I'm Too Busy for Another Side Hustle

Jeff Burnett. Cheers.

Cheers. That was amazing.

That was amazing. I. We might need a little more energy at the beginning of the show. Maybe some know, pumped up music, but that'd be a great outro.

I like it, man. I'll be honest, I wasted a lot of time thinking about AI Eat Baloney by Land commercials. I got some good ones.

I appreciate it. We all appreciate it. So. So I'm Scott Bossman, that's John Burnett. Mike Zano might be coming. We're not sure. Mark Podolski is still overseas or maybe in transit. It's time to cap the night. It's Nightcap and we got a fun topic. So little intro here. So this is for the people out there who are working over 40 hours a week. You're juggling a lot. You're juggling a family, you're juggling bills. You're trying to keep up with life. Shall we call it the rat race? I don't know.

We shall.

We shall. And you know, really, when you're tired at the end of the day, the last thing you want to. The last thing you want is maybe, you know, something else that takes up your time. Like maybe, maybe you don't want a side hustle. Right? I. I hear all the time, John, you're here also, you know, Scott and John, Land investing sounds great, but I maxed out. And honestly, you know, if it required nights and weekends forever, I probably wouldn't do it either. But the truth is land investing is designed for busy people. All right? And tonight we're going to show you in real time how to commit, how to use systems of automation. And we're going to try to convince you why this might be the only side hustle that actually gives you more time instead of stealing your time. How's that sound? That sounds. And as always, be sure everybody who's watching to tune in every Tuesday night at 9pm Eastern on Facebook, Instagram, YouTube. Bring your questions and we'll tackle them in real time. So it'll be fun topic tonight. John, I do have one very important question for you though, before we get started. And that is, how was Burning Man?

Oh, it was. It was great.

Yeah.

Did Burning man just happen?

Yeah, Burning man just happened. I'm seeing all sorts of stuff online and I thought, oh, John's got to be a Burning Man. I mean, with all his kids.

I mean, look at this background. How could this. This is very Burning man esque.

John, you said you're away from home tonight.

Where are you? I'm in my. I'm over at my parents place, so.

Okay.

And also, fun fact, I was telling Scott just before this, I forgot my power cable. And so if my screen goes black, it's just going to become the Scott Boston show. And then he has to monologue at you guys for the entire remainder of the show. Don't let him stop.

Oh, my gosh. Yeah. You're gonna need to bring a lot of questions, people, for me to stay on all by myself on here, so. All right, awesome. Well, let's get to it. Let's. For those of you chiming in, tell us where you're from, tell us how long you've been doing this. We got some. We got some regulars. We got some regulars showing up. Sean Davis, he says he's tuning out. If that happens, if you leave John, he's out.

I'm the only reason that you're here. Be honest.

Don Thrasher's here. Rick C. Is here. Daniel Bryan is here. Martin Control is here. I'm sure there are others here. I need to actually share this over to Instagram right now, as we're, as we're speaking. But, but let's, let's talk about this, John. So we got some talking points for tonight, right?

Yeah.

First, let's talk the time commitment. What are your thoughts on this whole thing, John, as far as. You know? I just don't. Maybe, maybe you talk to somebody. Maybe they. Maybe they have a lot a lack of freedom in their lives when it comes to finances or time. Maybe they don't have enough time with their family and they just say, I don't have enough time to do this. What do you say to somebody?

I think, like, I had many thoughts about this. Oh, good.

Yes.

I think that there are a few things that are worth considering with that one thing is that, like, it is like, I remember jumping into this and it's this weird thing where you're like, I need more time with my, my family, therefore, I will add more things to my schedule. Right.

Yes.

And. And so there's kind of this weird, I don't know, like almost an oxymoron.

Right.

As you're doing that. And I do think that there's actually an important consideration there. Right. And what it comes down to is I think one thing that's important for us to remember as we get into this is that your family does need you now. Right. And not just in the future. And so Valerie and I, when we jumped into this, it was important that we carved out the time. We made it happen, but we didn't want to do it at the expense of our relationship and at the expense of our kids. Right? But we were able to make that happen, right? And the reality is that this business, it doesn't take a crazy amount of time. I mean, you guys have heard us say it over and over again, right? Where we want you to be in terms of jumping into this is about 10 hours a week. You can do it with a little bit less, you can do it with a little bit more. But 10 hours is honestly very, very reasonable for getting into this and starting to scale. And you can put an hour here, an hour there for Valerie and I, what that looked like and is, you know, when we started, we would carve out a little bit of time in the morning. I would do my lunch break, we work a little bit in the evening. And then we had shut off times right after 8 o'.

Clock.

No land, right? No land after 8. And then Sunday we would just shut it down, right? And we do a family day, right? And so we wanted to make sure that we did that. And it was a grind, right? Like, it was more things that we were doing, but it wasn't crazy, right? It was a reasonable amount of time that we were putting in and we were able to still focus on our family, and then we flip the switch, right? And then all of a sudden it's crazy amounts of time with family, right? It did afford us what we wanted, but I do think it's important to be wise in that. And you don't want to, like, you know, there are people who, who sacrifice their family on the altar of financial freedom for their family, right? Where you're pursuing financial freedom for your family and then you don't see your family in the meantime, right? You can't do that, right? But I do think that there, there are ways to do this, to carve out that time, make it happen, and it's worth it.

So, no, I love that it is all about carving out the time. And I think your amount of motivation will help you find the time. I'm going to challenge you on something, though, John. I don't think you need 10 hours a week, I think, not to start, right? Like how many of us drive to and from work and it takes a half hour to get to and from work, right? And we might get lost in, in the, the endless drama of the news or your favorite sports team or, or maybe some podcast that doesn't give a lot. Maybe it's, maybe, maybe it's a little more fluff than what you want, right? That when you look at all of the time we have. And then you're talking scrolling now, right? There's a lot of scrolling. So, you know, add up, do, do a time audit, in my opinion. Look at how much time you're spending during the week, driving to and from work, flipping on your phone, and just ask yourself, hey, can I replace three or four or five hours of this activity with even learning? Right? And the nice thing about driving is, you know, Mark's got a thousand podcasts going back to 2015, and probably 90% of them are still applicable. So you can get on there and learn a lot. So, so I think, I think, you know, I think you can do this with a half hour a day, start learning an hour a day, seven hours a week. I really do. I think that you may want to, however, carve out more time once you see it's working. Because when I got that first sale, I was motivated to do more. And I'm like, okay, I'm bringing in $130 a month, passive income. What do you, what do we think about that now, John? It's like, oh, it's just another day in the office. But back then, like, it was a big deal. So then I'm like, all right, how do I, how do I do that again quickly? And, you know, might I be motivated to find some time early in the morning before the kids get up, or maybe burn them in just an extra half hour tonight to do a little bit more? But I think you're exactly right. It's carving out the time. And for many of us who have full time jobs, who work 40 or 50 or 60 hours a week, plus we have family, plus we have other commitments, it is about carving out the time. But I would just challenge everybody on the call. We probably have more time than we think.

I think that's such a good point. Like, it's interesting. I've had these, like, you know, I've done these like social media fasts and you do it and you're like, oh my goodness, I, I am way more productive right now. Right? But to do something like that and just say, you know what, I'm going to take two weeks, three weeks and pull off of social media just fast. And I'm going to replace it with X, Y or Z, like, see what happens, you know, I love it.

I'm going to ask, I'm going to ask the group right now, where, where can all of you find extra time? Awesome. All right, I'm gonna, I gotta turn my fan on. It's getting, getting Warm. I'm getting all heated. Getting all heated in here.

So excited.

But, you know, the other, the other thing is there's. There's kind of an analogy here too. Like, with, like, okay, when you're gonna start a fire, what do you gotta do? You got to gather the kindling and you gotta get the paper in place, and you gotta get the lumber in place, and you gotta prepare everything. And sometimes it takes a lot of time to do that, but you just do a little chunks, right? And then you start the fire. And then once you see the fire happening, you got to keep the fire lit. So I do believe also that there is some commitment with this whole time thing. Like, once you start learning and once you start doing deals, you do need to commit your time for the next couple of years to keep the fire going, because that's going to really result in what you talked about, John, where we, we eventually start buying our time back with this whole thing, right? Yeah. And then you're exactly right. The script does flip them because we can start scaling back in other areas of our life and just maintain our 10 or 15 hours a week in the land business.

Yep, yep.

I like that a lot.

And I think you're right. Like, it doesn't take, especially to start. When I talk to somebody, my biggest thing is, is momentum, right. So when I talk to people about the land investing business, generally momentum is high. And the worst thing you can do is nothing. Right. Momentum doesn't stay where it's at all by itself.

Right.

And so, I mean, come to nightcap, ask us questions, right? Learn things like Scott saying, and you can, you can maintain that momentum and you can start getting some actionable strategies. Right? But yeah, I think you're right. Like, 10 hours is not necessary at the outset. Like, I think it's a good. It's a good spot to be, to start scaling quickly. Right? But at the outset, if you got two hours, if you got one hour a week, right. You can start building something and getting yourself to the point where you can really start turning this into something.

No, I love it. And what fuels your motivation to participate in learning? Like, you have to have a why. And most of us who get into this, our why is time. We want our time back, especially as we're getting older, right? We get older in our 40s and 50s. Time is our most valuable asset, right? So we want time. So to spend a little more time now to buy your time back later is oftentimes a really great sacrifice, especially in this land business. So cool. We Got some comments coming in. Sean Davis. Hello. From Kentucky. Just started flight school. Sean, congrats.

Cheers.

He's carving out the time right now. Adam Blocker's here from South Carolina. Martin. We know you, Martin. Recognize you, Martin. He's in Southern California land investing since January 2025 and he's been land banking for over a decade. So he's, he's just collecting it for later. We like that. Rick C is here. Week eight of flight school. John Lowry's here, day zero. John, welcome. Lots of learning to do. And then Daniel Bryan. This is awesome, Daniel. Thank you. The book three Hours a Day is good on this. Add three hours of working for the long term income while slowly reducing the day job until it's the only three hours remaining. And that's. I think I would enjoy that book. I've never heard of that book until right now.

I just googled it. Thank you.

You googled it?

I googled it.

Use that all powerful search engine. Yes. I'm surprised you didn't chat GPT it, John. Just give you the.

I know, I'll be honest. I'm becoming less and less impressed with Google these days. But Noli Williams is the author of three Hours a Day.

Okay, nice.

Anyways, sorry, I, I digress. But I'm excited.

John, if you could throw that in the, in our private chat. I'll put on the screen because I didn't hear exactly what you said there as far as the authority. But look at this. The land geek. Good morning from Bali.

The land kick himself.

The land geek himself. Mark and Laney. How are you guys? We miss you so much and we want you to come home. You've been gone so long.

I know.

But talk about living the dream, right? They've had a couple, couple months off getting out of the heat of Arizona and, and into the heat of Bali.

Is Bali hot into the heat of Bali?

You know what, that's a good question. I would think it's hot because I'm.

Googling the temperature right now. Still Google. That's it.

Another thing to Google. Mike Leone. Hope to meet us in Austin. Well, we hope to meet you too, Mike. And let's see who else. Boy, we got a lot of comments tonight. I love this. Yeah, Scott Christensen. He's got to make up for the darkness retreat to break even. So. So we have some comments also about where do you find the time or where do you find the motivation to find the time. You know, we, we're going to talk about where to find more time later like with virtual Assistants and systems and that type of thing. But like Martin said, you need a spark, right? The spark is your why. Yeah. Sean Davis. There's no true extra time. In my opinion. It's whatever we make a priority. Just another thought, right? It's another way of thinking about time. You're exactly right. Daniel Bryan. He's a night owl. Easy to pour time in between 8 to 12 after the kids go to bed. Scott Todd used to talk about that all the time burning the midnight oil. Some people are morning people. I got up at 5 in the morning, right. It was the only quiet time I could find. Awesome, Daniel. Oh, this one's awesome. John, you ready sandwiches instead of cooking dinner.

There you go. That's how you find your time. I don't know if that's where I want to find my time.

There's, there's no meal prep, there's no dishes. You carve out an hour for land. Oh, man, I love this. A lot of comments coming. I love this. All right, we'll get, we'll get to some of the other comments later, but we should probably move along with the, the discussion here. So let's see what else John, with. Well, let's talk about, let's talk about how once we get into the business, there's a lot of learning to do, right? And we do not want to create another job for you. That's the last thing we want to do. We do want to create a business for you that buys back your time. So John, talk about that in your business when you started to feel like, hey, it's actually going the other way. I'm actually, or maybe I'm spending the same amount of time on land, but I'm starting to scale back in other areas and I'm starting to get more time. What did that feel like and what did that look like for you?

So we had like a flip the switch moment. So it was like big. It was. And it was crazy. Like, I still remember I have to find the video sometime. Valerie and I sat down on the couch and we recorded a video of ourselves at that moment, just talking. Because we wanted to remember, right? We wanted to remember why we jumped into this and what the reasoning was behind that and what, what life was like on that side, right? And so it was pretty stark for us when we, when that happened, it was kind of like from, from, you know, from working a full time job to just not. And so I do think so with that there have been moments, you know, the, the core benefit, one of the core benefits I Think of this model itself is the fact that there's so much repeatability, right? So there's very consistent variables between each of our properties, between each of our processes. So there's so much that you can delegate and that you can automate. Right. And so when you find yourself doing something over and over and over again, you can hand that off to either another person or a tool. Right. And so what you can do is start pulling yourself out, out, out of your business and so that you actually have something that isn't a time suck for you, right. And so that you're working on your business rather than in your business. So ultimately that's, that's where we want to go. I meandered a bit. Did I end in the right spot?

No, you didn't meander. Yeah, you definitely, I just said what, you know, what does that look like? And you definitely, I think you gave us a good explanation of that. Right, Cool. You start. And I guess the way I look at it is like we're almost spending the same amount every week in the land business. It's just that 10, 15 hours a week in the land business. That's actually pretty consistent. I think if you can remain consistent at that pace for three to four to five years, you will start to scale back into other areas of your life. You can go for, you know, you can go from full time to part time in your job. Look at how much time that frees up. Maybe put a few more hours into land and help it grow faster. You start buying time back for your family, you know, six days. This is one of the things that, that made an impression on me, John. It was really, really stressful for me when I was working full time and my wife was working full time and one of the kids got sick. And when one of the kids gets sick, it just throws a wrench into your entire day. And for me, I'm in patient care, so I was in patient care full time. And that always kind of hurt because I had this, I had this slate of patients, 15 patients that I wanted to see that day where my kid gets sick and I'm like, okay, I gotta take the day off and I have to cancel on all those people. And it just killed me every single time. I hated it. Not that I didn't hate staying with my son because he needed care, right. And I'm, I'm, I'm going to nurture my son when he needs care. What I hated was the stress it caused me. And I think what happened for me, there are all These little moments in the business where a light turns on, you're like, oh, man, it used to feel this way, but now it feels this way. And now, well, kids are. Boys are out now, but when they were in middle school and high school. Middle school, not as much because I was still working part time, but high school, if they need to be home sick, I could be there for them. If they needed something and there was no stress associated with it. Oh, you need to stay home, buddy. Okay. That's okay. No, no big deal. I'll take you to the doctor if you need to. Let's go to the store and get you some stuff. I'm gonna go get you some oj, get you some Gatorade. Like, what can I get you? There's no stress with it. And I don't know. I think there's a lot to be said for that. That this business also buys back your stress.

Yeah. Yeah. I. I guess this is kind of tangentially related, but I had a moment, too, with sickness with my kids when we were in this. Or when we. When we were in flight school and getting. Getting rolling and we got hand, foot and mouth disease as a family. I don't recommend it. I still remember to this day like. Like the ibuprofen and the Tylenol, like, timing them and, like, sitting there with my watch, waiting for the appropriate minute when I could take ibuprofen again. And we're just miserable, lying on our couches. And back then I had only two kids, but the thing I remember is us just lying on the couch being miserable, and my son just over and over again just saying, daddy's home, Daddy's home. Daddy's home.

Oh, wow, that's crazy.

It was like, I still just get chills and, like, just. Just thinking about that, you know? And it was. That was the reminder. Like, this is why we're doing this.

Right? Right.

It's giving my kids my presence whenever they need it. Right?

So, I mean, for that feeling and for. For what I've experienced, I mean, you know, one. One would be motivated to put in a couple extra hours a day to learn this and do this. Right?

I know it's crazy. Like, I mean, I had, like, I had breakfast with my family this morning. I made quiche. So I want you guys to know I'm very domestic, but I created. I make quiche.

We had quiche.

And then I had lunch with my son at school today, and so I gotta stop by and go have lunch with him. And then I had dinner at home. With my family. We had tacos. It was great. I had chicken for lunch. You guys know everything I ate today now.

So healthy. So many healthy things. I won't tell you what I ate today. All right, I'm going to tell everybody. My favorite quote. Mark Podolski always makes fun of me, this quote, but here's my favorite quote. This was in a book that I read my first year of land investing 10 years ago. And it really left an impression. It was by Rory Vaden and it was called Procrastinate on Purpose, which the title does not do justice to the book because the title. Because the book really talks about how to automate, delegate and eliminate systematize. But he had a. He had a question or. Sorry. He had a quote in the book where basically he said, you know, when you're taking on new side hustle or something new, to start buying back your time. What you didn't. What you need to do. Is this.

Ready?

Oh, come on. It's not coming up in the chat. Did it come up? Hold on. Well, there.

I think so there.

Double time, part time for full time free time.

My brain.

I know you got to think about that for a minute, don't you, Jo? We're putting a little more effort early, right. For the rewards down the road where you do have the full time free time. So I think if you think of it that way, when you're starting a new side hustle or you're starting line investing, you do have to work a little bit harder initially. You are going to have long days at work and maybe the last thing you want to do is crack open the county research book at the end of the night. But hey, the county research leads to the mailing, which makes you money, which eventually leads to sales and freedom. Right? So that's just my favorite quote. I thought people might resonate with that, that it's a little bit more work initially and then as we go on, it gets a little bit better because of all the things you mentioned, John.

I like it. Double time, part time for full time free time. Yeah, we should turn that. Can we turn that into an AI song?

I'm sure we can. We gotta credit Rory Vaden. I guess.

I guess so.

All right, more comments. What do we got here? Oh, let's see. Sorry. Oh, Don Thrasher. All right, so this is what we want to get rid of. Don. Don said, I played golf today with my son and felt like I was behind when I got home. I felt that way.

Yeah.

For sure. Right.

You know, I was thinking of Don Thrasher the other day. Sorry, I'm going in. I'm going in full tangent mode. Don Thrasher is a respiratory therapist. And I actually had to take my son to the emergency room last week. So everything's fine. This is a happy story. But he was just, he was wheezy. We had like, we had smoke in the air and he was getting kind of white and took him to the emergency room and I saw respiratory therapist, and I thought, don Thrasher is a respiratory therapist. So, Don, next time I'll, I'll call you.

It'll be great.

And you won't charge me $2,000. I can just get you like, oh, I'll give you like a quarter acre or something like that.

That'll be great. Good thing you're a land investor. John Burnett. Awesome. Scott Elliott started flight school a few days ago. Sat in his first office hours tonight. Really good. Glad to hear that, Scott. Welcome Shannon Morris from Nebraska. We all have the same 24. It's always a decision how we spend them. It's all about the effort. Love it. A lot of great, great advice from all of the watches tonight. Mark's home on Friday. Can't wait to be back in his own bed. Love it. Mike Leone. When you're motivated in something, you find time. Don's laughing about something. He was laughing before. You were talking about respiratory therapy, so.

Okay.

But Daniel Bryan feels your pain also on the hand, foot, and mouth disease. For sure.

It is painful.

Buy back your stress is Dan Martel's next book idea. All right, I love that. And Mark likes the book Procrastinate on purpose. Awesome. Well, any questions from the peanut gallery? No, that's derogatory. Sorry. I used that a couple weeks ago and I got in trouble. Can't say peanut gallery. Mike Zano got all mad at me. So, any questions from our viewers? Questions, topics?

I think, like, I just really like the point that you made about the time audit. Like, I think that that's so helpful when you really think about that. Like, where am I spending my time? Is there any area where, you know, where I'm just kind of in that. The scroll.

Right.

Like just that steady dopamine drip.

Right? Right.

To remove that and replace it with something healthy. Right. A. It's just good for you. Right. You'll feel better on the other side of that, like, getting rid of just that steady dopamine drip. And you can actually use that time to build something that changes your entire life.

No, time audits are really helpful. And I think what you had mentioned the social media fast. I mean, if we fasted from social media, how much more could we get done during the week? Right. There's a cool. There are a bunch of cool apps out there that. That you can install on your computer that prevent social media from happening or you can track your time. And if you go into social media, you lose your progress or that type of thing. There's actually an app that I use to this day sometimes when I need to sit down and really focus. It's called the forest app. Have you ever heard of this, John? Have you ever seen it?

I have. Don't they, like, plant trees for you or something?

Yeah. So for. For however long a period of focused time you have, you plant a bush or a tree, and you can like, create these landscapes of bushes and trees over time, and it's just kind of cool to see, right? Like, okay, I put social media aside for an hour and I built two trees. And it's still a fun app. It's on. It's on the Mac and it's on the Apple Istore. On your iPhone. So there are ways out there, guys, to help you find more time. And this is one of those apps which I think is pretty cool. So check that out.

I like that. I have a little thing on social media. Like, there's newsfeed blockers that I use on. Yeah. So my thing with social media is that if I use social media, I don't want it to happen to me. I want it to be intentional. And it's so easy to just get caught in the newsfeed and just scroll, scroll, scroll, scroll, scroll. And so you can get. There's all these, like, plugins you can get. And it just erases the news feed. And so it's just blank. So if you want to see something, you actually have to look for it and find it.

I love it. That's awesome. All right. Yeah, there's all sorts of tools out there, so. And you know what? I'm gonna. I'm gonna get back on my high horse here for a minute. This whole I don't have time thing, it's just people have. People have no idea how good they have it nowadays. Right. Like, John, look at what we did eight to 10 years ago. It would take hours to get a list. It would take hours to mail. It would take hours to create an email nurturing list for our buyers list. It would take some people hours to write ads. I hired copywriters to write me 50 Craigslist ads. Right. Like, now all of that Stuff that I just mentioned happens in minutes. It really happens in minutes. Because now we have the tools and technology to scale our time. So. You know what? Back to our original topic. I don't want to hear it. You don't have time. You don't have time. You're so busy. Listen, you don't know what it was like. Scott used to have to walk uphill.

Both ways just to get his mailers out.

And. And Mark's even, like, Mark's. Mark's like, exponentially more upset than I am about this because he's been around since 2001. Like, it was all paper back then. He's getting plat maps from the county. You know, he's got to call the county. Can you send me the plat map for the subdivision? Right. There were no websites, so anyway, so everybody out there nowadays worried about time. I mean, you're going to grow your land business a heck of a lot faster than I did with your hour a day.

I still remember buying a printer and folding and buying, like, reams of envelopes. Remember those? Like, envelope reams?

Yeah.

Like, yeah. And then stamps. Like, God help you if you get stamps that weren't the stick. The sticker kind of. Oh, like, you ever make that mistake? Or the envelopes that weren't the sticker kind. It's like, you ever seen that. That Seinfeld episode where George Costanza's fiance dies from poisoning from the envelope glue?

That was us. You're totally right. You're totally right. Oh, my gosh. Yeah, it was. It was a different time. Ken Green, you know, he reminds me of. You know, I tell this story all the time. I'm sure people have heard it, but Scott Todd was my coach 10 years ago, and his. His first recommendation to me to scale my time was the letter folding machine. Scott, this thing is amazing. He, like, holds it up on my coaching call, right? Like, it'll fold, you know, 150 letters an hour for you, and you put it in the corner, you put your stack of papers in it, and it. And you run it and, like, you can hear it across the house because it's as loud as a lawnmower. And it goes click, clunk, clunk, clunk, click, clunk. It was just. Yeah, it's craziness. And then it get all jammed, and then I have to reprint stuff. Tough life back then. Yeah, tough life. But anyway, I digress because of my anger.

Young land whippersnappers today.

You folks today will be so much more efficient with your learning and your Doing And. And your scaling than John Burnett and I could ever have hoped to have been. So. Yeah. Oh, that was good grammar for two.

Bourbons in those two have been.

I like it. Let's see. Shannon Morris, still trying to get the rhythm going. You know what, Shannon? It takes a while to get the rhythm going right. What do you gotta do? What do you gotta do? John Burnett. What do you gotta not do?

What do you have to not do?

I'm setting you up. It's a You.

You have to not do nothing. Let's just get as many double negatives as we can. So, I don't know, like, I mean, anytime you start something new, like, we're. I mean, school started for our kids last week, and it's crazy, right? Like, I got three campuses that I'm taking my kids to, and then we got jiu jitsu and piano. It's like, I feel like I need, like, a PhD in logistics just to, like, make all of this work. Right. And that first week is really hard as you are getting into the new rhythm, and then things settle into a groove over time. So the biggest thing is to keep on going, right? Don't stop. Just keep on going. But how is that? Good? Pithy.

That was perfect. You complete me.

So I get a card.

This is like, my first card. Mike Zale's gonna be jealous. John Burnett, you complete me.

You had me at hello.

Yeah, you're exactly right. I mean, we're gonna have days. We wake up, we're like, what the heck am I doing this for? Right?

Yeah.

You just got to move your feet. You gotta just. Just keep going, keep doing, and the results will come. And just not quit.

Right? Yeah.

Your buddy Matt Forbes and my buddy Matt Forbes just. Just do not quit. Yeah.

Never stop. Never stopping.

Oh, I love it.

Yeah, somebody said that.

I don't know who, but it's never stopping. That's another great quote.

It is.

I'm gonna add that as a banner. I like this banner option. Never stop. Never stopping. All right, more comments coming in. I love all the comments. Let's see here. Oh, we got some technical land questions which we'll get to here in a minute. Billy Swinton. Social media is my reward, but I can only use it for 50% of the time. I read. I do. I do. It read. But I don't like it as much as I should. Yeah, I mean, I think we all read. You know, my wife's like to. You've been scrolling a lot. I'm like, I'm reading the news. Are you, she says, are you reading the news?

Yeah.

All right, we got. Okay, we got some technical land questions we gotta get to here. Zapier is really good for those who like to build systems and automate. I've essentially built my own LG Pass with Zapier Automations. That's awesome, Daniel. Very good. What's the other one, John? That's like Zapier now?

Integromat. Oh, no, Integromat. Something else, I think. Oh, wait, and then there's the N8. N8 N is for, like all of you crazy. Like, if you're a programmer, then you can use Nadan, but if you're me, you use Zapier.

Yeah, there's another one like Zapier, which I can't think of the word of right now, which is supposedly cheaper or free or that type of thing.

So just if this, there was like, if this, then that was like one. But I feel like that was.

Yeah, that's so 2015. Yeah.

I mean.

Yeah. All right, well, you know, we talked a lot about time. I think we've talked about strategies as far as, you know, how to find the time. You know, time blocking is always great. Try to block the same time every week for learning or doing or that type of thing. That's what I really recommend for flight school people. Try to block out the same couple hours every Friday. Right. Or every Saturday or whatever and just make that your learning time. And you're doing time. Yeah, we talked systems a little bit. We talked tools that help buyer time back. We talked about how jealous I am and, and Mark, how. How just furious he is about the fact that everybody has it so easy. Think of how rich you'd be marked if. If you started this now. I mean, that's just craziness with your time and your money, in all honesty. All right, cool. So I think we talked about all that stuff and I think that I would just call everybody to action here with. Or I have a call to action for everybody. I challenge you to set up a 30 day. A 30 day. What do you want to call it?

I don't know. I don't know what it's going to be. I'm on the edge of my seat right now.

Routine for yourselves. A 30 day routine for yourselves to find 30 minutes a day for the next 30 days to learn about land investing and maybe find 30 minutes a day every day for the next 30 days to do something else that's good for your brain and soul. Right. But I. Without a doubt, I know people have 30 minutes a day. And, you know, you could listen to Nightcap on. On loop. Learn a lot from this guy, John Burnett. All right. We didn't even talk. VA's. VA's, man. How much time have they bought? How much time have they given me back?

Yeah, right.

Oh, Scott Christensen likes the Focus Keeper app. It's the pomodoro technique to keep me focused on my work. I like that. Pomodoro.

I just like the word pomodoro. I don't know what it means, but.

Yeah, it's just the. It's the timing. Set a timer, set an egg timer and do your focus.

Oh, yep. Yeah, I'm. Yeah, I think.

Yup. Yeah. Focus Keeper.

Is it the ones where you like? I. The ones that I have for my kids. We've got so many of these. The time timer. Yeah, yeah, we have many of those.

It's just like the forest app, right? Or it's just like. Probably like the Folks Keeper app. Steve Johnson Tomato. Is that an app or is that. Do we add that to our.

Just a comment? I like it. Let's go. Let's go with the non sequitur comments. Keep them coming.

And, Mark, I hope you're still watching, by the way, because we have a great new outro for Nightcap. So we got to work on the intro, but the outro. I think we got the outro now.

Pomodoro means tomato.

Okay, okay, got it, Got it.

I mean, I was just excited. Anytime anybody wants to just randomly comment tomato, you are welcome.

I mean, Ken, you are a smart one. You are. You are on top of your game all of the time on Nightcap. All right, let's hit some of these technical questions. Where did they go? Okay, here we go, John. Sean Davis, new to flight school. They've been digging into county research and really trying to pick that one county where we say, this is it. What insights John Burnett do you have?

Yeah, so this time I would say that. So you want to. I mean, we talk about it a lot, right? Like, you want something that is not a place where nobody else has ever been, right? And so if you don't see any other land investors there, like, don't start there, right? If you don't. You know, we talk about it a lot. Like, it's fishing. It's like fishing, right? When you fish, you go to where other people are seeing success. You don't try to just start just anywhere, right? So that's one thing I think, for me. My. My questions. The first question I have is, can I sell this land, right? And if I can sell this land, then I go to the next step. But the first step is, can I sell this land? For me, I ask the questions, right? Is there legal access to the property? Right. And is there, is there some level of recreation potential in this property? And can you build on this property? Right. Sometimes I buy in areas where there's no recreation potential, and sometimes I'll buy only recreational properties that, where you can't really build, that's fine. But if I've got those three things in place, generally it means that, that it's something that I can, I can sell. And you can get a good gauge on that just by looking at other people's advertisements. Go to a land site, click around, see how other people are pitching these properties. You can click in and see, does it have an hoa? Does it, you know, just look at what other people are saying and you can start getting a feel for that. So that's one thing. And then the other thing is I'm looking for high repeatability, right? So if you're looking at an area, and let's say you're looking at a rural subdivision, and again, when we say subdivisions, we don't mean the outskirts of Seattle. We mean, you know, where you're dealing with a large group of, say, 1 to 5 acre lots or something like that, right? When I look at an area, I want to make sure that there are enough parcels for me to actually build a business in that area, right? If there's 50 parcels in that area, well, one mailer and it's gone. I may or may not get a deal out of that, right? So you want to make sure that there's enough for you to churn in. And then you just think about questions like how much, how much money do you want to spend? Right. Do you have $500 to spend on land? Well, then, you know, I mean, I guess. Well, let's put it this way. Do you have $5,000 to spend on land? Well, don't focus on a county where you're buying properties for $5,000, because then it's all gone, right? So you want to spread out your budget so that you can build the machine. Because that's what we're doing. We're building machine, right? It's not just about doing one deal. It's about doing many, many, many deals. So.

I love all that, John. That was all amazing advice. Usability, legal access, road access, right? If it has those things, there's not much we don't buy at A deep discount, in my opinion. Right. You know, I think to see that there's activity in the area is important on the buy side and the sell side. And then what was I gonna say? I was gonna say one other thing. Oh, I think so. You're talking about ad hat. I call it ad hacking. Not ad copying, ad hacking. You're hacking other people's ads to learn about the area. Okay. You do not want to copy other people's ads. That's not cool. Okay.

It's not cool.

You can, you can also hack the Facebook group and you can see where people are selling land. Wholesale or selling land, land art. Right. Those are ways to pick up on areas that are maybe hot. And also, Sean, like as you, after you send out your first batch of mailers, it's going to take a few weeks for those things for those mailers to season. So I think it, you know, be helpful for you to acquire property, land or wholesale, which we will talk about in flight school. And a great place for doing that is our Facebook group or our Mighty Networks group. Awesome. Shannon Morris, when you are initially starting out, have several offers on the table, and have several offers on the table, where do you start delegating job responsibilities? That's a great question. I think, I think most of us delegate one thing first, and that's probably due diligence reports, don't you think, John?

Yeah, I think so.

Probably one of the first things you delegate, I mean, we used to delegate scrubbing a list and compiling a list and building a list. Now you can do that pretty quick. So I'm thinking the next thing that takes a lot of my time that I'm probably going to want to get rid of first is like creating a due diligence report or a property report. What do you think?

I agree. I think that because what you'll find is that when you do, when you do due diligence was a lot of these do, do, do when you do due diligence on your properties over and over and over again. Right. Again, like we're focusing on properties where there's a high level of repeatability. And so, you know, if I'm focusing on an area where there are thousands of properties in this area that I'm looking to buy, I mean, a lot of times when it comes to due diligence, we're looking for the same dang things over and over and over again. Right. And there's a lot that's just kind of copy paste right between these proper. And so a lot of that is you know, again, highly repeatable. And you can really get that off of your plate and put it onto a virtual assistant and do that in a cost effective manner.

Yeah. And Shannon, maybe you're beyond that. Maybe you've already done that, maybe you've already outsourced that. As far as what's next, I think it just depends on the person. Right. I think for some people, marketing is the biggest pain in the butt ever. So you may want someone to help you market or creating or listing properties on land websites. Right. Or having the sales conversations. Right. Cultivating the leads, having meaningful sales conversations, closing people on the phone or via text or email. Sometimes those are the things that are most painful. Sometimes mailing.

I do think so. One thing too. And Shannon, this may not be you, right? But I think sometimes people can feel overwhelmed and have an initial gut reaction to. I need to delegate right now before I actually dig into this process. Because for me at least, anytime I jumped into a new process, you get this pit in your gut. You're nervous, you're having to pick up the phone, you're talking to people, and you really do need to learn those processes first. So, you know, it's important that if you got several offers on the table, you're talking, you're picking up the phone, you're talking to these, to these sellers, and you're starting to work those processes. And then a lot of it just comes down to like Scott was saying, like, what is it that you, you know, I guess who are you? Right? And what is it that you do and don't enjoy?

Right.

If there's something you don't enjoy and it's repeatable, delegate that.

Right?

Prioritize that first.

You said one of my favorite words.

I did pomodoro processes.

Because, because if you just break it down a little bit, you could, you could break it down into process ease. Like, easy.

Look at this.

There's some ease in the process that.

Let's put that on a T shirt. Process, process ease.

Yeah, we're like the T shirt guys. We have a lot of T shirt ideas.

Somebody, somebody make a list.

Yeah, Mark Kadowski, if you're watching, we have another T shirt idea. You know, you always say, mark, there's a pig for every barn. We, we all just, we twinge just a little. I don't know what it is. I don't know. It just feels dirty. Like, like, like, like it's just not quite. I don't know. So we came up with a different one. There's a duck for Every puddle, Mark, that just sound more like accepting. It does.

And it also needs to be a T shirt. There's a duck for every puddle. Hi, cat. There's a duck for every PM Central. Yeah, we need to get like a T shirt printer. Like, do they make those you feed in a T shirt instead of a piece of paper?

Yeah, yeah.

Mark, you need one of those. And then we're just gonna. We're just gonna go to town. It's gonna be.

Send it to John's house.

Send it to my house. And my children will wear them. They'll be walking nightcap advertisements. We'll make some onesies.

Steve Johnson. I've been in contact with a seller that has property in multiple states that she wants to sell, but I'm so new that I'm not sure I can capitalize on it. All right. I mean, this is. It just screams opportunity, doesn't it? Yeah. And you're probably.

Send it to me, Steve. Give it to me, Steve.

Steve. Scottatthelandgeek.com you don't need to email john@thelandgeek.com no, but here's the really cool thing, right? Like, a lot of people come in these into these situations, John, where I just talked to a couple like a month ago. They're in week five of flight school and they're on the verge of buying 20 properties. And they came on the coaching call and they were overwhelmed. They're like, scott, what do we do? Like, we don't. Like, like, this is crazy. It's overwhelming. We don't know how to buy all these. We don't have all the money to buy these. Well, let's sit down and talk about it. Let's create a plan for you. But the really cool thing is you can tap into a community of people who can help you get these deals done in a number of ways. You could. I mean, we could go this probably an entire podcast, in all honesty. But you could line up a wholesale buyer, right? Like, let's say John Burnett wants some land. You know, maybe he works in that area. Call John. Hey, John, I'm coming in some land in this area. Would you be interested in buying these wholesale? Right? Line up a wholesale buyer, find the funds to do the deal, right? Either from friends and family or somebody in the community. Set up a debt agreement where you can pay them back over time. Do the takedown deal. So the takedown deals, like buy one or two a month for the next 12 months and just create an agreement with that seller, Right? What else, John? Am I missing anything?

I mean, I think that's great. Like the takedown deal is a good one, right, where you can negotiate. And the other thing is just start, make a spreadsheet, right, and start looking at each of these properties and trying to get a gauge of what the market value is, right? That's your first piece of due diligence. So if you can go through that, right, and get a gauge for each of these individual properties. You know, one of the things that I do, one of my tricks is, you know, you can go on a site like land.com and you can zoom right in on the map and click search this area, right? It's a little bit of a pain because you have to go back and forth between like Google maps or the GIS and the, and land.com to find the right area on the map. But zoom right in on that property, click, search this area. Keep on zooming out until you find some comps, right? That'll give you a gauge, rough gauge of the market value for properties in each of these individual areas. Come up with that and then you're going to have some, a strong arsenal. Like you'll, you'll know a. If it's a good deal, right, for you to actually move forward on. Or is this guy wanting, you know, 150% of retail value for all his properties? And then, yeah, I think the takedown deal is great, right? If you can work something out with somebody where it's like, hey, we're going to structure it like this. You're not going to pay you X amount, you know, per month or, or in these tranches and I'm going to buy these properties from you and you can structure it out. I think that's great. And then all the ideas that Scott has, you can find people to buy it from you wholesale. You can find, you know, you can. I mean, it's, there's lots of opportunities for creativity, right? You can even find another investor who just wants to help you analyze the deal and then he'll buy some of the properties and you'll buy some of the properties, right? So there's, there's lots of opportunities. The community is very generous. Lean on the community, right? We are great. We're a great, we are great. Pat on the back.

Yeah, that's awesome. All amazing advice.

You're great, all of you. Community.

All of you. Hive mind. Land geek, hive mind. I can say that he gets mad at me when I say that. The other thing that might be overwhelming with that, Steven, is she's got Land in multiple states. That can be a little overwhelming as well. So I. I would take the approach that John said, create a spreadsheet, get all the property information on there, and then just start. Start asking questions on Facebook, group, hey, who works this county? Who works this county? Who works this county? Right. And, you know, throw a question up at the Facebook group. A lot of people give some really great advice in there. Awesome. All right, we'll do. Let's do one other. One other technical question for Don Thrasher. Don's conversion rate is low, less than 3 to 5%. All right, well, so first off, I'm gonna say John. I'm gonna say. I'm gonna say Don. Conversion to me is a buy. Okay, so what's your true conversion rate as far as purchase rate? What I think most of us look for is maybe like half to 1%. So for every 200 mailers I send out, I'm hoping to buy one property. But it's less in some areas, maybe more in others. But I think. On it. So. So there's your conversion rate and there's your response rate, but if your response rate is less than 3 to 5%, he's wondering, when should I look at remail and how much increase should I look at? So I think they're. The mailing questions are kind of like, well, Don, you're in the medical field, right? We gotta diagnose why somebody's having shoulder pain. Okay, so we gotta dive.

He's a respiratory therapist.

Yeah.

We need to speak in his language.

Sorry. Sorry, I'm speaking my language. I'm so selfish. So. So, Don, this is a good analogy. You're exactly right, John. We gotta. We gotta. We gotta diagnose why somebody's short of breath. There's all sorts of reasons people can be short of breath. They could be retaining CO2, they could be low on their pulse ox, their sats. Right? Look at me throwing out the medical jargon. I don't even know reasons. They're short of breath, so you gotta ask questions. So my questions to you would be, don, how long ago did you mail? Right? How many have you mailed? And if you just started mailing two weeks ago, I'm gonna tell you it's too early. If you started mailing two months ago, then we'll probably point to. Okay, you know, if you've sent out a bunch of mailers and you haven't gotten any responses, you haven't been able to purchase any land, your offer is probably too low. And then, John, any other advice on that. And then he's also looking at, like, when he, when he remails, how much of an increase should he look at?

Yeah, I think that. I, I think that you're. I, I concur with your response. I think you gave a very good response. I think that, you know, when you, when you send out your, your mailers, you could also try a few different price points. Right. So instead of just doing a uniform race, try a few different price points. A, B, C. And then you can see which one is resonating with your, with your sellers. And so I guess that would be the, the only other tidbit I would offer.

No, that's great. And I think, you know, remailing, I, I would say if it's just crickets for three months, then, then I would, I would maybe remail. If you're convinced it's a good area, I would maybe remail and up my pricing. I'd probably redo a pricing matrix, you know, and if you mailed it 25 cents on the dollar last time, Don, maybe, maybe up it to 30 cents on the dollar. Maybe up it to 35 cents on the dollar. I think if you tier your offers like John said. Right. That's helpful as well. So, but, but I would also say, Don, if it's really keeping you up at night and you're not getting the response that you want, it would be helpful to diagnose your shortness of breath. On a coaching call.

I see what you did.

Come on the coaching call. Get on my stethoscope and we'll, we'll spend a half hour.

You got Dr. Scott. The land doctor.

The land doctor. Oh, man. All right, we're gonna end on this. Oh, wait. Okay. Well, we'll end on this. Comment was reminded of why we do what we do last week. This from Daniel Bryan. Spoke with an elderly woman, asked why she was interested in selling. Said she has dementia and needed to liquidate. Didn't know how much time was left. Oh, my gosh. It's a, it's a heart. Heart tear jerker. But we do hear this a lot, right, John? We hear stories a lot that, that are sometimes, in all honesty, hard to hear.

Yeah.

Whether it's maybe somebody who's older, toward the end of their years, or somebody who had a dream about this property that never came to fruition. We hear some tough stories sometimes. And I think we do help people. And, you know, we've helped a lot of people who, you know, they, they're so thankful to be rid of this what they perceive as a burden, that they send you a thank you card in the mail for buying their land at a deep discount. Yep. So, yeah, I mean, I think we help people. I got to ask, ask that question today. Somebody's like, it seems a little shady what you guys do, right?

Yeah.

And yeah, it's, Go ahead, John.

Yeah, I mean, I, I kind of, when, when I first jumped into this, I was like, am I comfortable buying at a, at a discount? But I really think it's a good value proposition.

Right.

Like, I mean, we'll tell people we are going to resell your property. Right. It's, it's not like this thing like, oh, like they don't know what it's really worth and I do. Right. It's not the same where we're like trying to hide something from them.

Right.

Reality is like, it's a good value proposition for these people. Like, this is, you know, generally the way I would put it, like, if you've got a piece of land that retails for $12,000 and it's a 40 minute drive to get to it from town, good luck getting a realtor up in the morning on that commission. Right? Yeah, it's hard to get a realtor to sell that thing. Right. And then the other option you have is for sale by owner. Right. But you know, if you live in Oregon and the property's in Texas, you're like, well, where do I start? What do I post? How do I get pictures, what, you know, and I have good systems for that. Right. And so I know how to do it. And then there's me. I'm option number three. Right. I don't pay top dollar, but I close fast and I pay cash.

Right.

And, and then we get buyers or sellers. We get sellers and buyers. Right. But we get people who want to sell and we really are actually solving a problem for them. Right. And we can be upfront about what's, what's going on. Right. And it still is a good value proposition.

Oh, that's awesome. Thank you, John, for that, that valuable info. Well, we've done it. We've, we've hit another hour.

We did it without Mike.

How's your, how's the percentage on your computer there, John?

I made it all the way to 8%. You got very close.

You got very close. But we did it.

We did it.

Yeah. Very exciting and hopefully this was helpful, everybody. You know, I, I think the bottom line is if you, if you feel like you're too busy, you know, just remember that the commitment to learning and doing this business is temporary. What we do down the road is permanent. Right. As far as, like, the systems we employ, the businesses we create. And it might seem like a lot up front, but the sacrifice is worth it in the end, as we can attest to John for sure.

So overtime part time so that we can have party time all the time or whatever it was.

Oh, man, that's amazing.

Yeah.

That is awesome. Next week we have. We have a guest next week. I need to. I need to do a little homework on. On who the guest is and what exactly we're talking about. But. But I know his name is Fred, and I know that he's an AI specialist. And we're going to talk about AI in the land business. Right. Which is pretty exciting and something that's definitely revolutionized things for.

It is exciting.

All right, everybody. Hope you all had a good night. Hopefully this was helpful. Cheers to you all. And don't forget, Dirt Rich Summit, first weekend in November in Austin, Texas. Join us. Come have a.

You can see us in person.

I know.

I was just saying. I was just thinking we should have a nightcap. Nightcap. And we should call it that.

But I mean, I think usually, like. Like Wednesday night, we'll probably have like a happy hour or something. We'll have like a social hour. Happy hour. It'll be fun. That'll be fun. Very fun. I'm gonna get your autograph.

Yeah, we'll get your autograph.

Okay.

We look very different in person, by the way. Scott's actually four foot two. Fun fact. So.

I love it. All right, good night, everybody. Have a good night. Thank you. Enjoy the outro. Bye. Bye.

Cheers.