day of the month for something you did three years ago. That's not. That's something else entirely. Yes.

I don't know.

Just me.

Preach. That's what the Facebook users are saying.

Preach it. Matt, folks, I hate that.

The hive mind, they're loving the preaching tonight.

I'm sorry.

I'm loving it.

It's been like, I have been. I've been at my desk since 7:30 this morning. I left. Eat dinner.

So you're just getting better. Just getting better and better as the day goes on, dude.

Oh, that's so good, though. Jesus. That's good. Wow. Double cast. Yes. Check, please.

Yes. That's awesome. Somebody says, now I want to buy from you, Matt Forbes. All right. Jeremy Pierce says, believe, like mj. I believe I can fly. There you go. There's the MJ analogy coming back. And Ken Green says, belief happens after the first deal is sold. That's true. Yeah. I would. I would say after the first deal sold. I don't. I don't know if I was. I think I was still skeptical. I'm like, really? I just. Really. I just sold this property to somebody. Like, it took. Took a number of them, I think, before.

It took me many of them.

Before I could say, I am.

That I. That I didn't. My belief issue wasn't, like, selling of the land or anything like that. Like, I knew it would eventually sell. My. My problem was, can I make it a real business? Right? Like, can I really grow? Like, and that's, you know, for me, I. You know, I needed Tate. I mean, I had I needed Tate, and I got it from Tate. I mean, I needed coaching to go solve that problem for me because I just couldn't. I, like, in an excel sheet, I could see it. Right. But it was really hard for me to wrap my head around it. But, yeah, no, it's a business for sure.

Good stuff. Good stuff. All right.