How To Make Passive Income With Land in 2026

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

Fellas, are we pumped up? Welcome to Nightcap. Good to see you guys. So this is a post-bootcamp special. Bootcamp is over, virtual bootcamp, which we had just last, this last weekend. But this is the part that nobody prepares you for, right? The clarity is there. The land investing clouds have dissipated, like Mark always talks about. You have your 10 pages of notes. And now you are standing at the moment where no one is telling you what to do next, right? So, it is not necessarily about tactics tonight. It is about commitment. We want to talk about tonight how you are going to show up after this motivating weekend, because the decision that you make here going forward is really important. I mean, it is a multi-year decision and it is a very valuable decision money-wise, right? So let's talk about tonight, what steps we're going to take after virtual boot camp to get on a great path of growing our own business. Wow. Sound cool?

Sounds cool. But I also think from now on, we should play this— should we play the intro after that? Wouldn't it be cool if you said that, then the intro hit?

Oh, I like that.

I do like that. Can we do that technically?

I don't know, because that would be so crazy.

Maybe we can do it in like post. Yeah, edit it. But if we were live, we're live, so there's no—

yeah, there's no functionality in StreamYard for that, Mike. Okay, so all right, now what we could— well, no, no, I think we can figure it out because we could go live first and then cut to a shared screen where I share the video. So we could— I think we could do it. I just have to practice. I'll practice.

I just think I love when I watch podcasts and they do that. They talk a little bit and then it's like Taylor Sheridan, you know, you see a little bit of Yellowstone and then they do the intro and it really—

yeah, yeah, you're exactly right. The Dukes of Hazzard was the same. Remember that growing up? Watched Dukes of Hazzard. They all had the opening and then just the good old boys.

Right, look, he's got bars. Even just that, just that little part, like, you tell— Bossman can sing. So, well, who are we? Like, you're just jumping in from the street. Like, who are we?

Well, we're the Nightcap guys. This is Mark J. Podolsky. He is the land geek. And, uh, if you don't know who he is, he's got two books. He can tell you all about it, you know, Dirt Rich and Dirt Rich 2. But essentially, we invest in vacant land. We buy land at a steep discount, 25, 30 cents on the dollar, and we turn it into cash flow. And if we sell one property, then another property, another property, we stack these notes on top of each other, build a note portfolio, which is passive income, and it can literally replace your income. Living proof is on this call, the four of us. So, um, it's kind of— it's not get rich quick, it's build wealth over time. But the sooner you start the sooner you'll get there. That—

I love it. I love it. Yeah, that was awesome, Mike. And we should tell everybody who we are. So I'm Scott Bossman, DudeBuddy. As always, I'm joined by Mike Zaino, Breathe In Mailing, Breathe Out the Marketing, and, uh, sorry, the Zen Master, uh, John Asenough, handsome Rob Burnett, Oh yeah, and the Godfather himself, Mark the Maraca. Is that what it is?

Like it's old school.

Is Rick on?

I feel like it's—

I just talked to Rick. I'm talking to him tomorrow too.

Well, we'll, uh, we'll throw up that picture tonight, which I, I forgot to get to last week, but I'll throw it in at some point.

So great photo, actually.

Um, so we had a great, uh, community event last week. A couple times a year we do a virtual boot camp. We used to do them all live. And then we kind of shifted to virtual at COVID. Now we do one live event a year, we do a couple virtual events a year. And it's a 3-day weekend of community and a lot of great content, I think, for new and seasoned investors. And what we want to talk about tonight is just, how do you take action after that weekend? Right? So I'll start with Mike Zaino. Mike Zaino, after an event like boot camp, what mindset do people need to be in to be effective? What'd you say?

You must have saw me celebrate because I came out with a little— I just love writing up little ideas. I said, inspiration without direction is desperation. I mean, you're inspired, but you need direction. Is that pretty good? That's pretty good.

That's pretty good.

That's really good.

Inspiration without direction can lead to desperation. I mean, you've been inspired, right? And there are people that went to the boot camp that are already inside some sort of, you know, we have these mentorship programs that get people up and running, so they're there. But others, if they're not there, they could be left. Now it's like, you know, you kind of all of a sudden it all goes away, right? The community kind of settles down for a minute, and then you're left sort of looking at yourself in the mirror going, what next? You know, you've had all this, and what you really need to do is pick something, one thing, and focus on it. Because, uh, this is a progression of stacking habits, right? We're just stacking habits. We're doing boring things, but we're doing them on top of each other, and we're doing them consistently, and that leads to success. So, um, I think that's what you need to do. You need to find what that next step for you is. And if you don't know, literally get on a call with us. And all we're trying to do when we get on calls is like, hey, is what we do helpful for you? And we kind of help identify that. We'd never want to put a— what is it— a square in a round hole, around the square. We're not trying to do that. We're trying to see if there's alignment. If there's alignment, then we'll help you. But by the way, you need to figure out what is the next step, because if you have inspiration without direction, you get Desperation.

Oh man, you know what, uh, I, I think you should say that, Mike, like you remember the old Saturday Night Live skit?

Which one?

Where, uh, was it Rob Schneider, uh, where they were in— I don't remember where they were, but it would be, uh, inspiration without dedication is desperation.

Little French accent.

Yeah, little French accent.

Yeah, what's that, uh, what was that, uh Oh, Ratatouille. Ratatouille.

Ratatouille.

Yeah.

Yeah.

Anyway, that's my first thing. You gotta find whatever the next step is and go there. Because you could get so overloaded with information that you start to go like you just, you just have your focus go everywhere, right? And that's not— we want to get laser focused. So find the one thing you need to do and do it.

All right. So I love what you said about stacking habits.

That's my new thing, too.

I mean, you're full of new stuff today. Where's all this stuff coming from?

ChatGPT, which my daughter said, Mark, He's like, Dad, this is an intervention. You're starting to sound like ChatGPT. Like, this is an intervention. Because every question I have, I'm like, hello. Yes, Michael, you are the best. How can I help you? By the way, that's what Mark AI says to me too. Mark AI says, hello, Mike, you're the best land investor I've ever known. Well, thank you, Mark.

Yeah, that's how I programmed it. Absolutely. It's a sicko.

I think John's, John's dependency on ChatGPT is rubbing off on us.

Yeah, I use it for everything. Like, literally, I feel like I'm, I feel like I'm, uh, I don't know, who's the guy from Mission Impossible? I'm James Bond. I'm one of those people. I can solve anything, literally.

What is it?

I can do that. I can do that.

Yeah, it's true. I feel like a wizard.

Mark can't even focus on us. He's coding right now. Like, he's—

I don't even order my own food anymore. After Mark gave me his AI, Laura was like, what do you think? I pulled out Mark's AI, taking pictures of menus. What should I eat? Oh, here you go, that's what I'll take.

That's funny.

Oh my gosh, for that.

But it's actually true.

Like you're using the Mark clone for that. Like you take a picture of the menu and it's like, well, Mark J. Podolsky.

I don't know how you— Mark's a level—

I gave him a custom GPT.

That's it.

I just use that, you know, and, you know, it just tells me what to order. And so I don't have to think about it.

That's great. I do that. All right. Well, we digress as usual.

So that would work for land investing. If Mark would tell you the next thing to do and you didn't even second-guess and you just did it, it would work. Like, if you just— like, imagine that, Mark. Someone said, Mark, you did, and they did it. They didn't think they would have success, right? And so it's the same thing. You have to just focus on one thing.

I concur.

Like, I just had coffee and I didn't— I better stop.

Concur. Well, all right, well, let's— I like the, I like the whole stacking habits thing, but, but let's go to John Burnett. So, so John Burnett, after boot camp, what, what habits do you think people should stack after boot camp?

Stacking habits. So, I mean, we talk a lot about like mailing and marketing, and I think that really when it comes down to prioritizing. Um, you can come away from something like boot camp and have so many takeaways, but ultimately when you think about it, like, what we need to be doing— you don't have a business if you're not buying land and you're not selling land or moving in both of those directions, right? And so in terms of prioritization, you need to be asking yourself, like, how can I sell more land and how can I buy more land? And what's the, what's the one thing I can do that can move me the furthest in those two directions, right? And that's the thing that you need to be doing. Um, it's so easy, like, I know all of us have talked to people who get distracted. Like, I mean, as humans, like, we like to be productive. We want to work on things. We can work on our land businesses, and then all of a sudden we're like, we're off in optimization, like, getting my Airtable setup mode, and you're not actually sending mailers and you're not actually posting ads, right? And so It's important to do the thing that's going to have the highest impact. And not that you don't focus on the other stuff, but make sure that you give everything the appropriate level of priority and focus on posting ads, mailing, marketing.

No, I love that. And I think, um, after a weekend like we had, which, which was a lot of fun because there was, there was bootcamp magic all weekend, people are doing deals all weekend. I was jealous because I didn't get any boot camp magic, but I got boot camp magic today. Post boot camp magic, right? I think, I think some people after the weekend, they leave and they're like, okay, that was great. I need to continue to kind of prepare for my journey, right? So like, so like, Mark, I have a question for you. What's the difference between— I think we talked to folks who maybe they're a little bit nervous to take action, they're nervous to commit, nervous to take the leap, and they're kind of in this constant mode of preparing versus somebody who like takes massive action. Do you see that?

And like, I see it all the time. It's, it's, it's one of those weird things. Uh, it's not weird. I think we all, we're all guilty of it, right?

Oh, for sure.

All we are, the mind The mind wants what, what we can't give you, that no one can give you, which is certainty. We want the certainty. And yet in business, there is no certainty. And the truth is in life, like, there's no certainty at all. Like, you know, Mike could walk outside his home tonight, slip on some ice and fall. Now does he say to Laura, look, no going out tonight for Kibbe, I could fall and slip and on the ice and break my hip and that's it and it's game over, right? But no, we, we live and we live our best lives. And so we do the thing that makes us feel most alive. And if the idea of creating a business, creating machine, creating a life for yourself And having that passive income exceed your fixed expenses excites you, but it also might scare you. It's the same feeling. Just switch it, switch it from fear to excitement. And you, you're at some point in life, there's never going to be the right time. You're never going to feel ready. Uh, I love the saying, jump and the net will appear. Just jump and the net will appear. It appeared for all of us. None of us are ready. You think I wanted to, to quit my— I didn't want my job. Like, I wanted to know I was going to make enough money after that, but I was okay, I'll do it. I, I rationalized, here's my worst case, right? You, you played little games with yourself, you know. Maybe you read Rich Dad Poor Dad, like there's mindset books. You go on YouTube, you watch Tony Robbins video, whatever you got to do to get the right mindset. But at the end of the day, you have to decide. You have to bet on yourself. Uh, you want to jump on YouTube? Um, you gotta do it. And you especially— like, I think, Mike, I'm gonna, I'm gonna trademark this. It's M&M&M. It's mailing, marketing, and don't lose momentum. And you come out of boot camp You can lose momentum. Yeah, go, don't stop the momentum. Do your thing.

M³, I like it.

And you know what, I'm a little hurt right now.

Why?

Because I'm pretty sure I came up with M³ months ago.

It's fine.

We could search the archives, it's fine. Um, I could see it's gonna be very memorable tonight because Mark brought it up and You know, it's whatever, it's fine.

Now we can put it on a t-shirt now that Mark said it.

I think, but there's like, if I said it, it should be like, the truth is Scott Bossman, dude.

Uh, no, you're exactly right, Mark. It is all about the jump and, and jumping before you're comfortable. And, um, I did throw up on the chat here for, for anyone on the call who's not seen Steve Harvey talk about the jump. It's actually very entertaining. I've been talking about it for years. Uh, I talked to Matt Forbes about it back in 2018, uh, and it was, uh, it left interest, uh, it was inspirational to him. But, um, but anyway, so everybody watch that on the call. It is very true, uh, this business or any business, anything, anything really, right? That you jump—

yeah, it's all, it's all risk every day. Risk. Just some risks are better than others.

Yeah, yeah. So you just gotta, you know, you gotta jump. I always talk about crossing the line. You're here, it's really hard to cross that line. It's really hard to commit. It's really hard to, you know, to pull the plug. But once you do it, then you commit, and the committing is easier than the jump, I think.

Yeah, I 100%— I Can I tell you guys a story?

Please.

Did I tell you about my, my personal trainer?

No, we've already—

I already told you about this guy.

Well, you, you mentioned you were talking about boot camp this weekend a little bit.

Okay. Yeah. But like, I mean, I, you know, 2 years I thought I was working out and I wasn't.

Right.

And I got that DEXA scan. I was like, oh, like now there's reality. And the first honestly, like, The first month was brutal. I was so out of shape. And then you get to a point, it's like, oh my gosh, it's still hard. But it's like, you see the difference. And then I think to myself, like, why would I ever quit this? I feel the best I've ever felt. I'm probably, you know, if I'm lucky, adding years to my life. But even if I don't add years to my life, I'm adding quality to my life. Like, I just walk better, I'm stronger, I feel better. Um, but it never gets easier. Those workouts never get easier. I just get stronger, and he just keeps pushing me. I'm like, God, this is just like business in life. Like, you've got to keep growing, and yet you get something out of it. It's incredible.

How long you going? 20 minutes? 30 minutes? 40 minutes? An hour?

It's an hour HIIT workout with weights. An hour. It's brutal, dude.

You're gonna be ripped. You're gonna be ripped when we see you next in October. Precious.

I'm not even—

I'm not even wearing a shirt in October. Yeah, just wear a really tight one. Just, you know, where's— where small look big. Yeah, exactly.

But you know, you know, the funny thing is, like, even genetically, like, maybe I'm not gonna look like, you know, Mike or you or John ever. But for me, I feel good. Like, I'm gonna run my own race. It's not, it's not the vanity of the mirror. It's how do I feel? I feel great. My back feels great. My knees feel great. I feel strong.

It's great.

That's awesome. Well, I think we should, uh, we should, uh, we got a bunch of comments over here, so we should, we should acknowledge some folks. Um, Christine Oliver's here. Charles Jones is here. Mike Caviey, Tracy Pilbeam, Jeff, Catherine, Aaron, the Scott shout out, Jeremiah and Aaron.

Of course, the Scott shout out.

Had a nice call with them a couple nights ago. They started marketing. That's awesome. Christine, first boot camp, she loved it. That is to make you feel better, Mike.

Oh, it's just the left side.

Just the left side. Yeah. Oh, but it's okay. Uh, uh, wait, where did it go? You guys had a— you guys had a right-sided shout out. Oh, here we go. There's the right-sided shout out. Uh, great to see everybody here tonight. Thank you guys for engaging. Uh, as always, feel free to ask questions over in the chat. I'm curious to know, uh, was it— was it intimidating for you folks? Was it scary to take the leap with this business or, or other things in life? And tell us what that felt like. Awesome. Very good. Bromance. All 4 of us. All 4. We probably need a little female energy on the call. Oh, John, you have a kid. The kid of the night.

There you go.

Future land investor in the house.

Future investor. Jesus.

What's your name? Avery.

Avery, how old are you?

Oh, Avery, he's 5.

Yeah, but he was right, Dad was famous.

She's been doing her own podcast.

So yeah.

Oh, very cool.

Yeah, she does her own podcast, you said?

She's doing her own podcast.

Oh, nice. While dad's doing— well, dad's doing a podcast. She's—

yeah, nice.

So it's great. She's got more followers than us.

So, all right.

Well, that's awesome. Well, I think, um, I think since— okay, so we've talked about, um, you know, leaving boot camp. We've talked about, um, you know, being inspired but taking action. We've talked about taking, you know, jumping, taking the leap. So, so Mike, let's talk about now about the actual commitment part, right? Because when you cross the line, it's a little easier. So when we commit, first 90 days in this business, let's give some actionable, actionable items for people. What are they looking to do here after boot camp?

Well, I guess you're probably thinking if someone's brand new, is that what you're saying? Just starting out of the gate.

Let's talk about, yeah, starting out of the gate.

Okay, well, out of the gate, you know, Mark, what's great about boot camp is Mark goes over the deal cycle of a deal over and over again. So, you know, focus on the first part Mark was talking about, you know, picking a county, picking an area, following the Land Ambassadors. That's, you know, I don't think you could do enough of that. I always love telling the story about Tate because I think it's true, but it doesn't matter because the fire station said truth never gets in the way of a good story. Mark was like Mr. Miyagi when Tate came. It was like, no, you're not doing anything but county research for like months and months and months. But Tate literally is a county research expert, right? So am I wrong, Mark? Am I right? I mean, that's how I feel about it.

Wax on, wax off.

How many more counties do I need to research?

Keep going. That was it. That is it. I mean, I talk about a boot camp. It is the most important thing because everything goes off the rails if you can't pick a good market, right? And so this young kid's coming in, I'm like, again, do it again, make the argument. Why is this a good county? And he just did it. And you get enough reps in, and that's the other thing, it's like, it's all about reps.

Yes.

And if you lose momentum, you don't get the— you don't get the reps.

So true. And you know, look what happened. He went from— I always tell people, you know, talk about A-players, he might just be the A-player, right? And all— and look at how it happened from county research, the county. And that's why when people go into, uh, we have this flight school training, uh, week 2, they start to mail. Guess who they run into? Tate. Because who else would you want to meet at that pivotal moment? You're starting to send out offers, and then Tate comes in and brings clarity. That, like, the county research expert comes into play. So, um, anyway, I'll digress, but that's, that's an incredible experience. But I think first off, that's what you need to do. You can't do enough of that. Just study the markets, understand where these deals are happening.

I love that.

I love that.

That's a great— I concur.

Scott, every time you see him jump, I keep thinking of David Lee Roth. What year was that when that epic song Jump came out? Did I be at school dancing?

I'm gonna say 19— I'm gonna say 1984, but we'll have to double-check that.

I was non-existent in 1984.

Yeah, of course you were. I think it was—

well, actually, I was in middle school. I was in 8th grade, so Yeah, Mark, what year were you in 8th grade? You're the same as me. Was that '84?

Yeah. Were you wearing parachute pants in 8th grade?

Oh yeah, it was bad. Great dancing in the back of the cardboard box of Michael Jackson, you know. It was, yeah, we were pretty cool.

Oh, listen to this, it was released in December of 1983, but it was the top single in 1984.

Oh, that's amazing. That's amazing. Pretty good. That's really good.

Yeah, he's pretty good. He's pretty good at those dates and whatnot. But anyway, I digress. I keep thinking every time you say Jump. And, uh, you know what I wrote down here is I think you need to be consistent, but like, it's like boringly consistent. You just do the same thing over and over again. But that's what's nice about our business, because it's boringly consistent, you can eventually outsource it, delegate it, put it into a system. There's nothing really crazy complex. It's just a set of skills you need to learn and stack them on top of each other.

Yeah, but like what John said though, like if you're doing the wrong things consistently, it's not going to move the needle. Like, oh, true, if you just work on your processes and your systems and your logo, right? And you're playing with the toys, which, let's face it, if you're in LA, if you're a geek, you might want to. It's more fun than doing the boring work of, oh, mailing and marketing, which actually makes you money.

So it's kind of like buying workout shorts and sneakers and headbands but not going to the gym.

Yeah, yeah, yeah.

It's like, yeah, it's like, I took my supplements today but I didn't work out.

Yeah, yeah. Oh, that makes sense now.

I remember a time in my land business where I had like a stack of offers that, uh, like counteroffers, and people had mailed stuff back to me. And I would work on my land business every day, but there was the stack, and I would like look at the stack and I get like a little pit in my stomach and like some butterflies. And then, you know, because I didn't want to pick up the phone. And then at one point, like, but I was, I mean, I was busy, like I was working on things. I was just working on the wrong things. And then finally, I hit the stack. And we made our way all the way through it. And I made a ton of money off of the stack, right? But yeah, it's just, it's really easy to spend time. And sometimes people, like, I don't know, you can, you can, you can delay that for a really, really long time. It can be radically detrimental to your business. Like, you just got to do the thing that makes the difference.

So it sounds like you're saying that you were looking for love in all the wrong places. Oh, man. Could I be right? I forget the line, but that's the first line.

I don't even know what song we're quoting.

All the wrong places, looking for love. All the wrong faces, maybe.

No, Places.

Places.

Yeah, I can't remember who that— who that's by. I bet Kathy Hollingsworth would know. Kathy, who's that song about? Is that Kenny Roddenhouse?

I really don't know that song.

Well, that's a little— that's a little earlier. It's like 1978, '79. I was only 4 years old. Huh.

But I know Mark's not a big country fan, so—

No, no, I, I'm getting right now. I'll tell you, uh, I'm getting into it. I like, uh, Chris Stapleton.

Okay.

Oh, he's not— he's amazing.

I like Zach—

Zach Bryan. Bryan.

I like Morgan Wallen.

Okay, okay.

I mean, how about Darius Rucker? Hootie Hootie.

Who doesn't like Darius Rucker?

He's pretty good as a country singer, actually.

I like Shaboozie.

Shaboozie. I just like to say Shaboozie.

I like—

yeah, exactly.

I'll tell you what, Cowboy Carter was like my favorite album. It's kind of—

never listened. How do you ever listen to that one?

How dare you?

Yeah, just—

it's so good.

All right, I'll have to listen to that one. Uh, oh, we got some more comments coming in. Look at all these people knowing when the, uh, the song Jump came out. Mike Caviezel, Don Thrasher, Charles Jones. And, uh, yeah, I think you're right, Charles. I think it was called 1984. That, that Van Halen album. Here's the comment from Charles. Uh, the day I signed up, he was cleaning up drug paraphernalia and dirty dishes that were in the bathtub of his rental property. Charles, I didn't know that. That is slightly more terrifying. I would agree.

Yeah.

Wow, wow, wow.

That, like, while you were on the call?

So tell me about how are the rentals going for you, Charles? Well, yeah, no, that's tough right there. But you hear those horror stories, right?

Sure.

And that's why so many people are getting into land because they're just no horror stories like that. Yeah, true story. Didn't see my hairnet, did you? That's funny. He sold that sucker. Oh, look at this, Jana. Jana, we can depend on Jana. Looking for Love was released in June 1980 as part of the soundtrack to the film Urban Cowboy, right?

Yeah.

Oh yeah, who's saying it, Jana? I'm saying it. Yeah, that's fine.

You need to go watch the movie now and get up to speed with this, okay?

This is really important.

Uh, awesome. Uh, Mark, talk about commitment. What, what would you— what, what advice would you give people uh, they've taken the leap, now it's, now it's time to commit. What, what are they working on?

I mean, it is the secret, honestly. It's all— I mean, there's no secret because everyone knows it, but if you don't commit, you're not going to get where you want to go. Because to John's point, it's so easy to get distracted in today's world. And so when you burn your boats, when you commit to this one thing, you ignore all the other distractions and you just focus on the things that are going to, you know, create the business you want to create, and you create this mailing and marketing and, and passive income machine, you've done the thing. That you set out to do. But how many times do we say— I hate to go back to fitness again— but how many times do we say, I'm gonna get in shape and, you know, this year? And I think it's— I think there's a certain day. I think it's— I think it's January 16th. They call it Quitting Day. And it's a thing. Oh, join the gym, and then the 16th, something gets in the way, and they, they lose that commitment.

Wow.

And it's a thing, right? So you've got to commit, you've got to— it's just, you owe it to yourself, you owe it to your family to do it. And look, I'm not saying it's easy. Nothing's easy. But I mean, Mike, what if you didn't commit to like martial arts?

Yeah.

Would you—

would you be— where would you be?

You know, it's A good point. It's, uh, that's a really good point. I think, uh, you know, I was thinking about the working out too, because, you know, you go do a workout on my first day doing jiu-jitsu and you leave and you're this sore, and you're like, what if you never went back because of that pain that you were having, right? But that's just growth. That's just growth. It's, uh, it's you growing to the next level, and, and it's the keep going back part that's important. Um, so yeah, I think it's a valid point. I think that it I mean, that means it's just a life thing, right? It really is. And we're taking this life principle and applying it to becoming successful or replacing your income with land investing. It's just a solid life principle that we need to apply.

Yeah, absolutely. And you know what, I'm doing hard things, and I am doing a lot of hard things now, uh, especially with, with vibe coding. Like, I think I'm a senior engineer now.

It's like, it just sounds so cool, like Does something vibrate when you're coding? What's going on? What's vibe coding?

You're using AI to write the code, but you have to learn enough engineering principles so it doesn't create AI slop. There's a huge learning curve to it. You have to be patient and things keep breaking, you keep breaking and it keeps breaking. Now I've got to go in and copy and paste into the production environment. These environmental keys. And I like, I'm like, well, I have to ask, like, what does this do? Why does it do it? Right? Like, what's technical debt? What's refactoring? So like, there's all these new skills. It's like a new language. And it's hard. It's hard. It's slow. It's painful. I want to be, you know, like a true engineer, but I'm not like, you know, like, But then the next week, like, oh my gosh, I come up from the same problem again and I get it a little bit faster and I know a little bit more. I'm like, oh my God, and it's satisfying. But back to your point, like, the first week, the first month, psychologically it's so hard, so hard. But then you get that dopamine hit, like, oh my gosh, it worked, it's amazing. Yeah, like when you get your first deal, like, oh my gosh, these guys aren't full of it. Like, this thing actually works.

You know, I think we forget that too, that first deal, because it's, it's such a— it's so long ago for us, right, that we forget the excitement of that first deal, right, and how incredible it is. And, and, you know, I don't know. Yeah, right, that's a, that's a good perspective to have, to remember that, the joy of that first deal.

Yeah, yeah.

And then we could do a deal first thing you get off your plate.

Yeah, yes, yes.

We should do more deal reviews on, uh, Nightcap, just chat, chat about deals that we've done. Burnett's doing like 5 deals a day, so yeah.

Yeah, I mean, how do Don's deal review? He just texted me this deal.

Don Thrasher? Yeah, you got another one, John?

Um, by the way, You're gonna put your nickname in the, in the screen like Bosman did. We didn't get the memo.

Oh, yeah, I know.

Oh, yeah.

We can make up whatever nickname we want.

I'm gonna have a cool nickname next week.

Everybody put in the chat. What are you committing to after boot camp? Maybe you're just learning about us. Maybe, maybe just found us. Maybe just had a call with us. What are you guys committing to in the chat? I love that. If you guys could share with us what you're committing to. You know, I thought I was fancy creating some new things within Google Drive with code and that type of thing, and then, you know, Mark makes me feel completely inadequate with all of his vibe coding talks. So here I think I'm like making some gains in this, you know, in the geeky realm of things.

And we just wait and then we just get it from Mark. We don't have to do it.

That's true. That's true. That's pretty true. Uh, let's see here. People are talking about, uh, Kathy Hollingsworth catching up. Love that. Um, Jeff mailing, Jeremiah mailing and marketing. Uh, Jana committing to mailing, buying, and daily ad creation. Already having better phone conversations after boot camp. That's awesome. Yeah, money's made on the phone, right? Uh, Mike Cavie, consistent consistency. Aaron is committing to marketing. Now Rick, that Rick Colcock, using my new AI prompt to send weekly mailers. I love it, I like that. Um, Martin Canchola is down with you, Mark. With the vibe coding. Rick is laughing maniacally at you describing software development. Awesome.

It's all true. People that are listening and not watching missed the last part of that. It's all true.

It's all true. Sorry, sorry. Sorry to blow up.

I forgot. Some people don't watch. I didn't realize, you know, there's a lot of people only listen to us. Like, you guys realize?

Yeah.

I feel like everybody's watching us, but many, many people only listen to us.

Yeah, probably make it more listening, listening friendly.

They don't even know what I look like. They don't even know. I'm 6'7", 275 pounds, chiseled.

You guys are all watching, right? Martin Kanciola getting his first owner finance deal closed and continue— oh, this I think is what he wants to do, or did you do it, Martin? And continue on my area journey of 5 coding addictions.

What he's committing to, yes.

Um, Rick is so fancy, for sure.

Rick Fancy.

Don Thrasher on Zoom with the customer at 8 AM, sold, but somewhere the customer got cold feet and stalled. At noon, another person paid the deposit on the same property. So the same property twice in one day.

Yeah, sold same property twice in one day.

When are we getting Don on the show? We got to bring him on here.

I know, we can put him right in the middle.

Right in the middle. Can we do that, Scott?

Uh, I don't think there's— I don't think there's a middle option, unfortunately.

How the distribution is going to go when we add one more person, I'm a little worried. End up on the whole, on the whole matrix here.

Yeah, I'm not sure. Uh, we'll have to try it though. We should bring a guest on next week. Let's do that. Let's, uh, bring somebody who's having, uh, who's having some success in the land business. I think that'd be fun. Very cool. Uh, BJ the Land Grabber, good to see you. That, uh, good to see you here live. I like that, the live. Wait, How would you— wait, uh, let's just bring it back to the segment here real quick. This is called the Boston Lega segment. This is when Scott spells a word correctly and Mike Zeno pronounces the word horribly wrong. So Mike, here's the word. You ready? G-R-A-B-B-E-R. Yeah, the grabber. The grabber.

It's so obvious.

It is the land grabber. I love that man. He— you know, Mike, you should really be the land grabber, but you BJ beat you to it. Oh man, that's awesome. Uh, well, I think we should get to some questions. I think, I think hopefully, uh, you know, hopefully people got some value out of what we talked about here. But does anybody have questions out there? Questions about the nuts and bolts of the business? Questions about, um, what to do next? I could share my numbers for my deal today. It's a pretty good deal. Should I do that?

Yeah, that's always—

it's fun to hear it.

All right, now you gotta, you gotta remember, comparison is the thief of happiness, so don't compare yourself to Scott.

Yeah, I mean, it's, uh, it's a pretty sweet deal. Let me see here. Oh, who else has had a deal? John, if you had a deal this week, uh, Not this week so far. You had boot camp magic though, didn't you?

Yeah, I did. So actually, during that, the last, uh, nightcap segment, uh, we had a sale for like 35.5.

Um, so yeah, yeah, peanuts, peanuts, peanuts. Just 36 grand.

That's 36 grand. That gets Avery like lunch.

Yeah, right.

Yeah, it's just caviar only for Avery. So, oh man, was last week was actually one of the biggest sales weeks we've ever had.

So, oh really?

Well, why do you think that is?

I'm just curious. Um, I— so January tends to be a little bit bigger for me. Um, We— they were all different locations. So one was Colorado, one was Oregon, um, two were in Arizona, but they were in two different counties. And, um, I— and then three of them were through a land site, and one of them was from our email list. And so I think that, like, we did a big marketing push, and I think that that probably hit Maybe, but I also, I don't know, it just like, and we, I don't know, we, we listed some properties too, like, um, and so they went live and two of those that were listed sold. So all of that to say, I don't really know, but we did stuff.

So I mean, that's, yeah, I mean, as a CEO, you, you've set up the system, you have the team, and they're executing on the strategy and they sell. Yeah, that's, that's where you want to get to.

Yeah, yeah. So, but yeah, it was good. So we sold, um, we had one that we bought for, um, 10 grand and closed through title, so there were some closing costs, but, um, sold that one. That one was 8 grand down and it's $577 a month for, um, 10 years. And then had another one, um, it's a big deal. Yeah, that was a good one. And then another one, uh, the $36 grand one was one I bought the note and then the person paid for like 3— or no, I guess, yeah, I think about 3 years. And then, uh, property went up in value by like 50%, and then, wow, sold it again. Um, and then one of them was—

your yields are like Ridiculous.

Yeah, right?

I mean, on the— yeah, it's hard. Like, the default ones, like, if somebody defaults later, like, your yield is just like nuts.

Yeah, but that $8,000 down one—

yeah, yeah, that's crazy.

That one was crazy.

Like, that was crazy yield.

Yeah, I know. That one, she had a— she had a septic on the property, and it was fully fenced, and it was 2 lots, and Um, and yeah, that was one that was really— we used ChatGPT for the negotiation. We fed in all the transcripts and we were like, what do you think we should offer? And it gave us a number and it said, it said $10,000, and we did it and she took it. And so it was great. And, um, and then yeah, we just, I mean, we had a couple other— one was kind of, one was, um, uh, $16 grand. It was a property we bought in Oregon for um, for— it was, uh, 3 properties. They were listed on the MLS for 9 grand, and the buyer was just fed up with them. They had been listed for a long time, so we bought all 3 together as a package for 5 grand, um, and then sold one of them on Monday on terms for 16. Like, wow, you know, which is crazy. And then, and then another one, um, Uh, bought for 7.5, uh, sold for I think 24 on terms.

So yeah, Mike, this is a humdinger week. Humdinger.

I'm even nervous to share.

It's John, it is weak.

I'm even, I'm even bashful to share my results, but this is our deal today, which I thought was a good one.

That's a really good deal.

Yeah, that's a, that's a great deal. Are you kidding?

$3,300 all in, you know, getting about $1,800 out, uh, initially, and then $358 a month for 60 months. So that was a good, good deal today. It's fun.

Yeah, solid.

Yeah, yeah, solid deal. These, these yields, like, no one in any other, in any other niche or financial thing is getting anything close to like— our risk-reward ratio is ridiculously good. I don't even know why we're teaching this anymore. This is so good.

Oh, that's funny.

We're like, this is just insane.

We do have questions coming in. Should we answer a few? Yeah, yeah, now that we've celebrated our deals, uh, From Rick, how do you guys create property IDs? Interesting. What does yours look like? So Rick, is this like property IDs, like for internal tracking, that type of thing? Put in the chat, we'll go to the next question, we'll come back to you. Chastity Hooks. Chastity, good to see you. Comps for Apache County seem to be all over the place. Is there a rule of thumb when it comes to pricing to sell, or just roll the dice and see what sticks?

I think there's so much flexibility in selling, right? That's where the inefficiency of land comes in. Uh, you really, uh, have so many options what you can do. It's just, um, I think that, you know, we'd like to get nice debt, you know, maybe 20% of it on down. Sometimes people feel like we're getting all out on the down. That happens sometimes, but not all the time. Typically it's just a small portion down. But really, that's why we look at, um, you can use like the, the yield calculation, the 10BII, which gives you so much creativity, which I think it's important for people to understand that. So many people I see, they, they sort of, they get caught up not selling property, but they're actually asking so much for it, right? And then they, when they realize and you show them that how much their yield would be when they sell it for less down and per month, whatever. I think it's kind of a big reveal to them, right? Sometimes they're trying so hard to force numbers. And so I would say, you know, you want to price it to sell, and you can look at comps that are on the market, but short of that, you have a wide array of choices.

So that does make sense for sure on the sell side. John Burnett, what advice would you give her on— Oh, I'm sorry, it is comps for selling. So I think Chastity, I would just ask for more information. Like, have you bought the properties yet? Are you having a hard time pricing them on the acquisition side? Or have you bought the properties and then you're looking at selling them? But I think that was great advice, Mike, for sure.

Oh, I could see, I could read that two ways. You have pricing—

I read it the other way. That was just me.

Price you can sell it.

I think too, like, one thing to bear in mind is that, I mean, you think about like in your town, right? Like you're gonna have home values in one area that are going to be different than home values in another. And so it's not just going to be like, if you have two vacant lots in your own town, in one neighborhood it might be worth twice what it's worth in another neighborhood, right? And it's the same thing with land. So one thing that you can do that I found to be helpful, if you go on a land site like land.com, you can actually do a map search and you can zoom directly into right where your property is. So you got Google Maps with your property over here, you got land.com over here, and you go just kind of back and forth until you're right exactly where that property is, and then you zoom out. And so you can see the comps that are most local to that area, you know. Some areas are more accessible than others. Some have power or utilities. And so I find like the most local comps give you the best information.

Great.

Awesome. Thank you guys for that. From, from BJ the Land Grabber, yeah, have we ever heard of CREXi? I've never heard of CREXi.

I just haven't used it. Yeah, is that traditional housing, Mark?

Is it commercial?

I don't know what it is. I've heard of it though.

Online marketplace for buying, selling, and marketing commercial real estate.

Oh, you nailed it, Scott!

Very good. Wow, your next deal starts here. Yeah, this is outside of our niche, kind of outside our niche, right?

We don't, we don't deal with a lot of commercial properties. I think I've bought and sold one commercial property. Uh, in, in over 10 years, um, we're mostly buying vacant residential rural land.

But yeah, I'm not sure how much of a good deal we're getting here at $6.6 million for entitled land.

Oh yeah, yeah, I bet they're getting a good deal. They're getting a good deal.

Yeah, you know, 3.7 acres close to downtown Raleigh, $425,000. Like, I'm not sure if we're getting that 25, 3 cents a dollar.

Yeah, right, exactly. You know, you know what's interesting though is 19.2 million, you know, you know what's interesting though is I've spoken to 2 land brokers actually in the last, uh, in the last month and, um, and in the last year, man, their sales are way— I mean, they're, they're specializing in selling land for $100,000 or more, right? And they said, yeah, like their sales are way down in the last year. And what I love about our model is things are just steady, right? Those are steady with the— there's just a bigger buyer pool for these lower value cash properties and, and for the owner financing deals. So, so yeah, I think again speaks to our model. And I think how awesome it is. Aaron, listed properties such as on Zillow? Yeah, you could definitely use Zillow as well, you know, get on Zillow and check Listings, check sold comps. So there are some good areas on Zillow and some not so good areas on Zillow. It just kind of depends on where you're working, I think.

And then take with Zillow, like, so like, remember the, uh, the listing that I mentioned where like they listed this property for $9,000 for free and I was able to sell it for a lot more? And a lot of times if you've got little parcels that are inexpensive, realtors will undervalue And so take realtor listings with a grain of salt too.

I like that for sure, for sure. Awesome. For Don, 8 property acquisitions this week. It looks like 4 sales.

Nice job, Don.

Man, the wheels are turning, man. That's awesome.

Call him Don Thrasher, the land crusher.

Yeah, the Land Crusher. Awesome. Uh, Kathy says Don should be the Nightcap Papa, like the substitute when Mark is away. I like that.

I like that.

I like that. Uh, do we like multi-deed deals?

Multi-deed?

You like— I feel like we like as much land as we can buy. What's a multi- deal. Yeah, I don't know if I know what that is.

We like multi-land, we like multi— we like multiple properties on one deed deals.

Yeah, yeah, anyway, with that, I'm not sure what they mean.

I don't know what it means, but clarify for us, uh, BJ the Land Grabber. Uh, top 3 states to buy in right now? I think we'd all have different answers. But should we all name one? Sure, let them put it together. We shall— should we all go at— let's all go at once. We'll all name one. 3, 2, 1.

I love that.

Could be a new segment. I like that.

Florida.

What did John say?

I said Arizona. Scott, you said Arizona, right?

No, I said New Mexico.

Oh, Texas.

Texas. Yeah.

Wow.

We learned something different. I thought we were maybe all just gonna say the same state at the same time.

But what did you say, Scott?

I said New Mexico.

And he said Arizona and Florida, Texas.

Okay, yeah.

And yeah, we've heard that of us in Minnesota, right?

Yeah, exactly. Uh, Don says we don't want the Godfather to go anywhere. He can't, he can't take another trip to Bali. Yeah, I mean, where are you going this July, Mark? Are you making plans yet?

I am making plans. I am getting out.

I don't—

honestly, we're tired. I don't know if we're going overseas. I think we might stay stateside.

Oh, okay.

There's a little town in Colorado at the other side of the mountain of Telluride called Ouray.

You heard of it?

Ouray, Colorado. It's supposed to be beautiful.

Okay.

They call it like this, like the Switzerland of Colorado or something, and they got hot springs and waterfalls. And, uh, it's just supposed to be gorgeous. So I think we might be hanging out there. And then I think I want to do the coast of Northern California— Carmel, Monterey—

do some of that.

And if Mike ever invites me out, I'd love to go visit Mike, but I'm not going to hold my breath.

Get some fried clams and lobster.

Mike and I talked about, uh, we're talking about doing a Fourth of July, uh, Extravaganza in Chicago. Maybe you should meet us there.

My best friend lives in Chicago. I'd love to go to Chicago.

Let's do it. You're invited.

Chicago. Oh, look at that.

My sister lives in Chicago.

So yeah, we have— shall meet up in Chicago.

Let's all go hang out at my sister's house.

Have a nightcap in person in Chicago at John's sister's house.

Uh, all right, let's, let's hit a few of these last questions. You ready? Um, we'll go quick. Uh, Mike Zaino, 30 seconds or less. What do you do for marketing pushes?

Marketing pushes? Well, I'll just go with the buyers list. I want to really just make sure I'm engaging them. So one marketing push should be just to dial in, maybe offer them something special or prep them for something special coming. I don't know. That's one. Just comes to mind. 30 seconds, I'm done.

I like that. I like that. I like the boost, like Facebook boost or land selling, land site boost. Uh, Rick, to get back to your question, uh, internal ID for tracking inventory. So we do something simple like, um, I don't know, we do like year, uh, state, county, parcel number, something like that is what we do.

We, you know, we, we should talk about this more because the naming convention is important to keep track. It is, it really is. And we don't really discuss it a whole lot. I'm glad Rick's bringing that up. Yeah, but whatever it is, you're not ready to bring this up yet. Like, you got to be doing a lot of deals. Yeah, for it to be like—

so, Mark, but it's gonna be— so, so for the, for the folks on the call that are maybe a little bit newer, uh, why is it so important? In, in your business?

Because as you scale and you have thousands of properties, it's— it becomes a team issue. What's this? What's— where's that? I mean, if— imagine the tax bills. And if you don't have a good naming convention, you got yourself a little internal chaos.

I like it.

For sure.

I like it.

Cool.

Martin, uh, Craigslist? Any luck?

Didn't you just sell one?

Who's sold a property on Craigslist in the last year?

Oh, I don't know. I think it's one there in the last year.

I think it's hit or miss. I mean, why not post there? It's free. You never know. It's, you know, you, you never know, right?

Well, as long as your post gets seen, I have nothing against Craigslist.

Yeah.

Yeah. What, what, Mike?

I thought you were one of the first people back in the day, a proponent of Facebook, and people like, no way, you're not selling.

Oh yeah, Scott Todd made fun of me back in 2015. I'm like, Scott Todd, I'm making, I'm making, I'm selling property on Facebook. He's like, dude, no, you're not. No, yeah, I am. I'm like selling a ton of property on Facebook. And he made fun of me. Yeah, I was like, PJ Rowley and I were like the first people on Facebook.

Scott Todd, you say Scott Todd, so you don't just say that. This is Scott Todd every time you address him. Is it just Scott Todd?

It's not—

well, I don't know, I just call him Scott Todd because, because I'm Scott Bossman, and I don't know, I don't want to get— I don't want to get confused.

You think in 2 years now we'll all be on TikTok?

We should be on TikTok now. We should be live on TikTok.

Yeah, I just don't know, like, there's money on TikTok.

I always say, well, you kids, you have to, you have to get, uh, like 2,000 or 3,000 subscribers first or something like that before you can go live, I think.

Okay, but that's, that's a, that's a worthy place to sell land for sure. For sure.

Yeah, I think we should all do that. All right, uh, let's see if there's— I know I may have missed a few here. Chassie, they purchased their first parcel this week, have it listed on Landmoto. Don Thrasher loves this business. Awesome. Thank you guys. Thanks everybody. Martin, California, Missouri are his faves. BJ the Land Grabber lives in Minnesota. That's awesome. I'm right near Minnesota, right across the river. Very good. Very good. Well, we've hit an hour. So probably sign off here, but let us know in the comments, is there anything you want us to talk about next week? We're always looking for new topics. Hopefully this was helpful tonight. But I think the moral of the story I think we should, uh, who should we pick on for the moral? The moral, the, the, what do we call it? The moral of the story summary this evening. The summary. Mike Zadel, give us a summary for tonight.

Uh, just make sure that, uh, you pick a direction, you stay consistent with it, and if you need help finding that direction, don't suffer alone. Reach out and chat with us and and we can maybe help you find some direction. One Direction. It's not a band.

I don't know. Inspiration without direction is desperation. Desperation. That's the moral.

That's the moral.

Without direction can lead to desperation.

Desperation.

Desperation. Ratatouille. Ratatouille.

All right, guys. Everybody have a good night. Cheers to you all. Appreciate you all.

What comes the best part?

Here comes the best part. Talk to you guys next week. Have a good night.