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Tate Litchfield. I love it when you call me Big Papa. We're live. What's up, brother?

Oh, not much. It's been a busy few days, Mark. It's been really busy over the last couple days. Just the land business. I've got some first world problems going on right now, Mark, and I don't know if this is a place to air my dirty laundry.

This is definitely a place to air your dirty laundry. For those of you that don't know who we are, I'm Mark Podolski, the land Geek with thelandgeek.com I'm here with Tate Litchfield. We are professional land investors. And basically our model is it's a one time sale. We get recurring income, passive income every single month. No renters, no rehabs, no renovations, no rodents. If you want to learn more, go to landgeek.com training Also, if you want to learn more about Tate and the crazy things that guy does, go to landgeek.com and I'll put it in here. Lots. Lots. Looking over Tate's shoulder. Okay, Tate Litchfield, what is the state of land investing right now?

It's good to be a land investor right now. I mean, it's really good to be a land investor. There's a lot of uncertainty going on in the marketplace and in the world right now. And I can tell you, I've never been happier to buy and sell raw vacant land in the middle of nowhere than I am right now. I got a message from Scott Todd this morning, and Scott is a good friend of ours, and he said, this is an article published by the Wall Street Journal. He said, the article is titled, nearly a third of us apartment renters didn't pay a full rent. And when I read that, the number kind of. It didn't sink in until I looked up and I realized how many apartments there are worldwide. And then I thought about my note portfolio. And since COVID 19 has hit, we have had two people call us and they both made their payments for April, but they both asked to have a reduction in their payment for May to 50%. So it's a good time to be a land investor because we've got something that people want and boy, do they want it right now. Mark, it has been absolutely insane over the last, I don't know, two weeks or so. So crazy that, like, I'm bogged down and trying to keep up with our inventory current and making sure stuff's new on land moto all the time. And we've got a lot of VA's to do this but everybody's working overdrive right now and it's a good feeling.

Right?

This is a first world problem. No doubt.

These are good problems. Yeah.

Land is hot right now.

So tell me how many sales this week alone? We're on Wednesday, April 8th.

Yeah, Wednesday. We have had nine sales this week already.

And how many pending.

We'Ve got it looks like between four and six pending that we should close on either this afternoon or tomorrow morning.

I'm almost 13 to 15 sales just this week.

Yeah, it's been wild.

So if you're on live, leave us a comment. Say hello. We're gonna do our Friday giveaway and if you leave a comment we are going to. You're gonna be get a chance to win the $1,997 investors toolkit. If you own the toolkit, you can gift it to somebody you think could really benefit from passive income using this model. Or, or you could bank that money towards another coaching program, software, something you want and go into one on one coaching, going to fight school, whatever it is. So there's Jodi Klein. Hi Jody. She says. Or he says. I don't know. Is it Jody with a Y can be a man or a woman.

Either way we're happy to ask.

Yeah, it's either way. It's like one of those, like a pat, right? Jody, hi. Johnny Clements says hello. Jason Mendoza. Hello. My. I don't know, Some of these YouTube names are different. My Pinupianu. I don't know. Hi. So thanks for leaving a comment. And Jody's male. Haha. So. All right, so what is our discussion today for this Facebook Live.

All right, so we're going to talk about the almighty buyers list. And I wanted to start Mark, before we talking about the buyer's list, I'm going to let you explain a little bit about it here in a minute and what a buyer's list actually is. But years ago, I don't know if you remember this conversation. This must have been five years ago you were telling me about this secret way to sell land every single week if you do things correctly. And that's when this idea of a so called buyer's list kind of first came up in my mind. And I'll let you explain what a buyer's list is. But it's just kind of funny to me that five years ago you said tate, your number one goal with marketing needs to be to build a buyer's list. If you can build a buyer's list full of people who want what you're selling, you will be able to sell more land than you can possibly even imagine. So, Mark, having said that, what's a buyer's list and why is it important?

Okay, so your buyers list is the list of people that you accumulate over time using a technology that we could call either a website or a landing page. That's one of those pages that says, in exchange for your email address, we're gonna give you some kind of information. So, like, mine is three fatal land buying mistakes. How to avoid the three fatal land buy mistakes. Give me your email, and I'm gonna give you the secrets to how to avoid these three fatal land buying mistakes. Now, obviously, we don't stop at three. We go on for 10. But what it is, it's an automated way using an email Internet service provider or email service provider, esp, like, let's say constant contact mailchimp, aweber, aweber convertkit. It doesn't matter what you use, but there are some technical reasons why you don't want to do it from your own email. So you don't look like a spammer, but basically anyone that responds to a Craigslist ad, a Facebook ad, a land listing ad, you can say, hey, is it okay if I'm going to go ahead and add you to my VIP list via email, can we email you some additional information now? Why is this so important, Tate?

Well, everybody that raises their hand and says to you, hey, I'm interested in what you're selling is a qualified buyer. And one of the biggest mistakes that people make is they work so hard to find people who share an interest in what they're selling, and then they neglect them, Mark. And it makes me sad. Like, I want to shed a tear when I speak to land investors who aren't offering properties to their buyers lists on a weekly basis because you're spending so much energy working people that are technically cold leads, when you really should be focusing on all of the people that have raised their hand at one point in the past and said, I want or I like what you're selling. And so the buyer's list is honestly the secret to success. And that's what you told me four or five years ago. You said, tate, build a strong buyers list. Fill it up with people who like land. It doesn't have to be the world's biggest buyers list. A buyer's list of 200 active people on it is just as powerful as a buyer's list of 20,000 where only 1% of them open your email address. And that really stuck out to me. And what we then set out to do and focus on within our land business was make our buyers list happy, keep them happy, and convert those people into active buyers of raw land. And they love what we're selling, Mark. They absolutely love it.

Yeah, no, absolutely. And let me explain the logic of why the buyers list is so important. It is the only asset you own. Facebook could kick us all off tomorrow. Mark Zuckerberg, like, I'm done with it. Too much work. And you can't list your land anymore on Facebook and you're done. Right, Craigslist. We all know how difficult it is to get a Craigslist ad to stick. Their algorithm is constantly changing the lands. They could just jack up their prices and we can't list on the land sites. I remember when I first started, I was on ebay. Ebay is a terrible place to sell now. But the one thing that we all own is our buyers list. It is our number one asset. We own it, we control it. It's not going away. Even the email service providers could go out of business, but we can export out our email addresses that. These are the people that at some point in time have raised their hand, said, I'm interested in what you have. Tell me more. And on this training, Tate and I are going to pull the curtain back on how you nurture and sell every single day, every other day, every week to your buyers list so that you don't burn them out and they hit just unsubscribe. But on the same token, you're not meek and you never get a sale from your buyers list. So, Tate, are you ready to pull back the curtain?

Yeah. This is a good topic because it's an area that everybody needs improvement on. I mean, I've talked to investors who have been in the game for four or five years and they've never sent a single email to their buyers list. So let's talk about the elephant in the room, Mark. And that is the main question and the main fear that people have when it comes to emailing their buyers list. How many times can you email your buyers list before you start to bother them? What's the number?

So it depends on your philosophy. I guarantee if you're on here right now live and you're on my list, whether it's a land geek list or a Frontier properties list, you're probably like, mark, you email us too much. In fact, leave a comment if you think that we email you too much. But I'll tell you, my philosophy is very simple. I'm Showing up consistently every single day or almost every single day to be top of mind. Because as long as what I'm offering you has value or it can give you some type of value, then in my mind it's okay, I'm not bothering you. But if I do bother you, there's this little thing that the email service providers make it look, make it really easy to you to do and that's unsubscribe. So when it comes to our buyers list for raw land, we have a simple philosophy. Either you're going to buy from us or you're going to unsubscribe. But my job, our role, Tate, is we're showing up consistently and we are giving you offers every single day. We're the freaking geico of email. Yes, that's just it.

I agree with you 100%, Mark. I mean, listen, my philosophy is add value. And if you're adding value, they won't mind. How do we add value? Well, we can educate them. We can teach them about the land buying process or more importantly, we can present new investment opportunities to them on a regular basis. My clientele, the people who buy land from me, deep down, they're investors and they love a good deal. And if you love a good deal and you like raw land, I don't want you going and working with Eric Peterson. I love the guy, but I'd much rather you work with me. Why? Because I'm Tate Litchfield. We got the best properties around, right? We're going to take care of you. And that's kind of one of the approaches that we take. So when it comes to our deal of the week is what we often refer to a dotw. We send that property out to our buyers list basically until it sells. We send our first email, I think it's Tuesday. We send a follow up email on Thursday and then we message that same buyers list again on Saturday. And our final call is Sunday. And there's some interesting things that you've got to include in that email. Right. I think the most important mark would be cta, right? A call to action, right? Yeah, you don't have a call to action.

Exactly. So every email has to have the same sort of fundamentals of marketing in there. So it needs to have a strong headline. Because if you don't have a strong headline, no one's gonna open up your email. So it needs to have a strong, compelling headline. That's number one. Number two, there needs to be scarcity and urgency. This is the deal of the week or deal of the day. Once it's sold, it's sold. There is your scarcity and there's your urgency. There's only one of a kind of this raw land. And then don't be meek. Have a clear call to action. If you are ready to invest in this raw land, this is where you click to get it. It's first come, first served. If you miss out on it, sorry. Stay tuned for next.

Sorry.

So I think important, no, Right, like.

If you miss out on it, we're sorry. That's it.

That's it.

You know when our. Our objective with a deal of the week might be a little bit different than somebody else's, but our objective is to sell one property every single week without fail to our buyers list. And we do. Sometimes we sell more.

Yeah, yeah, because.

Yeah, because we're only focused on one property a week to these people. There is that sense of scarcity. It's one and done. We include countdown timers. Right. We make buying the land super easy because we use Geek Pay. Right. And that's a topic for another day, Mark. We can talk about how they can use geek pay to make those single use customizable down payment links and embed them into their deal of the week email. But yeah, that's another topic because that's a game changer. But it makes getting your money easy. So you know, we focus on one property and I pulled some statistics. Last year we sold 46 properties from our deal of the week.

Wow. So that's about one a week. Yeah, yeah.

I mean, listen, if you consider that our average monthly note price on those is somewhere between 150 and 250, that's not a bad month. That's not a bad year.

No, no. That moves the needle just to have your buyers list. So yeah, absolutely. Okay, so before we go talk about how you construct the email series, I just want to give a shout out to my PPNU and YouTube. He's like, Mark is the most persistent marketer in the universe. I'm gonna take that as a compliment. Thank you. I'm showing up Don Paraisa. Hi dawn in Hawaii. She wrote, I get a lot of emails and they are consistent. It's a great reminder for me. I always think, oh, what should I be doing today? Yeah, absolutely. Kevin. Sue. So okay. Kevin's at a. Really? Because Kevin's one of our one on one coaching clients. So of course he has like a serious question which is do you segment your buyers in the beginning before you start marketing them deal of the week? If so, do you Just segment by state or. Or something else. So let's get to Kevin in a second there. Dean McDonald wrote, Mark puts the mark in marketing. I haven't unsubscribed yet, so it is working. See? Thank you. Good.

Mark puts the mark in marketing. You might need to steal that. That might need to be your new tagline.

Yeah, exactly. Thank you, Dean. The mark in marketing. Okay, so this is like the. To those of you that are just starting with your buyers list and you don't know even how to start, your first email has to be. You have to think about it like you're meeting somebody new at a party. So we're all invited to, like, this one big party, but it's kind of like, well, why am I at this party? Well, you're at this party because you're all kind of like, oh, we like assets, or we want, you know, we're interested in this one or two or three things. But then you got to get to know the person. So, Tate, if I met you at a party and I walk up to you and the first thing I ask you is, so, what do you do for a living? And then you're like, me? Yeah.

I buy and sell vacant land. I'm a land investor.

That's cool. Me too. Do you want to buy some raw land for me today, like at the party? Like, that's how I'm approaching you.

Not a good approach, Mark. I mean, if that's the game you spit, you're in trouble, man. You're lucky you're married, because that's not going to work in today's world.

Right, Right. So the first email in the first series of emails, I'd say the first seven emails don't ask for anything. Right. Give them value. Give them something. Give and give and give. So, Tate, what are some things we can give in those first seven emails?

Well, first of all, there's the educational aspect of the business where you can say to them, here's how I make land ownership affordable for everyone. You can also teach them about pitfalls. Right. Here's some common mistakes that people make. Let me teach you about. You can even go as far to teach them about your documents that you use. Right. Remember, a lot of the people that we sell land to have never purchased land in this manner. So we always take that opportunity to educate them on what the promissory note is, what a purchase sale agreement does, how a land sale contract protects them during this process. And so there's lots of things you can do. I mean, you can Even write them blog posts. Like people love to understand what you're doing. So there's countless opportunities. You can talk about your money back guarantee, your no risk. Right?

Exactly, Exactly. So we want to give some value. We want to explain to them why we love this asset. It's the only thing that lasts. It can be your legacy. There's no restrictions. There's something compelling about the property. Maybe there's development. It's a great investment. All these wonderful unique attributes of this raw land. Let's explain it to them. But then like Tate mentioned, let's take away the risk. We have a simple business philosophy. Happy customers guaranteed. So in the next 90 days, you can put your money down via down payment on this geek pay link. But guess what? We don't want you to go see this site, this property, site unseen. Take the next 90 days additional due diligence guarantee. Go out there, see if you love it. If whatever reason you don't love that property, we're going to exchange it for property you do love. Or, or we're going to refund you. You can't get out there in 90 days. We have a 365 day exchange policy. Maybe because we're professional land investors, there's something else in our inventory you like more, we'll switch it out for you. How easy is that? Is there any risk in working with us? No.

Risk free. I mean, the only risk is not doing it.

The only risk is missing out on it. Exactly, exactly. So I just put on here thelandgeek.com quickdeals I don't talk about this enough, but this is our quick whole tailing model. How to double your money, 30 days or less. But what you'll see is if you do get that course, I'm gonna ask for your email. And guess what's gonna happen after you give me your email? I'm gonna keep emailing you more and more information about the merits of learning how to create passive income without renters, rehabs, renovations or rodents. That's it. And it won't be till like the seventh or eighth email we ask. We do an ask. So let's talk about how do we ask for something, Tate.

I mean, we're going to ask politely, right? If we're asking you to buy a property, first of all, we're going to make that process extremely easy. If we're asking you for an email address, it will be in exchange for something else. Like I said, we want to provide you with a lot of content, a lot of opportunities to learn and expand Your knowledge. And then most importantly, we want to ask you for something in return. And in most cases, what we're looking for is some sort of positive recommendation. Right? A review. It goes a long way. We're in the virtual business world, so we don't have a brick and mortar office. Everything we do is on the Internet. So it's very helpful to have a positive interaction with somebody whether they buy a piece of property from us or not. We still would like you to give us a thumbs up, right? Give us a, give us a good rating, tell us that we're clear, honest guys. That goes a long way in our world.

Absolutely. Absolutely. Okay, so let's answer Kevin Sue's question, which is do you segment your buyers in the beginning before you start marketing them the deal of the week? If so, do you segment by state or something else?

It's a good question, Mark.

Well.

There'S a couple thoughts here.

Okay.

All right. I have done both. I've segmented lists plenty of times. And then more often than not, when I have a good property that I want to bring to my buyer's list, I typically like to send it to everyone, including the guy who says, I only want land in the state of Arizona. I'm still going to present to him that Colorado property. Because more often than not, he only thinks he wants land in Arizona. But once he sees this beautiful mountain view and the snow capped peaks and that for $200 he can have a property within a stone's throw from a river, he reconsiders and goes, oh, wow, I didn't know I could afford that. So I've had countless experiences where somebody says, I only want property in one specific location, end up buying property all over the country. I don't think there's anything wrong with it. And I think there's a strategic way that you could definitely do it. But don't limit yourself. That's my opinion.

I agree. I mean, Kevin, the only time I would segment is if you've got your prospects and then you have your customers. So your customers are people that just bought a piece of raw land from you and you want to email them regularly. Hey, at least once a month you want to say, hey, thanks for being the kind of person that honors their commitments. And then you want to just say, hey, oh, by the way, and give them some information about just general market of land. But then you want to continually keep marketing deals to them because once you're a land investor, it's like, it's like coffee. Like, you want, you want to drink as much of that as you can, like, you get addicted.

Yeah, no, it's. I mean, this is. It's a good business to be addicted to, though, right? If this is your vice in life, you're doing okay.

Yeah, yeah, exactly. Especially, you know, Tate's from Vegas, so he would know about vices.

Yeah, yeah, yeah. This is a. This is a cheap alternative, you know, and when you consider that most of my properties that are by. Are for some guys, just a bad night on the town, I'm doing all right. I'm buying an asset for 1500 bucks, and we flip those things for seven, eight grand on terms all day long. It's amazing. Best business.

It's amazing. It's amazing. So we were talking about it earlier, about how lucky we are that we're in this business at this time in history to be 100% virtual. And we really feel for the people that are being affected by this right now. And certainly as parts of the economy change, there are going to be parts of the economy that do grow and will be hiring. So this too shall pass. But just thinking about all those people and hope everyone is staying sane with their quarantine and being safe and all that and washing their hands. But, Tate, how are things going for you? We just did a whole roundtable on Tiger King, but now that we're done with Tiger King, let's not go there again. You got to keep the young kid. You got the baby. Yeah. You got the baby girl. Like, how are you? How are you guys staying sane?

Yeah. So for our viewers and listeners out there, I've got a relatively young family. I got a new baby, month old, and I got a two and a half year old here at home. We live in Vegas, greatest city on earth. And we've been, you know, Mark, I've been preparing for this a long time. When you got young kids, it is not like you have this amazing nightlife anymore. We, we typically are sticking to our schedule. Kids wake up at the same time, go to bed at the same time. Because I've worked from home for so many years, my business and my day to day life hasn't really slowed. In fact, if anything, I'd say it's picked up a little bit more time. More people spending time on the Internet. But we're staying sane. We're taking lots of walks. We are, you know, doing family activities. I like to ride bikes a lot. So fortunately, in the state of Nevada, we're still allowed to spend time mountain biking on the trails and road biking as long as you're. As long as you're riding by yourself and not in big groups, so I'm still able to do what I love. And so it's hasn't been that terrible for us, honestly. I mean, pretty blessed, pretty fortunate.

Yeah. And I'm loving doing these Facebook lives and just connecting with you and all the other land geeks and then just seeing virtually our land geek community and hopefully providing them some value and maybe a laugh or two and a thought provoking thing here and there. So we're all in this together. We're not so lonely with it. It's great. I can only imagine if you didn't have a community like this and it can make it crazy.

Yeah. And I get to stay busy. Right. Fortunately, I'm one of the coaches here, so I get to work with clients that are building their land business. So I get to stay kind of on my tippy toes in the game on a daily basis, helping people grow their businesses. And we also just have, like you said, the most amazing community. We do mastermind calls. We have office hours. There's so many different opportunities for you to connect with seasoned land investors every single week and really expand your knowledge and grow your land business that it's truly a remarkable group and environment, our community. I don't care what anybody says. Nobody beats us. Nobody beats them.

No, Absolutely. Shafiq Meyer says. Hola, amigos. Looking good. What's up, Shaft?

Hey, buddy.

So you know what's funny? Is that or not funny. But what's kind of sad, you know, bittersweet, is that this weekend, this Friday was Phoenix boot camp and that we had.

I know.

So we are going to do Grill the Geeks this Friday. So be on the lookout for Grill the Geeks. This is one of our most popular boot camp segments where we have current one on one coaching. Clients just go up and talk about their journey, how they're running their land business. And then everybody in the audience grew, drills them. So you guys will be able to go on and ask those, those questions and get that inside look at, you know how the other more recent geeks land geeks are running their own companies. Chef says speaking with Tate tomorrow. Psyched. Oh, that's right.

Yeah, buddy.

He's in flight school. He's got VIP flight school. So yeah, he gets those calls. Shafiq, you're gonna, you're gonna walk away from that call like I'm excited for you. In fact, Shafiq, after that call, hook me up on, on Mighty Networks and let me know how it goes.

Yeah.

All right. That way I can haze. Tate Thomas has a question. What percentage of finance deals do you think will default in this downturn?

Good question. You know, I think we will see some defaults. Typically, you know, I can't speak for 2007, 2008, but fortunately, Mark Podolski and land geek himself can answer that. But I don't think. I guess it's still too early to say. I would say we're going to see a Fairly consistent, maybe 15% default on their properties. But the thing that you've got to remember is that we pride ourselves on making land irresistible. And by irresistible, we mean affordable. So we're not bad guys over here. And if you call us and you're in financial struggles, we're going to work with you. We want you to get your land. That is our objective. Our objective is to make land ownership available for everyone. And if that means we need to reduce your payments, hey, we're good people. We're going to work with you. So I don't think we're going to see a huge default rate. I really don't. Mark.

It does feel different to me than. Than I really got hit hard in. In 2010, where everybody else was getting hit really hard. 2008, 2009, I didn't really get hit hard till 2010. 40% of my note portfolio had to get turned over. But you got to remember, like, this is my first time going through a down cycle. It took me some time to just, you know, absorbed the blow. I wasn't really. I mean, I thought I was prepared for it in a way, but I wasn't really prepared for it. Like, now that I've lived through one, I'm really prepared for it. I use a profit first system to save money, to reinvest the money, have money for taxes, and just living through it knowing that we'll be okay. This feels more like a natural disaster to me than it does this massive economic. Just like at one point in 2008, we thought, there's been this huge economic collapse. The news and the media, it was way different than now, where it's like, yeah, people are getting laid off, but a layoff for 30, 60, 90 days is different than, hey, I'm losing my freaking house. I've lost my job, I'm underwater in my house. I mean, it was a very, very different feeling than it is today. But if I had to give a number, Tom, I mean, I would say, on average, like, right now, we're at a 4 to 5% default. Rate because we don't do credit checks. I would think it'd be 8 to 12%. I'm a little bit more positive that by. There's a freaking fly in my garage. Mahal and Kate, Dr. Lance Ellis. I hope you're being safe out there. Buddy says. Hey, Mark. Hey, Tate. Thanks again for the awesome quarantine time content, Dr. Ellis, saving lives. Yeah, our pleasure, man. It's always great to see the regulars, like Shaft and Dawn and Lance on there. Norm Dean has been a regular, for sure. By the way. I might. This thing might make me cry. Crazy. Like, I. I might have to, like. You talk to him. Kill it.

I. I was gonna say, what. What is going on over there? Like, yeah, you're freaking me out, man. You're like, I thought you were losing it officially, but I thought quarantine was getting to you. It's just a fly, I guess so. That's good to hear.

My. The person that cuts my hair just texted me. He's like, we're looking at may. I'm like, I may become unrecognizable in the next few weeks. Okay, Nomen Khan, would you recommend buying vacant land that is a quick deed? If there are no liens on it for vacant land? I don't know if I understand the quick. What does it mean by a quick. Does it mean quick deal, Quick claim deal. Oh, quick claim deed. Oh, yeah, yeah. Well, no, I would do really strong due diligence, Tate, but what would you think?

Yeah, I mean, I don't like it. Yeah, I mean, I'm not opposed to them, as long as there's a reason. Like, why is somebody selling on a quick claim deed? Right, That's. That's what I want to know. Why not a warranty? You know, we are selling all of our properties via warranty deed, and it's kind of one of those things that sets us apart from everybody else. So for a warranty deed, I mean, Mark, another podcast again, another Facebook live. We need it, obviously, address what a warranty deed, what a quick claim deed is, what a special warranty deed is, and how they affect you. But, you know, a warranty deed is the safest and most secure way of transferring title. Title or ownership of a piece of property. Because what it states is, I guarantee that since the beginning of time, this property is free and clear. Liens, encumbrances, you know, anything nasty associated with real estate, this is a free and clear property. So quick claim, it doesn't give that same guarantee. So I'd want to do Some really, really solid due diligence on it. But if it came back okay and the numbers made sense, I'm not 100% opposed to it.

Okay, great. So Shafiq Meyer has really good question, which is why was there a two year delay before the default started hitting your portfolio, Mark? So, you know, my theory is that we are on the long tail of real estate. So when the head commercial and residential gets hit first it goes down the line very slowly. Then it starts hitting, you know, self storage, mobile home parks. The last thing they really get hit is raw land. Now that being said, the last thing to recover is raw land as well. So there was a delay. But now that I know that there's a delay, we will be able to look at other the residential real estate market and the commercial real estate market first, see how they're faring and then prepare like, oh, okay, we know it's coming.

Yeah. And the other thing that we should probably mention after stating that Mark, is that yes, you had a huge default rate in 2010, right. Would you say 35, 40%, something like that. But it's not like you didn't recover a lot of that money, right?

No, no, I was profitable. Company was profitable. Yeah, Mark, like Mark was dumb. If you read Dirt Rich, I tell the story about money, but that was a mark problem, not a land investing problem.

Yes, I was going to say it was just. You were new, right? Like, yeah, you had been living in this dream world for so long and you thought you were invincible when it came to selling property. And yeah, we made some mistakes and but the thing that's cool about this is if somebody defaults and the property note was say 250amonth, you can, there's nothing wrong after it's been defaulted with taking it back to market at half off. Right. Half off the monthly. And that's kind of what you did. And so you might have lost a large amount of your portfolio immediately, but after six months, I bet you were, you were within probably plus or minus 25% of that number.

Well, yeah, I mean, and plus, like I'm freaking out. I'm trying to figure this all out on by my lonesome. I don't have a mentor helping me. There's no community, there's no, it's just me. So.

And weren't you, weren't you all secretive about it too back then? You refused to tell anyone about this.

I had bad case of scarcity mentality. My neighbors honestly got that I was a drug dealer. It was not good. Like what do you do? I'm like, oh, you know, computer stuff.

I'm an import and export. No worries. Don't worry about it.

Yeah. Okay, so Thomas has another question. What is your feeling on mailing to Infill lots, or should we stick to vacant land?

I mean, I, I follow the recipe, Mark. I follow the recipe. My clients want vacant rural land. That's what I like. That's what I know. That's what I'm an expert with. And that's what we buy.

Yeah. Tom, if you've got more capital to deploy, I think info lots as a strategy are great. It's just, it's not necessarily going, you're not going to buy them necessarily. 25, 30 cents a dollar. But you know, it would be a bigger deal. You've got the neighbors there, they might end up buying it. It's going to take a little longer to sell perhaps. But yeah, if you can buy infill at $0.50 on the dollar, $0.60 on the dollar, sell it to a developer. I just don't focus on it. There's nothing wrong with it. It's just a different model. You're going to have a lot more capital. You'll be dealing a lot more with brokers. We're going straight to the sellers. It's a little bit different, for sure.

Yeah. I mean, it works. It works if you got the money to do it. I mean, give it a shot. But I love playing ball around the eighteen hundred dollar acquisition price. I mean, I love that type of a property because anyone can afford it. And when we buy properties, we're buying them with the end user in mind. And that's what our customers want, that's what they can afford. So I'm not saying there's not a market for that other stuff. It's just not my market.

Yeah. Tate Scott and I talked yesterday and Tom, you should go back to our Facebook Live from yesterday because we kind of talked about velocity of money and the value of doing 10 small deals versus one big deal. Because if we can turn over those 10 small deals faster, then we can close that one big deal, then there's a lot more advantages to it, for sure. I don't, you know, we talked all about, we talked one hour about yesterday, so I don't need to rehash it now. By the way, this guy, you know what, these two guys just put a smile on my face. I see their names and I smile. Paul Brewer. Hey, guys. Great to see you, Paul. I hope you're staying safe. Saving lives as a firefighter and then, Tate, this guy's gonna make you some. Smile, Zach Kep. Oh, by the way, Zach, I. I owe you a box. You know what? He asked me a question. I don't. I don't think I got back to you. Zach, I. Zach, I'll be honest with you. Quarantine. I'm a little off, so I apologize. But you know, that. That. That video you sent me the other day, I really appreciate it. Let's. Let's schedule a call. So go on my calendar and go in basecamp. Schedule a 15 minute call. Let's discuss it. But Zach wrote, I'm a coaching student with Tate Mark. And this week, I bought a $60,000 Lakeview property for $2,580. Coaching changed my life. Do it. Let's go. High five for Zach. Yeah. Boom, boom.

That's. That's like a drop the mic moment. I don't know if there's anything we can add to this after that. I mean, geez, coming out with the bangers, that is.

Yeah. If you want to learn more about coaching, just go to landgeek.com forward/training schedule call with Mike the Zen master. Zeno or Scott. Dude, Buddy the nightcap OG Bossman. Zach wrote. Lol. Don't sweat it. You kidding me? No, Zach, I'm sweating. I'm like, oh, yeah, I got. I'm gonna make a video. I was gonna do, like, be really creative and. And make a video back for him. And I'm like, oh, this is so fun. And then, like, one of the kids are like, dad, can we do this? And I got distracted. And then, you know, probably watching the end of Ozark or Tiger King. So, Zach, not that you're not more important than those shows. It's just that.

Go exotic, man. Go exotic.

Yeah. So sorry about that. Brian Varnach. Brian's on Von Arcs. Hey, guys, I look forward to my call tomorrow with Tate. Yeah, that you and Shafiq, man. Mind blown. Blown. It's gonna be great. So we only have four more minutes because, as I like to, you know, say it, when somebody has a hard stop. The pretentious hard stop. Tate's got a pretentious hard stop.

Yes, I do.

Yeah. Congrats, Zach. Amazing deal. Tancha. I talked to Tancha this week. Do most people finish flight school before becoming coaching students, or do you suggest doing both at the same time? What do you think?

Tate, you've got to go through flight school. You got to go through flight school before we even consider you as a which within the Coaching program.

That's not necessarily true. Like, we have some toolkit people who are crushing. We'll look at you. But we want you to go through flight.

We got to go through flight school.

Yeah, you gotta really have a good. A good, like, solid, you know, land investing background to go into one on one coaching first.

Yeah. And the reason being, Mark, is when you enter one on one pro coaching program, we don't want to spend time working on low level, entry level stuff. We want to work on scaling immediately. And we want to hit the ground sprinting, not even running. We want you to be automated. We want you to have your business outsourced. And we're not talking in six months, we're talking in 12 weeks. We want you to have a marketing team doing the stuff, doing parts of the business that you absolutely hate. And, you know, we know what we're doing, and we just. We want to make sure you're singing from the same song sheet as us. And that's what flight school does. It gives you that baseline education. And then you come into this and say, all right, let's turn this baby up to 11. Let's go.

Yeah. Yeah. I mean, definitely. It's worth applying. I'll put the link here. It's just landgeek.com accelerate and usually we'll let you know as you come to the end of flight school, we'll let you know, like, hey, here's an opportunity to apply. And, you know, it's for these people that want to really scale fast and do those things. We really want you out of solo economic dependency. You can do it on your own. It took me five years. But if you want to really scale and get yourself completely out of business, we can help you very, very quickly. Between helping you create those systems, the software, and then the mindset of being a CEO, which Zach, I think you'd agree, 90% of success in this business is mental. 10% of it's how to. And. And then, you know, having someone like Tate holding you accountable. So if he says, hey, we're gonna go hire a Facebook ad poster today. You don't want to go back a week later. Like, I didn't hire anybody, you know, so we get her. We get her done.

We get her done.

Thomas, thanks, guys. Stay safe. All right, so, Tate, thanks so much.

For being on back next week.

Come back next week, you guys. Tomorrow we're gonna come on Friday's gonna be grill the geeks beyond for that, we're gonna do the giveaway. I want to thank everyone who left a comment and spending your time. So, Tate, you ready to do this? 1, 2, 3. Let's ring and wash your hands. Listen, stay safe, everybody. Thanks.

Thanks, guys. See ya.