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Wait, I can hear you over the music.

He didn't want to show his face with his yawning. What's up?

What's up, fellas?

What up?

What's up?

Cheers. Here's to another successful week of meeting up. We don't know if it's a successful nightcap yet, but successful.

Find out. How could it be an unsuccessful nightcap? What would that look like?

I don't know. I think for you, it might have been last week.

Wow. I mean, you're the one who came up with that game.

Your perception.

Yeah.

Oh, man.

Go ahead.

Your perception. I'll poke the bear. So, Land Geek Nation. Welcome to Nightcap with the Land Geek guys. Scott Bossman, Mike Zaino, Matt Forbes. For those of you who are tuning in for the first time, there can't be many left of you. I mean, we pretty much saturated the Facebook Thursday night market, I would think.

But I think we're the number one show about land investing. That's on from 10pm Eastern to 11:15pm Eastern. Starring intoxicated people. I feel like we're definitely number one in our. Yeah, for sure. Right?

Paul Brewer's watching.

Chris Hernandez is watching. Can't get better than that.

Johnny Morrow's here for. For those new folks out there. We are land investors. Better yet, we're land geeks. We learned how to invest in raw land and create passive income from the Godfather. Mark Podolsky. And we come here every Wednesday or Thursday night and have a cocktail. We celebrate wins, we talk about struggles, and every once in a while we have a topic. So tonight we thought we were going to talk about.

Sometimes we play games.

Sometimes we play games. Sometimes we sing. Sometimes we slur. Sometimes we yawn. Sometimes we yell.

Many, many times we slur. That's not like a sometimes. That's like most of the time.

Oh, it's been a while.

Yeah.

Tonight we thought we would talk about sales.

That's a scary word.

It's a scary word. It's right up one guy's alley on this call. Matt Forbes. He's like a. He could sell ice to an Eskimo. Kind of like my wife.

Yeah.

Come on, Zano. You know, he's. He's smooth. He's just a smooth talker. I kind of had to learn how to do it.

But that's a compliment.

It's a. It's a compliment.

Mostly.

Hey, everybody.

Cheers.

Thanks for tuning in. We got a lot of watchers. So in addition to the first three you mentioned, Peter Z. Is here. Mark McGuiggins where's your T shirt, Mike? Don Paresa is here. Landon Haycock is here. He's looking forward to some sales tips. No pressure. And Racine the Machine is here.

Racine the Machine.

The land deal machine.

Oh, yeah.

Jason Mendoza made it.

Yeah. Let's start with this.

Go ahead.

Wait a minute.

All right, Forbes, go ahead. You first.

Nope, nope. What's this?

Why are you pointing your red pet at me? I'm gonna say this, and I think even Matt Forbes will agree with this because you pointed out some qualities about the two of us. But I would say, Scott Bossman, what I have noticed and why I think you're very good at sales is you're consistent. I know that you are very consistent with your processes and with what needs to get done. And I think that's a big part of this consistency, the sales part. We were talking at the beginning about, before we went live a little bit about the similarity between the mailing and the marketing. And if, you know, look at. We all know we're mailing 20 a day, 100 a week. We're going to start to get deal flow. It's just the way it works. But many of us may have experienced mailing 20 here and then waiting, lapsing, and what happens? It's just the deal flow slows down. It's no different. I think sometimes people have a different expectation on the sales side. It's like, I'm gonna put an ad out. I'm gonna sell property. It's like, okay, I'm gonna send 20 letters out and I'm gonna buy some property. It's sort of the same mentality, I think. I think the consistency is. That's what I'm getting at here. So, anyway, I thought we'd start with that. What do you think, Matt? What do you think of that?

I think you're right. I think much. I think it's a little bit different than the mailing piece. But the idea that you're going to go put some ads out and get one phone call and it's going to go well, it's asinine. You need scale. You need scale to learn. You need scale to get better and to practice and start to weed out the bad ones from the good ones. You need to be doing more. I think the biggest issue that I had in the beginning was I didn't put out. I wasn't pumping out nearly enough. I wasn't doing enough letters. But then I owned a bunch of properties and I stopped mailing. I mean, raise your hand if you've Ever done this, which is everybody watching, right? You put out a bunch of letters and then you buy property and you're like, woohoo, it works. I can buy property. And then the real work comes in. The real work is not buying property. The real work is selling, selling property. And you got to pump out a lot of ads and you got to follow up. I think you need to be following up quickly and you got to get good and you got to get systems in place. And once that stuff is going, it starts to turn over and you start to get some deal flow on the sales side. And everything you just said is right. But don't underestimate how many people you need to talk to before you get good at the sales side and then how many people you need to talk to, period, to get a sale. Because it's not like, you know, you get two, you put one ad out, you get two leads and you sell a property. That's not how it works in the beginning. It can work that way, you know, when you're rolling, but not in the beginning.

Oh, it's, it's learning a whole new skill too for a lot of people, right? Like how many, how many times does it take to create a habit, a new pattern of thinking? In physical therapy world, in the healthcare world, we talk about motor learning a lot. It takes thought, takes thousands of repetitions to get to the point where you're natural at something. And I think sales is that way as well. It takes. How many conversations does it take? Whether it's on the phone or via text message or email or Facebook messenger? Because before you feel like you've come into your own and you feel like it's a natural thing, it takes a really long time. I remember first six months of this, getting nervous, talking to people on the phone, not knowing what the heck I was doing.

So I'll argue one point with you, please. This is just because of my regular sales job. It doesn't take a long time. It takes a lot of conversations whether you have, you know, it takes X number of conversations to find your voice as a salesperson, right? Like Scott, you dominate on the phone because you have that, like, you have that very authentic, trustworthy, you have that about you when you're on the phone. And that's why you sell, right? Mike is just a total pain in the ass and people love that about him. And then he, you know, he sells stuff, right? My wife is like, I'm the wife like her. And that whole thing works really, really well. But it takes a certain Number of conversations before you get comfortable. And you, you don't care. Like, I'll get on the phone with anybody. I don't care. You could be John Burnett. You could be on seven different Bluetooth, you know, earpiece things at one time at a boot camp. So that could be, you know, it could be 100 conversations over six months, but it could also be 100 conversations over six weeks. It's just a question of how much you're actually producing on the sales side, on the marketing side, to get those conversations. Because at the end of the day, you need some batting practice. Yes, that's it.

And something I did my first year was, you know, I work in healthcare. How many times a week do I go into somebody's room who I've never met before in my entire life, and I have to sell that person on doing something they don't want to do? They just had surgery. They don't want to get out of bed, their knee hurts. They don't want to take a walk. They don't want to go with a physical therapist. So I can see how well they're walking. And I kind of started taking the same. The same. I started doing the same process with people on the phone when I was selling land. Okay, I'm going to get in here, I'm going to talk to them about all these processes, all these things, and I'm going to convince you to take action. And that's. That's part of it as well. But I'm going to do it in a way that, that makes it seem authentic. Well, it is authentic. But anyway, you can take things from your old career and help them. You know, I'm saying. What's the word? I'm trying to say? Apply them. Thank you.

Yeah.

To this new thing.

Yeah. I mean, look, all of you who are on the call, like, I'm. I'm actually a sales guy. It's what I do for a living. But you're all salespeople. You all sell something. I don't care who you are. I don't care if you're a parent and you're selling, going to bed at 7:30, because that's what you want for your kid. Like, you're selling it. You might take the hard approach and be like, going to 7:30 or we're going to smack you around, but you're always selling stuff. You're always negotiating, and you're always doing some kind of selling. Everyone does it in literally every job, whether it's to your boss or to your coworker. It doesn't really matter. And I'm not talking about being like the classic used car salesman pitchy. That's not where I'm going with this. But everybody's a salesperson whether you like it or not and just sort of accept it. And when you look at it like that, it hopefully changes your perspective. Because I think one of the problems with most new people that I talk to is they're afraid of the sales side. And there is no reason to be afraid of the sales side. Zero. Right. You're just talking to people. And ultimately, sales is solving somebody else's problem. That's it. That's sales right? Now, sometimes you have to articulate that they have a problem, right. To sell them. That's more of like, corporate sales. But if someone's calling you and they're like, hey, Matt, I'm interested in your 53 acres, like, I have a pretty captive audience. All I got to do is figure out why, what piqued their interest, what are they looking to do with the property, you know, what is interesting to them, and then just help them solve their problem, right? And once you get good at it, it's help yourself understand whether you should solve their problem or not and whether it's a good fit for them. And you can do that in a couple of minutes if you're good at it, right? Because those calls tend to take a long time. But that's it. It's what's in it for them, you know, what problem are you trying to solve? And is what you're selling what you have for property a good fit? Which is why when you have more inventory, right? 15, 20 properties, it's easier to sell, right? Because they might call up, might call me about this property over here, but really this is the better one, and we can have that discussion. So that's sales, right? We're just solving other people's problems.

There's that. And I would say there's one other thing for me, and that's just making a connection with people, whether it's about their hip replacement that they're on the verge of having, or today, because I share the sales load with my other V.A. right? Now. Today I had a conversation with a guy. He calls me about a property in Texas from a South Dakota number. Ding, ding, ding. I grew up in South Dakota. From the 10 seconds into that conversation, this guy and I have a connection. We talk about South Dakota for five minutes, right? He gets to know me and gets to. To realize that I'm an authentic person. And I have this property down in Texas that. That is perfect for him. And. And we talked about why it's perfect for him. And we created that brief personal connection, which in the end, I think really helped us get the sale, which was a killer sale. I was really excited.

Okay, hold on. Ken Green. Okay, hold on. Here we go. How many times you sold the Brooklyn Bridge? 4. Someone has to be touched seven times. I'll argue that point all day long. It's way more. Life is in selling. Unless you're an accountant or a dentist. Funny you say that, Ken Green. I spent two hours with a CPA this morning so I could go spend three hours with another accountant about a totally other thing, not land. So I spent five hours doing this crap today. And I gotta tell you, all of them had to sell me on why the hell they ran their accounting the way that they're running it. And with all my might, I tried to buck them and tell them they're dumb, and they were wrong. But in the end, they won. So that those accountants, they absolutely had to sell. They had to sell me that their view of accounting is the right view. Right? Dentist notwithstanding.

Sorry. So I think what I hear through that and what I think, you know, a lot of times people reference the Wolf of Wall street and that movie as a great. And I think one of the messages that I take from that movie is not that. Because you can look at that movie and say, jesus, no way I could be that type of guy.

Right?

That's not my personality. Right. Great movie, but you can break movie.

First half. Second half is sad.

You could talk yourself out of being right, but you could talk yourself. I was like, there's no way I could. Like, this guy's great, but I'm not that guy, right? To me, the overarching, like, the message is confidence. The guy was just confident. Now you can have confidence that you can sell without being this Wolf of Wall street character.

Right?

You can still have confidence that you can convey what has to be conveyed and you have a product that's worth selling and you can make the connection. So I think confidence is a big. And the confidence definitely comes with more exposure to people who are interested in buying the property. Because you're going to have a conversation and it's going to go well to a point where it doesn't go well. And they like, okay, then you can reflect upon that and you can correct that the next time.

And I think.

Were you talking to us about that one time, Matt? I want to think was you where you Sort of. Was it you and talking about. You listen to calls and you can say when it went bad, what were you talking about that one time?

There's usually one influx. So I listen to a lot of calls from my regular job. We were listening to our sales manager today on a call, right? And there's usually sort of, you can sort of hear it. And then the call, you know, like you're gaining trust and it's going better and better and better. And then, and then you say that one wrong thing, right? And it's not like you say something dumb and it ruins everything. But it probably wasn't a fit and that was discovered. And then it, you know, goes down or in sales, usually you can hear, you know, that one pivotal moment where you really need to slam it home, right? You know, we had one the other day where we were, you know, I don't charge interest. And I had somebody on the phone, my wife had somebody on the phone who was thinking about buying a very similar property, whether it was us or another land investor. And it was like, here we go, here we go, here we go. We think we got her. You know, it's going up and down. Then all of a sudden she's like, well, you know, we don't charge interest. And the reason we don't do it is because we don't believe in it. It's an accounting nightmare. And frankly, we think it obfuscates really the whole cost of the property. So we don't do it. And the trust factor just went boop. And we got the sale. We didn't get the sale because it cost less money. I really don't think that was the issue. I just think the way that it was phrased for that one person, trust was really her problem and that's what got it over the fence. And so that was our deal last week. So, yeah, you can usually hear it if you, I mean, definitely one tip if you use follow up boss is pay for the recording. Use their phone number, pay for the recording, go get some whiskey and listen to the calls. You will be your harshest critic. But if you do that, you can hear, you know, you can hear yourself looking for words like those weird pregnant pauses, that weird ugliness. You know, forget like the ahs and the ums and all the stuff that salespeople tend to do right? When they're filling space. You can start to listen to, am I listening my actively listening on this call or am I thinking about the next thing that I want to say? Right when you're a new salesperson in corporate America, inevitably you get a job and you are looking for the next thing that you want to say because you want to prove your point. And the day you know you're decent at sales is when you stop doing that and you just actively listen to what the other person is saying. And so many salespeople don't do that. You have to really pay attention to what they're saying. And then when you get really good the subtext of what they're saying or what they're not saying. But I would definitely like. I have two accounts in follow up boss. I pay for the recording on both. I think it's that important. The number one thing I think everyone could be doing is recording calls and listening to them and playing them back.

That's a great, nice, great suggestion, my friend. So we have, we have trust, confidence, repetition, practice, authenticity. All those things make a great sales call. By the way, the Godfather was tuning in while we were rambling. Mark Podolski is on vacation, staying cool in Colorado, popping in to say hello, saying he wished. We can see his view right now. I'm sure it's a beautiful view.

I know. I wonder if there were these things. I've heard about them. They're. Oh, yeah, yeah. They're camera phones. Have you heard about these? There's a phone in the camera. It's. It's crazy stuff. I wonder if you could just take a picture and box it to us, put it on the screen.

We will. We'll share it. I would hope you're having an amazing vacation, Mark. We all miss you.

Yeah, he deserves it.

Slight void in the community, isn't there two weeks to go. He'll be back. So, yeah. Any questions? We're talking sales tonight. So that was a good discussion about everything that needs to be there on a sales call, right? How about we haven't talked yet about fomo. We haven't talked yet about urgency. Fomo for those who don't know. Fear of missing out, urgency creating urgency. But should I give away the boot camp secret? So every year at boot camp, every quarter at boot camp, Mark talks about this. It's one of the first things I ever remember about sales. And if that is, if you have a situation where someone calls you up and says, matt Forbes, is your five acre mountain property still available? How do you respond?

I don't know. You know what? Hang on one second. Actually, I have someone who usually handled this for me. I think she sold it. Give me. Can you give me 30 seconds, Scott, let Me go take a look?

Okay, sure.

All right, great. I'll leave that guy freaking. Oh, yeah, you can hum Jeopardy all you want, buddy. I've got your phone number anyways. Right? All the urgency in the world then. I usually bumble around. I like to be the bumbler on the phone. I like to pretend I'm a little older than I am and I'm like, oh, yeah, hang on, I got. Megan usually does this for me. Hang on, I gotta. I gotta get into there. Which one were you looking? You were looking for the 20 acre, right? Yeah. I thought she took a down payment. All right, hang on one second. Hold on, hold on. Okay, this guy's really, really interested. Okay, so actually, Scott, this property is open right now. I think she's got someone that's putting a down payment down tomorrow on it. But honestly, it's first come, first serve. What can I tell you about it? What are you looking for?

All right, so I'm really looking for a place. I don't want any restrictions. I don't want people telling me what I can and can't do on my property.

Amen. I tell you, Scott, I live in Massachusetts and all I have around me is restrictions. So I feel you. Look, this property is in West Texas and it is the next step to being the Wild West. There are so no restrictions. I was actually out there about six months ago. I'll send you some pics. It's really beautiful out there. There's so no restrictions. In six hours of me out there, I saw three people. It was insane. So what are you looking to do? Are you looking to build? Are you hunting cabin? What are you thinking?

Yeah, I mean, I want a place to go shoot my guns. I want a place to go to pop my tent, bring my RV and listen, I don't want any of this. Like, I bring my RV and, you know, can only leave it there for two weeks.

Yeah, I have property like that in Colorado. It's brutal. Nope, look, no restrictions on this stuff. You know, it's out there, though. I honestly, like, are you sure you want to be way, way out there? I mean, you drive. Picture this, Scott. You drive to the end of the world and then you take a left and then it's another hundred miles. I mean, like, if you get a flat tire, you better have a spare because there's no cell phone coverage out there. Because why would you. Nobody lives out there. Right. So are you sure that's what you're looking for?

You know, I'm reading the novel Lonesome Dove. Right now. And it just, it, it's, it's, it's speaking to me. It's pulling me to Texas.

Right on, right on. Well, and then I'm going to go into, you know, a lot of the features and benefits of that land in Texas. But that's how most calls will start. I do the. I do the fumble, right. I do the fake read, right? Because the reality is. And by the way, I don't think I'm being shady whatsoever because people want the properties that I own. They really do. Right? So. So, like here's a classic example. My sales manager took a $100 down payment of a $500 down payment to hold it so the guy could pay it tomorrow. She did this on Tuesday. Right. Now, a year ago, home run.

Yeah.

We sold a property. Now I'm like, what the hell? What makes this guy so special? Guess What? I got two guys that are dying to buy that property. Literally two. One, two. That guy doesn't put it down by 3:00 clock tomorrow on Friday, I'm refunding him. And I'm making two phone calls, and I give myself a 90% chance of selling that property for almost $1,000 down tomorrow. Right. I hope that guy backs out because I can go get all the money I want tomorrow.

So you touched on something there. Matt Zano's over there drawing. He's so intently drawing over there. You touched on something there that I would like to touch on. And that is. Don't you think Matt Forbes and Mike Zano that so many of us, we'll just call us. We'll call us land snobs, right. Or we have this preconceived notion in our head what type of land we would like, which then is a barrier for us selling land that other people might like, even though we might not like it.

That's a huge issue. And you better. Huge issue pretty damn fast. Yeah.

And how do we get over that? Because I know there are people watching on this call who have this issue. They can't get over the fact that. That they just can't conceive of why someone would want to own high desert property.

Oh, I know. Pick me. You ready? Get over it. It's as simple as that. That's it. You get over it. I don't want to buy a Corvette. Right. Doesn't mean somebody else doesn't want to buy a Corvette. Right. Just get over it. People want it regardless of what you think and what you want and all the preconceived notions.

Where's your evidence? Where's your evidence for that? Tell me why people want to. Why?

My evidence is you quit your full time job and I hate you. And I know you could quit your full time job and I know you haven't, but I hate you anyways. And like, one day I'm gonna quit my full time job all because all these people want to give me $100 a month, like the next 10 years or whatever the hell it is, right? If you're watching this and you're honestly like, well, I don't know, man, people, I don't know why you'd want to buy a property in the desert, right? Well, guess what? There's 300 million Americans. I don't want to own property in the desert. I don't want to own the property I own in Florida. I don't want to own the property that I own in Oregon and. Or Colorado. I don't. I want no part of it. I love selling it. I love owning it, but I'm not going to go out there and go on vacation, right? But I can see the beauty, right? I can see the reasons why they would want it. And so I don't care, right? I'm a weird dude. I know that. Let me. Look at me.

Like, yeah. What is that? Was that mauve?

It's like salmon. I was gonna go with mauve.

Yeah, mauve. I didn't think. I didn't think they sold that in the big and tall section.

My wife. My wife found it on vineyard vines. It was like, I don't orange.

It's kind of a northeastern kind of a pretentious northeastern. I'm gonna walk on the ocean every day.

Okay, let's be super clear. Number one, it's wicked pretentious. Like. Yes, but, you know, I came off the golf course, showered, and put it on so I could, you know. Come here.

You look good.

I knew it was cold in my basement, but no, back to your point. Who cares? Who cares? It doesn't need to be your kettle of tea. Who cares? Other people want it. We know that because everyone in the group sells this kind of property, right? Just about everybody sells that kind of property right there. So that's something you have to just get past if that's holding you up. Holy God.

Holy God.

Don't worry about it. Yeah. Zaino, come on, help me out here. Just sitting there doing doodles. What are you doing?

I'm doing the nightcap recap. But listen. Yes, I totally agree with you. If you sit there and try to analyze who would want this? You're going to go out of your mind worrying about something that you don't need to worry about. Just worry about putting more ads out and let the people who want it come to you.

Yes, it's about the numbers. The numbers.

All about the numbers. I did my numbers.

Zaino, I want you to touch on something that we talked about earlier today when we went live in the group. Remember that? Remember that time? So express to be another way you can create urgency on the phone, maybe at the, maybe toward the, maybe the back end of the call when we're starting to wrap things up here. Remember what we talked about?

I think maybe we were referencing the fact that, you know, a lot of times I was sort of kind of playing this out too, as how we work with our buyers list. Right. We, you know, we always talk. So I'm answering your question. I believe at the same time, I'm sort of pointing towards something else. We collect emails to build the buyers list so that we can engage people and warm them up to us and so on and so forth. But don't forget that you want to give these people a reason to be on your buyers list. If you send them the same old, same old pricing, there's like, what's the benefit? Like, you know, you're telling them this. I have special pricing, special deals. And so, you know, in our business, there's dog fees, there's down payments, and, you know, you have flexibility. You can say, hey, listen, you know what, I'd love to work with you. I understand that. Maybe, you know, I could, if you really want to do this, we could, we could remove the doc fee. You cut a doc fee in half. You could work with it down. You have all these, you're the owner. Right. And that's. Right. You could tell them like, maybe if you're the one doing the sales calls out there, you listen to me, you like, hey, I'm, you know what the fortunate thing for you is you're dealing with the owner, that's me, and I can pretty much make any deal I want. Do you really want this property? Because I'll make it happen for you today. Right. You know, and just sort of give them, you know, something extra because you can, you're the guy that can do that. You have the power.

Yeah. Here's another, here's another technique that I commonly use and I definitely used over the 4th of July promo weekend when we did a killer deal on our, on five of our properties. And we had a, we had a $5 doc fee essentially on five of our properties. It was America's 244th birthday, so we're going to give you $244 off our $249 document fee right now. We only did it on five. We only didn't have five properties, right?

That's awesome. I love that.

Listen, but listen, how many times did I say that weekend or did my VA say that weekend? This payment link right here that I generated on Geek Pay, by the way, is embedded into my website. And Whoever pays the $5 first gets the proper.

You want me to say. See, I didn't say what you want me to say. That's not. Now there it is.

Dude, it's fine.

I did talk about that.

You completed me last week. It's fine. You don't have to complete me every week. But Forbes, I'm sure you have. And I know you too, Zaino have utilized the Geek Pay down payment link as a sense of urgency. Because that is a one time payment link. And listen, Mr. Smith, listen, Mr. Smith, there is a ton of interest in this property right now. I've given this link to 10 other people today, three of which are chomping on the bone to get this property. First come, first serve. You have it. Use that Geek Pay it down payment link to your benefit and create some.

I like to assume that they're not gonna do it right. So what I mean by that is I, I'm like, yep, I'll send you the link. I sent it out a bunch this weekend, so I know it's gonna sell. So if you go to this link and it doesn't work, here's what I want you to do. And I go through this whole thing which has nothing to do with anything. You gotta call me back. You gotta do it like, you know what, Scott, you're probably not gonna get to it. You're like, you're so late to the party. Let's focus on all this other stuff over here, right? So in sales, call takeaway, which is my favorite way to sell things. You know what, I don't want to sell this to you. This is not the right thing for you. And I want you to come to me. I don't want to go to you. I want you coming to me. So that's how I roll with that Geek Pay thing. But I was running my numbers today, this morning with my wife doing some Q2 sort of roll up stuff, which just sucks doing that. But I looked and I think I'm making like 100, 120 bucks, 115 bucks net on Geek pay. You know that I make over a thousand dollars a year on Geek pay after paying for Geek pay.

Yeah, it's a profit generator.

Yeah, yeah, yeah. Like, like a thousand bucks. Yeah. It's pretty psyched.

That's genius. It is genius. That's awesome. All right, any questions? We got a lot of got, got some comments. Any questions about sales? Any questions about anything. And the other thing I would encourage you guys to do is please share with us some of your wins.

Yeah.

Which we always have wins in this community. We had a great win today. We don't always have to talk about me though. Forbes, have you had a win in the last week?

Well, we got that $100 thing, but I got the two people in the wings. We had another guy, but I don't know if it's gonna work out with that guy.

Okay.

So, but I think our actually our win this week is oddly not the sales. The win is all the numbers that we put together.

Yeah.

Like I run a frickin business.

Yeah.

Money in this. So we haven't always, you know there's different wins.

Right. There's not only money wins, there's efficiency lanes.

The amount of money we spent, we looked at all of our Q1 to Q2, how much do we spend, cost of goods, sold, marketing, sales and all that stuff was like down 73% and yada yada. I mean it was kind of cool putting all those numbers together. So that was my win. Which is maybe not that fun, but.

Zano, you or Josh Zaino have a win this week.

Josh Zaino.

Yeah. Josh, if you're watching. Love you man. Doing a great job out there. Yeah, no, Josh is working on a sale. We, we did have a couple of sales as well. Besides that, we have some wholesale deals that are going out here. But I'm not here to sell, promote. It's been going well.

Go ahead and drop the email address. Mike. Mike Zaino, 71mail.com. All right, so.

I prefer info@zainoinvestments.com anyway.

Okay, that's awesome. Okay, very cool. So let's see here.

Joining Matt Forbes.

Oh, here's a good.

It's 11 o'. Clock. I've been up looking at accounting numbers since 6am so fight me.

So this is from, this is a great question that I think we should touch on for a few minutes actually because I think it's gonna segue into some other things. So. And this is just something I've noticed having been in the business now, five years. Zaino, you're six years. Forbes, you're a couple years. Right. Five years ago, I was on the phone all the time, right. Doing sales calls. The now, how much am I on the phone? Not very much. I sell property via email, text message, Facebook messenger, more than you would think without ever speaking to a person. And Jaclyn's question is, do you find Zoom calls are more effective than phone calls? And I think that can kind of segue into a little bit more of a conversation. So I think if you, Jaclyn, if you can get somebody on a sales call with Zoom, I think that's amazing. I don't. I've never done that. I think it would be. Forbes, you've done it for a land sale.

We did it once. We had a woman who was ready to buy and then her very best friend who happened to be a real estate agent who tried to derail these deals all the time.

Yes.

I was like, great, we'll get on a call. I'll send you a Zoom link. Why don't we wall talk tonight? And we. And we did.

Nice.

I mean, I think we were on that phone call for like 50 minutes, but that's what it took. And yeah, I mean, deal went through. This was like four months ago. The Zoom. Zoom call, like the video. Right. We transmit information at different rates. Email is like text reading super slow. No vocal intonation, no nothing. No feedback. Terrible.

Right?

And I know that we do sell, and we sold a property the other day on Facebook Messenger. It's not that it can't happen, but I would caution anybody who's thinking, oh, hey, I don't have to talk to people. I'm good, I can just do this on Messenger. I would caution you and say you can, but you don't get to do that in the beginning. That much I think. I believe you need to get them on the phone. But where you get all that feedback, that real time vocal intonation, you get the wording, you get all that extra stuff, it transmits like 10,000 times more information than in email, than text.

What I was referring to, though. What I was referring to, though, Forbes, is people don't want to get on the phone.

Yeah, no, there are a lot of people that don't want to get on the phone. Well, we're selling more and more on Facebook messenger, but the thing that I look at the most with my sales manager is phone time. I really believe. I think things go left right when we don't really get to the crux of the matter. I want to know. I see more backouts and more issues when it's like, hey, I'm interested. Okay, what can I tell you? And it's just this text that goes back and forth and it's, you're not getting, you're not getting into it as much because you can't. But you know, John Burnett sells property left, right and center without talking to people all the time. So I don't know, I think it's, maybe it's the style thing.

So let's, let's just talk a few strategies for. Let's say you have someone who's resistant to getting on the phone.

That's okay, fine. Then just deal with them wherever they are.

So what strategies would you force somebody.

Out of their comfort zone? I said I wouldn't force them out of their comfort zone.

No.

Whatever medium that they want to communicate with, I'd meet them there.

Yeah, I think it's always best to, if they come in, like a lot of people have people come in through messenger and then they bring them over to email. Right. And I found it really, really good if they come in messenger to stay in messenger, try to get them to a phone call. But it's very, very clear when people are not down with that. Right. And so it's, you know, it's okay because you're not like, great, what's your phone number? You drop in like, oh, yeah, I'm happy to chat and walk you through that. Right. So if I can't get a phone number, then we for sure keep them in whatever, you know, however they responded. Occasionally it'll go to email. Right. But it's weird, I don't know. I try to keep them in the, in the channel they came in.

So I'll share a tool that I utilize a lot in these instances. And I trained my sales VA to do this as well. People don't want to get on the phone, but yet they're asking these questions that you feel like you could address better in person with intonation and facial expressions and whatever. Authenticity. Right? Pick up this, pick up this tool in your hand and go to Facebook Messenger. Create a 60 second video of yourself talking about the property and the process and who you are. And hey, my name is Scott Bossman. If you Google me, you're going to see that. I'm a physical therapist in Wisconsin and I'm active in the land investing community. And you know what, this is an amazing property for these reasons. And you know what, if legitimacy is your concern, I'm going to send You a copy of the deed right now. This tool for us recently has been huge. Take a video of yourself talking about the property, send it to the person. If they're resistant to getting on the phone, they can see your, like I said, see your facial expressions, hear your inflection. And that's been very helpful for us lately.

Yeah, that's interesting because a big thing on LinkedIn and B2B selling is you can take a video of yourself and send it in an InMail. I don't do it because it's lame and slow, but you know, if you have a single target you're going after, it can be pretty successful. So I like that. Right. I do loom videos.

Yes.

Put a little loom video and send it. Same idea. I really like the messenger one though. I hadn't thought about doing it like that. I like that.

It's been very effective lately. And then it got me thinking, it got me to thinking lately and I haven't done this yet, but I had a coaching call with a flight school student the other day who was maybe struggling with how to interact with people on flights on Facebook messenger, when they wake up every morning to 30, is this available in their Facebook messenger feed? And 1% of those ends up being a lead. It's difficult to manage those leads. And I thought, why not create a two minute video of you talking about the property and hit everybody in that feed with hey, the property is still available. Here's a video that describes all the features. Boom, send it to them. I don't know. So I think, I think the video, I think the video technology, I think the, you know, there are going to have to be ways that we adapt to people not wanting to get on the phone but still wanting to have trust in us to make the purchase.

Yeah, I like that. I think that, you know, that is a good solution to is this available? I think basically what you're trying to do is like fishing, right? You're looking for someone to bite on it and then snag it. And so you don't know if, if who that is. So you can't just write it off. Because is it available does not always mean that they're not going to buy. There are buyers that are going to start with that sort of that simple, you know, text. And so you could do like a simple text replacement on your phone where everybody gets it. And whatever the response is, it's meant to end with a question. I think it's important to end with a question. So it's not just Some sort of statement you give to them and maybe send it out to all of them because of simple text replacement. And then you see who bites on it. And then when they bite on it, you give them another one. And you got to sort of. I think whoever is doing that Facebook messenger for you, if you're not doing it or if you're doing it, needs to be ready to have that. I think it's easy to recognize a conversation when it starts to happen, and the person on the other end recognizes when it stops. And it's like, hello. Hello. We were just talking. And you, like when you're talking to someone, they pick up their phone and they. It's like, so freaking annoying. Right? It's like, hey, hey, what's going. It's like, what? Like, you don't value my time. You just picked up the phone in front of me. So when you're texting back and forth, I think there's a rhythm there. A ping pong game, and if you drop that ball, you could lose a sale.

Yes. And urgency is key in those situations, I think. So if you can find a va to hop on that lead, what we find is that the quicker you respond to a Facebook lead, the more likely you are gonna end up having a positive situation there. So we got a lot of comments and questions. Yes. So Don Parisa says, what. What is she.

I. I don't understand what Don is saying.

I think she's talking about the video thing. And. And here's the thing that you guys and I don't have to think about, and that is there are a lot of Facebook creepers out there. And I've talked to not only Don, but a couple other people about this in that they might be a little bit hesitant to send a video of themselves talking about the property, because there's a lot of Facebook creepers out there. So here's my solution to that. Don't, I don't know, take a video of the. Your computer screen talking about the property, something like that. Use the inflection in your voice to talk about the property. I think that's what she's getting at.

Yeah, but I hadn't thought of that.

Yeah, but I. I've talked to a couple female flight school students lately who. They're a little bit wary of doing the video thing, which I guess. I don't know. I guess makes sense, because there are creepers.

Hire someone on fiber. You can hire someone on fiber just to make a quick video for you.

Yeah, you can hire Matt Forbes. He'll Make a quick video for you and that guy will sell you property all day long.

That'll really help. Sell the property.

Don Parisa, Matt Forbes is on fiber. It's for a fiber Fortune 500. Forbes on Fiverr. FFF. And yeah, he'll make your videos for you all day long.

Yeah.

That's interesting, Don. I hadn't really considered that.

I think that's what.

You don't have to deal with that. Yeah, so.

So we're right. I mean, she's kind of right in a way. Right. We don't have to watch out.

I mean, I had one creeper foot eight, 400 pound guy. I don't really worry about that stuff.

I'm proud to say I had a creeper.

Yeah, right.

You had a creeper.

Oh, I had a creeper.

Yeah.

Okay, you ready?

I would love to have it. I mean, I think I'd kind of. I think I'd like, you know, I don't get creeped on very often.

Flatter. Okay. Jason Mendoza says I would be interested in the text communication methods, especially messenger. I've had only two of about 200 leads so far. Even ask about phone. So I think, Jason, you should ask about phone more often. Don't leave that to them. And then maybe utilize some of these techniques.

But don't assume the phone at the same time. Don't assume the phone is required to make a sale.

Right. Oh, it's not required at all to.

Realize that people will buy straight over that messenger without ever talking to you.

Yeah. I throw in like, I'm happy to answer all your questions. I'm happy to chat if that's easier for you. Here are some answers to the stuff that you're asking for. I just sort of like drop it in. Right. And the people who are cool with the phone are like, yeah, that'd be great. Because we've been going back and forth for 10 minutes. Like the younger generation, right. They don't want to talk to you, they want to text. But that's not necessarily who's buying our property. Right. A lot of people who buy this property are, you know, they're like Mike Zano's age. Right. Like, you know, mid-80s, you know, 70s, 60s. Right. I mean, they're like, they're old. And, you know, when people don't see.

Me and they hear my voice, I've time and time again at boot camp heard, I thought you were like this old guy.

Well, you've reached like, you're the Zen master. So it's, you know, you would Expect you to be, you know, in your 60s, so.

Zen master in his 60s. Yes.

So.

Oh, okay. So Jacqueline asked a really good question. So are you then putting the down payment link on the text? That's a good question, Bosman. You put it in?

I put it everywhere, yes. When it's the right time. It's like Scott Todd always says, don't go in for the kiss too soon. But. But listen, I'll either video myself talking or maybe video my computer screen while I'm talking, even though you can't see me and say, listen, land is hot right now. We can't keep these properties on the shelves.

Buster Douglas. Is that his name? What's his name? Buster what?

Buster Douglas is a Poindexter. Boxer Douglas.

Boxer Mike Tyson.

Yes.

Right. Poindex is saying, hot, hot, hot.

Yeah. So I put Geek pay links. Yes. I will put them in text messages. I will put them in Facebook messenger. I will put them in emails. I feel like I'm in a Dr.

Seuss, green eggs in hand.

Dr. Dr. Seuss. You and I, dude, we're on the same wavelength right now.

Although I will tell you what, if I can. I hate to. I hate to go back to the phone, but if I. If I got somebody who's really hot, right? I want to take their. I want to get them on the phone. I want to take their credit card right then and there. I think sending a link is second best, but, you know, you don't always get to be like, yeah, call me and give me your credit information. Like, that's kind of weird. And you really got to get to a trust factor with that. But, yes, I mean, we send that. We send the links.

That's the. That's what happened today with the South Dakota guy. The guy I made a connection with with the South Dakota conversation. How did we end the conversation? It ended with me entering detail, entering his credit card information into the geek pay link.

Isn't it, like, by the way, isn't that nerve wracking?

Oh, it's definitely nerve wracking.

Yeah. Like, I find it like, dude, I close $100,000 deals at work, and I'm like, okay, this is a $500 down payment. Like, shit. I got to, like, I end up, like, I end up. I end up writing it all in, and then I take a screenshot of it so that in case I screwed up, right? So I write it in, I repeat it back, I take a screenshot of it, I hit go, it runs, and it's, like, successful, and I delete the screenshot because I don't want the guy's information. And every time I'm like, okay, all right. Sold the property, it's all going to be okay. Right. But I still get that when I'm taking people's credit information. I don't know why I think, I think that's weird. Like I think I should be over it by this point. But I'm not.

I mean it's just like, like we.

Talked about your business.

Not one that. So the other one, when you do the hundred thousand dollar deal, that's, that's you working for someone else. Is that what that is?

Yeah. I mean if I was closing hundred thousand dollar deals for myself, like while I love you, Mike Zaino, I wouldn't be on a beach.

The point being that maybe it's just a little bit more vested in your own business.

Yeah. So. Right. But like I still get that. Like, like I'm all.

I think, I think that comes down to the repetition thing again though because yeah, you do it 10 times, you're gonna be uncomfortable. You do a hundred times, you're gonna be a pro at. Right.

I like the hundred idea. Let's do that.

Because. Because today on the phone, I used to be that way. Forbes. I used to be like, I'm so nervous to ask for this guy's credit card information. I'm so nervous to enter it for him. But today I'm like to Hugo, Hugo, you want me to send her it for you? I can just enter it for you right now. And there we go. We got it done. Which was pretty cool. So. Yeah, I don't know.

You got some questions on Facebook.

All right, here we go. Lots of creek. Lots of creepers on Facebook says Racine Sugai.

Yeah, I believe it.

I, I mean I'm sure I'm getting about 1% of the creepers to your 99. So thank you.

I'm sure it's a just a tad bit higher than that, big boy. But you're getting.0001 to her 100%.

Jacqueline says so. Are you putting the down payment link on the text?

Yeah, we went through that one.

Yeah, we went through that one. I don't see any other ones, buddy.

Oh, here's one on a different thread. Yeah, I think I finally figured this out. I think this is posted to multiple places. So 1. Bill Dickens sold his sixth property today. Just three sessions into flight school.

I was gonna say he just started flight school.

Yeah. So my, my point to you, Bill, is like, what the crap took me Forever to do six deals. That's awesome. Good job.

Good work, dude.

Bill Dickinson said close my my sale tonight on Zoom. There it is.

Nice.

So I like that. Along the same lines, Jacqueline, what sales channels are working the best for you at this time? Craigslist, Facebook and sites like Lanmodo. Do you generate any sales from the basic land advertising sites versus Facebook and others?

Do we generate sales from the basic.

Must be like land farm land Wash.

Yeah, like lands of hot dogs of America Land flip hot dog land burger. Yeah.

We don't use sites ourselves, so I generate most through the Craigslist, Facebook and Laymoto.

So yes, I'm with the Zen master.

All right, we. And Jason has a question too. We kind of touched on this a little bit. But I want to hear your thoughts on this, guys, because this is a question we get every single week in flight school office hours. Is there a more effective method of initially responding to the messenger question? Is this available? Is it as simple as yes, it is still available? What questions can I help answer for you or. Fellas? Is that Matt Forbes, is this available?

You would? I defer that question to both my 13 year old son who handles my account or my 11 year old son who handles my wife's account or my 10 year old daughter who handles Ann's sister's account.

Okay. But you know what they say.

You know what they say at this point I don't.

Mike Zaino, is this available?

I have a multitude of responses, one of them being we do have an available property. However, I don't think it'll be available for long. We have the best price properties in the area. Unlike other sellers, we don't charge interest. Would you like to see a video tour of the area? And we get a ton of responses on that because they want to see a video tour. Then we just start talking about it and guess what, offer them something. Who doesn't want to see a video tour?

Quick test.

That'll give an idea what it looks like. I don't think. I think there's a multitude of ways to answer that. I just think that the best way to do it is to have it preplanned and have it with text replacement. So it can just be like you don't want to be typing that same thing over and over again. Just pick one, work with it, see what kind of response you get. Alter as necessary and keep, keep going, keep executing. Keep swinging that bat at each of those leads.

I'm going to look at my text expander right now.

How big is that phone Is that I love it.

But if I think I would just. I would just encourage everybody to think about that. Think about that question. Think about that question. And how can you best respond in one message with a little bit of sense of urgency. With a little bit of sense of. I'm here to solve your problem with a little bit of sense of authenticity. Is there a sentence that you can offer people via quick text that is going to take this to the next level? Because really, you're screening these people out. When you wake up to 30 of those messages in the morning, is this available? Is this available? Is this available? You're not going to waste your time on all those people saying, yes, it's available. What kind of property are you looking for? You're gonna be wasting your time. Right. Because there's so many tire kickers. So what can you do to engage in a little bit more efficient way?

I like kids at a dollar a lead. I thought that was a beautiful answer.

What's a lead? Email address?

Yeah. Or a phone number.

Yeah.

A dollar. Those little.

A dollar.

Those little. Those little bastards are making bank. They're making freaking bank. Because I'm going to $380 check. $380 check. I'm like, this has to end.

This is.

You know what you say to him? You're like, you're buying your own baseball equipment.

You know? Do you know what he said to me? He goes, I don't want to do that. I want to buy the next RV lot you get. I want it. You let me buy it, and then I'll sell it for cash, right? And then I can send letters, like 11. Of course we're gonna do that for sure. You get the next one. I'll buy it. I'll take your money. Right. I won't charge you for any of the marketing. And then my other son is like, well, wait, hold on. Can we split it? I'm like, oh, my God. Maybe I'm not the worst parent. Look at that. Little baby's all grown up.

Goodbye, land.

So I will hear, here's the 1:1 fallback to tax expanders. So can you guys see that at all?

Thanks for reaching out to connect. I'm always happy to grow my network. Let me know if I can ever help you out. Cheers, Matt.

Yeah. So that's the first one. Is Gronk a doodle do, which is on my phone. PPP for when Gronk used to play with the Patriots. And I would text people, Gronk a doodle do. And he would do Something cool. And the second is what I use for LinkedIn, which is when someone connects to me, I just PPP pee. So every once in a while on LinkedIn, you try to connect with me, and what I say back to you is gronk a doodle do. I'm just saying be careful with your text expanders. That's my whole point.

Oh, it can frustrate you. You'll be telling. Texting somebody, just a friend, and then you'll hit that three. Three or four letters, and this whole paragraph will pop up, and you'll be like, what the.

Yeah, yeah, I have. Like. I forget. I used to have five or six for Facebook messages. And every once in a while, you'll hit one of those, and it's just. It's a mess right in the middle of a. Of a thing, and then you hit send. You don't even know it. It's a mess.

All right, it's time for the nightcap recap. Hopefully that was a good. Hopefully that was a good discussion about sales. I think it was pretty good, fellas.

Oh, you got one more question? Hold on. You got one more question. You got. Randy, since properties are moving faster lately, why would people want to sell them wholesale? It's a good, valid question.

It's just pure cash flow. I mean, if you have a lot of inventory and, you know, you have no. No limitation on buying more inventory, or maybe you have certain areas you just specialize wholesale to feedback to your retail. Other areas, there's a few different reasons.

Bosman.

I think the wholesale market right now is hot. So there are a lot of people right now with low inventory looking for wholesale land. So a guy like Ken Yanzitska, who's got a ton of wholesale land, is going to take advantage of that. And I don't know. So that's. That's kind of my mindset on it.

Make money. There's plenty of deals. You could buy more land.

I mean, it's.

It's really just a preference thing, honestly. Yeah, there's no right, wrong, and different. I have areas that I wholesale and areas I don't. I don't know. Just. I love money.

Yeah. I use it just to. I use it just to make quick cash for very targeted reasons. I want to go do something very, very specific with whatever that amount of money is, and so I'll wholesale property to do that. Okay, recap. Get the hell out of here.

Recap.

Recap.

Can you even see this?

Is this what you do during nightcap?

This guy down here, he's sweating his brows, right? He's making ads. The ads are going into the machine that pitches the ball, and the guy swings. Swing, swing. So basically you get the idea there, right? Lots of ads, lots of opportunities. Eventually, this guy's gonna hit the ball.

Home run, home run, Home run.

I like over here. This is. This is you talking about recording yourself over here. You see that over here? This is you, Matt Forbes, talking about beat them at their level of communication. Aabbcc. So beat them if they're on phone, if they're on email, they're on text. Here's a guy doing his reps. Doing his reps. Here's the geek paid link. Oh, it's vanishing. The vanishing geek pay link. Over here, we got the little ping pong. And look at this one. Matt Forbes, listening to yourself. The guy's a little sad because he doesn't like how he sounds. But he'll be better next.

Time is required. Whiskey is required, in my opinion.

Was the conversation between Matt Forbes and Scott Bosman resulting in a sale? That conversation was gold, gentlemen.

Yeah, that was a weird. Like, we were almost role playing there. That was weird.

Don't tell your wife. All right. Love you guys. Was that inappropriate?

No, no, it's good. Let's just.

It's all good, right? What are we talking about next week? This was fun. Everybody come next week, join us. Maybe we'll talk about. I think we should talk about negotiating.

I think that all the nightcap should end with that come as you are song. I think that'd be a great ending if that Facebook wouldn't kick us off.

Yeah, well, as you are.

Basically.

Come here. As you are. And like, we're gonna work from there.

How about we play. Let's see. What happened? What happened? How about we play this one on the way out? Is it working?

Are we live? Hello, folks.

When the clock strikes. Okay, bye. Bye.

All right, night, everybody. Oh, it didn't work. I'm trying to play Aileen's song. All right, bye, everybody. Have a good night. Thank you.