How to Succeed in Land Investing - Nite Cap with the Land Geek Guys!

Mike Zano.

Scott Bossman.

How's it going, buddy?

I know I had something up last minute. We're late, folks. I will take all the heat, but we're good. We're here.

We had some tough. We had some technical difficulties. We're all good. We're all here.

We're fighters.

You know what? We're on a land investor schedule, right?

Like, laissez faire.

Laissez faire. If it wasn't 90 degrees today in Wisconsin, I'd be wearing my tracksuit, roaming around the house.

It's coming. It's 90, but it's, it's cool over here, so I thought we mirrored each other.

It was like 85 and humid today.

So it's a fall day here. Like, if you were here, you'd be having a pumpkin beer.

Pumpkin beer. I would love to have a pumpkin beer with you.

Pension is that word we learned today.

Tension. Except our friend pronounced it pa.

So, pa, we're here.

We're here. So you know what? I think we may have a few new viewers tonight. I'm just. It's just a feeling I have.

You're getting a good feeling. Let me. Is. Is the hotline open?

The hotline is open. And. And I put a little caption at the bottom of the screen. It says, what brings you to land investing? Text us at 608-387-8981. Let us know what brings you to land investing? You don't have to answer that question. You can answer other. You can ask us questions as well. The hotline is open for you to engage with us, especially if you want to remain anonymous on the Interwebs. You don't have to comment on YouTube. You don't have to comment on Facebook.

I love when you call it the Interweb. You do that on purpose.

The Interwebs.

I love it. Yeah, the interwebs.

So, Mike Zane. 04. I thought we'd do something tonight for all of the newbies, right? Because we've actually, unbeknownst to many, we've been doing this show for a long time.

Is it four years? Shall I say?

Over four years. And we used to do segments. We used to wear funny robes and do the swivel.

Survey says, do you want us to bring back our original smoking jackets and swivel in?

Oh, that. I, I think we should have a robin swivel some night.

We had the song too. But then, you know, we started to get some infringements. We got too popular and. And then Facebook found out about us. YouTube found out about us.

Yeah. You know what I'm doing now? I'm inviting everyone to join us. Okay. But I thought what we do tonight is a little segment.

Let's do it.

That we call the 32nd fast.

Oh, yeah.

And we haven't done this in a while, so I thought, Mike Zano, you could bless all of us with your rundown of the business in 30 seconds or less. What do we do, why do we do it? And who the heck are we? You ready?

I don't know. Am I? Let's do it.

All right. I'm going to get my timer. 30 seconds or less. Mike Zano. Here we go.

Buy land. 25 cents on the dollar. Sell it to people who want to use it and will love it for full value cash or monthly payments where we can create recurring passive income. So much that you can replace your car payment, your mortgage or your income or you and your spouse's income. And I have plenty of time here. And you can create the future that you love.

Oh, that was awesome. That may be the best 32nd fast ever. That was a good one. Oh, it was good. So those of you new to real estate. Yeah. It's almost as good as your viral video on TikTok.

I haven't been on the TikTok in a while.

We've got some people rolling in. Jason Mendoza is here. What's up, Jason?

Hey, Jason.

Brian Mossing is here. Brian, nice to see you. Hey, Brian, if you're watching us on YouTube, please say hello or on Facebook, please say hello. Piece of land. Brian Kennedy is here.

Brian Kennedy.

You know, Brian, I was thinking about your. Your piece of land. I like that. But I would. I might even like peace. P E, A C E of land.

Peace inland. Peace through land.

Piece of land. P E A C E. I'm just saying, Brian, if you want to steal it for me, it's okay.

I'm going to say, brian, do something I thought was very creative on Facebook. Did you see that?

I don't know. I saw he had an ad yesterday with some drone footage which looked pretty.

Amazing, but he offered, I believe, if I'm not mistaken, to any friends that would share it if they got a sale. He'd give him a bonus, a referral bonus. So he's trying to get his friends to. So it's interesting. Brian, a lot of people are like, I don't want friends and family to see this, but you took the inverse approach and you said, not only do I want them to see it, I want them to share it.

I like It.

And then I will give them a. So that was pretty innovative.

Pretty innovative. Pretty. I like that. Brian says, well, it goes with the puzzle piece. So, Brian, I did not notice until just now that your logo is a puzzle piece. So now it makes more sense to me. It makes great sense. Piece of land. But, Brian, Kenny, you're gonna kill this business. Excited for you, Larry. Merle's here. What's up, Larry?

Jeff Gilbert.

Facebook user says we made it. We did make it. Sorry for the delay, but we made it.

I feel like Larry might have just had an anniversary. Was I wrong? There was some sort of celebration on Facebook. Was it an anniversary?

I think anniversary. I think he did some traveling. And Larry.

Larry, let us know what it was. I'm trying to. You know, I'm not usually scrolling through the Facebook, but I thought I saw something. If I'm right, congratulations.

Ah. So, Mike, what are we talking about? Actually, I have an idea for tonight.

Do we have an agenda? You know, five years. We've had agenda, like five times.

No, I just, I. I read something this week, and I thought that'd be a great nightcap topic.

All right.

Larry said, 39 years of wedded bliss. Holy buckets.

I knew it was an anniversary. There you go. Happy anniversary to you too. That's amazing.

Congrats to you, Larry. Tell us your secret, please. In the chat, your secret to a successful marriage in seven words or less.

Well, we really put on, not only do you ask for the secret, but he can only give you seven words.

So, Mike, there are a lot of moving parts in this business, right? I do believe once you get everything set up, it is the best passive income model you can get to the point where you're making 10, 20, $30,000 a month passive income, working an hour a day in your land business or less. You know what's funny, Mike, is five years ago, five years ago, we talked about $10,000 a month passive income. We didn't really talk about 20 and 30.

Yeah, 10 seemed like, wow, 10 seemed.

Like crazy amount, right? But now we have people doing 20 and 30.

It's baseline.

It's baseline. But to get started in this business, you need grit.

Get ready, it's tough. Get ready, it's tough is the I complete you segment.

That's the you complete me segment.

That's not just a story about sports. It's a love story. Scott bossman tells me it's a love story.

Jerry Maguire, if you haven't seen that, you got to see it.

Throw it, throw it. Just throw it.

I don't have a hoop back there.

For a while there we had a hoop and.

And I never made one.

He got one in out of 100 tries.

I didn't make one.

We would have give something away if you did too, right. Like it was like.

Yeah, I was doing the David Letterman tossing of the card cads.

Jessica probably writes in palms.

What's up, palms? They're coming to Orlando. They're coming to Orlando in October. Not Orlando. Atlanta.

I'm like, we're going to Atlanta. Orlando. I'm like, what?

We're going to Atlanta.

We used to go to Orlando.

We used to go to Orlando. You're right. Yep. But back to. Back to. To topic at hand. When you're first starting this business, there are many things that can stop you in your tracks. And in any entrepreneurial venture, actually, there are what are called success killers. Have you read about success killers or heard anything about it?

No, but I just got a chill down my spine when you say it again.

Success killers or success murderers. Halloween episode, actually.

Yeah. Yeah, we should. That's coming. Well, two years ago we caused some real issues with that episode for somebody with the bald. Shared something.

With the bald cap. Yeah. That you're never gonna.

I was doing something in honor of Scott Todd and he just misinterpreted it.

Oh, my God. This like, I can't even. I can't even right now. I can't even. So, Mike, I want you to. I want you to complete me again and I want you to tell me, Tell me a success killer in the land business.

Quitting.

Quitting. Just don't quit.

Yeah. And if you don't, it works demonstrably well.

Oh, Matt. Demonstrably awesome.

Shout out to Matt Phillips.

So quitting and really that's kind of just the grit, Right? You have to have grit.

Right, Right. It's going to have ups and it's going to have downs, but I believe there's way more ups. And even if you are going down. You and I were talking about this today. We were on a call, but it wasn't the same. But it's like the downs aren't as deep. There's still downs. But like now a down is like what was before a win. Think about that. Right?

I like it.

You're going down, but you're at where you were with a future win. How is that possible? Because you're leveling up.

You're leveling up. Exactly. Anybody else throw. Throw some comments in there. What. What kills your success in the land business or what Kills your success in an entrepreneurial adventure.

What's the O, bossman, by the way, on your hat?

Oh, it is for the Onalaska Hilltoppers.

Is that one of the kids teams?

It's the high school. It's the high school that my boys go to.

Any full swing football right now.

Full swing football. We're 2. 0, and we have another game tomorrow night, so I'm showing my support.

They make the championships. Might I come out, Laura and I, to see that? Yeah. Is there a probability they might? I mean, you feel you having a good vibe right now?

They're predicted. I'm having a. I'm having a good vibe. I don't want to jinx anybody, but predictions. I just think that. I think we're gonna have a good season. We have 23 or 26 returning seniors.

Coming out for the championship.

26 returning seniors on. On the. On Alaska Hilltopper team.

What? How big is that school?

We made it to the second round of the playoffs last year. We're 2 0. Our defense is killer. So I'll let you know.

All right. We'll be there.

We got. We got some more success killers coming in.

If I come, I want to. Oh, hat. If I come.

Yeah, of course. I'll send you one. Here's some success killers from Derek Hodgkiss, Impatience.

Ooh. You know saying about that?

No. Yes, they did. Oh, my. That's one of my favorite songs, actually.

Axl Rose can't be wrong.

He can't be wrong. You have to have patience in this business. Oh, man.

What a good song, by the way. Yeah, you have to, because. What do we say, Scott? It's a blank. Not a blank.

Oh, it's a. It's a. It's a single, not a home run. No, it's a. It's a. Am I. Oh, it's a marathon, not a sprint.

There it is.

I can please you, Jay McGuire. I complete.

Yeah. So if. If you really do believe it's a marathon, not a sprint, then if you run too fast at the beginning, you might weigh yourself out. I mean, I. We've actually seen this, have we not, where someone comes and just super excited, super exuberant, like. And then I think you just come in, and you. And you have a level mindset, and you just execute. You know, I took something. You know, we had a great call today. I took another quote away from that today, Scott.

Okay. I have a great quote to share tonight as well.

It wasn't penchant, by the way, but success doesn't Care how you feel. It's all about the process.

Oh, I like it. You're taking the emotion out of the motion.

You. That's a. What's that song now I'm hearing from Aerosmith?

Yeah, but we're taking the emotional emotion.

You know, you don't have to feel great. You don't have to feel. You can just do what needs to be done. And repetitively doing what needs to get done brings success. That's it. And you are right, though. We're not looking. Now, I'm not a sports fan, as some people watching Brian Kennedy might know, but it's not a home run. We're going for the base hit.

We're going for the base hit. Exactly. We got it. We got more. We got more success killers coming in. You ready? Shiny objects.

Oh, talk to me about that.

All right, so shiny objects. I mean, okay, I mean, Zano, you love shiny objects. I. I mean, I love you backpacks, notebooks, but you love shiny objects. So it's very tempting as you're going through this process, which is especially recipe driven, especially in flight school. Follow the recipe. Follow the recipe. Follow the recipe. Right? And some people be going along following the recipe, and then they see something in a Facebook group, or they see something on a YouTube channel, or they hear something in a book or whatever, and they think, oh, well, that might be better than what I'm doing, or that might be a better way than what I'm doing now.

Right.

So I'm going to deviate from the path that I'm on, and I'm going to chase this shiny object. And it could be just for an hour. That brings you off course. It could be days.

Right.

I've gone off course for days. Right.

Watch it. If you don't watch out, it could be forever.

Yeah, you don't watch out, it could be forever. So stay the course. Focus.

Wow, you look very political when you did that. Do that again.

Stay the course. That's like the George Bush is right.

That could be a platform. So here's the thing. It's like, you know, I really believe there's lots of ways out there. You can make money, obviously. And I think, you know, because if I hadn't, when. If I were to hear about land investing for the first time, which I did seven years ago, and if I didn't have the luxury of having a close friend who was already doing it, I would have been like, that sounds like any other late night infomercial or something. Like, what are you talking about? Investing in land But I really believe now that there's multitude of things that could work for you. But if this is the one you've chosen, and if you're listening to us right now, this is the one you've chosen. Stay focused on it and don't get distracted. Don't get this shiny object syndrome. Just keep going. And even if you just improved 1% a week, heck, a month, you, you are going to get this done. And you know, the good news is if you don't get it perfect the first time, there's a thousand more of them coming your way. You get a lot of at bats. Oh, sports reference. Lot of at bats.

Jeez, man, you're full of them.

Attaboy.

Attaboy. No, that's awesome. Yeah. So here's another success killer that is somewhat related to that.

All right.

No, not really, I guess.

Now is this one you're coming up with or one of the. One of the people texted in.

This is the one that I was one that I was thinking about earlier.

Okay, let's hear.

Okay. And then we'll. And then there are a couple more coming in. But I'm going to lead up to my quote that I want to share with everyone.

Okay, let's hear it.

So paralysis by over analysis.

Yes, yes. Major success killer analysis. I don't think you even have to over analyze. You can just analyze it. I've even heard paralysis analysis. But even worse, is the over analysis. Right? Just.

Yes.

Incessantly going back and thinking, thinking about it. And what if you're thinking, what aren't you doing, Scott, in that scenario? What's that you're thinking? If you're thinking, thinking, thinking, what aren't you doing?

You're not taking action.

And what's the problem with that?

You're not going to get anywhere.

Yeah, it's like running in one like my dad. You say you walk in circles before you do something. When I was younger, you just keep walking in circles. Just do something.

Yeah, exactly. And you know, we hear the quote all the time from Scott Todd. I don't know if he. I don't think he invented the quote, but we say it a lot and that is, you know what it is?

Wait a minute. I was thinking done beats perfect.

But yeah, that's what, that's it. It's about taking action.

Yeah. Oh, done beats perfect. Done is better than perfectly made that up. That's a Scott Toddism.

I don't know if you Google it, other people have said it, but.

You often google what Scott Todd says. Can we mark the time, please. On the clock. We are 20 minutes. And that was 20 minutes and 28 seconds in. Mark the clock. I'd like to save that.

Tell me you haven't googled Scott Todd before.

And I find Scott Todd dot net.

There you go. Find investor ninjas dot com. All right. But here's a quote that goes with that. You ready? I love this quote. I read it this week. It's all about taking action. Okay?

Yes, sir.

You don't have to be great to start. You have to be. You have to start to be great.

Whoa. Now, who said this?

I don't know. I'll find out. I'll Google it right now. But isn't that good?

Like. Like Captain Kirk might say?

I mean, maybe, but. But it's in the same vein as done. Beats perfect.

Yes.

A lot of us put a lot of pressure on ourselves, right? Like, sure, I was a perfectionist in high school and college and PT school. Like, I felt I had to be the top of the class and everything. Right, right, right. So we put a lot of pressure on ourselves, but really it's. You don't. You don't have to be great, Right. Especially in this business. Especially in this business. You don't have to be great because just by taking action, a gold nugget will show up. Yeah, Right. We ever made a mistake, Mike, in this business that resulted in money?

Sure, sure.

Yes, yes.

Yeah, absolutely. Make some really Good points here, Mr. Boss Man.

I sent a horrible mailing one time because. So I sent out like 3, 400 offers at once, and on my spreadsheet, the address line was one off.

For the property, for the people. So they got letters with the wrong name and the wrong property. Yes, just the wrong name.

The Mr. And Mrs. Smith got an offer for the wrong property.

Right. So the offers, were they all pretty similar, though?

No. Let's see. Mr. Yeah. Mr. And Mrs. Smith. How did it go? Oh, it showed up at an address, and the address did not belong to Mr. And Mrs. Smith, but the property belonged to Mrs. Mr. And Mrs. Smith. The property. They had a different property in the county.

Wow.

So people call me and they're like, what? I don't get this. Like, I got.

There's a tactic almost.

I got this letter. I got this letter addressed to my home address, but it belongs to Bob Smith. I'm Larry. Right. Oh, Larry, I'm sorry. We made a mistake, by the way. But by the way, do you have any land in. In Colorado? Do you have any land in this county? Well, yeah, I Do. Okay, well, our intent was to send you an offer letter on your land. We made a big mix up. So you're not the only one. There are 300 other people that we did this to. And just curious to know what's your situation with that land? Are you. Are you attached to it or are you maybe looking to get rid of it? And we had multiple sales from that mailing. We just took action and it resulted in success.

You took the emotion out of the motion.

Of course it was a mistake. But you know what I'm getting at, truly?

Is it a mistake or is it not? That's what you're saying. It's like you just failing forward.

Failing forward. Failing forward. Exactly. All right, we got another one from Larry Merle. I love this one. Mike, you love this one too. Another success killer. Trying to do it all by yourself.

You just don't have the time. You know, most of you listening have another job.

And.

And this is something you're side hustling and. Yeah, you try to do it yourself, you're going to burn out. You're going to burn out.

That's a success killer.

Burnout.

Doing it all by yourself.

Not doing it all for My baby. That's a song.

If you. If you don't get help.

Just ignore me. Isn't it great, everybody? How he's just so comfortable with the fact I do that? It doesn't even phase him when he talks because he used to quote and tell me the song, artist, year, name.

Do it all for.

He wouldn't know that guy. He's from my neck of the woods.

Huey Lewis.

Yeah.

And the album is. It's not for. But it's the one before that. And I'm gonna say 1980. 1985.

Wow. 1986.

Oh, man, that was close.

Anyway, I. I shouldn't have interrupted you. Your train of thought. I apologize. But, you know, I'm feeling pretty lyrical tonight.

You are? Yes. I can see that. No, I mean. Okay, so like Larry said, trying to do it all by yourself leads to you doing it all leads to burnout, which is a success failure.

Yeah, it's connected for sure.

If you are burned out, you're gonna lose the passion for this. Right. There's a lack of balance. You need balance. I'm of the opinion you need balance in. In order to not be burned out.

Balance is key.

Balance is key.

Are you standing on one foot? This whole podcast?

No. Why does it look like I am?

Balance is key.

Oh, my God. Mallory. What's up? Mallory. Mallory, it's good to see you. She's a faithful watcher. That's nice for her to come. Are you guys gonna be at the boot camp in Atlanta in October? Mike Zano, you gonna be there?

Yes. Yeah, we'll be there.

We will be there.

We've never had boot camp in Atlanta.

Yeah, it's exciting.

It's gonna be amazing.

October 21st through the 23rd. So if anybody's wondering what's boot camp.

It'S basically next month.

I know, right?

See, that's what I love. I really do love when we have summer and fall boot camp because usually they're very close and it's really not that long for the next ones in January, but that's virtual. But those, the two in the fall, they come like, bing, bing.

They do. And it's gonna be so good to see everybody.

I agree. I concur.

We had a great boot camp a few weeks ago in San Antonio. I think we had close to a record number of people, which is exciting.

Which is still crazy small compared to other type real estate niches. It's kind of funny. We have like a big one, we're thinking, and there's 100 people there, but it's like you, you're there, and there's Mark and there's Scott and there's all the other Eric and Taria and Tate, and you're like right there. But if you were to go to some of these other real estate conferences, it's like, oh, yeah, there they are on the screen right in a big arena. I think that's them. Are we at TEDx? That's. Yeah, that's them up there. It's a small niche, so we could, you know, we say big numbers, say 100. So it's all relative. But it is nice to have that big of a group together celebrating land investing. Celebrating land investing.

I love it. We do it. We do a lot of celebrating, actually. Because you know what I love about it is there's so much proof in the room that it works.

I've been elevates people up who are there because they. They're surrounded by that success.

Yeah. And you know what? That actually brings me to another success killer.

Oh, boy. Go for it.

Bad company.

That's his group, isn't it? I don't know what they sing, but.

I think it is a group. But it's a success killer because you are the average of the five people you hang out with. The people diet. Huh?

The people diet.

The people diet.

Get rid of the carbs and the sugars.

I love it.

The naysayers.

Count your macros.

You want to be business fit, get rid of the carbs and the sugars. Go on the keto people diet.

Oh, my God. Anyway, what do we do?

A lot of fasting. You should have time on your own too. You should fast.

We surround ourselves with amazing people at boot camp. Oh, geez. Yeah, you better. You know what? We have enough new watchers who are wondering what the hell that is behind you that you should probably explain it to them.

It's speaking to the exact thing that you are right now. That is a stallion. And on that stallion's tail is a fly. And the quote that I took from another quote made it. My quote is even a fly can travel a thousand miles on a horse's tail. It's. That is my dedication to Scott Todd. Now he misinterprets as some sort of mule or jack. You know what I said? No, Scott, it's a stallion and it's a celebration.

Did that go on your wall? Pretty sure that went on your wall after the bald cap.

As a way to get on the good graces.

Yeah, I think so.

What time was that? That, Scott? Oh, yeah, 28. 28, 20. Got it. Moxic time.

Love it. Eric Ferc says too much analysis, not enough action. Exactly. Lisa Wanamaker. Go Packers.

Packers football.

Yeah. Yes. Pack packers are football team. She's a Vikings fan. She says she's excited to meet us.

Oh, Atlanta.

Yeah.

Exciting.

She asked what hotel and I don't know, but you can sign already.

Yeah, yeah.

You can go to the landgeek.com boot camp.

And I believe you and I traditionally wait way to the end. We should just book them now and make sure that we don't have to worry about it.

You know, I'm going to put that on my to do list.

Oh. I have a new to do list service. It's not new to the world, but I like Google Tasks.

I'm using Google Tasks.

But wait a minute. Didn't I just talk to you about this this morning and you've already adopted.

I've been using it for months.

Do you use Google Keep? Because it's like those sticky notes of Google.

I use Google Keep a lot.

In what fashion now? As like a sticky note?

Yes, as a sticky note. But I've found that it's a little better using Google Tasks because I have multiple email addresses, right? So I have my personal email. I have my Land business email. I have a land geek email. You and I have an email address together.

We do some deals.

And if you notice, Mike, if you go into our email inbox and you open up Google Tasks in our email inbox, there's a few tasks in there.

Are there messages to me in there like, hey, Mike, how's it going? Welcome to Google Tasks. You found the Easter egg of BZ Investments.

Exactly, the Easter egg, yes. So I've been using Google Tasks. I like it better than now Google keep. I. It serves. It's. It's morphed into a different service for me. So, like, I'll put, like, recipes in there because I cook a lot. Read a read reading list. Right. Books to read, shows to watch, whatever. Anyway, Google Task, what were we talking about?

Yeah, I think we. You know, there's. This can be an argument for one more thing being added to that, such as, like, Evernote or something.

Evernote, dude, what is it, 2014.

Still relevant?

Who uses Evernote? Throw it in the chat.

Throw it in the chat. I think I might have some text here I gotta read.

All right, let me run through the chat. Oh, by the way, we're kind of rambling tonight just about stuff.

If you have questions, post for every other night. If you have a question, different show.

We do have some questions, actually. We should answer some. You ready?

Wait, what? See, folks, he just cut me off the text line.

Go ahead, go ahead. And we'll answer your questions first. And then we'll come back to Jerry, who's been patiently waiting.

By Dennis Rodman's bodyguard. You have the floor.

Oh, my gosh.

Oh, I can speak. The king allows me to speak now.

Yeah. That's crazy that you hung out with Dennis Rodman.

All right, here we go. This person's struggling. Scott sent out 500 mailings. So far, only one response. And that person said that she had gotten a few offers and this was the lowest. I feel like my research is off, and I'm afraid to pull the trigger on buying anything wholesale. Orlando, any suggestions? Okay, Jeff, good. Good question there. Solid. Let's get real here for a moment. Scott, you know, I'm sending out mailers. I got one response with some lady, and she tells me she got a couple of letters. Am I totally screwing up? What's going on?

So 500 offer. You've sent out 500 mailings. I would ask, how long have you been.

I love this little doctor's analysis. Do it.

You got to diagnose it.

Diagnosis. Because I'm thinking just like you. Go ahead.

Yeah. So first off, how long ago did you send them out? And did you Send them all out at one time, or did you send out 50 a day or, you know, 25 a day?

More information needed, right?

We need a little bit more information.

Yeah.

So if you could give us a little bit more information, then we'll move to the next conversation.

Although we may be excited to find out that once in a while, the offers come in within a week or two. Normally, aren't we talking four, five, six weeks to start really getting some traction?

It takes a while to get traction. It takes a while of mailing consistently to get traction. Right, right. So I'm just curious to know, how long ago did you send out the 500 offers? Did you send them all out at one time? Did you drip them? Let us know that and we'll move on to the next part of the conversation.

All right.

How's that sound?

Sounds great. And the only other question on here was about timberland. Timberland. Not timberland. The boot Timberland. Live in Texas, but bought some timberland in Arkansas. Just wants to know if we have any advice on timberland. I don't. You know, we stick to a pretty tight niche here. Not to say that you couldn't uncumbersome. Uncover some timberland.

You. You combined a few words there, and you combined just a few words there.

Cover some timberland. But I typically, I'm not in that realm. I'm not in that realm. Not typically. I'm not ever. So I have not purchased timberland.

I've not purchased timberland either. I would guess. I guess I would ask, what are your intentions? So if your intentions are to buy timberland, to then wholesale the lumber on the land. Right. That's just a different model than what we teach. What we teach is buy land for 25, 30 cents on the dollar, flip it, sell it for owner financing, or sell it retail. Turn and burn. We're turning and burning. We're not using the land for anything else. Very small percentage of people are using land for anything else other than a vehicle for doing deals. So I unfortunately don't have any advice about that either. Now, timberland could also be, I think, interpreted as land with trees, couldn't it?

Essentially, that's what it is, isn't it? Just a lot of them.

Yeah, but. So some people want land with trees. So is that what we're trying to do, is are we trying to find beautiful mountain property with trees? So. So then it comes down to you need to do your research in that area. You need to do kind of a market analysis. Number one, are there any land investors in that area where you could hack some information, go on landmodo.com, landflip.com, landwatch.com Are there other land investors in that area selling wooded or timberland? Right. And if so, what are they selling it for? And then the question is, what do you offer? If you were going to find an area that you want to mail, what are you going to offer? And we like to work in areas. And this goes into the next question. What are the best states to invest in? We like to work in areas where you can buy land for 25 cents on the dollar.

The ones where all the other land investors are.

Right. Those states are typically out west. Name a Mike Zano. Come on.

New Mexico, Arizona, Nevada, California, Texas, Oklahoma, Oregon. That's good start.

Colorado, Colorado, west Texas. Did you say Texas?

I said Texas.

Yeah. Sorry, sorry, I didn't mean to blow up.

No, no, you had a valid point.

So to. To follow the other land investors. And you can still find land in these areas for 25, 30 cents on the dollar. That's what we want to do. So I hope that answered the question. There may be some unanswered questions there. Mike, do you have anything else? You're getting sleepy.

No. I was thinking.

Huh. She could have standing desk like me.

No, I was just thinking there was some more information back on this. This question we had earlier.

Okay.

Sent 20 a day.

Okay.

Starting the beginning of June.

Okay.

So then the other thing we can dial into is this. Are you in fact mailing one specific area? Because another. You brought up an earlier flaw. Another flaw is not isolating a very specific area, having a, you know, like the approach, as you and I would say, but instead of the laser focus approach. And if that's the case, your offers are going to be skewed and you're probably not going to get a lot of traction. So next question. Jeff, are you certain that you mailed a very specific area or did you mail, like the whole county? We'd like to know.

Love it. I like that.

I'm just parlaying off of what you said earlier. You are.

So I think we hit Jerry's question. What. What are the best days to invest in? Lisa says, I feel frozen right now. I have several things I can't figure out and I'm feeling overwhelmed.

Overwhelmed. Oh, okay. So, well, do we know where she's at? Is she, you know, in. In the toolkit? Is she working on her own? Is she in flight school? Okay, and say it again then. I have that context.

She's feeling frozen right now. She has several things that she can't figure out that she's feeling overwhelmed.

Who not how. Who not how? If there's something you can't figure out, there's somebody out there that can assist you. So whatever it is, I mean, maybe she's talking something process wise. It might not even be quote, unquote, land investing. It could be more on the processes surrounding the land investing. So it's hard to really answer, but there's definitely somebody out there that can help you with this, you know. So you know, who wrote that book anyway? Who, not how.

Benjamin Hardy.

Benjamin Hardy. Scott Bossman loves Benjamin Hardy, by the way.

I do. He's got a new book out and I haven't read yet, but it's on my list.

I'm a big fan of his brother Tom's movies.

Yeah, Tom, hurry. He's awesome. Lisa, I know you're having she's having a geek pay issue and I, I just remembered, Lisa, that you messaged me.

Yeah.

You just messaged me yesterday about this, Lisa, maybe even two days ago and I might have missed it. So public apology. What I would do public apology in front of millions.

Millions. Millions.

Millions. I apologize. I will buy you a cocktail or soda of your choice in Atlanta, but I would do one of a couple things and I think you've already done this, but within geek pay, in the lower right hand part of the screen, there's this little intercom icon button thing where you can chat with Nyan N I A N is his name. And if you say Nyan, how are you today? Can you help me with this?

He Scott Bossman sent me over the answers.

Scott Bossman sent me over. Scott Bossman said to contact you. Drop the name. That may help. You could also email Support@the landgeek.com about your issue and hopefully that will get resolved. Somebody information. Okay, good.

Which I think some a slight sign of what we're talking about. Jeff says he mailed different sections of the county with different offer amounts based on the pricing matrix. So here's the thing. You could be spot on with your pricing matrix, but if you're mailing different sections, you truly haven't sent 500. Right. In terms of to one area, you sent like a hundred. If it's five sections, you haven't even sent 100 to each. So that's. Does that make sense, Scott? What I'm saying. Yeah.

Yeah. What you're getting at is these counties are huge.

Correct.

And it's going to be a lot harder to get an accepted offer. If you're mailing here, here, here, here, here, here, here, you're not able to.

Accurately gauge the temperature of that particular market because you're going after, folks, five different markets, in a sense.

Dial in.

Laser. Dial it in. That looked like a physical therapy sort of prescription the way you did their hands. Oh, folks, we're all going to come together and dial it in. Dial it in.

Small area within a huge county. Yeah, right. We like to work in areas where there are hundreds or thousands of vacant land parcels. Thousands, Thousands.

It's legit, though. There's thousands.

It really is. It's craziness. Mike, you and I are in a mailing area.

Yeah. By the way, we've done so many deals together that we've formally joined forces with our wives in an LLC and.

We picked an area, right?

Yep.

It has 1600 vacant land parcels. And really, when you're looking at it, the square. When you look at square miles, square footage.

Square square miles, square footage, square dance, it's all the same.

It's a very small area in a very large county.

Yeah.

That's all I'm getting at. Can you do this? Can you clap with one hand?

I don't know. Can you do this?

Yeah, I can do that. Yeah, I can do that.

I think I. Yeah, that's pretty good. Pretty good there, bossman. Pretty good.

Can you do this? Ready? Sorry. I could go through the whole side.

Oh, man. That was our comic relief, folks. There you go. We used to sing. Now we do beatboxing.

All right, Mike.

All right. I got. You got questions? Because I got one.

We have a comment. East Texas is good right now on price per acre. That's awesome. Brian Kennedy thought he heard you snoring. Brian. You just stir in the pot, dude. Brian is a pot stir.

He's. Brian, you're paying way too close attention. Zoom out your focus on the show, please. Laser focus. Male, not laser focus on.

Mike, I have another success killer. Unless you have a question or comment.

I was deep in thought, by the way, folks. You know, it's like. Like the possum. When he gets scared, he sort of like freezes when I get deep in thought. Thought. Bless it, be confused with dozing off, right?

Yes, Mike, Any. Any comments, questions, concerns.

On the text line?

Yeah.

Oh, well. How to collect buyers lists. Our buyers list for payments in Colorado. That's sort of uniquely stated that I'm not 100 sure if I'm answering it correctly, but that I'm going to read it as it is. How to collect buyers list for payments in Colorado.

Collect buyers list for payments in Colorado.

Yeah, perhaps. I'm sorry, I didn't catch. There's no name attached. Could you maybe restate that?

I think, yeah, that'd be helpful. I think if they restated it for sure.

Oh, and we got from Jeff wrote back. I will narrow down to one section of the county until I see some progress. Thanks for an exclamation mark. See? You're very welcome. We came together, we brainstormed and get a little win here.

Got a little win. Little win, little diagnosis. Love it. All right, we're coming up on an hour. I have. I have one other success killer we should. We should just mention.

All right, let me see if I can figure it out. What have we had so far?

Oh, let's see. We've had bad company, lack of balance, paralysis by over analysis, shiny object syndrome, procrastination, quitting. What do you think?

One other one? What are you gonna come up with? It's probably a good one. All right, go for it.

This. I am so guilty of too many goals at one time.

What do you call that? The multi goal? No goal.

I don't know what you call it, but it's just too many things on your to do list.

I've done that. I've done that.

Right. And it's easy to do in the land business. Very easy to do land business because you're thinking about all the spinning plates of the land business and you're feeling like you need to. To automate and, and delegate and optimize every single plate at the same time.

Yeah.

To where you have a machine overnight. It just doesn't happen.

Yeah, no. You want to optimize specifically, not generally.

Optimize specifically, not generally. So what's. What are some strategies, Mike, that you would utilize if you're feeling a little overwhelmed with all the moving parts of the business and you want to automate and delegate this and this and this and this and this and this. And you have all these goals.

I think you do what Scott Todd says. You focus on the present pain. What is really bothering you? Like what's. Because if you really don't like something and you have this real pain about it, it's going to affect all other areas of the business. So that's the one I would start with.

Okay, I like that. I like that.

Because you, you're winning 10x on that, right?

Yes. You know what has been helping me in the last week or so? And I used to do this and then I Get away from it and I go back to it and get away from it is I do two things. I've done two things this last week, and I've been very productive. First thing is a time block.

Ooh, love calendar. Time blocking. I like to pretend I do that too.

Right. I've pretended for a long time, but I really, I really focused on it this week. And I said from 9 to 10 today, I'm working on land. My land business. Okay. So that's number one. But then number two is I have a priority list that I'm working on within that hour. And here is the top priority, right?

Most important thing for that moment.

The most important thing for that moment.

Like if you do one thing a day. And it would be.

Exactly. So. So that's been helping me this week. Time blocking and prioritizing what's important within that time block. Right. So maybe that will help with the too many goals thing. But Lisa, she. She's got a concern, Mike, that there's been a little too much bourbon tonight.

Yeah.

I mean, Lisa, let's put it this way. It's been so bad in the past that some guy can't talk and some guy's fallen asleep. So we're doing pretty good. Pretty, pretty, pretty good tonight.

I was deep in thought. I was deep in thought.

We're doing pretty good tonight, actually.

We're doing really good. This is great.

Been a fun show. Brian doesn't think there's been enough bourbon consumption.

He does make a valid point.

Yeah. Gas pedal, he says. Any, any. Any suggestions on topics for future nightcap? Mike, we had a topic tonight. I think it went over decently well.

It was very topic centric and I thought it was really good. I thought all those who participated did a great job. No, it was nice to have a topic.

I think we need to. Maybe next week. We're back next week, right?

We are back next week. And the topic of the next week. You already have it.

No, I'm just thinking we need to have a. I think we need to have a land geek spotlight.

Yeah. Who?

Don't you.

Remember? If you're featured three times on the spotlight, you get a free sweatseeto. I think we have some people out there with one. We don't have any doubles, do we? Oh, maybe we do.

No, we don't have any doubles yet. Mark's got.

Roberto was a double.

Yeah. We gotta have somebody on. So let's find somebody for next week, all right?

Okay. Okay.

But one last thing, because we haven't done this in A long time. And this used to be the favorite segment of Nightcap.

All right, let's hear it.

It's the Boston Lego segment.

Boston Lego segment.

So the Boston Lego segment is special because this is when Scott Bossman correctly spells a word.

Yeah.

For Mike Zano. And Mike Zano pronounces the word correctly. So incorrectly. It's crazy. And we haven't done this in a long time, but I thought we'd bring it back. You ready? This one has a double meaning too, so. Okay, I'm excited. I'm excited to have you pronounce it.

All right, let me listen.

Here's the word. G R, I, N, D E, R. It's a grinder. The grinder. Yeah, it's a grinder. Now, Mike.

Pickles and mayo and.

It'S a grinder. Mike, what's your. What's your definition of a grinder?

It's a sub.

It's a sub. Is there anybody on the call that has ever heard of a grinder as a sub? Anyone? Please, please let me know in the chat or on the text.

We have some good ones out here. We have. There's a place up the street from the fire department where you can get. It's. The kids love it. It's got. Because we have. Across the street.

Dude, it's a hoagie. Why would you call it.

We have a bakery, and they bring the rolls fresh over. Hoagies and grinders, meatballs, sandwich, sloppy joe.

Yeah. I love that song. All right, everyone, we thank you for your time and patronage.

We'll come up with a good topic for next week.

Yeah, we'll have a. We'll have a Land Geek Spotlight.

Yeah.

And Mike Zano, I would love to have a grinder with you some night at about 1:30 in the morning in Boston. Can we do that?

Absolutely.

Promise?

It's a promise. But we're coming out to see the championship football game first.

All right, Sounds good. All right, buddy. Thank you. It was fun to be back. We will be back next week to talk more land investing. Cheers.

Cheers.

And don't let the success killers kill your business.

Yeah.

All right, good night, everybody.

Talk soon.