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Date. We're live back. Okay, we're back. And hopefully we didn't lose all our viewers, but oh man, I'm gonna blame it on Skype. Honestly, it's owned by Microsoft. I'm gonna let Scott Todd know that his surface loving Microsoft product is failing on the video conferencing end of things.

Is that right? Yeah, no, that's fair. It's definitely somehow Scott Todd's fault.

Definitely is. Okay, so let's go back to what we're talking about, deal size.

Yeah, yeah. Let me present it to you again.

Okay.

Michael, you're buying a piece of property or sending out offers. Would you prefer to hit small and small, bread and butter deals, you know, singles all day long, or are you aiming for the fences and going after high dollar, high risk, high reward properties? What's your ideal property that you want to buy?

Honestly, I'd rather have a thousand singles than five home runs. Because if I have a thousand singles, in a sense, I have a thousand different borrowers. And then any one borrower can default. It doesn't, I don't even feel it. But like when we had that $5,000 a month note, that was a home run, but when that goes away, we feel it.

Yeah.

So it's almost like if they got a business and they've got one customer that comprises 85% of their revenue, that's not a strong business. They're really vulnerable. But if you've got, you know, like a thousand different customers comprising 1%, 2% of your business, you can lose any one of them and it doesn't affect you. I'd much rather get single after single after single over almost any other hit in the land business.

Same here. I mean, sometimes when we report these sales, I mean, I've talked to coaching clients who said, yeah, you know, I sold five properties this week. And I said, great, what did, what was your average sale price? And they'll say, you know, $99 a month. And I look at it and I'm going, yes, yes, those are great deals. I'll do that every single day if I can. I'd much rather have somebody paying me a hundred dollars a month than, you know, I'd much rather have somebody pay 10 people paying me a hundred bucks than two people paying me 500. That just scares me, like you said. So I'm always aiming for those singles. Now the funny thing about this business though, Mark, is if you are doing the business correctly and you're mailing your 20 offers a day, inevitably you're going to Hit some home runs, Right?

Yeah. Tell us a story about a recent home run from. From coaching clients. And I know Dawn Peresa said, hello.

Hi, Don.

Aloha, Don in Hawaii. Her and Racine are living the dream in quarantine, probably. I just picture the two of them, like, you know, staying six feet apart from each other, you know, and just going for, like, a beautiful walk around Hawaii.

Eating poke.

Eating poke. Fresh pineapple, macadamia nuts.

Yeah. Maybe like a Hawaiian shaved ice at the end. You know, that's. We're doing this wrong, Mark.

I know. I really. I know it's just upsetting, but at least. But at least you and I can complain. Like, when it's summer and it's 110, like, we can commiserate. The two of them literally can't complain about anything. Like, no one's like, oh, gee, sorry.

Yeah. All right, let's talk about a home run, because this is a deal. I had to write it down. It's so good. So coaching client bought a property. I believe he paid $2,500 for this property. And the property, based on his math and previous sales he's had out in that area, he thinks it's worth around 12 or $13,000. So, you know, that is a great deal. Right. Would you do that deal, Mark?

Yes.

Hands down.

Right.

And this is a property, I think he sells them, I think, for 225amonth. So if you do your math on that, money's out really, really quickly in about a year, not including, like, a nice size down payment in doc fees. So it was a really good purchase for him. He goes out, he starts marketing it. He makes somebody reach out to him. And this guy's kind of from the area where the property's located and basically says to him, hey, I'd like to buy the property. I'm not interested in financing it. Would you consider a trade? Now, when he's telling me this story, he's kind of cringing. He doesn't want to tell me this story because he knows that you and I, we're not the biggest fans of trades just because we're not car people, we're not boat people. We don't know about this stuff, like changing a car tire.

And I don't want to take the time to, like, even do due diligence on a car and get it appraised and all that. Like, I got other buyers that'll buy it without going through a trade. So I always know.

I mean, now, that doesn't mean that I'M not interested in trading. Right. Like, I'm always curious to know if somebody's willing to kind of barter for a piece of property. I mean, I remember two years ago, Eric Peterson did a deal where he got a bunch of gold in the mail. Some guy bought a property with gold, and that was something that I was like, that's pretty cool.

That's cool.

But this story, this story beats that. It beats Eric's story. So the guy says to him, I've got a 1978 Corvette Stingray, all original, with 80 original miles. And our student goes, oh, did you just say corvette? Send me some pictures. So we get some pictures. Now, this guy doesn't know anything about cars, but his dad is a car guru, car junkie. He's a specialist when it comes to these old classic cars. And so the guy calls up his dad and said, hey, dad, I might have just found a 1978 Corvette Stingray, all original, that I can get for $2,500. I have no clue if it runs. I have no clue about the overall appeal of the vehicle, what the paint's like. And his dad says, $2,500. I'm loading the trailer onto the back of the truck right now. Send me an address. I'm going to get it for you. So he calls up the guy who wants to trade and says, all right, let's do this. They agree, and he gets this Corvette, right? And again, his dad, being the car guy that he is, he says to him, what do you want to do with him? He goes, I don't know. I guess you can either have it or let's make some money here. While his dad's driving the car back, he takes it, flips it to another car guy for $19,000 cash, as is. So you want to talk about a cool story? The Guy traded a $2,500 property for a Corvette and then traded that Corvette into 19 grand. I mean, come on. Yeah, that's awesome.

That's awesome. In quarantine of no less.

In quarantine.

In quarantine. In quarantines are happening. Yeah. That's so. That's crazy.

And it goes to show you that, like, this property that he got, he only came across it as a home run because he was targeting his bread and butter deals, right? Like, those are the ones that he was after. And by chance, by luck, whatever you want to call it, he stumbled across a home run. And Mike Zano is kind of one of those guys who consistently hits home runs on a yearly basis. Right now we're not saying he hits one a month. He hits two or three really good home runs a year where he makes 20,000, 40,000. I think he's made up to like 60 grand cash on deals, quick flips. But that's because he sticks to the basics, Right. He's just doing his regular mailing and. And then you never know, somebody might open up your letter and say, yeah, I'll sell you this one for 1000. But I've also got this lakefront property that I'm interested in unloading. Would you consider buying that one off me for two or three grand? And you run the numbers and you're like, it's worth 50. Yeah, I'll buy that too. So you got to stick to the basics, right?

No, absolutely. And once a year I would say we get one of those properties that I just call a lottery ticket. Like it's in the path of growth. The seller doesn't, the seller didn't really care to like even go out there and look at it or even know what development was coming. And I would just put it in my family trust and with instructions to the family saying, don't sell this property until you get a seven figure offer from a developer. And so, but that's like, there's like 20 of those in there. So it's about one a year we get.

Yeah. And I mean, I'm just thinking out loud here. We did that big deal last year, right, where we got that 330 acre parcel with water and mineral rights. And that was one of them where you're like, hey, what's your number? I want this for me alone. And I'm like, but it was one of those home runs. It's like, this is going to go big. Water, mineral rights, ranch land up in the mountains with a seasonal creek on it, snow capped vistas. Like, this is the good stuff. So you hit those home runs by playing almost a safe game, right? Wouldn't you say?

Yeah, no, absolutely. It's just the focus, like focus on the singles, stick to your bread and butter, but be open to those bigger deals. But just, I wouldn't, I wouldn't focus on those big, big deals because like we said in the beginning, you know, you've got, let's say, three notes, 2,000amonth, and you've got 6,000amonth. Passive. Lose one of those notes and it really hurts. As opposed to having, you know, a hundred notes at a hundred bucks a month, you lose one or two. It doesn't, you don't even Feel it. And they're really. They're easier to sell, too. Everyone can afford a little car payment. Not everybody's gonna afford a 2,000, 3,000, $5,000 a month note. So you really shrink your buyer pool. So we want the biggest buyer pool. We want velocity of money in sales, and we want to just keep. This is kind of a volume business in that sense. Oh, yeah.

The person who can get the most or the greatest number of people paying them $200 a month wins. Yeah. Plain and simple.

Absolutely. So Jason Hoffman figured out the unknown issue. He says, I think the unknown name issue is only coming through the Mark Podolsky account live stream. I just switched back over the Land Geek account. So, yeah, go to the Land Geek page and leave your comments because then I can see who you are. So Jason Hoffman says, I like the idea of accepting and or offering crypto assets for land deals on both the buying and selling side. Short term is too volatile, so I imagine many folks won't be interested, but long term, you never know. I don't. Did you even understand crypto assets, Tate? I know bitcoin and the whole thing. I don't. I know it's a thing. Eric Peterson's got bitcoin. He's been saying, you know, Mark, don't be such a scaredy cat and buy some. But I'm scared. I don't. I don't like buying things I don't fully understand.

I mean, Mark, I think what it comes down to is we're dirt guys. That's what we know. That's what we understand. Maybe we're simpletons. I like the idea. Like, listen, if somebody said to me, hey, I want to buy this property using Bitcoin, I think I do it for sure. Now, I'd also buy or sell that property knowing that I don't have a ton of understanding here, which would mean I'd probably have some late nights ahead of me, because I want to understand how it works and what the blockchain actually does. I'm not opposed to it. And I know a few land investors have sold property using cryptocurrencies, so you wouldn't be the first to do it. And I think it's a good opportunity, honestly.

Yeah, absolutely. So, Andrew Miller. How small world is this? She writes, I literally think that could have been my dad. No, he traded a Stingray Corvette for a hunting property. Is this a hunting property?

No, it's not.

Oh, okay. That would be insane.

Well, if he's got any more Corvettes, he wants to Trade. Just give us a call. Yeah, I could use some new wheels.

I thought you'd get the cybertruck. I want the cybertruck.

Oh, I like the cybertruck, man. I like it. My wife does not like it at.

All, but leave a comment if you guys love or hate the cybertruck that's coming out by from Tesla. Yeah, I like the look.

And if you guys if this. We'll do it this way. If we get a thousand likes, Mark will buy me a cyber truck. Let's do it that way, Mark.

A thousand likes? That's not that many likes. How about. Well, that's why I want 10,000.

We got to make it attainable. Like, we got to give the people what they want. They want to see me doing burnouts and launching that thing off some jumps, I guess.

All right, whatever. I'm not opposed to getting in the cybertruck. I'm really not. I just don't think we get a thousand likes. Yeah.

We'Ll talk about the like number later. But yeah, like, it would be sweet. We could, like, take it off some jumps branded, like Landique on the side. I'm telling you, this could be awesome.

All steel. Armand Premji wrote I love the Cybertruck. Matthew Walt says cybertruck.

Oh, man, the lights are rolling in.

Max Levira is like, gross. That's funny. Wait, Matthew. Oh, no. Matthew Walt. Cybertruck, Thumbs down. Does not like it. Armand definitely want one. I think, like, I'm like, just knowing Armand and Max. So, like, if you're a real truck guy, you don't like the cybertruck. If you're a little geeky, you like the cybertruck racing suit guy. Very Star wars looking.

Okay, well, I mean, it's a geeky truck. Like, we pride ourselves on being some of the biggest geeks out here.

Yeah. So I like this, but it's. How do you say, Ugly. Fair enough. Oh, yeah. Yeah. That truck. Hideous.

Oh, man. Looks like I'm not getting a truck after all. Thanks, people. Come on.

You know what, though? This is. This is tremendous marketing. There's a marketing lesson out there based on the cybertruck. And in fact, I think we should be using this for all your land headlines. If your headline is not getting is not offending someone by noon. You're not working hard enough. The cybertruck offends half the people and other half love it. It's not for those people that think it's hideous, but it's for the people like me that have never owned a truck and think it's cool. Jason Hoffman. Is that the one that looks straight out of the movie Total Recall? Yeah. Tron.

It's a Tron truck.

It's a Tron truck. Peter Zeros. It is a uniquely rugged looking vehicle. I just talked to Peter this morning.

I mean, I don't know what I do with it, Mark. Like, Like, I'm the least handyman. You know, like, it's like, oh, the sink's leaking. It's like, yelp, here we come. Like, I have no business owning a truck because I don't have anything to haul. I got no big toys, but I feel like my bike could look kind of cool in the back of it, right?

It would look cool. I just think it's cool looking. I just think it's so different and look arguably pretty good for the environment.

Yeah, can't complain.

There you go. But I do love the idea of, like, so many people having, like, this, you know, strong reaction to it. And we talk about this at boot camp, where the headlines really get a strong reaction. One of them was, you know, make this land great again. Half the people in the room are offended by the headline. The other half are like, yeah, click.

Yeah. Listen. It's all about creating noise, right? And I think that goes to the purpose of marketing. Right. The purpose of marketing is not to make a sale. It's to start a conversation. And the cybertruck has done a really good job at getting a lot of publicity. A lot of people want to go for a ride in it. A lot of people want to see one. Right. There's a lot of conversations going out there. It's the same with land. Right?

Right.

How many times, how many people can you tell about this amazing asset for only $249 a month?

Right, Right, exactly. So Armand wrote, I've never owned a truck before. You're so right, Mark. They're not taking away from traditional truck owners. They're creating a whole new market. Yeah. They're doing the Blue Ocean strategy. Doug Hoyer. Not a real truck. Well said. Well spoken, Matt. Walt. You could get in a mountain biking tape.

I have a mountain bike. I ride at least once a week.

Do you really? That's so unsafe. Seriously?

Yeah, but, you know, it's too much fun not to.

All right, whatever. Gotta get the Jason Hoffman. Gotta get the accompanying flamethrower, though.

Yeah. I mean, if I do it, I'm getting everything. Like, yeah, I'm tricking that thing out.

Speaking of flamethrowers, did you see that movie with Brad Pitt and Leonardo DiCaprio. Something about how like the Hollywood movie about Sharon Tate.

Oh, Once Upon.

Once Upon a Time in Hollywood.

Yes, yes, yes, I did see it.

If again, leave a comment if you've seen Once Upon a Time in Hollywood and appreciate the flamethrower scene.

Mark, that's another good movie where it's. Look at the marketing, right? Look at. A lot of people were hated it, a lot of people were offended by it. But it created a lot of buzz, right. Made a lot of money, did its job, served its purpose.

I love the revisionist history revenge pieces by. Oh my gosh, the. What's, what's the director. Quentin Tarantino.

Quentin Tarantino, right.

So he did it with Django Unchained, he did it with Inglourious Basterds and then Once Upon a Time in Hollywood. So he took three ugly periods of history and gave it a revisionist revenge ending. I love it.

I loved it. Yeah, I think he's only doing like X number of movies and he's pretty close to his limit and once he hits his limit, he's done. Somebody told me that at one point, now that could just be fake, but I don't know.

Thank you, Racine. Su Guy loves Once Upon a Time in Hollywood. You know what, I don't understand the idea of retirement, honestly. Like, are you going to retire?

Well, I kind of am.

I mean that. Well, I mean you are semi retired. I'm semi retired. But like can you imagine going throughout the day of like nothing productive to do? I couldn't imagine it. And I'm not saying like you have to make money, but like I don't, I don't like the idea of like growing old and not having a purpose.

Yeah.

It's like I'm never going to retire. Like I want to continue doing what I'm doing now because I love it. It might change in some respect. Like I might just be old and you know, people really listen to me like they do now. But it's still be fun.

Yeah, maybe you slow down, right? You do half as many deals or a fraction of the deals that you do now. But I mean, doesn't sound land like it kind of gives you that, that itch, right. It gets you excited and I mean it does.

I know three land sellers still in the game over 80. They're now, look, they've slowed down but they're still doing it. And boy are they wealthy. Tony.

It's funny, it's like I've sold property, I've sold tons of six figure properties and I get just excited. Just as excited selling a property for $100 a month as I do $5,000 a month.

I get more excited now when our clients sell a piece of property. Like that Don Paraiso Land Arb deal. That was exciting to me. I love that.

I mean, and that's because, you know, you've done however many thousands and thousands of deals that to some extent, selling land has kind of become second nature for you. But there's nothing like working with somebody and seeing them get that first. That first home run and that first victory, and you're just like, yes, you're on your way. Say goodbye to corporate America because in two years, you're free, baby. Spread those wings and go. I love it. It's the best.

Yeah, absolutely. This is a great comment. You can spend your retirement riding the ugly truck, shooting the flamethrower out the window.

Lester, you're invited. Let's do it, man.

Jason Hoffman, inspire others till death. Yeah, absolutely not. Not a bad way to go. Howdy, gents. I'm gonna assume Paul Brewer again. I don't know.

That's. That's Michael Ring. Michael Ring.

Michael Ring. What's up, buddy? Yeah, see, you guys got to go like the lanky page to leave the comments, because if it's in the motivation group, then I don't see who's typing the comment. Yes. Super exciting. Land Arb deals. See, that's probably Dawn.

That's Don. That's Don. I'm watching it on my screen.

Oh, you're watching it. Oh, okay.

Yeah.

So if you're watching it, then do you want to just read it out?

Yeah, I'll read it out. Give these people a shout out for sure.

Well, we gotta. She's got questions for us. Or do you gotta go? You're like, I gotta go.

No, I gotta go. I got nothing to do, man.

Tony Grigio countered an offer letter from another land investor for a wholesale price, maybe doing a quick 700 deal by E O W. What's EOW? End of week.

End of week. Hey, 700 bucks. I'll do it.

I'll do it. Tony, you want a partner? Yeah. Yeah. That's how you. That's how you know you got a really good deal. When as soon as I asked that, they're like, no. Remember, we did it. So at boot camp, Detmer was going through that scenario with that big deal. He's like, I'm nervous. I haven't invested this much into it. And I just went to him at lunch. I'm like, Jeff, if you're that nervous, I'll partner with you at it. And as soon as I said that, he's like, no, I'm doing the deal. Because then he knew, oh, yeah.

No soup for you.

No soup for you. Yeah, yeah. Dr. Ellis has given you some love. I want to see Tate's X rays.

Oh, yeah, I'll have to post those. They're gnarly. Mark, I got a question for you, though. With your ideal property being the singles, this is a common question that we get. Is there a size of property as far as acreage or square foot that you think you're able to sell the best?

Okay, yes, we've talked about this. I have a favorite size. Have we? Yeah, I do have a favorite size.

I know you have a favorite size. I know you do. But I'm talking about in general. If somebody says, hey, Mark, you've mentioned that your average acquisition cost is 1850. That's mine, at least. If I want to buy property in that similar size range or price range, what size property should I target? Is that a good way to target land?

No, I just want to. I just want 25.3cents a dollar, based on that market. I don't care the size. I don't care the acre or, you know, anything else about it. I just want to buy it. 25. 3 cents, the dollar. That's it. They all sell.

You're not. Yeah, you're not. You're not concerned that you paid 1850 for a quarter acre versus 1850 for five acres? Doesn't matter to you.

Does not matter to me in the slightest. So Tony. Tony's like, with the legend. Yes. I'll partner with the Godfather. Tony, let me tell you something. Flattery will get you everywhere. I will write that check tomorrow for 350. Okay? I can't read this, Joe. Yeah, go ahead. Joe.

Terzino says 40s baby, 40 acre parcels, which, you know, he knows, if you've been to boot camp, Mark, your fifth. Your unborn child, your fifth unborn child's future name will be 40, right?

Yes. I did at one point ask my wife when I was early on if we could name the next baby 40. And she was like, no. I'm like, what about the middle name? She's like, no, this is. This is like 2003, 2004, when I was still in those 40s and doing so well with it. Yeah, like.

Still doing well with them. That's the crazy thing.

Yeah. No, I know, I know.

What is it? 17 years later, still doing it, still Doing it.

It's still fun, by the way.

Yeah, it is fun. And I think it's fun because we get to hang out with cool people. Right. Like, our community is the best. We couldn't buy a community this good.

No, absolutely. If you haven't been to a boot camp or, like, you don't. You don't even understand. Appreciate how great our community is. It's just. I think it's our greatest asset, honestly, as much as I think, you know, all of us are, you know, great to learn from. The collective intelligence of our community is second and on.

And I think. I think people feel that, right. When they listen to our podcasts. Right. And they hear us at the end after we go over the serious business and we shoot the breeze. I think people can relate to that. I think they really get a glimpse of who Eric Peterson actually is and why. We call, you know, Scott Bossman the night. What is it? The Night Cap Master OG and Mike Zaino. I mean, here's a guy who's rugged and rough, and then you meet him, and he's like the most mellow, calm guy you'll ever have a drink with. He's a good guy. So. So our community is superb. But I got some questions. All right, Mark.

Yeah.

All right. The first Lester says we just put our first property on Facebook to try to sell it. Small steps, but we're excited. Yeah, man, you gotta start somewhere.

Yeah, absolutely.

Hang on, because if that thing goes viral, you're gonna be busy.

Yeah, go to the Investors Toolkit. Get that Mimi training on Facebook marketing that's in there. That's a new addition. You know, we're constantly updating that Investors Toolkit with new content, and we don't. You know, once you're in, you've got lifetime access. We don't, like, do the. Hey, now this year we're going to charge for an upgrade. We don't. We don't play that game. Yeah. Dr. Ellis, if the Vegas Boot Camp gets coronaed, what's after that? What do you think?

Don't put that on us, doctor. Don't put that on us, because I'm a Vegas resident here. We need Vegas Boot Camp to happen. My city needs it. I don't know. We really haven't. We haven't talked about it, have we, Mark? But I mean, the show has to go on to some extent. I know we've still got Atlanta at the end of the year. I mean, maybe it'll just be huge instead. I don't know. But we're optimistic we believe and feel that it's going to happen. We're very hopeful of that. And me especially. I mean, it's my home boot camp. I want to. I want to show off. I want to give you guys a piece of the Vegas lifestyle.

I want to go for that tie again.

Yeah. And plus the restaurant tour that I got set up. I'm about to flex on all the other friends of the Landee community. I'm going to show them how we eat.

I would say, Tate, that we should be the pig that builds our house full of bricks and have a virtual boot camp ready for that weekend if we can't do it live.

Yeah.

Don't you think, like, you know, we can. We could do it. It won't. It wouldn't be the same, but we could do it.

Yeah. I think we owe it to everybody to do something, right? We're gonna put something together. I guess you heard it here first. In person. Live or not, we will have something for you guys so we can. So you guys can get your quarterly dose of land geekiness. Right. Because that's important.

Unless Dr. Lance Ellis can't make it, which that means all bets are off.

Yep. We're not doing it. In that case. Yeah.

So, no. No pressure. All right.

I got some questions or I got some comments.

Okay.

The community is insanely wonderful. So much great energy and an abundance mentality that leads to everyone working to make each other successful. So happy we found you. Guess who said that.

Gone. Fraser.

Now close.

Racine guy.

Now. First name starts with an A.

Yeah. Andrew Miller.

Yeah, that's it. This is a good one. I'm gonna mess this name up and I'm sorry. Mario Newton Tinlin. Have you had any trouble with. With people paying their notes during the shutdown? I'm just getting started and wondering about the tax. Do people getting some grace on tax payments should that change my target at all in the county list? So basically, are you going to make any changes due to people maybe getting a tax forgiveness on the property payments? Mark? No, me neither. I wouldn't worry about it.

Any. Any note issues for anybody, leave it in the comments if you've had any note issues in your current portfolio. Tate, we. We really haven't had. We.

We've had two. We have had two. But the interesting thing about it is when I talked to you about it last time, I said, okay, Mark, here's what we're gonna do. Rather than say what kind of deferment we're gonna offer, we're just gonna ask each individual Person who reach out to us, what they would like us to do to help them. And it's been pretty amazing. We've had two people take us up on it, and they said they'd like to make half payments for two months.

That's great. We'll take it.

Yeah, that's fine. And, you know, contrary to some people's beliefs, we're actually good people. We want you to get the land that you buy from us. Like, nothing makes us more happier than beating someone a property. So, you know, if everybody's suffering a little bit and we do, too, that's okay, because it's for the good of everybody. Right. We want you to get your property. Yeah.

No. 100%.

All right. That was Mary Jo. Sorry about that, Mary Jo. Next time I'll get you right, though. Another comment, Mark? I have to agree with Andrew Miller. I've had issues posting the ad and went to the community, and two people helped me. What I was able to fix what I was doing wrong thanks to them in five minutes. Definitely felt the love. Right. Shout out to whoever helped you. That's amazing.

That's amazing. Yeah. We all have abundance mentality. I have to tell you, I didn't start off that way. My neighbors thought I was a drug dealer for years. I wouldn't tell anybody what I did.

Yeah. Because, you know, you think that you've discovered this rare approach, and then you get out there and you. And you really start to realize there are a few people who do this. But nobody was talking about it until you came on the market and said, hey, there's plenty to go around. No reason to be selfish. Let me show you what I'm doing.

Yeah. No, it's so true. Like, you, me, a million people could be in this niche. We're all going to run out of money before we run out of deal flow.

I mean, to put things into perspective. Can I share this with people, Mark? It's kind of a little bit of a flex.

Sure.

I bought a total of nine properties today.

That is a flex, by the way, just so you guys know how Tate runs and how he gets, how he executes. So it was a few days ago, we were talking, and Tate's like, I'm selling like crazy. I need to start buying. And. And, like, I need more property. And sure enough, like, you just got it in two days.

Yeah.

How'd you get nine deals in two days?

And these are good deals. Like, one of the deals I'm gonna make, it's about, I don't know, $5,000, pickup. That's wholesale. I think it's worth about 17 on terms.

That's a double, wouldn't you say?

Yeah, I mean.

I mean, obviously, like, obviously it's not like, not doubling your money. That's, you know, more than tripling your money. But, like, in our. In our world, that's like a solid double. No. Oh.

I mean, I was looking at them like, yeah, a little bit more than I want to pay. But, you know, with the market the way it is and people buying like never before, how I got to keep the shelf stocked, I just got to keep them stock. And I know that in order to sell a lot of land, you got to own a lot of land. That's what it comes down to. People want options. They don't want too many options because then you destroy the scarcity. But you got to have inventory. And so I'm not trying to flex on anybody, but we've been selling like crazy. I know on the last one we did last week, we sold like, 14 properties in a week and trying to maintain that. So got to spend some money to do that. So it's really cool. But the reason I'm telling people that is because it just goes to show you how much land is actually out there. Right. Yeah. I can pick up nine properties in 48 hours. And everybody else, Scott's buying land. Eric's like, everybody's still buying land. There's just not much extra of it available.

Right.

No matter how many people.

I talked to Peter this morning. He's got 20 properties in inventory or something, so.

Good. That's a. Yeah, That's a healthy inventory.

Yeah.

That's what it takes.

Yeah. Chris Grassman says, tae, you sound like you need a partner on that deal, call me.

I love it.

Lance Ellis says, if Covid doesn't get me, planning on making it to Vegas. Okay, good, good. It's not going to.

I got some restaurants. I've got some restaurants for you, Lance.

Doesn't he get, like, the N95 mask, though, unlike the rest of us?

Yeah. So he's fine. He's fine. Do you like Thai food? That's the question, Lance.

Do you like Thai food? Jason Hoffman says you can't fake genuine. That's right. Matthew Levy, how many options for buyers do you cap your listed available lands at? That's a good question.

And I'm going to answer that by saying, check out the podcast that's coming out this Wednesday, because we go into options very much in depth with the whole roundtable crew. But the short Answer.

No, that's not his question, though. Not if we do it.

Okay, what is it?

His question is how many options? Let's say if you put a thousand down, it's 199amonth. If you had $500 down, it's 225amonth. And if you put 250 down, it's $300 a month. You pick your option. Like, do you do that? Do you give them options as far as buying? No.

No, we don't. I mean, I like it when people do it. I think it looks nice on a website. But the price is what I say it is. And the more money you put down, the quicker you pay off your note. That's the way it works.

Yeah. Actually, you know, Matthew, we talked about this at boot camp, but it's, you know, your closing question is how much would you like to put down? So no matter what you're advertising, you then do a renegotiation at the close and they'll say, well, you said you want 249 now. Like, yeah, but how much do you want to put down? You know, then we can, we can alter your payment, whatever you want to do. Because the more money we get down, that's a stronger buyer, get our capital out quicker. So we want to motivate them to do that. Dr. Lance Ellis. Love Thai food.

We're gonna talk Jack talk.

Tie very Mark.

It's something on that, like when we buy a property, we know what we're gonna sell it for when we buy it, right? And so it doesn't matter if you put down a huge down payment. I still need to get what I've determined the value of that property to be. Now, I might get it over a quicker time frame, but, you know, I bought a property knowing what I'm gonna sell it for. And I think that's, that's one of the things that alleviates a lot of stress in my day to day daily life. Like, I never feel comfortable letting somebody who makes $5 an hour spend thousands and thousands of dollars of land or thousands and thousands of dollars on land for me, if I didn't know what the numbers were going to result in. So, I mean, that's just the way that we've built our business. It's a system of checks and balances. But it's kind of, I guess that's not really an answer to your question, but it's just kind of a side note.

Yeah, no, absolutely. And you know, to shark tank it, you know, you got to know your numbers.

Got to know your numbers.

Max. Max. Caught my meet the parents joke. There he is. I like that. Yeah. Nice. Tony Grigio, is there a way to get a hold of your intake managers? Would be good to have those in our contacts for land liquidity options. So, Tony, give a man a fish, you feed him for a day. Teach a man to fish, you feed him for a lifetime. Right, Tate?

Yes, indeed. So, I mean, if you got. If you've got property that you want to let go of and you're interested in wholesaling, reach out. But as far as piggybacking on my intake managers, they're busy. They got no time.

They're really busy.

That's what it comes down to is they're at capacity right now and I keep them busy so that nobody else can poach them.

Speaking of, is Kishan doing intake now?

And she's doing everything for us.

She is. Wow. I had a meeting with her yesterday. She's amazing.

She's great, isn't she?

She really is great. I'm very excited.

That's just a teaser. People have to figure out what we mean by that.

Yeah.

Later.

Later. Another inside joke, Maximiliano. I just like to call it Max.

All right, Carl Webb's got a question for us. How many areas do you. Do you consistently work in order to have a variety of inventory to currently offer? How much do you keep in back stock of each type? 5 acres in Colorado, 40 acres in Nevada, 1 acre in Florida? Great question, Carl. So, I mean, we're at the point now where we're probably working four to five different areas real heavily. And I wouldn't say we have a desired kind of back stock of properties. Basically, when we mail, if we get an accepted offer, the numbers make sense. We buy it because we believe that we're buying property at 20% today. 20% on the dollar today. And I don't know what's going to happen to that value in the future. So if I can buy it today and I need to sit on it for two years before I can actually bring it to the market, so be it. I'm okay with doing that because I know I bought it right today and its value is only going to go up over time. So, I mean, I look, today, I think it in our current inventory right Now, I have 61 properties that are unsold. Something like that. 60.

You'll get stressed out about the property taxes.

Ah, I pay those when somebody buys them.

Okay.

Not worries. I mean, Mark, if you're buying it today for 20 cents on the dollar. That means your annual taxes are what, 100 bucks a year?

200 bucks a year, if that. No, really, I mean, like, it's a.

Silly thing to worry about that, especially when I know I'm going to sell it for 7,800%. Who cares? Let those taxes go. Don't worry about it, man.

No, I know. I mean, the enterprise value on this. I know.

You know, I'm just saying.

No, no, I'm just. I'm just saying it for the. For the listeners.

Yeah. I mean, listen, I hate paying property taxes. I have to cut a big check every single month to take care of those. But really, I don't pay property taxes because a majority of these properties that we have sold are, you know, generating some sort of income every single month to pay for those taxes. And so in the end, it's very profitable. Better to have than not have it, in my opinion.

Yeah. Speaking of taxes, was it weird yesterday? Like, April 15th came and went without, like, anyone talking about taxes.

First time.

It was eerie.

I mean, I didn't even file an extension this year. It was crazy. Can't remember the last time. I haven't done that.

Yeah, well, I've never not done that. Tony Grigio. I paid Apache County 548amonth on 1. On 1.44 acres.

Yeah, it's just, it's, it's. It's insignificant, honestly. You're better off having as many of those in your inventory as possible.

Yeah. Tony pays more for his lattes than he does in property taxes.

Exactly.

If he's a lost date star, I'm assuming he's a latte drinker. Maybe Americano. Tony Grigio put in the comments. What is your drink of choice? Excuse me. They went down.

Oh, Corona. Mark is coming down. That's it. Everybody pay attention. We're going to see the path scene of a great. We're going to see the passing of somebody phenomenal. He's going. All right. Turning red.

Went down the wrong pipe there. I'm okay. Don't worry. Good. Dr. Ellis is like, okay, now, Mark, this is what you need to do. He's like all calm. It's like, now he is. Seems like he's choking to death. So I'll just put in the comments.

The mistake made was you took the headphones off so that nobody could have walked you through what to do there.

Oh, yeah, Well, I might have been able to just. Oh, I would read it.

Yeah, that's true.

Would you have ever guessed Tony Grigio? Not a Coffee. Addicted to black iced tea. Well, that's a surprise.

All right.

You know, but the tea. The tea. The tea people are very mellow compared to the coffee people. You know, for sure, it's like. It's like football versus baseball. The football people are, like, aggressive, and the baseball people are more intellectual, let's say, you know, it's more mellow. Just enjoy the. The game. Is that. Is that a good comparison?

Sure. Any other questions out there, Mark, that we're missing?

Dr. Alice, assuming you add prorated taxes to the note monthly through Geek Pay, do you escrow those funds somehow? No, no, we. We collect them in Geek Pay. So. You know what I should do, Tate? I think there's a way to do it in ecamm is I can do a Geek Pay demo.

Yes.

On Facebook Live. Put in the comments if you want me to do a GeekPay demo showing you guys step by step how we automate collecting the notes via ach. But if the ACH fails, it'll charge the credit card on file, and we'll show the notifications the fun facts, how to set it up. Put it in the comments if you'd like to see that.

Mark. Something cool about NeatPay is, I know it's for everybody, but deep down inside, I like to think it was made specifically for me because when we were working with the developers there, it was like, no, I want it to do this, this, and this, and this and this. And so it's made for everyone. But I think it's kind of tailored directly to the way that I think and look at things. So it makes, like, pro rating those taxes super easy. It makes adding on a note collection fee transparent. I mean, it's just. It's so well done that at the end of the year, you simply print off everything and you just download it from Geek Pay, you send it to your accountant or your bookkeeper or, you know, whoever, and boom, they can handle all of your notes just like that. So, I mean, Geek Pay is truly amazing. You got to do a demo on it. People need to see that, because if they're not using it, it's just because they don't understand it.

Right. Right. Unless you want to do the demo because you do it at boot camp while I'm in the VIP room, I.

Could do a demo.

I just don't know. Technically speaking, though, how do we. I know there's a way to do it. Let me see. If I go to a new scene, we'd have.

Yeah, I could.

I could do a new Scene we'll.

Have to play around with. Could be done. We'd have to play around with it because I do think that it's, you know, it's a game changer. And what's cool about it is it was designed for land, but now we've got people from all different industries using it. Right. Anybody who needs to automate monthly payments, they're starting to turn to it because they caught glimpse of a. Of a YouTube video or a podcast or something like that where we're talking about it, like, ooh, tell me more. I want to automate this. Goodbye stress.

All right, tell me. Tell me if you can see this. Can you guys see that? Does that work? Can you see that, Tate?

No.

Put in the comments. If you guys can see Geek Pay.

What is it? Your bank account and your routing number and everything?

No, no, it's like, how to set up.

Oh, wait, there we go.

Can you see? You go to loan portfolio.

Yeah, we should probably. Let's take it down and do it on a separate one.

On a separate one.

Yeah, let's save it.

Okay. But we can do it, is what I'm saying. That's kind of neat. So that was just on my phone. All right, cool.

Let's save it, though, because I want to. I want to give it the justice it deserves.

Yeah. Okay. So Dr. Lance Ellis, by the way, is an orthopedic surgeon, and I would have choked to death, so no worries. He said. I meant, what do you do with prorated tax funds after you get them through Geek Pay, but before you have to cut a check to the counties? Do you segregate these funds somehow?

It's a great question.

Great question. I don't.

No, we don't just.

Because we're just. Basically, the way that we have things set up. We have the cash to cover the taxes, always. But if you didn't, and you're worried about, like, let's say you're the cash flow issue or you're just starting out. I do think it's a good idea, actually. So that's one of those situations, like, do as I say, don't do as I do.

Yeah, no, it's. It's a smart move, for sure. But in most cases, we just look at them. We just pay them every year when we get them.

Yeah, yeah. Well, that. You know what we could do, Tate? We remember we used to do open up the mail. I could do that now.

That's in lots.

That's a lot. But I could do that now on my phone because that's how I open my mail. I can actually do a Facebook live now of let's open the mail. That was kind of fun.

That'd be fun. You know, there was something amazing about those old videos where you just rip open the envelope and be like, no, I mean, not that I like, I love having a digital mailbox. Like, it's the greatest thing ever. But, you know, there is something cool about opening a letter and seeing, like, accepted offer.

No way.

What am I gonna do? You know? It was cool. Yeah.

Okay, so to Dr. Ellis comment. You don't use a profit first type account for tax payments. Well, we do. We do.

Yes.

So we have five accounts. We have Frontier income, Frontier operating expense, Frontier profit, Frontier tax, and Frontier owners pay. So those are the five accounts. But do I segregate in the tax account between my personal taxes and property taxes? I don't. I should, but I don't. I hope that answers the question. Anything else, Tate? Any other. Any other questions? Any other comments? No?

I guess we'll see everybody same time next week.

Same time next week.

It's, you know, tune in tomorrow.

You know, it's time for. Baby, it's time for a nap. It's nap time.

It is. Nap time.

Nap time.

Yeah.

You know what, my naps now are like, epic. So I bought one of those weighted blankets. And then so I take the weighted blanket. I combine that with the Pziz app, which has like napping music that I put on my, on my phone, a 20 minute timer. So it's a very gentle sort of wake up time. It's like best 20 minute power nap ever.

See, that's the thing that people don't know about us is we take our napping seriously. Our sleep. We could probably go on for hours about sleeping hacks that we've discovered, but.

We could do a Facebook live just on how we sleep.

I guess when you have too much free time, when you create passive income, you start to focus on things that really improve your quality of life. That is your mattress, your sleep schedule. Right? Yeah.

Oh, my God. The temperature, the sleep schedule. I got the glasses, by the way. The Felix gray glasses, the blue. Yeah, they're amazing. Like, we take sleep very seriously around here.

Yeah. This is not a game.

That. And you know what I just bought is a stag kettle. So I'm taking my Chem X game to the next level, which Eric Peterson and I are going to compete on. So Eric's. Eric's. I'll tell you, Eric Peterson's Chemex game is Way superior to mine. But he's now motivated me, just like with the. Did you see my new mic?

I did.

So Matt Forbes has shamed me into update. Upgrading my mic game. I'm now upgrading my Chemx game because of Eric Peterson.

Listen to this, Andre Miller. I definitely need a Facebook Live on sleeping. I didn't. I didn't really know what sleep is with these three babies. How are you sleeping, Tate? Basically, I got an amazing wife. That's how I'm sleeping.

That's your answer. That does not help, Andrea. No. If I were Allison right now, I'd be so mad at that answer.

Listen, listen. We take shifts. We've got things dialed out, but, you know, we follow a very strict schedule. I've got certain hours where I take over the kids in the night, but our oldest is sleeping through the night now. Our youngest, I mean, I'm not who he wants in the middle of the night most of the time, so I fill in when I can, but for the most part, we just. I don't know.

The Ferber Method.

Yeah.

Or the Focker Method.

I don't know. I didn't read any books.

That's from Meet the Parents, by the way. So. So Robert near is like, we're doing the Ferber Method, and he's on a strict, you know, sleep schedule, and if he, like, he's got to cry himself to sleep, and then, like, the grandparents are like, where is he? And like, they, like, totally undermined the Fervor method. And, like, you know. Yeah. Oh, Andrew's like, you and Dylan could be BFFs. That's funny. Yeah.

All right.

All right. So are we going to do this, Tate?

Let's do it.

All right. But before we do, I just want to thank everybody for spending time with us. We're really enjoying being with you during quarantine. These Facebook lives, I hope you're having as much fun and getting some value. And we really hope everyone and your families are safe and staying sane in quarantine. But we're always here for you, and hopefully we're not also lonely with it as well when we do these Facebook lives and come together as a land investing community, even in a small, sort of silly way. So thank you, everybody. Tate, you ready? Yeah.

One thing to add, Mark, before we do it, if there's anything you guys want us to discuss, Mark and I next week, drop it in the comments, let us know. We're happy to, you know, talk about what you guys want to hear about. So.

All right. Oh, wait, before we do it. Last order business, I promise. Tonight is Nightcap. If you guys aren't going on nightcap, bring your drink of choice. Whether it's alcohol or Tony's Black tea or Matthew Levy's Diet Coke, whatever it's going to be, bring your, your beverage of choice. Hang out with the Guides until late night. They start at what, 10 Eastern for nightcap and just it's fun. They talk land investing. They answer questions. It's motivational. Matt Forbes is on Zano Bossman, I try to, you know, I'm west coast. It's seven o', clock, so I'll jump in and leave comments and it's a ton of fun. If you're not checking out Nightcap, it streams live just like this. You just go to the YouTube or the Facebook page and you can jump on. So hopefully you set up notifications. Tomorrow is our Grill the Geeks segment. We're gonna have two geeks on Larry Overstreet, Zach Kep, both our one on one coaching clients. Grill them, get an inside look at how they run their business. After that, Bossman and I are gonna do do this week's giveaway for the $1,997 investors toolkit. If you have the toolkit, you can gift it or you can use that money towards flight school, coaching software. Bank it however you like. All right, everybody, let's do this together. And I'll know if you're not saying it, folks. One, two, three. Let freedom let free. Ring, ring. And wash your hands. Thanks, everybody.

Yeah.