How to Sell Land Faster for Land Investing Beginners - Nite Cap with the Land Geek Guys!

Scott Bossman, come on down. How's it going tonight?

Oh, yeah, Chuck Worley.

Chuck Woolery. We'll be back in two and two. Two and two. Two, two.

Ah, you know, I saw some amazing tick tocks from you recently. I thought they were pretty cool. One about a great deal. Was it 5 to 15? What were the numbers on that deal?

Yeah, the numbers on that deal were I bought it for 5,800.

Yep.

And. Oh, hold on. I hold. I sold it for. Sorry, I got. I got something going on here.

Okay. I can go right to TikTok and tell you. I'm gonna go to consult the oracle of TikTok.

I got, I got. For some reason, I was being broadcast last week's episode at the same time I was talking to you. It's quite strange. But Anyway, so on TikTok, I featured a deal that I just did. I bought for 5,800, which is a little bit higher than my average purchase price. But every once in a while, every once in a while you go outside the lines a little bit. Right. And sold it. You ready?

Yeah, I saw it. It's amazing.

For $249 DOC fee, plus 15,800 cash.

So you added a one.

I did.

I added a 00. And you added a one.

Yeah, I added a one on the front, so.

Well, I like how you point out. You know, our typical wheel well is probably. We always say the sweet spot is probably like 1500 to 2500. But that being said, we buy properties for a hundred dollars. I've bought properties for 25. I've bought properties for the $1 Skittle. In fact, we're in the middle of one right now, which is they owe nothing back taxes where they don't even want it. So we basically just have to give them something for the legal transfer and that's the $1 Skittle. But then, you know, we step up a little bit. I'd say you're like in the dolphin range with that 5,800. You know, in the minnow dolphin, whale world of the land. Geek. Guys, I'd say you're dolphinish there.

I'm dolphinish. Yep. Yeah.

Little flippa. Little flippa.

Little flippa. It's a baby dolphin. Flippa. It's a flippa.

Flip it.

I love it. So something special tonight is. Well, two things. Yeah, We're. We're broadcasting at a new time, hoping to stave off your sleepiness and hoping to bring in some. Some more viewers.

So the third reason too, I want to drink more.

Right and we drink more. And then the other thing, the other thing that's very special about tonight is because this is a tracksuit business. We both have our sweatsitos on Sweatsito. So we got. We got. We got to get an affiliate link for. For sweatsito.com, i think.

And I'm feeling like mine's a little tattered. It's almost a year old. I need an upgrade.

It's not. It's only six months old.

It's close enough.

Maybe eight months. Yeah, it's eight months. But people are rolling in here. John, Jiki is here. John, I see you. Janet is here.

John. What's up, Janet?

Few. We have some. Not as many viewers right now probably.

Because, oh, this is so prove me wrong. Boston likes the old time because we get more viewers. But I feel like there's some early birds out there that would like a true nightcap now. A nightcap, I think, is like now. Nine o' clock eastern, eight o' clock central.

Yeah. Seven Mountain, six Pacific. Yeah. I think a nightcap qualifies in all time zones.

By the way, what are you drinking tonight for this show?

Just. I'm having my trusty Maker's Mark, but I'm a little splash of Diet 7 up in there.

That bottle look extra big the way you just held it up there. Is that an extra large bottle? Is that just the camera you're sticking it out there?

No, it's extra large.

So I'm having an ajo and I'm. I'm not calling you a name. Anejo.

Oh, okay, good.

I'm having an ajo. It's a straight tequila night. You know, I get my little glass. There's some tequilas that you can sip like a whiskey.

Right.

And I'm a big fan.

This is one of them.

I wonder if my buddy Keith's watching because he's a whiskey guy, but I wonder if he'd agree. Keith, comment if you're out there that a little tequila can sometimes be good as a whiskey.

Nice. Janet C. Says, yay for tequila. She also says, give it. Give it time. We didn't know it was going to happen today. The time change, it was very short notice.

It's almost a double time change if you think about it. Actually right on time, based upon the new time change, right?

Yes, exactly. So Kyle is here. Tequila out of a champagne flute. That's funny, John. I know. He didn't know either. John. Jiki didn't know either. He was watching a sumo tournament. Well, that's something I Haven't watched in a while. John.

John.

Mike.

Do you watch sumo tuner tournaments? What channel? I'd like to see this.

Yeah, tell us where the sumo channel is. But as always, we are here to talk about land investing. The mechanics of land investing. We're here to talk about wins. We're here to talk about pain points. Small wins, big wins.

There's no rules here.

No rules. We like. We like to spotlight land Geeks. We like the Land Geek spotlight. If you have a. If you have a killer deal, we'd love to talk about it on TikTok. We go on there and talk about land geek deals, which is pretty fun. John says search nhk, they do the highlights. Nhk.

Kyle says, I'd like to point out that you're channeling your analog butler, your Leonidas, which I looked up to make. Double check his name. And I cannot believe that Rotten Tomatoes only gave that movie 61. By the way, does that not sound correct?

Yeah, that movie's amazing. That's a Zack Snyder movie, right?

Yeah, that. Oh, he made Superman, right? Yeah, that's a 80 to 90% all day long Rotten Tomatoes. I don't put faith in you anymore. But anyway, Linus Gerard Butler, my co host tonight. This is land investing.

I, I still, I'm still going for the Obi Wan Kenobi look. It get a little bit, A little bit longer.

Listen, don't rush it. One day you will be Obiwan Kenobi. Yeah, but dude, like 20 years down the road.

Dude, no, Ewan McGregor is coming back as Obi Wan Kenobi next year. Have you seen the featurette?

No, I gotta look at that up. You know what else is coming back?

I got goosebumps.

I thought it was all done, but I believe the Mandalorian is coming back.

Well, Boba Fett is coming first.

Oh, good old Boba.

And then Mandalorian is. Is next year along with Obi Wan Kenobi. But anyway, we digress. Here's to Grogu. All right, let's for a good Kyle first. Kyle says for a good Anejo tequila, try Dos Artes. Tried that one, Mark.

What's the spelling on that, Scott?

A, R, T, E, S. Is that.

The new one by the rock?

Oh, I don't know. Kyle, let us know. Scott Belgard is here. Scott, nice to see you. He has a question. Mike, are you using a full service transaction coordinator that handles direct mail to closing?

No, we do not have the trans. So I believe what he's saying and I will say this so that he can clarify, if I am stating it correctly, is somebody that will manage all of the VA's and all of the processes from start to finish. I don't have one. I believe I'll have one next year. I think that's one of the goals. Maybe the end of next year. Right now, it does not a lot of work in our business in terms of time. We approve deals and we approve sales, and we have everybody else. There are places we have to come in, like the thread, and I believe that's like the transaction coordinator, the thread that kind of winds it all together. I love the idea of that position, and I believe someday we will have that. But right now, no, we don't have one. You're looking at.

You're looking at him. Yeah, I mean, that's probably the last thing to outsource, I would think.

Yeah, I would think that that's. Yeah, that's. That's probably right there at the end. You know, we used to talk about the sales manager as being one of the last pieces, but then you go a little bit more. You go a little bit more, and then you see the transaction coordinator. So. Yeah, absolutely.

Awesome.

Good question. I love it. What now? Who asked that?

That was Scott Belgard. Who's Scott? I haven't seen Scott's name before. So, Scott, if you're new, welcome, Scott.

Are you using a transaction coordinator now? And how working out for you?

Not. No, not currently. I'm still, you know, hands off on a lot of Scott. Oh, this Scott. Well, I. I mean, I know. Which Scott B. Are you talking to?

I'll just refer to you as Obi.

There you go. All right, awesome. Let's see. Janet has a question. Oh, the rock Tequila is teremana.

So that's good, though. I've had that one.

I haven't tried that yet. I also want to try the McConaughey, Matthew McConaughey Bourbon, which I just read his book. It was pretty good, honestly. It's called Green Light.

Is that like a biography? Autobiography, yeah.

Autobiography. He's a good writer. He's a poet and a writer. And I was quite surprised I picked it up with, you know.

Seems to be.

Yeah.

Yeah. That doesn't strike me as a surprise.

Yeah. So check it out. Let's see here. Janet has a question. Mike, how many. Wait, where'd it go? Where did it go? She. Well, I just saw it. There it is. How many mailings do you both send out a day, slash week, slash month? So.

All right, well, currently we're probably sending out in the vicinity of 3 to 5,000.

I would say I'm a little less than that. Maybe two. 2000 to 2500 somewhere around there now.

I mean, three to four, not three or five. I'm sorry, three to four.

Okay. So now here's what I would say, though, for people on the call, because. Because I know a couple years ago, if I had heard those numbers, I'd be overwhelmed. I'd be like, I need to be. Why? Well, I'm only mailing. I'm only mailing 150 a week. Right, Right.

You need to have systems in place. You need to have VAs in place, processes. But it's all approachable. It's all nothing. Everything we do here, kind of. You can. I guess we heard this today. I love this word. You can walk into it. You can basically grow into it. Slow and steady. We start out with that 20 a day or whatever you do, and 10 a day. 20 a day. Whatever it is, that's. And as you build your systems, you can scale up. So that's the gas pedal, by the way, in the business.

Yeah, but here's the other thing, too. I think before you push the gas pedal down in that area of your business, you need to really know the area well. You need to have had some deals under your belt. You know, the costs for the. That amount of mailing is getting. Getting up there. Right?

Yeah, yeah. So you definitely want to be dialed in, and that's part of the initial mailing process. Is that dialing in. We had our podcast just released yesterday, and you should all go listen to it. We talked about mailing specifically. And, you know, should you stop mailing an area? How do you know when to stop mailing an area? How do you know if it's a bust or not? It's really. I would encourage you to go to that. Excuse me. That roundtable, I believe, was released yesterday.

It was released yesterday. And I really want you to talk about the popcorn thing, but maybe we should wait.

Let's know. Yeah, we can talk about it. But you and I talk about it on here. So that's the beauty is I, you know, we have a little advantage when we go on to the round table, because you and I always, you know, when you. When you. When you have some libations. Is that the word? Your thoughts flow and then, you know, the whole, you complete me and we vibe off each other. We just make up cool stuff.

You're right. You more than me, you're good at that stuff.

No, but you you get it going. I just complete the sentence.

There you go.

I'm the period, the exclamation mark, the question mark, the comma.

All of those things. There's a bad echo coming through on your, on your end. If the audience could let us know how's our sound tonight? Because sometimes I'm too loud.

I have noise cancellation on. Should I take it off? Let me try.

Oh, so Janet says, She's like. So Janet says, oh, ah, that's why. 20 a day. Here's the other thing, Janet. I want you to realize my first year in the business, I did 30 deals. I was doing probably 20 a day. My second year in the business, I did 60 deals. I was probably doing 20 a day. Now, you may go faster than that, but you as a beginner do not need to be mailing thousands a month. Right now you want to dial into an area, get to know it well, have some success in that area. Be able to recoup your costs with land every month. Before you, before you push the. The pedal.

Yeah, pedal to the metal.

Pedal to the metal. Let's see here. Here's a question from DL. DL on the DL ready. How can I buy land worth having and building on in Texas for an affordable price? I see land on Google for sale in different states, but it's desert, bushland or unusable land for city people. So DL is looking for some land. Sounds like.

Yeah, you can definitely use our method to buy land for your own personal use. There's no reason you couldn't do that. I would say Texas would be no different than any other area. Now, if you just depends where you're targeting though. If you're targeting more, less rural, more sort of infill lots or closer to major cities, then you're going to need to execute larger mailing campaigns to get the deal. So that's why we typically don't do that as part of our business practice. But if you're looking for something and you may need to adjust if it's in a really bigger area or more of an infill lot area, you might have to go 40 cents on the dollar. I don't know. I mean, so you. There's different strategies, but here's the beautiful part. The systems, the automations, the delegations, they'll support either one.

Yeah. And I would just say, you know, to keep it really simple, how can I buy land worth having and building on in Texas? Check out Land Moto, check out Land Flip, check out Land Watch, check out those sites.

And I got a nice 0.52 acre in San Jacinto.

See, there you go. We're on the Saturday morning radio show. You alright?

I didn't shut the window. Got a little echo in here, that's why.

Oh, okay. All right. Kyle Cashin. Oh, Drew Haney's here. Drew, what's up? Nice to see you. Drew's got a question too. I'll get to here in a second. Here's a question from Kyle. How long do you own a property before selling it? And how has that changed since you started and now?

Well, it varies, I guess. We take in a lot of inventory. So, you know, there's a process to get them loaded up onto our website, onto our advertising sites, to get them in the Facebook rotation. So, you know, it could, it could be a month or two before a property goes, finally gets sold. But you know, typically it's in that, I would say in that one to two month period of time. But you know, some quicker, some not so quick. But if we don't really worry about it because we know when we buy them, we're very, very careful to make sure we're buying them at a good price. So we know that they will sell and we will make money.

Right. I think in the beginning though, you might want to turn and burn them a little faster. Right. So I think like I've always had this mindset. Okay, well, in the beginning I was like, I want to send this, sell this in 30 days or less. Mark talks about that a lot, a lot, 30 to 60 days, right. If I haven't sold it in 30 to 60 days, then, and I want to move it, move on to the next deal, I need to look at my pricing. I need to maybe consider, you know, wholesaling if I need cash to put some cash back into my business, that type of thing. But Kyle, if you're marketing, because it's market mailing and marketing, right. If you're marketing in volume at a high volume, you should be able to sell them pretty quickly.

Keep in mind too, it's like fifo. First in, first out. We're still making the sales there routinely. Right. But the, when they come in, they're just waiting to get their turn onto the conveyor belt, so to speak. And there's a lot of deals coming in, so that's. I guess I should clarify that.

Yeah, well, and like Keith for Shea says, they all sell. 17 minutes was his fastest. That's awesome. I've had a few of those deals. You sell them real quick. Right. But I think as Your business grows as you have 20, 30, 40 properties in inventory. You know, it's okay to hold a property a little bit longer. I mean, the machine's moving by them. Right, right, right. So. So hopefully that answers your question, Kyle. Scott Belgard says he's looking at using one, so he's looking at using one of those transaction coordinators. So Scott must be in land, must be doing deals, which is awesome. DL says he saw land in Alabama for 25,000 to 40,000 an acre. That's a ridiculous price to me. DL, you know you're going to find them price or.

He said that's a ridiculous price.

He said it's a ridiculous price. Yeah.

Tough to say. I don't know. What's the market there? What's the comps? I really couldn't answer that.

Right.

Without looking at the market and doing a little analysis.

Right. Awesome. Well, thanks for all the comments. Keith, for Shea, what do you think of the earlier times? We're only.

Do we have a lot. We have a lot of comments coming in, and we're an hour early, so am I being proven correct? Like, how many people.

The. The viewers are still less than normal, but that's okay.

We get a lot of engagement. See, people are awake right now.

People are awake. Yes. So we need more awake people on the call. It's all good. Drew Haney. Here's Drew's question. Here's a good question. Do you guys keep fishing in the same hole until it dries up, or are you keeping a pulse on the demand and actively looking to change counties as needed?

Yeah, that's also going to be on yesterday's podcast, but that was part of it. But, you know, we keep digging in, and I think. I wouldn't say it's more like mining than fishing.

I like it.

Yeah. We're constantly mining land, chiseling away. It's amazing that you could keep pulling deals from these areas over and over again, but you can, right? And it's okay to explore. You know, I think a good way to start exploring is to stay in your same county, but just, like, move slightly from the specific subdivision you're in. That's a great way to start.

Awesome. Yeah, I love that answer. I love the mining analogy. You're just. You know what? You're the analogy guy. You're like. You're analogy man. That's your. That's your superhero quality.

Just the anejo talking.

No, really like this guy. You're clever. Clever.

You said it correctly.

Janet says our sound is good, and she doesn't hear an echo. Thank you, Janet.

I changed my setting after Scott yelled at me. You all heard him.

Both Keith for Shea and Eric Dempsey, love the new time. Eric, I owe you an email. I apologize. I'm gonna get that to you in the morning. But they love the new time. Who doesn't love the new time? Let's ask that question. Kyle's a question for you.

Who would like to see it earlier? Yeah, I mean, nightcaps can happen at any time.

They could happen anytime. You're exactly right. Here's a question from Kyle. Can Geek Pay be used for cash deals, or is there a better way, a better, cheaper way to exchange funds with a buyer?

Well, I know that we like to, you know, depending on the size of the deal, like a wire transfer or a bank check is nice. That being said, you could do a quote unquote down payment link for the payment in full, depending on the. Whatever the price is. You know, there's that option. Is that sort of answer that you would agree with that?

I think so. I'll just clarify that. Geek Pay, for those of you watching and maybe aren't familiar, it's a platform we utilize to automate our monthly notes. So that's what it's really meant for at its core. Stay organized with your note portfolio. There's really no integration in the platform, Kyle, to process a type of cash deal other than what Mike said. You can create a down payment link. A down payment link for a smaller cash deal with Geek Pay, if you wanted to do that. But you could. You could do that with stripe or authorize.net as well. So hopefully that answers your question. Drew Haney says my leads per sale ratio is 8 to 1. Wow, that's really good, Drew. But what bothers me is that I don't get a ton of leads coming in without looking at my listings. Any tips off the cuff?

Well, that's really good. Tell me where those leads are coming from. Those sound like really qualified leads. I wouldn't suspect that to be Facebook Marketplace.

Right. Yeah. Let us know, Drew, where those are coming from.

Crazy good if that's the marketplace. And I wouldn't complain whatsoever if that's your Facebook marketplace leads, but I'm suspecting they're coming from another place. So you're saying out of every eight inquiries, there's a sale?

Yeah, that's what he says. Paid listings. Okay, so he's doing paid listings. So, Drew, where are you doing those paid listings? Land platforms, Facebook, paid advertising, ads.

Perhaps you're doing TikTok perhaps.

Check out Land Geek Guys on TikTok.

We are on TikTok. We've added some videos recently. We're back in the swing of things. Let's check on. You know, we'd like to get up to what's our goal by the end of the year for followers?

Well, we're going to hit 5,000. We added about 100. Well, I mean, not 100 in the last day, but we got some good traction here in the last day.

So we did. We're at 4300, I think. I think. I don't know. I'd love to hit 10k, see what we can do. There's some great content on here, folks. You gotta tune in.

You guys can leave comments in place of all the spam people. All right, Drew, did you answer Facebook? Yes. So paid listings on Facebook. So, Drew, that's. That's awesome. I don't think a lot of people are doing paid listings. I tried it a long time ago. Didn't really get much out of it, but I maybe didn't know what I was doing. I know there are people out there that specialize in Facebook paid listings, so let's look into it, see what happens. But back to his original question off the cuff. Oh, no, he said not on Facebook. He's on Land.com. all right, so that brings in another point of conversation. Right. Land.com is a fairly expensive platform to be selling on. Probably aren't going to start there. But if you're doing deals and the machine is going and you're getting a sale for every eight leads, that justifies the cost for sure.

I would say so. I just noticed you have quite the ambiance going on there with that candle in the background.

Yeah, you like that?

I'll be sure to remind you to make sure you extinguish that before you go to sleep.

Thank you. I will. You're not a big fan of Candlestick.

Can we. Can we see the book stack?

You're not a big fan of candles, are you?

No, but. Oh, the book stacks kind of. Is that like one book? There's three books.

There's two stacks.

Is that the same?

There's two stacks. And I got. And I got books on my desk, too.

The audience wants to know what you just picked up. What book is that?

Well, this is. This is the geek in me. The sci fi geek in me with. Okay, so the Dark Forest Book two of the Three Body Problem trilogy. Wow.

So I guess it's a good point to say, what do you think of the new Dune.

I did enjoy the new Dune, but the. The last part was a long for me. But no, it's good. I liked it. Saw it in the theater. Too loud. Too loud in the theater, really? So. Yeah. But no, I enjoyed it. Did you? Did you enjoy it?

I did. I thought it was interesting that it was a half hour in when Laura's like, what do you mean this is doing. This isn't another Star Wars? Because the character was one of the characters from the other Star wars and it did look like a Star wars movie. Like, oh, no, no, this is Dune.

That's awesome. I do have another recommendation, though, that is maybe a little bit more land centric or business centric. I started reading this week and I'm about halfway through it. The Gap in the Game by Benjamin Hardy and Dan Sullivan.

I feel like you should go to a book signing for Benjamin Hardy.

He's a good author. He's got a lot of good stuff out there.

Really got a book crush on Ben Hardy.

I might have a book crush. I might. But I love it so far because Mike, he talks about. All of us have these ideals that we want to get to. Right. Right here's where we are and here are the ideals that we're always trying to reach. That's the gap. Okay. And really, if you look at it, none of us ever hit the ideal. Or if we do briefly hit the ideal, we. We add on to it and make. We raise the bar. So we're always raising the bar. Or we're never hitting the ideal, so we're always living in the gap.

Whereas Tibetan.

Yeah. So the book is a lot about the mindset of focusing not on the gap, but the gain. So where are. Where are you now versus where were you yesterday, a year ago, five years ago? And it gives you a lot of perspective, really. It makes you. It's supposed to. I mean, cultivates happiness. If you use that mindset, you're gonna be more satisfied.

I feel like that ties into the Kaizen.

Yeah.

Because that's all about incremental, like increase. Like daily, you know, just improving yourself slightly every day. Even if you did a 1% improvement over a long period of time, like they say, if you take two lines and you just add a little angle. Look at. Over the long haul, it's going to be such a huge difference in the beginning, it's not very noticeable. Your habits and your, you know, what your routines are. But eventually those do cause a big separation.

Yeah.

From where you are and what you're gonna be Come on, you all know this song.

And the viewership just tanked. No, just kidding.

I want to know what TV show is that from, folks? Come on, you all know.

Shannon.

Are you kidding me?

Greece. What is it?

No way. When it's time to change, you've got to rearrange who you are and what you're gonna be. And then you have the voice.

Yeah. What is that? I can't. I can't remember.

No, but does anybody else know out there? Come on, I can't be the only one. Scott, maybe you didn't watch this show. I watched this show quite a bit.

I think it was before my time. I do more questions.

I want to see if anybody puts an answer in there. Then I'll answer at the end of the show.

All right. James Simmons is here. What's up, James?

What's up, James?

He. He protests this kangaroo court with no Maddie forms. That's funny. We love us some Matt forms. Also some Landgate competitors advocate the simultaneous close after locking up with an option using transactional funding and target six figure dollar value parcels. What say you about this method versus the smaller, more frequent deals with self funding?

All real estate is awesome. You can make money in it. But what I like about our deals is the velocity, the simplicity, the low barrier to entry. I mean this, you don't need to get outside funding. You can control a deal immediately for thousand dollars, $1,500. You can 4.5x 6x your money. It's quick, it's easy, it's simple, it's repeatable. The other stuff, there's nothing negative to say if you can do that. Great, great amount of money. But it's not the bread and butter. It's not going to make you that, that repetitive income as quick, you know. So I have nothing negative to say about it other than I believe ours is just a velocity model that builds quick cash flow and passive income.

Yeah, and the passive income is. I mean, it really brings a sense of security to your life. I've spoken to people who have done 50 of those deals in a year. And the person has. Person says to me, you know, Scott, I made a lot of money last year, but I have to continue doing it. And we still have to do that with our smaller land deals as well. However, you can build a portfolio that, you know, Keith Forshay knows he's been doing this a year, right? I mean, Keith Forshay built a huge portfolio in the first year of his business. And 75% of his deals are probably terms deals and he's built a massive land portfolio. There's something to be said for that because if he needs to take four months off for whatever reason and can't work the land business, he's got that income coming in.

Right.

So. But there's nothing, you know, you can do those deals, right?

Yeah. Listen, there's no limitation here. And your system should be able to handle any deal.

Right. Eric Dempsey, Is there a minimum property size you guys buy? I have bought a lot. I have bought.17 acre parcels. Maybe they're point. What were they? I think they're 0.17 acre. It all depends on the price. It depends on what you can and cannot do with the property. These are camping properties. Right. So as long as there's a market there, as long as I can get the land for 25 cents on the dollar and I'm confident I can sell it. Of course we're confident we can sell pretty much anything. Buy it. Be careful because there are some properties like that. There's one county I can think of in particular where there are hundreds of quarter acre parcels, but you can't do anything with them. Okay. You can't even camp. So you got to know what you're getting into. Those would be strictly investment properties and would probably still sell or they would still sell, but may take a little bit longer to sell. If you can't find somebody. If you can't find a buyer that wants to build or can't find a buyer, that or I'm sorry, if you can't find. If you're targeting buyers that want to build or targeting buyers that want to use the land for recreation or camping or that type of thing.

That's right. Size isn't really the issue. It's the use. You know, what can you use it for and what's the county say is restricted or not. So that's important.

All right. Awesome. Janet C. Say you're building a list of comps from sales websites. What do you tend to do for your offers? Take the average, take the bottom, take the top. So getting into the, getting into the details here, we're going to build the.

Pricing matrix like Scott Todd teaches in flight school. This always the potential to have one that's just like an outlier on the high end of the low end. So I'd focus on the meat and potatoes in the middle and average it out and you know, you'll be buying at a safe, safe price.

Awesome. Kyle Cash and thinks Dune is awesome. Drew says Buck Risby is getting four times more Leads than him. Bugs the heck out of him. They share a listing plan and Drew owns the parent account, so he's able to see his lead flow coming in. So I guess. What would your next question be, Mike, then? If you're. If you're trying to diagnose the. The lead issue.

He's saying they're both using the. Sharing the platform.

Yeah, I guess they're sharing the platform. Maybe Buck has his own ads and Drew has his own ads. Something like that.

Yeah. I don't know. Is it. The ad is you guys probably aren't having properties in the same area. I wouldn't. I wouldn't think. Maybe you do. But one area might be harder than another area right now. I mean, there's an ebb and flow for that for sure.

Is it the ad copy? You know, Drew, does Buck have a really handsome picture of himself on on land.com, you know, posing. And you don't. I don't know.

Buck is a handsome guy.

Yes, Drew's handsome, though.

Not to say Drew isn't either. Sorry, Drew, I didn't mean to imply. Perhaps you should ask Buck if you would model on your photos on your. On your properties and see if that changes things.

Eric says so he's asked about the smaller parcels. Had a lead. A guy has two 5,700 square foot parcels, so those are pretty small, right? Happens to be in New York, so. Wouldn't even be worth it to take for free due to attorney fees. He was just wondering. So. Yeah, just gotta know what the scoop is with those. Right? So Drew. Drew, I think maybe answered his own question. He's. He's. He has better ad copy and he's in different areas, so. But Drew, I mean, I think we're all. We're all jealous at your lead to sales ratio. So don't feel bad.

No, I don't feel bad.

Well, no other. I'm caught up. Caught up. So what do you need, Mike? You need a refill?

Yeah. In fact, I wanted to give a little shout out here, if I might.

Oh, okay.

If I may. Or I might. You tell me. I think I should have said may.

I wish I may I wish I might have the wish I wish tonight.

Correct. Let's have a. Near the end of the episode, this thing just. Laura really put that on there so I couldn't drink it. Sorry. Laura, she's watching the show. She's like not my favorite ao. She loves the tequila. No, my daughter, Summer, they. They went. They were the first time ever they went to the. Their volleyball Team made it to the Final Four in the state and they did an incredible job. Yeah, they didn't make it through to the next round, but they played incredibly well. Summer, she's just so incredibly awesome. To watch her play from little in middle school go all the way through. She's a senior, so she's not going to be playing after this year, but just. It was a bittersweet but just awesome. She did an amazing job, and I just wanted to give her a little.

Great job, Summer. Summer. Here's to Summer. That's awesome. Good for her.

Yeah. Oh, it was amazing. They had an amazing team to win the trophy for the final Four. They came from behind. And I'll always remember that game was just amazing. So phenomenal.

Good for her. Isn't that amazing, seeing your kids do stuff like that?

She's got this vertical jump, Scott. She jumps like. It's crazy.

She's pretty tall, too, right?

Yeah.

Yeah. Yeah. My dog is driving me. Yeah. You hear him?

Yeah.

Oh, my gosh. Sorry, everyone. I may go open the door.

Let him in.

But no, that's rules.

Cooper can come in for nightcap.

Cooper can come in. Yeah. But. Yeah, we appreciate everybody coming. Hopefully you like the new time with the time change.

Come on now. We got. We don't wait. Listen, there's no reason we have to go to full hour. You know, we want people leave people wanting more of the nightcap.

Right, Exactly. We need to work on the Sweatseedo affiliate program.

Yeah. We're talking about mixing up things a little bit. You know, I like the idea of. I loved when we should maybe bring back what I know people think. The form where you fill out questions ahead of time so we can, you know, have those in the queue. You know, the segments. Like, I think we're gonna. We're gonna mix this up.

We're gonna mix it up.

Look at. We're almost at the end of 2021.

Yeah. Isn't that nuts? Got a month ago.

It's gonna come crashing on us. And we might have a new look, maybe a new intro. We know some people.

We do know. We. We know musicians now, which is pretty exciting stuff. But, yeah, if you guys have suggestions for Nightcap, we're open. We're all ears. Let's see. Derek White is here. Derek, what's up? He says, good to be with you again. Been a long time since he's been able to watch. So, Derek, are you able to watch tonight because of the new time? Because we won an hour earlier. And if so, that's what he's saying, it's. It's another. Just a. Just another piece of evidence that maybe we did the right thing here.

Yeah. Yeah, I'm thinking you're right.

I mean, you look at. Look at the fact it's the end of the show and you're not falling asleep in your chair. So, I mean, I think we definitely did. We definitely did do something. Right.

I think we should like a 3 o' clock one and be like, we're drinking at 3 o' clock because we're Lana Vestas and that's what we do.

We sit around in our sweatsuits and.

We pontificate with a little bit of.

Awesome. Well, thanks, everyone. Things are quieting down. That's okay. But. But Derek, he says not specifically for that reason, so. But it is good timing, he says.

Sounds like a yes.

Sounds like a yes. Yes.

All right.

All right. Well, keep doing deals. Jeff Storley says we need to start drinking at the working lunches. Why not? I mean.

Yeah, who'd we have on last week that was starting with some red wine at 2 in the afternoon?

Oh, it's Ken. Bet Ken Bad Ziak. He was. Of course, it was 3 in the afternoon. Wasn't it in Florida or 2? I guess 2:30.

At 2. 3 o' clock in the afternoon.

Mary Graham wants to help you out with that TV show song. Do you want to sing that one more time so she. So you can help you out with that.

When it's time to change, you've got to rearrange who you are and what you're gonna be. Now here's the partner again.

Is it Partridge Family close?

So close. Scott Bossman.

It is.

No, you're close.

Yeah, I know I'm close, but it's another family. It's not Happy Days. No.

Think of Zoom.

Oh, Brady Bunch. Brady Bunch.

Yes.

Different. That's not the theme song, though.

No, but that's when he had. His voice was changing and he was like. And who knows the name of the band that they. The Brady. Was it the Brady Five?

Yeah. I'm not sure, but.

I can't believe nobody knew that song. Come on, Koopa, you know the song Lay Down. He's saying, put out the candle, John.

Jiki says an hour, don't leave an hour. John. You're nice, John. We enjoy all your comments on Tick Tock. We appreciate that very much.

Yeah, he's a people Tick Tock follower.

Yeah. So we'll see you guys there. We'll see you on the airwaves. We'll see you on Tick Tock. I'll see you at the working lunches. Bring some wins next week. We'll talk about those. When are we doing nightcap next week, Mike? Wednesday or Thursday? Oh, well, Thursday's Thanksgiving.

Yeah, we're going to be on a little family vacay next week. We'll have to talk about it. We're going to tour some colleges for summer and visit some family.

All right, well, we might take the week off next week, then. Or maybe we could do an early week happy hour.

Yeah, we could do something.

Yeah, we'll figure something out if we don't see you guys. We hope everybody has a great Thanksgiving. Ah, be grateful for all you have. Live in the gain and not the gap. And check out that book. Cheers.

Cheers.

Night, everybody. Thank you.