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Lantique Nation.

Are we on? We're on.

Welcome to Nightcap. What's up, boys?

What's happening?

Happy Wednesday. Happy. Yeah. Happy May Day. I mean, it's not Mayday. It is a May Day, but beautiful May Day here in Wisconsin. How's life for you guys? So, first of all, who are we? Mike Zano, introduce us to our new watches.

We're the Land Geek guys.

So.

I'm Mike Zano, that's Matt Forbes, that's Scott Bossman, and we come on here once a week, and we have a couple beverages, we talk about land deals. There's a lot of content, a lot of fun. So tune in, ask questions. That's the. If I could give anybody advice. Ask questions. Yeah, we're here. We're here to hit. We're here to help. And, you know, a couple thousand of you come here every week to watch us, so it must be worth something.

30, 40,000. We're awesome.

Yeah.

I mean, think of all the platforms we're on. We're syndicated. We're on Facebook Live, YouTube Live. Periscope.

Syndicated.

We're syndicated.

Syndicated all around the country.

Yeah. Oh, we got Mike Newbell is tuning in on Periscope. By the way, Mike, I knew you.

Were going to talk about Periscope.

You. You increased our periscope watchers by 100% this week. So that's nice. Thank you. Thank you for tuning in. So. Oh, that must have been funny, huh? I'm usually not that funny. Usually you guys are like, that was funny.

Oh, thanks.

That was fun. Come on.

Appreciate it.

What are you talking about?

So.

Hello, everybody. Bill Dickens says hello. Chris Fragner is watching. Peter Zerios is watching. John, I'm gonna get this right. So Tyra Polos is watching. That's got to be a Greek name. John, tell me if that's a Greek name. And pronunciation.

That was good.

That's French.

No, it's not French. So, yeah, we're talking land investing tonight, as we do every Wednesday night when Mike Zaino isn't working. And how's land going, guys? I think around the board.

Or.

Yeah, around the community, people are having record months the last month or so. I would say for us, things are very consistent and steady as far as sales go. And it's pretty awesome stuff. What about you, Forbes? You're having a good month and a good first week of May. I mean, you're to the point now where you're bringing in enough income to replace a lawnmower, which is exciting.

I don't think that really does it justice.

But yeah, is that the reason behind the hat is this subliminal message?

So my wife dug it up. This is my old John Deere trucker hat. She dug it up because. So we moved to a new house, right? And we knew we were going to need a lawnmower. It's a pretty big lawn. We have like a standard, you know, 24 inch push lawnmower that's not self propelled or anything and it's way, way too much lawn. So we're like, okay, we're going to budget like $2,000, right? And I'm like, okay, well we can go buy a pretty crappy lawnmower for $2,000. And. And then we thought, hey, we really could use one for the snow, like a snowblower attachment and a wagon and all this other stuff. And so we're getting on board to go to Home Depot and buy a crappy mower that'll last five or six years and just call it a day. And I'm like, you know what, it's going really well in land. I wonder if we can do something else. So we have the storage container that we rent for $100 a month. And I said, let's take that two grand, let's pay off that storage container that frees up $100 a month and then let's go buy like one of the most expensive John Deere's they sell for like 10 grand and that'll cost me $100 a month with no interest financing. So that's what we went and did. So, and then today I sold a property where I'm going to make $108 a month. So I'm out. It's a wash. The John Deere is a wash. Yeah, yeah. And the best part, that deal. That's a land arb deal. I didn't even pay for the property, so not so bad. So I think I just got a free $10,000 lawnmower.

Now you may think I'm not paying attention because I'm looking down, but I'm going to tell you what I'm doing right now. Do you know what I'm doing right now? You know right now, Mr. Forbes?

Little, little math cocaine.

I just texted something to Laura and I said, need to order this now on the mic. You sound amazing. I'm sorry I look amazing. I mean I am. He sounds amazing and I'm really jealous right now. He's got like, this is worse than what we have, Larry Overstreet. This is.

This is worse than we have you on Larry. Larry would be proud of this mic. He would recognize this microphone. So. Yeah, thanks. Tom Conway. You said great story. Thanks, man. I didn't even know. It's funny as we pulled the trigger on it and I'm like, whatever. It's 100 bucks a month. Like, whatever. It's not a big deal. And then we sold that property today.

I mean, I mean, if you can, like, I mean, if you can buy it if, if you bought a John Deere with your, with your terms deal this week, I think I could probably buy a microphone with my terms deal this week. So.

My tractor was $9,700. The microphone is $399. And it literally is on four year financing. It's $9 a month.

Yeah.

But it's actually, I might buy it.

And send it to you. I have to get the add ons because it's a little about 400 with the add ons. Do I need the add ons?

You do you need the Focusrite?

Is that 0% interest financing?

It is, actually.

It is.

That's why I bought it. I'm like, it's $9 a month. Why do I not buy this? I was having so many problems with my microphone. I'm like, screw it. And I love it because I do LinkedIn things from my regular job where I basically like look in the camera and I'm like, you're all really dumb. Stop being dumb. And now I sound better doing it.

So come on, it's on order. She said, you sure? I said yes.

Done. The.

I'm sorry to say that we have to. I feel like we got to conform on this one. This isn't a me. We can't have Forbes. We can never have Larry Oberstreet do this to us again either. Like, Larry, I'm sorry, you can't come on until we have the mics. You'll come back on the show till we have our mics.

The real problem is that, is that Mark is getting his boom for this microphone tomorrow.

Yeah, I don't want to hold it like he does. It looks like he's holding like this.

Yeah. No, that's insane because it's actually really heavy. But he's gonna, he's gonna outsound you guys. You know, you guys are gonna sound like you're playing from the cheap seats.

How long does it take to get here? Do I order it tonight? When will I expect this by?

Next night.

Cap.

Yeah, let me check my watch. Yeah, hold on. Yeah, I'm the company. You Bet.

Come on. You ordered one recently, you know.

Luck with that. It was like a week or two, you know.

All right, we got people. People tuning in here. No questions yet, but Paul Bellotti's here. Bill Dickens is here. He does have a question. We'll get to it in a minute. Jim o' Connor's here. About ready to start flight school. My. My college best friend is here. Peter Newberg. Skull. Cheers to you, my friend.

And loading up the audience with friends so you can. Wow. That's pretty good. I like it.

Yeah, I know you bad.

Me? Yeah, that's when I had hair.

Where's the beer holder?

You look amazing.

It actually does have a beer holder. I'm not even kidding. It does. It's insane. I'm so excited.

I can just see you out there. Yee ha.

Yeah.

Free John Deere. Awesome. Everybody. Everybody loves the John Deere story. Matthew Walt says, can't. Can't wait to be able to buy a tractor from a deal. So how about you guys ready for the first question of the evening?

It is.

Yes, I am.

This is from Bill Dickens. Zano. We touched on this a little bit in the roundtable yesterday. We can give people a little bit of a preview, but is anybody getting any sales on Craigslist? Matt Forbes.

I know people who are. I don't actually do Craigslist. I just am trying to dominate.

Facebook.

But I have friends who are selling on Craigslist.

I like it an inch wide and a mile deep. Digging into Facebook.

Yes.

Yeah, Facebook. It's definitely flipped a little bit, I think, Zaino, compared to when you and I started. I think when you and I started five years ago, there were definitely more sales on Craigslist.

Oh, people were saying, what land on Facebook?

No way.

That's what it was like years ago. And then it happened. You know, I think there's. There's merit to having multiple, obviously lines of, you know, you want to generate leads, right? And. But you got to get. You know, there's something to be said for getting one of them down first. I mean, if it's working, keep cranking it, and then once you get it rolling smoothly and automated, go get to another source. No big deal. It's all good. You know, I was thinking of something, too, Bosman.

What's that?

Because we're talking about all the record months and all this stuff, but can you imagine if someone. Let's just say somebody sold one property a month, $200 a month. Play it forward in a year. $2,400. I mean, can you think about it, you just paid your mortgage in one year. Yeah, one year. And that's. And we're talking about people doing multiple deals. I know, was it like last week, Forbes or six deals or the week before? I for. And it's incredible, right? But think about if someone solidly just did one deal a month, added $200, just click, click, click, just kept going.

But what you're missing there though is you're only looking at the first year. So that $200 a month deal, you know, is at minimum a 48 month deal. It's probably a 60 or an 80 or a hundred. So while year one, you're at 2,400 bucks, fabulous. Year two, you're almost at five GS. Year three, I mean, there's some attrition in there, there's some people giving it back, yada, yada, people die.

But what shows how manageable it is though? Maybe I just, we talk about the little wins, we talk about, just look it, you know, you can hear someone, someone can listen and hear you say six sales, seven sales in a week and just be overwhelmed. Like I don't know how I could ever. But if you're like, listen, just do one, just do one and then rinse, repeat and do another one. And the momentum can grow on its own. But it's really unbelievable if you think about it. I mean, is there not enough proof out there that everybody, if they come to learn this recipe, could do one deal a month? I mean, really, you could do a deal a month?

Yeah, a year with not much sweat off your back. Really? Yeah.

After you get everything down, I mean, of course you're going to put the initial effort in. You're going to, you got to go to the flight school, get your training, but then it's just like pop, right? It's like popcorn the microwave.

Yeah. Deal month is pretty freaking attainable once you're rolling. Here's the problem is that you look, I can see myself going back to when I first started and watching you guys and have one of you guys be like, yeah, I did seven deals last month. You'd be like, oh dude, I can go do that. Like it takes a little bit of time to get there. Right. But deal a month, a deal a month changes your life. A deal a month after 9 months changes your life. Yeah, that's real money. Yeah, it's crazy, dude. This is a three year thing.

Yeah. But you dial back and now and look at. Is there anything like myself, no real estate experience prior to this. So we talked about this on the webinar the other night. Right. My boss, when we talked about like, do I. We had Scott Todd for an amazing webinar on. On flight School. We love when we get him on there because we just keep him talking. And it's awesome because he's just conveyed so much power in his stories and his sort of approach. But Right. Bossman. It's like, do you need some people say do. I don't really have experience. Firefighter for 20 plus years. I didn't do any real estate. I didn't buy. I didn't buy houses. Bought my own house. But other than that, how about the two of you? Anything in your background that would have predisposed you as a superior and land investor?

I bought the Carlton Sheets CDs in 1998.

So is that a competitive advantage?

No. No. But if you bought the Carlton Sheets no Money down program in 1998, please let me know. I'd love to speak with you.

Here's the competitive advantage I had. I could follow a recipe and there are not many people out there who can't follow a recipe. And that is what Scott Todd does for you in flight school. It truly is a recipe. He holds up a cake box during his first call and says, follow the recipe because if you don't, you're going to come out with a horrible cake in the end. You follow the recipe. That's all I did. I have certain skills that helped me. I had an amazing why. Right. A lot of us need to have or a strong why, I should say. My few whys were, I want financial security. I don't want financial stress. I want time with my family. I don't want no time with my family. Those were the reasons. I chipped away at this consistently for a few years. And before I knew it, just chipping away at it replaced my income. When you get to that point, your life, it spins on a dime and priorities shift. Things change. I go from working 50 hours a week to 30 hours a week because I can supplement my income with land investing. It's absolutely amazing. So, no, you don't need any special skills in my opinion. We have how many. We have all walks of life in this community. And if you need to learn something, guess where you find it. YouTube. Like, how do I mail merge go? YouTube. Some kid will teach you.

Let me ask you this, both of you, because maybe this is a good couple. You know why it's up on the, on the front of my mind is next week there may be some people that will be tuning into the nightcap right after their very first flight school. Flight school. It's starting next Wednesday, so they're listening right now. What. What should we do for advice? I mean, here I am. Geez, I've never done anything. I'm a little anxious, maybe a little nervous, a little excited. I'm going into this flight school next Wednesday. I just. You know what? Should we. Should we give them some advice? I mean, and like, something to help them and get them ready? Because it's starting in seven days. It's here.

I got advice. You ready?

Yes.

Eat your Wheaties. That's what you got to do for flight school. You got to come prepared. Get your pen, get your pad. Let's go. You don't need anything. You need nothing coming into Flight School. 0. You need the right attitude, and you need to get ready to get after it and be in the right mental place.

Nice.

Do you know what? I think Mike, is even harder than getting ready for flight school is just committing to it. When people commit to things, a lot of things go away. Like, commitment eliminates decisions, Right. If I commit to this, if I do it, I don't have to make that decision anymore. It eliminates second guessing. If I commit to it, I don't have to second guess anymore. If I commit to it, I. What? It eliminates inaction. It eliminates so many things. So.

So I think Tony Robbins over here, I love it.

No, I'm just saying, like, kudos to. Kudos to everybody who signed up, because that's the hardest part.

Yeah.

Now it's like, yes, yes, you've.

You've prepared enough because you committed.

In my opinion, you know, it. That is such an awesome. Because I was just talking to my wife Laura about this because. Because for the last. It's been like three or four days. I've done this before, but it's like I'm trying to, like, you know, just eat better. Right? So I said, I'm not gonna eat any bread, but if I say I'm gonna eat a little bread, I'm gonna eat a lot of bread. It's a piece of cake. If I say no bread, it's a piece of cake. If I say a little bread, I'm eating those nacho chips all night long. So it's sort of like what you're saying when you say, I'm not. It's like this. All of a sudden, there's a switch that kicks. Like, I'm just not going to do it. But if I'm going to Do a little bit of it. I would do a lot of it. So I think what you're saying is you're all in, you're making that full commitment.

Yeah. It's not, you know, deciding to work hard when you get to the gym, it's deciding to go to the gym. That's the problem. Once you're there, if you don't work hard, forget it. But most people I see at the gym work hard. Right. But you gotta, but you gotta get there. Getting there is the hard part. Going out for that run is the hard part. Running down the road for two miles, I went for a two mile run yesterday. That's not the hard part. Being pissed off enough about my customer where I had to excuse myself and then go for a run, that was actually really easy. But that's the hard part.

You're right, it is. It's truly, I think things always seem more daunting than they really are, but it is all that mental anxiety that we create, I think that's a human condition and it's hard to get around that in all things in life. And I guess the land investing would be no different. It's like you've got to get around that. You got to put that aside and, and you just, you're doing it and you're doing it. And I love this quote that Mark always says, and we brought this up before, and I don't think it's his quote. I don't. In fact, I know it's somebody else.

Yeah.

Most people underestimate, overestimate what they can do in a week and underestimate what they can do in a year. Meaning, you know, just go. If you just do one thing per week, one little thing, it's going to add up cumulatively.

Boom.

But if you say, I'm going to do everything next week, well, come on, you know, nobody can do everything. It's going to be overwhelming and you're going to have a hard time with it. But I'm going to do one. And that's flight school. Scott Todd says. Here's tonight's lesson. You got one thing to do by next week and just do it. And, and then the next week, one thing and you keep rolling forward.

Well, that 10,000 years ago and a million years before that, that's what kept you alive. It was scary and you didn't like it, so you didn't do it. And the people who did go out into the forest alone, they didn't come back. So it makes sense, right? We're bred not to do that, that uneasiness feeling that you have for all those people who went into flight school, that uneasy feeling you have, get used to it. That is a sign you're on the right track. That's what it is, right? Once you invert that and you're like, you know what? I'm pretty nervous. I'm feeling uneasy about this. That's a good thing. Get used to it.

I like that. Very cool.

You got questions.

We got a lot of comments. So, first of all, I was right about John's name. It is Greek and I even pronounced it correctly. Paul Blatti says, good to see you guys. Let's see. Alyssa Swanson is watching. Alyssa, how are you? Barbara Kawaluski is watching Koaluski. Nice to see you. Peter Zaria says, incremental residual income. Nothing wrong with that, that's for sure. All right, a couple more comments and then I'll get a question or two. Oh, Paul Belotti says, hey, Matt, I bought Carlton sheets used on eBay in two.

Then.

Then Ron Burgundy. No, not Ron Burgundy, Ron LeGrand in 2005. And then finally implemented big time.

That's funny.

That's awesome. All right, so we have a question from John. Here we go. Kenny Rawlings is watching Kenny. How's it going? Kenny's also about to start in flight school, which is exciting. So John says, how do you. How do you handle it? When a buyer is in a five year term and at the second or third year he can't pay anymore. Mr. Forbes said they'd give it back. How do you all handle this?

I said I'd give it back.

No, so if you. I think he's saying, how would you handle the fact that you have to now take the land away from them? And what, Is there a process in place? You know, is it complicated? Is that what he's saying, Scott?

I think he's just wondering the mechanics of it. It's not complicated. It's, you know, that's what it is. It is what it is. I'd say how, what percentage of the time? 10%? 10, 15% of the time. You know, people default. A lot of times, they don't default into year two, year three. I even had a guy before all this Covid stuff happened. Two months ago, he defaulted in year four of an eight year note. It's about a hundred and ninety dollars payment monthly. I made my money back in year one. Guess what? That is my asset. This guy disappeared. I don't know where he went. It's my asset. I Get to turn around and sell it again. And it's very simple, John. It's stated right in our land contract that there's a default period. If they don't pay in 60 days, we take the land back and sell it again.

You know what Tip. Oh, go ahead.

You don't mean. You don't have to. You could, you could give him the land. Yeah, you could give it to him. I mean you could suspend payments. You can do whatever you want to do.

Right.

Like I have a. I have two cases right now. I've got a guy who has Covid, he was in the icu. He's paid in three months.

That's a special case.

I didn't take the land away from.

Yeah, right.

What the hell. I've been paying on it for a year and a half. Like I'm not gonna, you know, maybe watching some. I will take it away from you.

You, you know.

But no, you know, we'll give him some time. And then I got another guy who is nuts and moved to Hawaii and you know, try to find a job, I think chased a girl and that guy's gonna lose his property soon. Like.

Yeah, it's very.

Look when you don't pay your car payment in year four on a six year note, what do you think they do?

Yeah.

Take your car.

And it's also. There's not what's interesting with our. It's like no one's a credit is going to get affected if they stop paying. And the other thing is some. Sometimes there are people legitimately that may just be like hey, it's sort of like it's a very cheap look how easy and how to control that land, how they make this small couple hundred dollar payment. They may just want to go use it for whatever reason for a couple of years. And like, you know what? I'm done with it. I'm all set and that they've had their enjoyment, they've done with it and it's not a big deal. We can go sell to somebody else. It's not like we're going to go out and slam down their credit. You know, it doesn't work that way. So we're very easy to work with. We're actually, it's really, it's good for them to work with us because if they decide they don't want anymore or anything like that. It's no fuss, no muss. We're easy to work with, all of us.

Yeah, I really, you know, I've had a lot of defaults where the people Just disappear. And I feel bad about that. Like I call them, email them, text them, send them letters in the mail. Like you've paid on this property for three years. That's just money out the window. Unless you did get some enjoyment out of the property. Now you just want to get rid of it, that's fine, you wash your hands of it, move on. But those people, you can't find. So in that instance, I'm taking my property back and selling it again. Matt, I've had an instance where somebody paid me $5,000 down on a really big property, paid me $500 a year for the first year, and then they had to default. And we conversed about it, we talked about it, right? They just couldn't do it anymore. They maybe took on a bigger property than they should have. But because we developed a good relationships and because they communicated with me, I said, oh, well, you, you maybe can't have these 60 acres here, but I do have this property a few miles away. That's three acres. How about I just give that to you or deed it, I'll just deed that to you. And then it worked out that way. So that was kind of cool.

So that's crazy awesome. Like don't just move on from that and be like, yeah, so I just gifted him this property. So what else are we going to talk about? Dude, that's a big deal. Like that's kind of an awesome thing you did. You didn't have to. You did it. Cuz you're a good guy. Like it's not all, you know, you didn't pay. So I'm taking your stuff back and I'll sell it to someone else. Hahaha. It's not that, like that's, you know, that's awesome man.

Well, I appreciate that.

Did it feel good? I bet that felt ridiculously good.

It, it felt good. I mean I felt better. I felt bad that they had to default and I'm like, what can I, Yeah, you know, what can I do? You're, you're literally like $11,000 in to this thing. Oh, look at that, I got a refill. Thanks buddy.

I'll have a double, please.

That's my shaggy son. It's my, my shaggy 15 year old who refuses to even shave.

Get that boy a haircut.

Yeah, right. No, but no, that did feel good. Go ahead.

Can you imagine if someone's buying a car, right? And like you said, Matt, year three, they're like, ah, I can't make payment, sir. Hold on a second. We have another Car, this used one. We're just going to give that one to you instead because we appreciate your payment.

Exactly.

Nice of you. I mean, can you ever imagine that happening?

Right? Imagine the bank being like, yeah, that. Five bed, four bath. We get it. That's too much. You know what? Here's a three, two. On the house. Thanks so much for playing the game.

That puts things in perspective, right?

It does.

Like, are you serious?

It totally does. I'm refilling early, boys. Oh, you know what? Why not? Okay. There we go.

You work hard this week.

You know, dude, I bought my tractor. I'm living large right now. That bottle of wine was not open this afternoon.

Ah, well, that happens.

Hello, Governor.

Hello, Governor. So, any other comments? We got our watchers. It's really weird. Like, it goes from 39 to 14 to 6 to. I don't know. So something's walking, something's wonky.

447.

But let's see.

Any more?

So we got a comment from. Ken Green is watching. He says you can renegotiate the note and increase the yield. Win, Win. That's exactly right.

Yep.

On those defaults, what do you see, Matt, on your end?

I don't.

Do you see anything on your end, Matt?

I'm on the. Yeah. I got a question from Joel. Hey, gents. How many ads do you post on Facebook Marketplace per day? Question mark. Are the ads long or more precise with cost items and a cta. Call to action. With a call to action, like message or, you know, call us, etc. So how are you rocking Facebook?

Good question.

So here's the thing. You got to split test everything, right? We're constantly. I was just talking to my Facebook guy about this today because there's been some changes in the last week with Facebook. We're like, all right, we got to mix things up a little bit. We got to try this, try this, try this. I was talking to Zaino about it today. Things have changed. So you got to constantly split test things. I think on the whole, well, it's interesting because some people do really, really amazing short ads on Facebook and they get a lot of attention. And they might get 100 people in their inbox messaging them about the property. But that's a lot of work to try to, like, navigate the waters there with a hundred leads, whereas maybe somebody else is more descriptive with their ad and they get a little bit fewer, more quality leads. So I think there are multiple approaches out there, and you got to figure out what's best for you and how to manage It.

Yeah, that's not a cop out answer either.

I'm not trying.

That's the truth. Right. You're not. I know, but like, I could see somebody watching that being like, well, he didn't answer the question. Guess what? I'm in a group with two different other people. One of them does super short Facebook ads and is successful, and the other one writes ridiculously long, shoot myself in the face. I don't want to even read this ad. And is successful. So it depends on how you want to go about it, right? So here's the deal. You can win either way.

I agree. I totally agree. I think what you. I look and say, what is the goal? What's the deliverable? And if it's acquiring emails and phone numbers, then you can, you know, short ads are fine. And you just build up that database of potential customers and they onboard into your, you know, they get their email onboarding series and they go into your CRM and they start getting deal the week and all that jazz. Then that's good, you know, so, you know, it's however you want to do it. You can go with that long approach or the short approach, but definitely no reason, I think, as you were saying, Scott, no reason to split. Not split, test it. Right. Give it a, you know, see what works best for you. And as Matt identified, we have people that do well on both with both. So. And it's how many? I mean, you could post a couple. A couple a day, wait a couple days, post a couple more. You want to get a rhythm, but you don't want to get in Facebook jail. So you kind of, you know, you just test the waters. Slow but sure. Sometimes it's not about the number of ads, it's about just about paying attention to those ads, responding to people, renewing them. So there's just tactics. Right. But you gotta start somewhere. So start small. Don't go out and just like start posting a bazillion ads and have your account freeze up. That's not gonna do anybody any favors.

Sometimes it's about also, and you guys have probably noticed this, sometimes it's about how attentive you are to the leads. Because I mean, if you have somebody want attention. Yeah. If you have somebody waiting in the wings ready to pounce on that response and to engage them in conversation, what's the likelihood that you're gonna have good success with that person or maybe with that particular technique versus, you know, letting, letting 100 messages fill your feed for two days and then answering them.

Yeah. So by the way. I know people who do it both ways.

Yes.

I know somebody who waits a while. I'm like, that's so dumb. You're so dumb. Well, I sell more than you do. And I'm like, well, okay, it's a good point.

It's like.

But so you know the problem with Facebook is you can drive yourself absolutely bonkers, right? You can go post a lot of ads, get a ton of traffic coming in, be super attentive, and not really learn things. You're trying to post ads, you're trying to sell property, but you're trying to run little experiments, and you're trying to figure out what is working for you in the places you're posting at, the frequency that you're posting, what you're posting about, what you're saying, how quickly you respond. And there's so many variables that it's really, really hard to start to find the trends. So you just gotta go do it. I think the one thing all three of us would agree on wholeheartedly is you can't go post an ad and think you're gonna sell a property. Does that say Florida? Florida. Florida.

Uh oh.

It says Barry Never Pinder.

Bnp. Busy, busy, not productive. That's the danger of Facebook.

Yes.

Oh, man, you get real busy in there.

Bnp Zero.

Yeah. Bnp.

Yeah, you know me a lot.

Okay.

Bnp. Don't be.

And so we got to give a shout out and raise your glass, fellows. The Godfather's watching. The creator, Mark Podolski, he's watching on YouTube tonight.

That's gotta be a new use, because then we can do 200% increase on our viewers.

Mark, if you go to Periscope. If you go to Periscope, Mike Newbel's walking on Periscope. That's gonna double our number of watchers on Periscope this week. Oh, okay. Oh, we have to address this. We have to address this because people are saying that Mark broke the streak today. And when I say streak, I'm referring to his live Facebook video streak. He actually did not break the streak today. He attempted, and I think he was even on for a few seconds, and he had Internet issues. Like his Internet just went gone. Right. So people are giving Mark a hard time about breaking the streak today. But listen.

Or Mark could just come on and say hi right now. Two seconds. Hi. That's it. Yeah.

I think to solidify this, Mark better show up because, you know, trying doesn't count.

Mark Podolski says the trees. The streak has not been broken. And here's what Mark did. This is really cool because he did not have Internet access at his computer. I believe he was on his phone and he went in and he posted this amazing new video. And if you guys haven't seen this yet, go in the Facebook group today and watch the video that Mark posted today about where he was in life. And he talks about this at boot camp to a degree. About where he was in Life back in 2008, 9, and 10, and how this business changed his life. Oh, he's jumping on Skype now. Okay, we're gonna bring him on. But anyway, he uploaded this video, and everybody needs to go watch this video because it's really an amazing video. It's very well done. And he. He commented on that video while it was playing. He was commenting, commenting, commenting and interacting with people during the playing of the video. So I don't. I do not think the streak has been broken. That's live.

That's live.

It's been. It's been broken.

No, it has not been broken.

It's gonna be live. The streak is to be live. You can't try to be live and call that.

You know what? He's coming on live right now, and it will definitely not be broken. Just. You just wait a minute.

You can't be like, how many posts did you have on Facebook? And be like, well, I tried real hard, but I didn't post any. Like, something didn't work. You're like, okay, so you posted none.

Coming down hot on the creator. Coming down hot on the creator.

You are coming down, down. That's crap. You got to get online. You got to go buy some kind of Surface Pro and make it happen.

Oh, okay, here we go.

Yes.

Maybe you need six screens in a. In a big microphone in front of his face.

And a John Deere.

And a John Deere.

Nothing runs like a deer. I had. We grew up with a John Deere that my dad bought for $5,000 in 1984, and my sister still has that tractor.

Wow, that's.

Yeah, that thing is old. Very, very old.

It runs.

Yeah. Now it's on. It's like, fifth seat, but whatever. Anyways, where is he? I don't know.

I'm calling him. He's getting on Skype. He's coming. Let's see if we got any other.

No bueno.

Oh, here's another. Here's another question from our. From John Satyropoulos. Ready? If you buy, let's say a 20 or a 30 acre package, and it's in a good spot. Can you break it up into small, smaller lots? And then I would think. And then that subdivide.

Yeah.

Can you subdivide, Zaino? Can you subdivide?

Yeah. It just depends on the area. You know, there are some instances where it's not very difficult, and there are some where it's more difficult. It's really case by case. But, yes, that is definitely a possibility. There are people that make a lot of money buying large tracts of land and subdividing them. Absolutely.

Word of caution. I work one of the areas I work. I thought I was going to go do that, but it wasn't going to go.

Can't hear you.

Can't hear you. Must be that piece of crap microphone. Oh, there he is. Showing up everywhere. Come on, Mark, you get. Nope.

Maybe it's on our end. You got to unmute him, Matt.

No, I don't have him muted. He's.

Mark, you gotta switch it off. That ridiculous headset. There you go, big boy. God, I like him. I like how he just disappears into the mountains. Anybody else?

Tony Grigio says, forbes. Forbesy. That's a handsome microphone. And stand. I love Fortune 500. Forbes. Oh, there he is.

How are you, sir?

So here we have on Nightcap, Fortune 500, Forbes, the Zen master, Mike Zano, and of course, the Nightcap OG Dude, Buddy Scott Bossman. Thank you all for being here.

We hear that you're super happy because today is today, the last day. You have to hold that mic Friday, one more day.

I mean, you're definitely. It's definitely contributing to the definition of your biceps because you've been doing this now for, like, two weeks. Like, all day long. You're holding this thing.

That's right, Matt Forbes. I'm blowing up my left arm, my left bicep, while you turn to Joe with your big, fancy boom mic. By the way, I've got a new song. If I could be like, Matt, I want to be.

I want to be.

Yes.

I'm the fourth person to sing that to me this week.

What's that?

You're the fourth person to sing me that this week. It's crazy.

Yeah.

So what about Missing Fellas? What are any good questions? I'm only doing this, by the way, because of Tony Grigio.

That's right.

The streak has not ended.

No, it has not ended.

Right, though. He was definitely right. Like, you know, just because your Mac doesn't work and you can't go online doesn't mean the streak's not ended. Like, that was going to be the end of the streak. So I'm glad to see you here.

I'm here.

Yeah. Good.

Mark, we've been giving. So next week at this time a whole fresh batch of people will be coming out of their first flight school and coming right here to watch the nightcap. Of course. So we were just giving them advice as to how to prepare for this, this moment they're launching. So maybe you want to give them a little pearl of wisdom, anything you could say to them. I mean this is coming in seven days. It starts, it's here. Wow.

I mean I think there's two ways you can go. I think the first way is really just create sort of a disciplined schedule for yourself and know when you're going to mail, know when you're going to market and start just knowing like, like I don't want decision fatigue. I want to know when I'm going to be executing in the business and setting your goals and doing that. The second way is don't be lonely in this. Apply for one on one coaching and let us create a business for you and in the next year and start really doing this as a business. So you know, the flight school tuition gets applied to coaching. I would apply for one on one coaching. I know it sounds so that, that's really the way to get to that next level the fastest you can do it. To fill up my way, you could struggle for nine months and then apply or you could just do it.

That you know, that falls in line with what we've been saying tonight is the idea of being all in. Right. Commit and be all in. And I love it. And did you, did you happen to see this? Did you know what this means? Did you catch that earlier?

Yeah, it's.

Bnt. You know me.

Yes. And that's what happened. You know sometimes people and that's, I just. You just said that when you said decision fatigue that's what made me think of this because if you don't really have a solid plan, you can definitely get am I going to do this? I'm going to do that. And that does, my God, that does wear upon you. That's a great point.

Yeah. Flight school, you've got the fundamentals but you've got hopefully not a new job for yourself. And now we want to make this a business and we want to make this a passive income machine and it's not like flipping on a light switch. And the accountability piece is really.

Priceless.

In that sense because I know I, I know for me like left my own devices I'm not going to work out, but I joined a group with, with Scott Bossman, Eric Peterson. I had to work out today. I had to get on the peloton because I could not, not do it and let those guys down. In the same way. You cannot not execute in this business and let your coach down. And then a year later, you're. You're out of it. I mean, you've built the machine. Or, you know, to take my analogy further, you're as fit as Scott Bossman, right?

Speaking of fit. Speaking of as fit as Scott Bossman, Mark, you're gonna blush at this one. Renee Rogers says, nice pipes, Mark.

It might be because of the new hairdo, too. It brings it out a little bit more of, you know, growing it out. Mark looks good.

I know I'm going the opposite as Matt of Matt Forbes. Like, he's getting cleaner and tighter. I'm literally going to like a Marge Simpson bouffant.

Is it going to be blue?

Where are you keeping the mic, Mark? I'm like, it's right here. It's in my head.

What do we have to do to have a bet where when you lose, you dye your hair blue for the next boot camp? What does that look like?

What are we betting?

Anything, as long as if you lose, you have blue hair for boot camp. Whatever it is, don't care.

Oh, that's gotta think about that one.

Yeah, let's.

How about.

How about this is the bet. Who does more deals this. This month? I do more deals this month than.

Who everybody else combined.

What's that then?

Who everybody else combined? Yeah, I don't think so. You gonna spot me a couple hundred deals? Maybe. We'll talk.

All right, here's a great question. Mark, this is a great question from Tony Grigio and Mike Jano. And I have the pleasure of talking to a lot of people on the verge of coaching. And we get this question a lot as well. So Tony says, how many deals do you recommend someone has under their belt prior to one on one coaching?

Oh, good question.

So we, I mean, basically, and I say this to boot camp, and it's not to sound. I mean, it does sound a little arrogant, but I don't mean it sound arrogant in the sense like we take like, we consider like our coaching program kind of like Harvard. So why is Harvard Harvard? Because the kids that go to Harvard, we're going to be successful anyways, right? So we're just going to take your work ethic, your talent, your skill set that you've already proven in flight school. And we're just going to focus it bigger badder, like we're going to put you on steroids in the coaching program. So essentially, if you've been struggling in flight school and we look at your application, we're probably going to say you need to do these things first.

Right.

And then reapply. But if you've been executing the entire way in flight school, you're ready for coaching.

Yeah, I love that, Mark, because we really are transparent about that. Right. It's really. And it's not to discourage anyone because the coaching is here when they're ready and there's certain things they just have to get in line and they're ready, then others are ready to go right away. We want to make sure it's the right time for you to do that, to take that step. So everybody's going to have a different moment. But I love that it's very transparent. No, no. Yeah.

Absolutely not. Not everybody that applies gets into coaching. But we'll be honest with you and say these are the things you need to do first before you're ready. So it doesn't. I mean, we've had $500 to apply, but it's refundable. So if you don't get into coaching, you get your $500 back. But at least we know you're serious about it.

What another great reason to apply, just to hear us give you some pointers on what you should do. It's like a free. It's like a free strategy session. Yeah, it could be.

And we've.

Could be.

And we've had people, Mark, where maybe, maybe they haven't. Maybe they really want coaching. But maybe what. Maybe we want to have them a little bit more success prior to going into coaching. They, they do it, they, they, they, they buckle up, they bootstrap it after flight school, they do it on their own for a while. They start doing deals and then they start coach. So, like, it's. It's pretty awesome to see that happen as well. Which, which does happen sometimes.

No, absolutely, absolutely.

Then we have people that actually start taking action inside flight school, start getting traction. And it's just, you know, everybody at their own pace and they might go right into coaching because we can always assist them with getting their strategy call, having that coach in the background. So there's so many different ways. So if you feel like this is something you want to do, just apply. You get the free strategy. Call with me a bossman, and we'll go from there.

I think we, I Think since Mark is on, I think we need to do something special.

Yeah, but I don't have a drink. I feel like I should just drop off.

No, not at all. This. You don't need a drink for this.

Or go get a drink. There are options. There's ways to do this.

Yeah, I mean, it's left in the show. Mark, we're like, we go an hour. We got seven minutes.

What are we doing?

So we used to have a lot of segments during Nightcap, and maybe we had too many segments, I don't know. But I'm gonna pull a segment. I'm gonna pull a segment out now that we used to do. It's my favorite segment. It's called the Boston Lego segment of the week. All right, So in this segment, normally what happens is Scott Boston spells a word and Mike Zano pronounces the word very incorrectly in his Boston accent. But because Mark is here tonight and because he loves imitating Mike Zaino so much, and if you want proof of this, go back and watch the Mastermind Halloween call From, I think 2018, where Mark, he was Mike Zano for Halloween, and it was absolutely amazing. Anyway, so Mark, you are going to pronounce the word as if Mike Zano is saying the word. Are you ready?

All right. Scott Bossman, I'm wicked smart. Give me a word.

All right. And before I. Before I get to the word, here's. Here's the favorite.

Continue to be this.

Here's the favorite. Here's the favorite Boston Lego word of the week. Mike, what's the favorite word of the week?

You want me to say it?

Yeah, I want you to say it.

Cheetah.

The cheetah. Mark knows never play cards with a cheetah. Who would ever want to play cards with a cheetah?

Nobody. That was easy. One way how you pronounce the word, though. Like, it's not like, that's wrong.

All right, so speaking of cheetahs, am I the only one that kind of Mrs. Tiger King?

Yeah, but did you see the news this week with Nicolas Cage?

What happened?

Cage is going to be Joe Exotic.

Nick Cage is playing Joe Exotic in a TV show.

That is. That. That is going to break something.

Hopefully the Internet, but it'll be good.

It's going to get a bazillion views.

All right, so that's a no brainer.

That's a no brainer.

So here's the. Here's the Boston Leg award of the week. You ready, Mark? Here we go.

I'm ready.

This is a Hard one for the spellers out there. C L E A N S E R.

Cleanser.

Cleanser. Yeah.

Facial cleanser. Come on, right? Facial cleanser.

Yeah.

Yeah.

So this is what happens, Scott Boston. I wake up in the morning.

I tap Lara.

I say, let's go take a hike. And we're gonna go with steam, and we're shower and we're gonna lather up. And it's like my own personal country club. And then Laura makes a nice coffee for me. I don't know what she does with herself. All I know is it comes, it's.

Frothy, it's delicious, it's true story.

And then all I know is I money comes to me because I just keep closing deals. You get a deal, Josh, you close the deal. Good. Good boy. Deal.

That was amazing. That was amazing.

That was good. That was good.

I think we all know how to pronounce that word, though, and it's cleanser. Just so we know. Just so.

Cleanser.

Throw that out there.

I even heard of that. What is that?

Isn't that character on Pulp Fiction? They call him the Cleanser. Remember that guy come in and the cleaner.

The wolf?

No, the Cleaner. The cleaner comes in and cleans up the crime scene. They have a cleaner in John Wick as well. Is that his name? I don't know.

Yeah.

You mean the. He's the guy that solves problems.

Yeah, he solves the problems.

He solves the problems.

Yeah. That's in. Isn't that a John? That's John Wick. Is that.

Yeah, but I think it's Pulp Fiction, too. There's a cleaner.

It's a common role in those kind of movies. The Cleaner.

Yeah.

Cleaner.

The Cleaner.

In Matt's world, it's Anne Marie.

Yeah. Annemarie.

We've got a problem with the kids. Oh, yeah?

Why would I know that? We have a problem with the kids before her. That doesn't even make any sense.

Yeah, that's true.

All right, so any other questions before we sign off? Let's see. Paul Blatti says. Paul, welcome. Oh, Mitchell Kurtz says, you guys are the best. That's nice of you, Mitchell. Paul Bellotti. Scott talked about split testing the marketing. What about the mailing? Do any of you ever change up the suggested letter and the purchase agreement with other things to get a better response?

Not one time, no.

We changed the pricing, maybe adjusted as necessary. That's why you continuously mail and Scott Todd talks about, you know, kind of adjusting, listening to the market. But the letter is the letter. Letter is the Letter how many years ago? It's the same letter we still use now. Why change it?

Well, that. So. So here. This is actually a really important part, right? Because people are like, all right, I want to reinvent this, and I want to spend time and redo this. Like, that is not the crap you spend your time reinventing. You do not reinvent the letter. The letter works. It demonstrably works. Leave it alone. Like, if your business is so automated that you don't go to work ever, and you're like, you know what I want to do today? I'm not going to go play 18. I'm going to go rewrite that letter. Then God bless you. But until that day comes, go spend your time doing the stuff that matters. Go split test Facebook ads. Go figure out Craigslist. Do the stuff that's going to make you money. Because it's not the letter, I promise.

Yeah, I mean, I've been doing this 20 years. Not that much has changed. In fact, I had somebody ask me, like, hey, are you gonna update the toolkit? And I can update it as far as, like, looking better, looking a little long, long in the tooth. But the content itself, like, you'll notice when it came to Facebook module, like, that's up to date. Like, that's Mimi talking about the most current Facebook thing. But the basics of marketing in there are fundamental. It's the fundamentals. You want to have a compelling headline. You want to have urgency, you want to have scarcity in every single ad. You want to have clear call to action. Those things were just as relevant 20 years ago as they are today. And, yeah, the tools are different now, but we are keeping. We update that resources section. Like, Paul Brewer was really super generous giving us his airtable, and we're going to add that to the toolkit. But as far as doing a whole new module on marketing and more buyers than you can handle, I don't think that much has really changed. Honestly, I could be wrong.

That's a great point. Probably the only thing that may have changed is that the way that we convey the knowledge and the information to people has just been so streamlined into a recipe. It's like everything has just been, you know, showed up. I don't want to bring up the four years, four months thing, so I won't even go there. I'm just saying that you streamlined the process.

He's gonna drop that mic on his foot and break his foot. That's what he's gonna do.

He had to switch to the right hand.

That is heavy Actually, hold on. I found. If I can. Bozman. I found a game for Mark and Zano to compete against. Do we have two minutes to play this game?

Well, sure we do.

Yes.

I mean, it's okay.

Here we go. We have all night, boys. Are you ready?

Starting to shake. I don't know. Two minutes.

In your very best Boston accent, you have to say the word. Sort of like Jeopardy. But you don't have to say the question right. So I'm going to give you an example. I'm going to give you the definition. You're going to give me the word. Ready? So this definition is. Synonymous with very or really use, describe, to add emphasis to any adjective.

Wicked.

Wicked. There it is.

Oh.

1 0, 1 0. Here we go. Top five. Here we go. Ready? Number one, a. Native to neighborhoods in the Boston area like Charleston and Dorchester. If you are native, you are a townie. Nobody.

Oh, townie.

Different area than me.

Number two. A liquor store.

A Paki.

A Paki. All right.

I'm not gonna get it.

For two. A drinking foundation.

Crystal. Mom, I better get you.

Oh.

Two to one. Two to one.

Boston's favorite coffee shop.

Oh, Mark, do you know this one? Yeah.

Come on. Dunks. Donkeys.

Donkeys.

The basement.

That's why you call it the seller.

The seller. All right. A sandwich or a hoagie. In Boston, we call it a.

I don't know. Everybody calls them subs. Come on.

Come on. It's a grinder. Come on.

Oh, grinder.

All right, dinner.

Dinner.

Oh.

Four to two.

A U turn.

U turn.

U turn.

Oh, come on. Banging A ue. Come on. Talking about. All right, last one. The remote control.

The remote control.

Listen, remember Mr. Mom. Remember Mr. Mom. I always. When they're racing and he's like, you gotta let him win. I'm not gonna let him win. You gotta let him win. From the creator. No. No freaking way.

All right, fine. No.

It's your town. You deserve the win.

I think.

I think a more interesting game would be, what type of cheese is bossman going to eat all week?

Curds for 300, Alex.

All of the cheese.

Squeaky curds.

Just remember, Mark is the Godfather, and you may end up with a horse in your bed. Zane.

Him just saying.

Horse's head.

I like that.

Horse's head.

Oh, that.

I can help facilitate that.

I got nothing but love for. For all three of you.

You, too.

Thank you for jumping on, Mark. You kept the streak alive.

Oh, Johnny.

That's right. I'll tell you who should be worried right now is Tony Grigo.

Yeah, right.

Yeah.

He's gonna end up with a horse's head in his bed.

He called you out?

He called me out.

He was right, by the way. For the record. He was right.

What do you mean he was right?

I said, I went on recording.

I posted.

It's a great A Forbes. You know what? Before you judge Forbes, watch that video. It's an amazing video. Watch it.

I haven't seen the video. You know why? Because it's a video. It's not live. The streak is live. It went live.

He was commenting live.

I was commenting live.

I'm out. It doesn't count.

Oh, but he's on right now, so we're good.

It doesn't matter. He did it, now he's on.

No, no, I'm not. No, the streak has continued. I'm just saying, if he hadn't. Come on. So I like Tony, you know, that.

Comes with his mic. That mic is just. He's swinging a bunch of power now, that new mic. Look at him go. Look at him go.

I'm just facing facts. You guys are kowtowing to the Godfather. That's cool. You guys want to bet?

You know, I have to admit, Mark, right when the show started, he started talking. I texted Laura, I said, order it. It's on the way.

Yes.

Wow.

Nice. Yes.

Speaking of kowtowing, is everybody ready for Mother's Day? Is it all set?

Here's a funny story. It's early this year, right? And I went to Target tonight because I had to get some. Some other essentials. And I walked by the card aisle, and I'm like, oh, yeah, it's Mother's Day this week. So I proceed. I didn't plan on buying any cards at Target, but I proceed to go to the card aisle. And here's the funny thing about card shopping nowadays. You don't want to touch the cards, right? Because a lot of other people touch the cards. So you're trying to figure out what the top half of the card. You're trying to figure out what the saying is and what the content is of the card by reading the top half of the card and seeing how, like, is it a pretty card? Does it look nice? And does the first half of the saying maybe apply to my wife or my mom or my stepmom or whatever? Because I only want to touch this card. I don't want to touch all the cards. You see where I'm coming at? It was. It was difficult card shopping tonight.

Yeah. Yeah. That's why God invented Amazon.

But.

But I.

But I bought, like, six or seven cards for 40. $40, because that's how expensive cards are.

Oh, yeah. The price of cats is definitely cats.

Yeah.

The price.

That'S like. I love you. You're the best. I need one like that. If you could forward me one, that'd be great.

We would have, like, that Mother's Day tradition of going out for brunch.

Oh, yeah.

Now I gotta, you know, ship her favorite food in.

I'm going to give you guys a preview of my wife's Mother's Day card. She'll never watch this anyway. No, it's really. She's not watching. It's really awesome. You ready? Here's what it says.

Yeah.

Oh, that's awesome.

That's really good on the inside.

Oh, it says. I mean, that's for her and I. That's for her and I. But it's Princess Leia.

I didn't know you'd filled it out. I.

No, I haven't filled it out. Now you put a note.

This is for all the guys out there. Do you write a note? I just signed my name and I'm like, I hate every minute of this. Here you go.

Oh, dude, you gotta write a note.

Gotta write.

I'm not.

Come on, man. Write a note. This year.

I don't know. I write a short.

You don't write anything by my name.

It's not. It's not. It's not a note. No, it's just a couple of little keywords inside my name, I think, you know. Hey, I don't know.

Keywords?

What?

Hashtags? You put smash tags in there. And sign your name. You guys gotta talk to your wives. Talk to your wives. Say something. Write a paragraph. You need an opening sentence.

You need a body copy. Somebody I can borrow.

Oh, my God. For this? Exactly.

By the way, Tony came back. He's like, it was a question, not a call out.

Yeah, I don't know, Tony. He's worried.

He's worried.

Martin, don't cowtow to the man.

He's nervous.

You're right. Stick with it. Me and you, Tony.

See, this is why I miss boot camp.

Totally.

Look at. He switched hands again. That's a heavy mic. All right, we gotta let him go. He's already switched hands again.

One last thing.

It is a heavy mic.

One last thing from Tony Grigio. He says, matt, you gotta sell it, not mail it in. Don't you know a thing or two about sales? He's talking about your Mother's Day card, dude.

Yeah, that's fine. I don't.

Paragraph.

I don't do what I don't care about. I'm not in. Wow. The card. I don't understand. The card.

I think we better sign off.

Goes to a store and spends $8 on a card. You know who else doesn't understand that? My wife. Neither of us gets.

Fair enough, then.

All right.

If she's good with it, who are we to judge?

Yeah. Pound sand. Bosman. What do you think of that?

I think it's time to round this up and give a toast. Who's gonna do it?

To each his or wife's. His or her wife's own. And also, Paul Bellotti would like to celebrate the. It's National Nurses Day. I didn't even know that. National Nurses Day. They're our heroes. I mean, that's a timely toast right there. My mom's a nurse. My aunt's a nurse. Mike, Two kids are nurses.

Yeah.

Here's to the nurses. Yeah.

All right. To the nurses.

To the nurses. Cheers.

Pros.

Scold.

To the heroes.

Mark, thanks for joining us.

Thanks for having me, guys.

Thanks, Mark.

App.

Good night, everybody.

See you guys.