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Pretty hair.

And we're live. What's up, fellas? How is it going this evening?

Cheers.

Cheers to you.

What say you, Bully Boy?

I don't know what that is. That's not bully Boy, but it is delicious.

Delicioso. I have a little account 12.

Oh, yeah, I think I took all the. A guy on a work call. Be like, that's a lot of scotch you got behind you. And I'm like, oh, son of a gun. And I had to go clean my.

Drinking on every other Wednesday and Thursday.

So, fellas, good to be here. We should probably introduce ourselves to our. Our growing audience. It gets bigger every week.

We.

We are the land geek guys. We are land investors. Scott Bossman.

Mike Zano.

My name is Matthew Forbes. And with the big mic, Matt boy.

The low, sexy voice.

Embarrassing. Go get a microphone, for God's sakes.

Come on.

Swinging. So, yeah, we're here. We're here to talk land investing. We're here to have a cocktail, share some wins, maybe talk about some struggles, and love to hear about where everybody is in their journey. You have something cool deals.

Show me the numbers.

Somebody says, hey, Scott. Hey, Scott. I told you I'd be on. That's for the people. Well, thank you for the people. What's up? Chris Egner. Chris Egner's here. What's up, Don Paresa. Aloha.

Aloha, Don.

What do you got there, buddy? Oh, you're gonna. You're gonna do a reading for us tonight.

Do you think it's a tax write off if you fly to Hawaii and, like, talk land with Don for.

Of course it is.

In a coffee shop.

Yeah. There's land in Hawaii. Dude.

Let's go.

Let's go find some.

Absolutely. I wanted to get, like, a rental unit there just so I could go there twice a year.

Yeah. As everybody pours in here, I want to remind you that anyone who makes a comment on any live stream, nightcap, Coffee Talk, whatever, livestream, you will automatically be entered into a weekly drawing on Coffee Talk that we do every Friday.

Or.

And a huge monthly drawing at the end of the month. The drawing at the end of the month is a $1,997 credit toward any program. So that's pretty awesome. It's legit. Just for making a comment, throwing that out there.

And, you know, if you wanted to rig it so that a friend of yours were to actually win, that would be, you know, just fine.

That'd be a totally acceptable.

Right. Like, if I were to win, know.

Myself, I I mean, I have. I am in control of the random generator. It's kind of exciting.

Oh, well, when I said that you had pretty hair, I meant it in.

All the best ways, right? Oh, that's funny. Ecat Mars. Ecat Mars says, how's my Cobra Kai waiting on season three now. Pretty excited for it.

Yeah.

I haven't seen all season two. I heard it's not as good as season one.

I don't know.

Yeah, but I love Johnny Lawrence. He's the good guy. That's the big lesson out of this whole thing. He's a good guy.

That Johnny Lawrence is the good guy.

Yeah, that's the whole thing. You gotta watch this. And they give you the background and the real story that you saw in Cardi. Kid, that was fake news. Get the real story on.

It's not that. It's not that Ralph is a bad guy, though. It's all about balance. It's all about balance, right? They balance each other out. It's. I'm serious. But he's more of a protagonist this time around, for sure. Victor Galvin. That's who it is. What?

I'd like to bring up a topic. May I?

Oh, good. I'm glad you prepared. And while Mike is bringing up his topic, everyone please throw some questions up there about land investing. That's why we're here. We're here to answer questions. Not that we have all the answers.

You totally.

I totally.

You misled me there. I'm like, you're gonna say to everyone, well, Mike's pulling it up. Pour yourself a drink. But instead, you went the other direction.

I'm just saying, you know, it's not all about us. I'm just saying this. We're here for the community. So throw up some comments, throw up some questions.

I want to see deals. I'll tell you my deal if you'll tell me yours. All right, people.

Okay, Zaino, what do you got on your mind there, buddy?

We should have the yield segment because I know you love it so much.

Matt.

We can do the deals and we could calculate the yield.

Can I just ask anyone in the. Anyone in the group if you have a yield calculator that works in Excel? I will give you one American dollar for it.

Maybe $1 million.

That would be nice to have. It's got to be out there for.

I would care. Kill for it. I've gotten. People have sent me a few, and they're all, like, not quite right, but it would be wildly helpful.

I'm sure. You create one.

I don't think I could. I think I need Scott Todd to come on here and tell me all about yield for the 11th time.

If you could just take the 10bi and dissect how it works, you could implement that in Excel. How could that be?

I'm an Excel guy. I'm pretty good at it. And isn't it if you can do.

It, it's like if you build it, they will come. And Excel is if you can actually verbalize it, you can create it.

And that's my problem. I don't fully understand yield to its fullest. It's one of those things I've always just been like, yeah, okay, I don't agree with it. I'm going to move on.

So that brings up my topic. Let's have a little visit into the Book of Five Rings by Miyamoto Musashi, shall we?

Shall. Do we have a choice?

Are you guys familiar with who this guy is?

No. Please, please enlighten me.

Well, this guy is one of the most famous swordsmen of all of Japan. I mean this is, we're talking, I think was back in like I'm gonna guess 1600s, but a long time ago had these actual life and death combat with real swords and was unbeaten and all this. And anyway, when he got to be a certain age in life, I don't know if he was in his 60s, but he went into a cave and wrote down his principles for success. And a lot of businessmen utilize that today because it does relate. His success is not just for sword fighting, it's also for business life and things like that. So there's an actual. He writes it by different books. And some of you are fans of the Avatar series. You'd like this because it's like the Earth scroll, the Water scroll and things of that nature. Right. By the way, Matt Scott and I have talked about you, your kids into the Avatar and have you partake in any of the videos?

I love the Last Airbender, if that's what we're talking about talking about as a movie. No.

You liked the movie?

Yes. Is that the wrong answer? Yeah, I thought the movie the wrong answer.

They're doing it. They're doing the movie again because the first one didn't do it justice. This is a great TV series cartoon, but it's really.

Yeah. Okay. So yeah, I don't think we're into that in my house.

So in this particular. Let's see, what book are we in? We're in. We're in the Water Scroll. Okay. And he makes a distinction between ready? This is going to relate to Lana besting, I promise.

I can't wait for that.

See, you're sort of like what Scott Todd does me in the round table. This sort of vibe he gives out. Quote, another quote.

I'm waiting to hear how the last water airbender is going to relate to Land Go.

All right, Striking and hitting. So he goes on to say that there's a difference between striking and hitting. Okay, so those sound like similar terms, don't they? Striking and hitting sort of sound similar, right? So here we go. Let me see. Okay, here it is. So even if you hit a opponent so hard now, this is sword fighting that he dies on the spot. So if you make a killing blow, he's saying, right, this is a hit. A strike is when you consciously and deliberately strike the blow you intend to strike. So he's making the difference. He's saying that although a hit is effective, like, so maybe you swing out there, you hit something. A strike is. So look at land investing. You may just be like, hey, this sounds like a good land deal. Let's do it. Right. But you're not really sure what it's going to be, what the yield is going to be. Love the yield. You're not really sure. You kind of go at it like I. It seems like a good deal. You don't really have a metric for it. So, like, you're hitting right, you're going out there, you're probably going to get something out of it, get a good result. But striking, Striking is when you know your county, you know the deals you're mailing to, you know the price points, you know the yield that's going to come from it. You're starting with the win. It's a conscious decision to price something at a point where you know that when you sell it based on the comps and that you're going to hit that yield and it's completely different. Do you see the relationship between striking and hitting? Just saying, hey, I think I'm going to do this deal because I have a lot of people that actually, they bring deals and say, hey, we want to get involved. And so what's the metric Yield? Yield. So because I want to strike, I don't want to hit. So I think that is a very valuable lesson in land investing from none other than Miyamoto Musashi. Thoughts? Thoughts? Guys, let's go.

You blew my mind.

Yeah, there's a lot going on there. All right.

Make me feel good. But it works, Scott. But it works.

Thank you. No, I I, I see where you're coming from for sure. And you know, so much of this business is mindset.

Is that what you see I'm coming from?

Yeah, that's where, that's where I see you come from. I'm not going to go down my, I'm not gonna go down my rabbit hole.

We got some embarrassing.

We got some comments. By the way, when Ecat Mars said, how's my Cobra Kai? She was talking about me. I guess that's her nickname for me. That's, that's kind of sweet. And then someone's, someone says, what's up, Jason Isbell. That's my other nickname. So I don't know what's up with that. Mark McWiggins.

Chris Agnes been around for a while. What do you think of my relationship between hitting and striking? I want to hear what Chris has to say.

All right, Chris, throw up your comment. Mark McWiggins, you guys ready? He says, hey guys, first revenue in this week. So, Mark McWiggins, that's good news. Tell us what happened and tell us the numbers. I know you're working on some wholesale deals, so let us know what's up. Victor Galvin has a question. Let's. Let's get to some technical details in land investing, shall we? How important is it to have real pictures of land parcels? Good question. Very good question.

Common question. Good question. Forbesy good caulk removal.

It was pretty good. Is that a Leatherman?

Is that a Gerber? Just might have Gerber. It is, yeah.

Gerber lame.

But okay.

I'm a Leatherman guy, so yeah, we don't like.

So this is like having the other one, the whiskey. Don't like the garlic, the Glen Levitt. Is this the Glenn Levitt of multi purpose tools?

So we used to make fun of the Gerber quite a bit back in college. But I do own them in my car and I do use them quite a bit.

I had this for 20 years and look what great shape it is. Now I don't use it that much. That might be part of the reason. That's a good shape, but it's still in good shape.

They're great to have. Yeah. Sorry, we were talking land.

Yes.

What was the question?

What was the question? How important is it to have real pictures of land persons Watercolors.

There it is.

I don't think it's 100% necessary. I think it's value added. I think that, you know, you can do it with or without. I like to have photos. I like to have drone. I like to have all of that, but it's not completely necessary. But it's value added. So, hey, if you could say to somebody, hey, I'm gonna go look at the property. Whoa. I'll give you a video tour. How's that sound? That's pretty cool. I mean, so this value added to that, you don't have to have it, but if you do, I think it's nice.

Yeah. Yeah. I mean, I know somebody went out and spent like, fourteen hundred dollars on photos or six, seven, eight properties.

Show them very well, like you're looking.

No, I yelled at him. No, don't worry.

Yelled at them. Thank you for yelling at them.

I did yell at them. They were unimpressed. But while you're yelling. No, they're. Well, they're always impressed by my yelling, but their thought was like, hey, I gotta have the real relevant live pictures. And I'm like, okay. Like, sure. I think it has more to do with them than it does with the reality of it. Right. I mean, I think, you know, one. One set of. One set of pictures with 100 photos taken probably could do it because they're all in the same area. So.

Yeah, look at. I'll show you. Ready? This is a picture of a picture of me. Now, this is me, Costilla. Property number one, you ready? Property number two. Ready?

Number three. Are you five acres?

Yeah.

So wasn't Castilla, but it was the same idea. So I think they make you feel better. I think if you're new to this business, you can relate to the land much better if you have photos taken on it. But I think there comes a point where you're like, probably can you reuse that? Right? And. And you just say, hey, this is. This is a nearby lot. You know, they all look the same. Who cares?

It's a great point. I think that the more you do this business, the more you don't let little things sort of mentally handicap you, right? It's. It can happen. You could sort of be like, oh, I need this. I need that. They're nice to have, but go with what you got and sell it. And then if you get. You know, it's really a matter of marketing it.

Yeah.

Yes, it is. It's a matter of marketing it. You know, it's a matter of language a lot of times in these ads, right? What clever language can you come up with these in these marketing ads to get people to engage with you? So sometimes the language is even more important. Here's a. Here's a tip on pictures. I just. I love Asking people, I get people all the time. I want to go out and take a look at property. Awesome. Tell you what, grab me some pictures while you're out there. I want to see what's going on. Grab me some, you know, would you mind grabbing me some fresh pictures? And it's amazing what people send you for free. And you'll even say, hey, I'll be glad to reimburse you for these pictures. And they're like, don't worry about it.

So I had that, Yeah, I had a guy, I was an Apache for a half, a half second at one point, and I had a guy go out and he's like, he's like, do you know this area? And I'm like, honestly, not at all. I was just starting out. And he's like, let me tell you all about this and send you my photos. There's actually, there's water on this property that's connected with a property next door. There's this, Let me tell you all this other stuff about it. And I was like, oh, my God. And I just started taking mad crazy notes. So you never know. You can get a lot of good information from your buyers for sure.

This is a great ad. You can all use this. You read them as you see them. Matt, you ready? Yeah. Build your.

Wow. I think this could have gotten better. Oh, buyers list. Please say buyers list.

Oh, no, no, no.

Library.

No, you can guess. You're going to see it after this one. Oh, God. This paper.

Cobra.

What is kai for 300. Alex. Build your own Cobra Kai dojo on your land.

That's a great one.

Yeah. Build your own Kai dojo. Yep, that'll sell for sure.

No mercy.

Sir.

Your property. You two could be joined to this five acre property.

Hey, we need to say hello to the Godfather himself. Mark Panolski's here, tuning in. What's up, Mark? Nice to see you. I haven't seen you in a couple weeks. I think he might have just tuned in. I mean, he, he could be pulling the Scott Todd.

You know Scott Todd's out there. Yeah, we know. We, there's ways to draw Scott out. We've drawn him, we've drawn him out before.

Yeah, well, you have by throwing him under the bus.

Yeah, tonight.

By the way, Zaydel, you're, you're referring earlier to the fact that Scott Todd makes fun of you giving quotes of the week for, you know, on, on the roundtable for, or giving quotes for the tip of the week. I, I, I encourage you to listen to next week's Roundtable. You're gonna hear a whole different scat Todd on next week's roundtable.

Whoa. Is he drunk? What happened? I don't know.

He's changing over time. He's, he's. He's. He's growing. He's, you know, he's becoming more.

I don't know the process that.

Is he flying bigger planes? I haven't talked to him since the last boot camp.

He's. He's flying bigger planes? Yeah. I don't know. He's just. He's becoming a different Scott Todd. He's giving all of these mindset tips.

Oh, I like it.

You know, he's giving. Yeah. What's that?

This is what I've been. I've been following this for over two weeks. For about two weeks now. The morning pages was a great tip.

The morning pages. So, yes, Mike, you have the tip of the week next week because you were gone. So there you go.

Did you give a tip this last week?

I did. Do you want to know what it is?

Sure.

Should I give a preview or not?

I don't think you can because the roundtable cloud yet. That would just devalue the round table.

That's right. Let's go back to some. Some comments. Don praises. Photos are good, but can definitely make sales without agreed for sure. My wife is watching. She said, did Matt just tell another woman he loves her? I missed that part. Did you say that, Matt?

Yeah. What, man? What happened?

I do that a lot, so I don't know.

He tells me he loves me a lot. Mark McWiggins had a whole. Mark McGuiggins. Mark McWiggins had a wholesale deal. So. So it looks like he made. So he was $2,000. He purchased it for $2,000, sold it for 2500. Money's money. Exactly.

How much time did it take you to make $500? That's what I always tell people. Is this worth it? Is that worth it? Well, how much effort did you put in? How much time was it 15 minutes? Was it a half hour? Was an hour? $500 an hour. Not a bad rate.

Not bad, exactly.

Getting doctor pay.

Let's see here. Victor, in your experience, do you know if more land parcels come with mineral rights? So I would say in the vast majority of land deals we've done in the last five years, I've only had a few properties with minimal mineral rights. They all have surface rights. Typically, you can get a water well, you can get a septic tank permit, that type of thing. But the mineral rights rarely Make a difference, would you say?

Never.

I had one that had half and I just sold it. And I didn't strip it out because I'm just lazy. But that was it. Just one. I have one, I think. You know the deed.

Yeah, yeah, yeah.

Like a whole nother area of study. There are people that are dedicated just figuring out who owns those things. That's a. That's a study within. That's a micro study within of its own. You know, that's. That's a whole other animal. Most properties do not have them associated with them and it does not affect their selling value.

Yeah.

Awesome. Any other questions out there? Mark says he misses us. We miss you too, Mark. Mark, coffee Talk tomorrow. Anybody else showing up for Coffee Talk? I'll be there.

Didn't see the invite.

Yeah, didn't see the invite.

Really? Really. I think. I think we would have both of you guys on in a heartbeat.

So what time?

Whatever. You'll be there, Zano. It's at noon. Pacific. No, it's at 10 Pacific. Tomorrow morning, 10am Pacific. We're doing a weekly giveaway.

What time is that?

I mean, Mark.

One o'.

Clock.

It's. It's. It's Coffee talk with Mark Podolski, the land geek. He does coffee talk when he wants. 10:00am Mark.

Am I supposed.

It's Friday. He doesn't work Friday.

Exactly. Espresso Martini time.

Oh my God. I could be hammered at 1:00'.

Clock.

I mean, I won't be because I have a job. I'll be talking to somebody as I look at my calendar.

All right.

He says on the calendar, he says.

Yeah, the west coast bias. That's what it is. So, yeah, tomorrow, 10, 10am Pacific. And he's wondering what we should discuss. So come with a. Someone come with a topic. I'll be there. Xeno. Here we go.

Just lost my light.

Yeah, you did. What happened?

Oh, must be on a timer.

Wow. Disco Zano.

We're light on questions. Sake. How about, let's see. How about a couple more wins? Did I see a win in here for Matt Walt or not? Maybe I'm dreaming. But let's see.

Drinking. You are definitely drinking.

Scott Forbes. Forbes. You said you had a sale. You said he had a sale this week. So let's talk about the numbers on that. 2, 2, 2, 2 and 2.

I had the classic Matt Forbes 53. Bought for like, I don't know, like 4,500, 5,000 somewhere in there. Sold it for 28 over 110 months, which was great. $500 down, 249 dog fee. And right as we're like, we're so busy in school and like, oh my God. And our, you know, our passive is growing nicely and all this other stuff and it's just blah, blah, blah, blah, blah. Ann throws down a deal of the week. I mean, she spent six minutes on the deal of the week, and by the 10th minute it was sold.

Nice.

I get the text, I'm like, I'm like, stripe payment. I'm like, what the hell? Like whose land Geek geek pay thing failed and then it went to stripe and then it failed again. Like, what is this about? Sure enough, we went back through follow up boss. This woman had. She had tried to buy two other deals of the weeks and it had already been sold. So she bought this thing within sub five minutes of getting that email.

She was waiting for it.

She was waiting for it. And we're like, oh my God. So sent the docs out today. So yeah, that was good. So we actually ended up having a great week. Two, those are two larger deals that other ones. 225 for 70 months or something.

So. So the 225 for 70 months, what's the other one?

250 for 110 months.

So you just gave yourself four. $475 a month raise. All right, so you just gave yourselves. Let's do the math. I'm gonna be Matt Forbes here. 12 times 475. You just gave yourself a $5,700 raise for the next year.

Well, they're both investor deals, so half of that goes to the investor. Ish. But.

So that's an infinite return.

Yeah. With very little money out of pocket for mailing and a couple other things.

Calculate that yield.

Yeah, it was good. So yeah, it was a good week.

It's all good.

Dude sold three wholesale the week before, which was lovely. And are you ready for this? I love this deal. I'm buying a property from a guy who bought it from one of my good friends in this business who bought it from another good friend in this business, wholesale from that guy who bought it in like 2018. And so my intake guy's like, oh, I don't. You know this title, blah, blah, blah. I don't know. And I look at the title and I'm like, I know all these guys. Yeah. Buy that property.

Right.

And then I'm going to go sell it and then I'm going to wholesale it back to the original guy.

There you go.

Do that. I'm going to call Him. Once the deeds are, and it's in simply file, I'm going to be like, yo. I'm like, you're buying this property wholesale for me. I don't care how little I make on it. I just think it's funny.

It's funny how deals come full circle in this business sometimes, right? You're in this long enough, you send out enough mailings. That's another thing. Zato, you gotta listen to the roundtable next week. Scott Todd's talking about a deal that you guys have ties to over time. It's this crazy thing, right? It's just all about. But it's all about consistency. That's what it's about.

I missed a good round table.

You did miss a good roundtable.

That's one thing I found out recently. You don't want to miss the round table. You don't become the focus of everybody's input. Like, oh, he's not here. All right.

Yeah, aim on that guy.

Exactly.

Tough little crew, the round table. It's a tough crowd. You definitely don't want to miss those guys.

Any other wins out there, Jen Ramquist, you're watching. Any win? Any wins? Let's see here. Don Pricey. You gotta. Got some. You gotta have some wins. You're always. You're killing it. Victor Galvin. It was nice talking to you last weekend. Nice to hear that you're taking action, Victor. I had a call with him the other day. He got the toolkit a while ago. And, you know, it's hard with the toolkit guys, right? Like, you're on your own. It's like this jigsaw puzzle. It's. It's exhausting. You have to have. You have to have a lot of discipline to sit down for a couple hours every day to get things up and running with the toolkit. Victor's doing it. It's really cool. We talked about LG Pass, and he was like. He was amazed at what LG Pass would do. I'm like, you know what? LG Pass is a game changer. Change ya.

Change ya.

Five years ago, there was no LG Pass. Today, LG Pass, it really is phenomenal. It's getting better all the time. You can. You can mail. The click of a button, you can drip your mailings. You can. You can what? You can tag people now? You can tag your vas. Oh, Zaina. We gotta talk about my new. My new lingo, by the way, as well. Vas.

Yes.

You know what I'm talking about. You tag people on your team, you Tag people on your team. You have your due diligence manager going there. You listen. LG Pass is a game changer. It's 99 bucks a month. Are you kidding me?

Is that all it is?

It's all it is.

But, Scott, if you get somebody who is succeeding with the toolkit, they absolutely, positively owe it to themselves to flight school. If you have proof of concept of the toolkit, you are going to crush this business with flight school. So parlay that springboard, whatever you want to call it, take that success and go make it even greater. Invest in your. In the flight school, whoever that is you talk about. I'm not sure who it was. Do it, because the flight school is going to take you and scale you beyond what you can believe. It's unbelievable. I would.

I would agree with that. Bosny would be so proud of me. I finally did the remail in LG Pass.

Yes.

1697 mailers went out in probably one minute. I couldn't believe how easy that was.

Did you tweak your offer?

What's that?

Did you tweak your offer price?

Just it. By a.

Just by a couple of percentage points. I was like, that's tight.

Up or down?

I went up. I went up a couple percentage points. And I mean, that's a very. That's a tight market I was going into. I got some other ones where I went down.

Listening to the market.

Yeah, some of the market back in the day.

Putting the hair to the ground. You can hear the horses coming. You're listening to the market.

Yep. So, yeah, but it was cool. Like, that was a quick. That was a quick. 1600 mailers that I know are good. And then I saw all of the edits that were done, all the yellow letters that came back, and then it were updated. It's like, whoa. That's pretty cool. We'll see what happens.

That's awesome. Yeah.

Victor, a little dangerous. You know, you go drink a bunch of alcohol, you could be sending a lot of mailers. Not that that's what happened. You know, you could get mailer happy in a. In a pretty quick way.

That'd be a fun game. 100 mail list per shot.

There you go.

Oh, there you go.

Game.

New land.

Drinking game.

100 mailers per shot.

Boom.

Jen Ramquist did have a cash sale this week. She doubled her money. Jen, that's awesome. I'm glad to hear it. Things are starting to take off for you. It was only a matter of time. So tell us the numbers, please. It's very exciting. Anybody else?

Give me the numbers.

Give me, Give us the numbers. Don Paresa did have a deal.

She.

But she can't give us the details. She's busy. She can't text right now, so. Whatever. Love you, Don.

Lame, but she might, might be at work. It's a big time between here.

Yeah, she's at the. She's on the beach having happy hour. That's what it is. It's all good.

I agree.

Awesome. Well, listen.

There'S Jen.

Oh, here it is.

Bought for 1700, sold it for 38. Yeah, I don't think that's.

How long does she have to have it in inventory?

That's a good question. Jen, how long do you have it? That's a really good question. We'll do some silence until she replies back.

Moment of silence for holding time.

Any other questions out there? Any other questions about land investing in general? Let's see, what do we got coming up, boys? We got flight schools coming up. September 15th, the one after that. That is next week. There's still time. There are still a couple spots available. October 21st is the next one. Wait.

By week 60 requires you to own a property. That means if you were to join flight school next week, that you are going to be a landowner. So if you're new to this business within seven weeks, you're going to have.

Your first property minimum by November 1st. By November 1st, you're going to be a landowner. You are going to own an asset for 25 cents on the dollar. You're going to control that asset.

You don't have a choice. He doesn't give you a choice.

No choice.

And now you need removal of all the possible choices down to the one you need to make buy property.

And now he's putting the pressure, pressure on people to own 5, 5 to 10 properties by the time flight school's over.

Really?

I mean, that's cool.

That's pretty awesome.

That's how you do it.

That's how you do it.

Live it.

People are quiet tonight.

I don't know any other billion questions. Last week we had a.

We had a lot of questions.

Questions. I mean, I was. I'd had a little bit more to drink last week than I did.

Well, I think there's a. I think there's a direct correlation between the, the amount of questions in the level of inebriation. Because tonight we're all. Tonight we're all pretty even keel, I would say.

Last week, I mean, bottle was full at the beginning. What are you talking about?

Yeah, right. Yeah, right. Chris Egner can't wait. He's joining flight school. Chris, I. Okay, so here's the thing, Chris, like I said this earlier tonight, but Chris, I was a coaching student five years ago. I think I had done close to 100 deals before I sat through flight school. My jaw was on the floor the entire time. So. So Chris is kind of coming back to us. He. He went through coaching a number of years ago. He's coming back to us because really, it's different now. It's just different. It's more advanced, the training is more advanced, the tools are more advanced.

The Scott Todd experience instead of flight school. Nice. We should call it that.

I like that experience. I like it. The Scott Todd experience.

Enter the mind of Scott Todd and be forever changed.

Land investing.

Love it. And the crowd goes quiet.

No. Somebody sent me a yield calculator in Excel and I think I've seen it before, which tells me I've had it the whole time I'm looking at it and it's really. That's frustrating.

Oh, that is frustrating.

Maybe I've just seen Scott Todd show it at a.

So you've come to grow. You've grown to love yield because you used to hate it. Now look at you looking for a calculator for.

It's not. It's not that I hate it. I just. It's the whole picture.

Strongly dislike it. Is that what you're gonna say?

Yield is not, though. If you have a lot of money invested in this, yield is. Is a really, really good thing to look at. But if you don't, you need to look at return. Not as a percentage. You need to look at money in the door. Right. Because the yield could stay the same and I could make five times what you make in terms of cash, but the yield could stay the same. Yield looks at a different piece of the pie. So as you become more experienced and you have more money out there and you want every dollar to work as hard as you can, then okay, but in the beginning it did.

But doesn't the higher yield mean you're going to recapture the money quicker and be able to redeploy it? Isn't that important.

Yes, I agree. This is the ultimate debate with yield.

Velocity. Velocity, Correct.

But when you're new and you don't have the velocity, then I don't give a crap about your yield. I care about, like, how much money am I going to make in this deal?

But when you're new, you may not have a ton of cash, so you need to get that Money back, quick to redeploy it. So therefore, yield will be important again.

I've been getting. I don't. I don't. Because I used to argue with Mimi, like, and she, like, we would, like, spar about yield all the time, right?

Every boot camp, Cobra Kai reference right there. Sparring. Yeah.

So whatever. It's kind of. Maybe I'm wrong. I'm wrong all the time. Like, you can't be surprised at that.

You're always good looking.

We're all wrong. We're all wrong all the time. We all make mistakes. Mistakes make us better. That's what it is.

Oh, look at you. Unity just comes to the voice of unity. I love it.

Look at that.

Cheers to that. Let's have a refill session, Matt, shall we?

Let's have a re. Let's. Let's. Let's make a toast to Jen Ramquist. Because, boys, she bought that property and sold that property in the same day.

Shut up.

That's a.

Look at that.

In the same day to Jen Ramquist.

Same day, 21 hundo. Not a bad day in the office, Jen.

I hope you went out and had some dinner.

Yeah, that's the winner. Winner chicken dinner right there.

Wow. See, that's where like, you hear about that deal. If you had hung up the. If you had hung this up and you were like, well, I don't know, there was some girl and, you know, she doubled her money, but, like, that's not that great. And you miss the fact that she did it in the same day.

Yeah, right.

Like, where else are you doing that? We're also like, yeah, what's up? Made 2100 bucks. How are you.

I bet that's. How are you showing the power of online recording and simply file and how quickly you can move property in this business.

Solid. I'm jealous. I'm definitely jealous. I like that move. Oh, I gotta give you the update on my. My check. My check of death.

Oh, yeah. What happened?

All right, so it was never cashed, which is amazing. For $450, which I overpaid for, I could get a bond online, overnighted to my house, which I got. And then Ann went to the bank today and they accepted the bond, even though the woman at the bank, the branch manager, and the regional manager with the sign off on it has never, ever gone through this process, and none of them have a clue what to do to ensure a bond to give you a new cashier's check. It looks like we'll get a new cashier's check later. This week. So for 450 bucks, I mitigated my loss.

This is pretty much over. So you mean tomorrow?

What's up?

Yeah, today, like, Thursday.

Yes. I'm supposed to. I should have a new check issued. It really isn't much later in the week. We'll say. We'll say, like, next week. But that forced me to go find $5,000 in inventory, like, in a couple of days to go pay some people, which I did. So in a weird way, now I have, like, five grand. Nice. Kind of didn't have before, so.

Awesome.

Solid. Sort of a happy ending on that, but. Yeah.

Sounds like some serious velocity there.

Was there? Yeah. Those three Hold. Those three wholesale deals last week, that was real money. Six grand in a week.

It's all good, dude. Yeah, it's taken off. It's taken off. Any other questions out there?

Do we actually have anybody watching us right now?

Yeah, we have. We have, like, 12. We have. We have a bunch of people watching. They're just. They're so quiet tonight right now.

There's no question.

They're so quiet tonight.

Made everybody leave the call.

I mean, I, too, blame Michael Zano.

Never heard back from Chris Egner if he liked it or not. Maybe you missed the comments. I thought he would have celebrated this.

Yeah, I don't know.

I think Mark, if he had been on at the time, would have appreciated the reading.

Of course he would have.

Look at that serious face. Of course.

Of course. Of course he would have.

Let's have a segment. We haven't done one forever. Let's make up a segment. Come on.

What do you want?

What do you want to do?

Yeah.

Do you remember when we used to toast every show at the end? We used to have, like, some heartfelt toasts at the end of every show.

Yeah, you were pretty good at those, actually. We'll do one tonight.

Yeah. You want me to do a toast tonight? I'll do a toast tonight.

Yeah, for sure.

Yeah.

All right.

But no questions out there. I find it hard to believe we don't have a single question. Somebody wanting to engage us on the topic of land investing.

You have some Titans of the land geek community on this call.

It's rather strange.

Those two idiots. So, you know, ask away some titans. My.

Yes.

This show should be called Clash of the Titans.

No questions, because I'm learning. Still no clue what language y' all talking about, but I'll get it someday. So how. How do we.

Language. That's a good point.

How do we help? How do we help? ECAT Mars learn the new language. What? Let's, let's break it down right now. In the last few minutes of nightcap learning. What are, what are the top three ways Ecat Mars can improve her comprehension of land investing? Mike Zane.

Well, you have the toolkit, which is like the dictionary, the Wikipedia, right? And then if you want to go into an actual classroom course, you have flight school. So, I mean, I don't know, I don't think you can top that in terms of how to really take it. But that does look at, I always say there's a three part process here, right? Number one, what is land investing? Does it speak to you? Does it seem to you? Do you feel like this is something you could see yourself doing? If that's true, Number two, who's land Geek? Who are these crazy guys talking about land investing? Do you know, like and trust us? I think shows like this, our roundtable can really just sort of show the truth that nothing special about us, we're just following a recipe, all of us. So that's, you know, it sings to you, you know, like and trust us. Then it's the flight school or toolkit. But my suggestion is if the first two are true, don't delay. Go to flight school. Enter the mind of Scott Todd and crush this business. This business is here for the taking. There's no shortage of land. You don't need to be super smart. I'm doing the business so you can all do the business.

Here's my, here's my advice. Listen, Buy Dirt Rich on Audible for. What is it?

I don't know.

How much is Buy Dirt Rich on Amazon for $2 or whatever it is. Dirt Rich is a, is a three to four hour journey that will take you through all aspects of this business. And it's, it's awesome to hear Mark Podolski's story and what he's done since 2001. So there's that and then the podcasts, right? Like the best passive income model podcast, the Art of Passive Income model podcast, or the Art of Passive Income Podcast, The Roundtable Podcast.

AOPI.

The AOPI. Those are the Lane Geek YouTube channel, right? These are all ways that you can start speaking the language of land investing.

Matt Phillips, your advice?

Yeah, no, that's it. I just, I listen to every podcast that Mark had, especially the roundtable ones. The podcast is great. The roundtable ones with you guys just sort of BSing about it for, you know, 40 minutes and then doing 20 minutes worth of podcasts and then where you're gonna Go to lunch for 40 minutes. Those are great.

Right?

That's where you really get to learn who these guys are. So that was. That's what sealed it for me way back in the day was just listening to all the. Getting all the free content. You know, Lange Community and Mark, they put out a lot of stuff. So if you're willing to go spend the time, you can, you can learn an awful lot right there. That's what I would do. That's what I did do. I switched from Bigger Pockets. I listened to like close to 300 episodes or 275 episodes of bigger Pockets back when it was just the Bigger Pockets podcast. And then I got hooked on Mark and I. I stopped listening to those guys and just focused in on land.

Nice.

That's awesome.

Did you see Jack Jacqueline's post?

I did. Jack. Jack has a question. Jack, how are you? Let's. Zano, you ready?

Bring it on.

Let's talk. Let's talk about.

Musashi will know.

Let's talk about bulk deals. If you would normally pay fifteen hundred dollars for a property but have an opportunity to buy fifty of them, what do you offer?

I do this all the time. You know, you have to be aggressive in that situation because you can do a takedown, right? You can do a couple here, a couple there, but your best deal is to buy these all at once. So there's not really a formula that I would utilize, but I would definitely start out very aggressive. It'd be like talking to them, whether it's via email, on the phone, be like, listen, I don't want to come across as offensive, but when I buy a lot of property, there's an opportunity cost that I'm incurring, right? I'm going to lay a lot of money out there and it's going to take me a while before I can use that capital again. So I have to be really tight with my numbers. So that being said, you know, you hit them between the eyes with a number. You know, I probably start out with a thousand dollars of property, you know, something like that, and just hit them right there. So look at $50,000 is going to move the needle for somebody, right? You might even say, you know what? All I have right Now I have $40,000. I'd love to own all those. I mean, you listen, I bought in property crazy cheap. And it's because I'm not afraid to sort of. There's a way to do it. You don't want to do it in a way where you turn them off and they just shut down and don't want to come back and counter. But you're very fluid, you're very honest. Listen, I don't want to insult you. I'd love to own all those properties. There's an opportunity cost here and have all that money that I have. I'm going to have to take all my money and put it into this. Listen, would you work with me at $40,000? I'd really like to own these properties. And then close your mouth, don't talk. Wait, see what their reaction is and go from there. I mean, it's crazy. Like, I've done that before. What I thought was aggressive, and they're like, yeah, I'll do it. I'm like, no, it wasn't aggressive enough money. But you just can't be. You just, just can't worry about that. This is a lot of money. 25, 35, 45, $55,000 is gonna move the needle for somebody. That's what looking at. They're not looking at, oh, I'm getting X amount of dollars per property. They're looking at. I'm getting $50,000. That's gonna move the needle in my life right now. Get rid of these properties because they might be like, could be a husband and wife. Happens a lot. I don't know. And then the wife's like, $50,000. Are you crazy? Sell those properties. Like, that's real. That's real stuff right there. That happens. And it could have happened at 40. So start low, but do it in a way where you don't turn them off. Right them. Sort of be authentic with them.

That was amazing advice, dude.

That was perfect.

It was perfect.

Have a drink. That was really good. Have a cocktail.

This is why I love Mike Zano. This is why. This is why. When I first talked to Mike Zano, I was, I, I saved his number in my phone and I put Mike Zano, exclamation point, because I was.

You have 60 plus properties coming available wholesale in Luna County, New Mexico. And they are not 0.5 acres. They are 2.5 acres.

I just.

They're really beautiful.

I just talked to you about those. No.

What.

Anyway, here's another question.

I'm just kidding. We're talking bulk deals. I thought that would be a great end to it, wouldn't it? Matt, Matt, that wasn't. That was appropriate.

I'll buy them all. Let's go.

Bob White. Bob White has a question. We're gonna answer Bob White's question and then White's here, and then and then we're gonna. We're gonna let everybody go.

For anybody in scouting, like the Boy Scouts of America, if you go through their highest level of training, it's called Wood badge. And in Wood Badge, it's like. That's like. Yes, like, wood badge. That's the thing you do when you go. It's like, two weekends, and you spend the whole weekend, and there's. There's a ton of work. Like, it takes a year to get this. This thing right. It's a big deal. And they assign you an animal, and you're in these houses of animals. And I was a Bob White.

No kidding.

Yep.

I just went around camp going, bob what?

Matt? Have you ever been to Knobscot? No. Oh, it's in Mass. And Stowe. It's a big Boy Scouts camp. I don't know if you've been to it.

Not the one in Stowe. No.

Are you an Eagle Scout?

No, I was never an Eagle Scout, but I've run the boy Scouts in my town for the last seven or eight years. I have a 501C3 charity. Anyone wants to donate to us. Yeah, So I run a charity.

Yep, I do.

I'm a big scouter.

That's awesome. All right.

Killer. Killer little. What are they called where they. They race them? The little derby car. Yeah. Can you kill one of those? Have you won that competition? Are we looking at a winner here?

First of all, number one, I had, like, six, 65 kids before Corona hit. And I destroy all my cub Scouts with. They're like, Mr. Cubaster Man. I'm like, shut up, kid. You suck. Mine's on three wheels. No, we do the. We get some of the parents who are into it, and they'll go do their own car.

But a big engineering thing. Is that what it is? Like, you get someone who's, like, crazy good engineer, and they make that happen.

So. You know, the number one channel on YouTube is actually not the Land Geek, sadly. It's Mark Rober. And one of Mark Rober's earliest videos, if you go back and look. Is the science of the Pinewood Derby. And so he has, like, nine things. So I was like. I watched that video, and I'm like, I'm gonna do all nine things. Is it the weight?

You want to have a lot of weight? Don't. Doesn't weight cause velocity? Velocity. There we go again.

You do. But not only do you want the weight, Mike, when it goes up on the track, it sits like this. So you want the weight skill specifically as high in the car as you can get it. Because then it's higher up, but not so far back where the car hops down the back of the track. Right. So you have to have that right behind that rear wheel is where you want. Oh, dude, I know everything about the.

That's the offer price. That's where the offer price should be. That's the buy price right behind that wheel. Because that propels that whole deal down that track.

Yep. 50 grand. Bob White. So sorry, Bob, but.

But how is he an animal? You said it was. You got an animal and your animal was Bob White.

A. Bob White is a. It's a small bird, so they thought it was funny. They gave me that. Like you. Yeah, like you get to be like an eagle and like all of these things. And then.

Wait, Boston, when you were Eagle Scout, I'm thinking you might have been a boy scout. You look like a boy scout. You do look well put together.

That's so, so nice of you. So nice for you to say, but no.

I was digging.

I was.

I was abandoned. Choir boy and basketball and whatever.

You can sing. I know that for sure, Scott. That's what. You know what? Let's announce it right here, right now. You ready? Another Nightcap musical is coming your way. Make it happen. The holidays up. Are we going to do it for Thanksgiving? In between Thanksgiving and Christmas? It's coming and you are singing. No, we're gonna do it for Christmas because Matt's gonna sing his classic.

I'm not singing that dumb song.

Classic.

Nightcap, the musical.

Three lines.

It's been a long time. It's been a long time since the.

Musical come in here. This coming to a holiday.

Yeah, that's a festivus for the rest of us. Good Lord.

Let me. Let me answer Bob White's question and then. And then we'll sign off. Ready?

Oh, we forgot about Bob White because of the Bob White statement that made.

So Bob White's question is, what is. What is the difference between flight school and coaching? What's the difference? So here. Here's what I tell people, Bob. Flight school in a nutshell. Flight school teaches you how to become a land investor. By the time you're done with flight school, you're buying property, you're selling property. You know the mechanics of everything, right? You're maybe doing a deal or two a month. Coaching is how to scale this thing. How do you go from doing a deal or two a month to doing 10 to 20 deals a month? There's. There's a. And it's a year long journey. Right? It's. It's. There's a high degree of emphasis on automation, delegation. And how do we get you to the point where you have a land buying machine and a land selling machine in a short amount of time? So that's what coaching is. You're right, Zaino.

Way to describe it. You ready? I know, but it's like this timer keeps going off. This is what flight school does for you. It makes you effective. Right. You are doing land deals. You have all of the base. My notes, don't you?

Yeah.

What the hell am I right now?

This. I might have spelled wrong. Is it two Fs in this word or one? I know. Scott will know.

Two apps, dude.

Coaching is. Listen, we get you effective and efficient. So you go through flight school, you start doing deals, you realize in two or three years, you could be at this level right here. And you say, you know what? I'd rather be there in a year. So you go to coaching, you know, so it really. It's all about scaling efficiency. And, you know, it's. It's awesome. But first thing is flight school and being effective. You got to start out by just getting it done, getting it done. Deal after deal after deal. Then the deal flow starts ramping up, and then you start efficiency, efficiency, efficiency. That's like. That's the way this rolls.

Yep.

That's the new segment. The Bob wife. Great. Come on, ask a question and make fun of my name.

Yeah, no, I'm not. So, by the way, understand, Bob, I am not at all making fun of your name. Like, I am proud to be a Bob White. That was my thing. I had 90 people who were dead spirit animal. As a small bird, I didn't know.

Like, it was like, yeah, maybe like Sasquatch, a big bear. That's your spirit animal.

I had like, 90 people look at me and be like, what is wrong with this? Don't give me that look. And then by the end of the second two weeks, they would just look at me and be like, papa. That's right. That was my answer to everything. It was great.

Your spirit animal is a parakeet.

My spirit animal is a bob. I'm gonna go get a picture of a Bob White. It's a small, little, tiny little bird.

You should have a Bob. You should have that behind you. Your spirit animal should. Should be there behind you at all times. Remember I did that roundtable and I gave you your spirit animal? What was it? A. Remember that?

Yeah.

Yours was the buffalo.

Yeah, the buffalo was mine.

That episode. Yeah.

I can't remember why.

Appreciate it. But the buffalo is a powerful spirit.

Animal that was on the like around.

Yes. I gave everybody that spirit animals and.

I remember listening to that.

I had close ties to the buffalo because I'm from South Dakota and there are a lot of. A lot of tatanka in South Dakota. Tatanka?

Is that what they call buffalo in India?

Yeah, yeah. In Sioux.

I knew. I knew.

You guys ready? You ready to go?

We got toast now.

I'm all excited now.

Yeah.

I mean, one more time, Forbes. One more time. You know what I want.

Oh, my God.

That was awesome. It was so good.

Oh, yeah.

Come on.

What's the. What's the coast?

All right, so Bully boy up.

No, no, that.

Okay.

Yep.

Yep. Scotch.

Here's to. Here's to our limitless potential in land, investing in life.

A new book.

Cheers.

Cheers. That better be behind you next week.

Forbes, you're something else.

I. I used to have the.

My spirit animal is right there.

A horse's ass. Makes sense.

I think. Next time. Next. Next week. We need to toast. We need to have the wives on here sometime. We need to have Anne and Laura and Aaron. Gotta bring them in sometimes.

My wife wants exactly nothing to do with that.

Come on.

Oh, dude. She goes to bed at like 8:30. She. Oh my God. She could never.

Let's do a special nine o' clock episode.

Yeah, we'll show you guys my. Hold on. I'm going to show you guys my. Sorry. That's the. That's the scouting.

Oh, dude, you need to have that picture behind you.

Dude. That's the Bob White and then that's the. That's the. The logo for Wood badge. Yeah.

That's awesome. How many monitors you have there? Seven.

Six.

Okay, six. Yeah.

You're like some sort of crime. You're like. Like the crime shows. Are you solving some sort of crime? Like, did you have all these like you on there? Like.

No, I just do land cry with. I just do a lot of things. I do a lot of things simultaneously.

I just.

I have a lot of automation that runs processor that.

Forrest, do you read like, do you read five books at a time? Like I do.

No, I don't know how to read, so.

Oh, okay.

One line. Two. Two, two.

That's.

I.

Those are my. Multiple screens. I have like multiple books. Like multiple books, multiple shows, multiple books at one time.

Is that even possible?

It doesn't even make sense to me.

Oh, it does. Yeah. I have. I have an audible book. I have a Kindle book. I have a real book with pages, and I just go back and forth between all of them all day. It's.

I don't know.

It's how I am.

We should say what's on Audible right now? What do you got on Audible?

Let's.

Let's have that segment. What's on Audible?

Anne's reading.

Do you want to do that next week?

Oh, yeah. Okay. We'll do it next week.

Next week is Audible week. Okay.

All right.

Audible what? Audible.

All right, fellas, thank you. Thank you for a good show. We'll talk to you later. Cheers.

Bye, boys.

Cheers.