A conversational transcript from a YouTube video (Feb 25, 2021) where Mike Zaino and Scott Bossman argue land investing is often made harder than it needs to be. They recommend focusing on two cornerstones—mailing and marketing—and on core transactional goals: on the buy side "get the deed," and on the sell side "get the agreement signed" and secure first payment. The hosts stress simplifying processes (whittling complex flows into 3–5 steps), consistency ('mail every day, market every day'), and that imperfect outreach can still produce deals (example: mailings with $0 offers that bought properties). Tools and integrations are mentioned (e.g., LG Pass templates, e-sign templates, payment/collection tools) as ways to streamline sales and collections.
Chapters
All right, well, in that vein, keeping it simple. The 500.
Keeping it simple. All right, So I just thought I'd throw this in there. Like, we try to overcomplicate things, right?
Natural human tendency, you mean.
It's a human tendency to overcomplicate things Also. There's always this thing called comparison. We're constantly comparing ourselves to others. But what does Mark Podolsky say?
Comparison is a thief of happiness.
He probably didn't say it, but.
But look at even.
We're.
We're even over complicating the complicated. So we could just say humans tend to complicate things. Look at. We're already saying. We're already complicating it by saying over complicate. You see my point?
I see your point. Yes. I see your point. So I was just. I thought we could talk for a few minutes, and anybody who's watching, go ahead and chime in about the cornerstones of this business we talk about all the time. Mike, what are the cornerstones of the business?
Mailing and marketing, for sure. And in terms of this complexity, that is a real statement you're making there. That's a real tendency. And, you know, end of the day, we. You know, it's like you could. You could look at the buy side. Just get the deed. Just get the deed.
Right?
Know what I mean? On the sell side, just get the doc fee, get the dominant, get the agreement signed, you know, so, like, that's the goal. Like, it's like almost like a game that we could. We could sort of. We could gamify. Is that the word? Is that right? Word, yeah, Gamify.
Gamification.
Yeah. Right. First was get the deed. And that's all we're trying to do. We're mailing out all these. At the end of the day, we're trying to get the deed. On the other side, we're trying to get the agreement signed and get that first payment, you know, so that's it. The rest of it is just like, you know, we tend to complicate it for sure because there's all these little things that have to happen, right? I have been experiencing this with the process. Moto, I've talked about this. And Scott, I think he did one tonight. I know he did. I missed it. And some people would text me how awesome it was that my processes started out being really complicated. Like, looked like algorithms, right? Just like, box. Like 15 boxes. And it's like, now I could whittle those down to, like, three boxes. Like, it's like, name that tune. And I can name that tune into five boxes. I could name that process in three boxes. How about you? You know what I mean? It's like you want to be able to whittle it down to its simplest form and it is very easy to complicate this business. But I guess you asked me the first question, the cornerstones, and I thought you were going mailing and marketing. But judging by your reaction, I think maybe I was wrong.
No, it's mailing and marketing.
Okay. M&M's.
The M&M's. Come on, we're in sync here, buddy. You gotta be in sync.
We're in sync.
Ping pong. Yes, it's mailing and marketing. So I guess what I, what I hear from people is this, they're very worried about getting their systems in place. They're machine built. They have expectations that they need to come out of flight school in four months with everything automated. And I would just say because I'm an old. Maybe I'm old school five years ago old school. But really it was a different time.
You are called the Nightcap. OG by Bought by Mark Pedalski.
It's just really, if you have an hour a day to focus on this business, do the things in this business that are going to.
Result in results like get the money. Who's got your money? Go get the money. That type of mentality like you really on the buy side, it's, you know, like you said, it's get the deed on the sell side. It's all about sales and collections. Like you know, you get those two things down which unfortunately we have geek pay that simplifies the collection process and the sales is somewhat simplified by the fact that we can have these agreements created in LG Pass and we can. You know that Eric Peterson actually has a course and Scott, I never saw it until Scott Todd made mention of it. I think at boot camp on how you can create a template inside sign now that goes along with your LGPAS agreement so you don't have to put those merge fields in every time. I didn't know that existed. Did you know that class was there?
Yeah, I've been using it for years. Like couple years.
Thanks for telling me, boss.
We should talk more often. No, but anyway, I, I guess I would just encourage people not to get too overwhelmed with all of the processes that need to be put in place to build a machine and just do the things that matter. Mail every day, market every day. It doesn't need to be perfect. It can be messy. Mimi Schmidt Sent out how many hundreds of offers and she put $0 as her offer price. Yeah, she bought properties from that mailing. I've done that as well.
It's just all about reaching out, trying to make contact with somebody. So it really doesn't, almost doesn't matter. It's just like, hey, they see their name, they see your name, they see the property there, they might reach out. So I have a theory that this whole topic was brought up just so you could say the word processes.
Processes.
I feel like this whole topic was just leading to that one moment. So you could say you love that word. There's a few words I know you love and one of them is processes.
What's another one?
Hold on. Not on the spot. I can't do this. You know, it'll come to me in a second. There's a few of them.
There's a few of them. Stick to itiveness.
Stick to itiveness. Yes. Stick to this process. Yeah, there's a few of them.
Jeremy Pierce says mailing and marketing is the bread and butter. That's it.
I love it.
It's the bread and butter. The bread and butter will keep you satiated and full for a really long time and then worry about the, worry about the high end stuff later.
It's true though, because if you get out mailers every week, you're going to create activity. You're going to get potential deals and you're going to buy a property. If you create marketing every week, you're going to create interested potential buyers, just going to lead to buyers and you're going to sell a property. That's it. You know, you could just like do those two things a week, pat yourself on the back and feel great and the rest could be all sorts of screwed up. Right. But still, you're going to get deals and you're going to sell properties.
