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Land Geek Guys, we're live.

What up?

How's it going, boys?

How we doing?

Great and getting better, sir.

Excellent.

Oh, I like that. Great and getting better, sir.

I'm liking the debaucherous bar behind you, Zaino. I see. I see a lot of scotch. I see some Tanqueray. Yeah. M and M's. Oh, are those the things with peanuts.

Peanut butter, pretzels, and M M's. So what you do is you. You just go like this?

Yeah, those. Those new AirPods that are supposedly noise canceling. Yeah. They're not.

They're not. You sound terrific when you chew, though, you big boy. Look at that.

Anyway, hello, Land Geek Nation. We are the Land Geek Guys. And so we got the Zen master here, Mike Zaino. Say hello, Mike. We got Fortune 500, Forbes. Matthew Forbes is here. What up? And I'm Scott. Scott Bossman. The less famous Scott of the Land Geek community.

Why are we not looking at the Jedi hangar?

More hair.

Is that only on Zoom?

That's on Zoom.

It's amazing for all of you. Haven't seen that yet. I feel like I was like, gee, Scott, I didn't know you had a Jedi hangar.

Yeah, I had an X Wing. I was in the X Wing hangar. It was kind of cool. I'd, like, turn and walk toward the X Wing. It looked like I was going to board my X Wing. It was kind of exciting. So anyone. So tip of the week. If anybody uses Zoom, go to Star Wars.

Everybody uses Zoom.

You, Come on, you can download, like, 20 different Star wars backgrounds for your. For your Zoom call.

And I like the guys who. Who take a. Who take a picture of themselves with their camera and then make it their background and then leave the call. That's. That's my jam. Right?

I like that.

I do like that.

Does that happen a lot in the business world?

Um, no.

Geez, Mike seems awful.

Still.

I had a guy do it, and he told me what he was doing, and I was like, whoa. I was like, you are a genius. This was three or four weeks ago. So I've seen it done. Apparently they do it a lot in schools. Like my kids. I tell my kids about it, and they're like, yeah, they're like, timmy does it. You know, Jesse does it. I'm like, oh, well, if you do it, I'll kill you. So don't do it. Anyways.

Yeah, it's gotta be a bigger meeting. It can't just be the three of us and one of us sits there.

Yeah, that wouldn't work, people. We Got Travis Wood. Travis Wood. Have a cocktail. What's up, baby?

Blue solo cup.

Travis, nice to see you. Trav. Hope you're. I would think that Travis is still flying. He's a UPS pilot. So Travis throw up in the comments, tell us if you're still flying.

He is. I talked to him today. We were on the mastermind call and we chatted afterwards. He is crushing it. I will not say how. What's that?

He's crushing the lamb business.

I will not say that he's done more than five deals in the last week, but. He's done more than five deals in the last week. Yeah. Murdering it. He's doing great. It's awesome. Yeah, we hang out at boot camp. I'm a big Travis fan.

So I tell you what, it's been. It's been a big April for a lot of people. I know Marcus saying earlier tonight he's at a record month. Scott Todd is at a record month. I've got it. I don't know. We've had probably. Yeah, we gotta be close. Gotta be close to record month. Five deals in the last week. So it's been. It's been good. Been really, really good as far as that goes. Not good on other fronts, obviously. So as you said, there's one word for it, Zaino. What is it? You said it earlier tonight.

Yeah, definitely grateful. But it's almost like survivor's guilt Mark talks about. Right. When we're sitting here with these business models that are producing and around us, things are just falling apart. It's kind of odd.

Do you have that? Honestly? Do you have survivor skills? No, I don't.

I'm saying that it could be. It could be. That's some people, I suppose. But I think it's good we have the community, because nobody outside of our community wants to hear about you doing six real estate transactions, making a killing.

Like, they don't want to hear that.

They're like, yeah, thanks, thanks.

Do you have any of that? Or like, you feel quasi guilty?

Is that a thing?

Do you feel that way.

In some respect? Here's what I feel. I feel survivors, definitely gratefulness. Like, I've done a lot of thinking about what if this had happened five years ago and if I was still a physical therapist full time and this had happened, then it would have been rough. I'm not going to lie. So I am thanking my lucky stars every day, and I'm humbly grateful as well, because I know there's a lot of people out there that are really struggling. And fortunately we're in a situation where we're able to do this business from home, and we're not suffering in that regard.

So.

Okay, so I'm with you on all that. A lot of gratitude. I'm in. But do you have. Are you. Do you feel guilty about doing well in these times?

I don't know if I feel guilty or not.

Maybe.

No, I would say because I feel like it's only. I don't feel guilty because I feel like I really worked hard for it.

Yeah.

And I think that alone is the truth, you know? But, yeah, no, I don't feel guilty. I feel like, you know, you put your time into something and there's. And there's results that come from that.

And.

You know, I don't know. It's an equal opportunity employer out there. If anybody wants to put the time in.

You shouldn't feel guilty. My own two cents. I've worked my ass off for this business in the last two years. I don't feel guilty at all, even a little. Like, I took the initiative. I bought the program. I listened to you clowns. I work on this business every day. I hadn't even considered that I should feel guilty until you said that. Honestly, that's why I'm like, wow, I wonder if people feel that way. Interesting. I haven't thought about it.

And again, I don't know if it's so much guilt on my end, but I. But I'm. But there's some humility about it, for sure.

That's different.

So that's. Yes, it's completely different. So I would also agree, like, we've worked really hard, and a lot of people out there are working really hard, and they're experiencing really amazing results right now. And it's because they're putting in the extra time and effort to do it. It's all about. If you go through the motions, if you spend the time in the gym, you're gonna lose the weight, you're gonna become more defined, like Zano. And eventually you will be svelte, like Matt Forbes.

What's a gym?

Pilates.

What is the gym?

Pilates.

Oh, yeah, Pilates. Mike Zanel's taking up Pilates. So please put in the comments if you think that I'm not gonna finish. Just put in the comments if you partake in Pilates and. And tell us if you think Mike should be all right. Anyway, love you, Mike.

Yeah, no, it's funny. I was just thinking I had dose humility today. I told Summer, my youngest daughter, I said, I'll give you a $50 if you can push me over. I only use the principles of tai chi. And she won.

So I said, dad, here's 50 bucks.

Here's your 50 bucks. I saw those 20 and it was double or nothing. And I was like, I'm not gonna move my feet. I will only use the principles of tai chi. And she promptly won.

You like the panda? I like it.

We got some comments. We got Bill Dickens says hello, Johnny Morrow. Can we. Can we talk? Yeah, we can talk, Johnny. I think maybe. Maybe something trailed off there. So retype that Matt Walt says, look at Mike. Look at Matt with his fancy new mic stand and camera effect.

Yes. The camera thing, I don't know. But the microphone, I've wanted to get for a long time. No interest financing for 24 months.

And I'm just wondering what you trying to hide behind you that we can't see? It's frustrating me. Like, what is back there? I can't see it.

A bunch of business books, some office stuff, the sign I stole from the conference I went to for my actual job. That's about it.

Oh, we don't want to see that. Then they'll know. Oh, I just saw a piece of it.

Yeah. No, I work for a company called Connect and Sell, and most of the guys I work with know what I do, and they. Half of them think I'm crazy, and half of them think I'm a genius. And there you go.

Probably both, right?

Yes. Especially the crazy genius.

Crazy wisdom is nothing like it.

Yeah. Indeed. Good times. Make a cold call.

Travis Wood says, cheers. No flying right now. He's trying to sell some land. Well, it sounds like you're doing more than trying there, Travis. You are selling land. Yoda would be proud. You guys get that reference?

Yoda would be proud.

Yeah. Celebrating a win. This is from Unknown, so I don't know.

That's weird. The unknown thing is weird.

It is weird, but moving.

I don't think they mean to be unknown. I think it's just the way we see it. Yeah.

Yeah. No, they don't at all. Because I was, you know, having a glass of wine. It was wine o' clock at the Forbes house at around 4 o' clock today and on Blurs Day and Mark came on Live with Zano. You and I started commenting, and they're like, oh, unknown says. And I'm like, wait, hold on. That's me. I'm not unknown. Like, you know who I am. We hang out. And then Bosman started replying. And then I was Like, Bosman, I love you. And then you guys. You and Mark were all like, there's some weird romance between two unknowns. It's very strange. And it was Bosman and I. So I don't know why you can't see who's putting in those comments, but.

I'm contacting ECAMM tomorrow about this issue. We're going to get a solution. But someone. Some unknown land geek.

What happened? You froze on me.

It was me.

My camera.

Some unknown land geek citizen is celebrating a win. Moving the needle in the land business. Had my first call with a seller who responded to my first week's mailing of offer letters. If due diligence checks out, well, I will be purchasing three separate lots at a good price.

Okay, that sounds like a win. Sounds great.

Sounds amazing. Maybe type in the comments who you are, and then we can. We can congratulate you appropriately. Good evening, gents. Paul brewers here. Oh, Mike Ring is unknown. Well, hey, Mike Ring. That's. He's. He's the one, I think. Celebrating the win, moving the needle. So, Mike, That's.

I think I saw a picture of Mike holding Dirt Rich today. It was that the Facebook group.

Oh, yeah, I saw that.

Yep.

Right on.

Please post any comments, questions, wins, struggles.

Questions, comments, topics for discussion, jokes about.

Mike Zanel and Pilates. Post away.

Hey, it's tougher than it looks.

I know it is.

I wouldn't do it. Hell no. Hurt myself.

Ken Badziak says, just finished my second workout. Does that mean your second workout today? Working out at home on my back porch overlooking the lake does not suck. Might get used to this. Sadly, day six of number 75, hard challenge. No booze for another 71 days. That's a chance right there. Cheers.

Cheers to you. Stop sniffing blue.

Cheers to the no Alcohol challenge.

Cheers.

Yeah. Good for you. You're a better man than I.

What are you guys drinking tonight?

Mark Moyu. Maybe Mark Moyu is the unknown. I am drinking Maker's Mark. Did you see the advertisement for Nightcap tonight in the fair?

Was that from your private barrel? I know you have access to, like, a private barrel. Is that what.

Whoa. Let's. Let's unpack that a little bit. Ladies and gentlemen, private barrel. My.

My private barrel is not yet ready, but it should be ready. I think it's ready next year, 2021. I have my name on a plaque in. In the Maker's Mark warehouse. On a barrel. Yeah. And now it's not only my barrel. Like, there are maybe 20 other names. Mostly yours. 20 other names on the barrel. But when my bourbon comes of age, I can purchase a bottle from my own barrel and get this plaque with. It's the maker's mark in. Bastard.

How many bottles in a barrel you think?

How do I get a barrel? Forget the bottle.

Yeah, right.

I want a barrel.

Can you imagine having a barrel of whiskey in your house?

I wouldn't survive. I'd last 41 and a half days before my liver would give out. That'd be it.

That'd be amazing. Can you imagine?

They don't make livers in double extra large anymore. So the only one I've got is mine.

Oh, Mark Moyu is the unknown. Congratulations, Mark. Don't take anything away from you, Mike Ring. You're on the verge. I know you're on the verge of doing deals. That's the beauty of.

That's like a great word for the land business. Avert the verge. You know, on the verge of a deal, on the verge of your first sale. I mean, it's. And that only comes through action. That's sort of a. That's a cool. Is it a verb or is that verge pronoun, Verb, A noun.

You're on the verge. Yes, that's a noun pronoun.

I made that out. That's why it's funny, because it's not even a little.

That may be the name of this episode. You're on the verge of a sale, the verge of a deal, the verge of the best month ever. The verge of changing your life. You're on the verge of taking massive action.

Best month ever.

And there's something about being on the verge, Mike, that I can relate to. It's a little scary, right? Yeah, a lot of things.

About to enter something new. You're about to enter the unknown. Like you're getting ready to buy a property. Maybe you never bought a property. We're getting ready to go into flight school. You've never gone into a program to train you, you know, to teach you how to be an entrepreneur, Maybe getting your first sale. You never sold anything to someone in real estate. So, yeah, I think you're entering the unknown. The good news is you can do it over and over again and get comfortable with it.

Yep.

Matthew Waltz says 150 bottles is a fair number for the bourbon barrel. And we should. And Matt knows that. Mike, you remember we were on the Q and A the other night, and Matt Walt had all the bourbon behind him.

That's right.

So. So this.

So there's 20 of you and there's 150 potential bottles.

There's probably 150 of us. I'm sure it's Maker's Mark. You know, it's their way of soliciting customers to buy a spendy bottle of bourbon with their name on it. But I'm all in. I was all in five years ago. I get fancy things every Christmas.

I get things seven years in the making.

Yeah, it's like Matt Walt, throw it. Throw it in the comments. I know. You know, it's like seven years in the making for a. For a barrel. All right. Hey, we have finally have a question. All right. And to. To correct again, it was Mike Ring who did post the win, not Mark Moyu. There's a lot of unknowns, and all the unknowns are confusing me. All right, here's another unknown question on filling out the seller information. In LGPass, does each person have to have a single man or similar title? I'm comparing the deed that LGPASS is creating to the previous deed and they look slightly different, so they do not a lot of times. I'll just copy it word for word from the prior deed.

Yeah.

If. I guess. Typically, though, guys, if they are a single man, I do ask that, are you single? And. But, but I asked them how they'd like to be represented on the deed. So I'll. I have them proof the deed, make sure that everything looks okay. If they're married, I typically say, Mr. And you know, John and Judy Smith, a married couple. What is the best place to find the acreage for a property if it's not in the legal description? Looking at Castilla county, drawing lines on the map to estimate for unknown properties. Best place to find acreage, fellas.

Well, if you work in an area in Costilla, you're probably working in a. Basically you look at a grid, they're all going to be the same. You know, one, you know them all. That's definitely the county is going to. Yeah. High five. Oh, by five or high five.

High five.

Yeah.

It's part of the mailing. Right, Scott? We talk about being surgical when you mail an area. You know, the best type of area in my mind to mail is one where there's a crazy number of properties all the same size. All this. Everything's similar except different apns. And so what's true for one is true for all of them. And Costillo is definitely a county that has that type of setup.

Yeah. So, you know, if you're in a subdivision and 90% of the parcels are 5 acre and the rest are 4 or 4.5 acre. I mean, is it going to matter if you put down five on your offer letter? I don't know. Probably not. Actually, you might get some people calling you saying my property's not 5 acres, it's 4.3 acres. Oh, sorry about that. Yes, I want to buy it from you.

That's 18% less. Sorry? That's what I pay for five acres.

Right.

I have to lower my price.

Yes. Thanks for the heads up. I cannot be less.

There are subdivisions. There are subdivisions where the parcel sizes are wonky. They're all over the place. They're two acres on this side of the road and they're five acres on the other side of the road. What I've done in that instance, Mark, is I've actually hired a VA to go to the GIS website and, and had that person measure every single parcel for me. But guess what? She was fast. And she got me like 100 names in an hour. It's craziness. So you can outsource that stuff and find people to do it. Good.

I'm gonna have some M and M's on that one.

I outsourced it to a guy who was about 40% as quick as your guy. He would get me about 40 names an hour.

I've had the same VA for list scrubbing for five years. She literally. It's crazy. Like, I love her. Sheena. I love her. All right, Matt, Walt, he cut out for bed. Now that I know you're talking makers, it's going to be a higher count. Probably 225ish. 225 bottles per barrel.

Is this the bottles?

Yeah, 225 bottles per barrel.

I can't wait to have a drink.

Of that at Boot Camp. 240. 750 milliliter bottles of bourbon in the barrel.

Did you just look that up or is that off the top of your head? You do this the whole time?

No. Yeah. No, this is the crap. I know for sure. This is how I use my time. No, I looked it up because I was like, wow, could I buy a barrel? And I don't mean like a used barrel to hold stuff in. I mean like, could I buy a freaking barrel full of Maker's Mark? That would be amazeballs and detrimental to my health. And no, you can't.

There's a limit on how much you can own.

You can get a private select barrel for $13,000. I don't know what that means. That's what showed up on the Google. What The Google says it means it's possible. Yeah, I don't know if you get the barrel. I want someone to bring a barrel full of whiskey to my house. That's what I want.

Yeah.

Not just like a barrel that got.

Put in the bottles.

I want the barrel.

Right. I don't want to. I don't like. And, Scott, this is not a knock on you. I don't want to be like, yeah, no, my name's on a thing. And, like, my barrel's right there.

No, I got you.

It's right there. That's what I want. I don't know. I'll do more research and see if that's possible.

I'd feel like a pirate if I.

Had a barrel of whiskey.

Oh, amazeballs.

See here. Joel Lemke. Would you guys share the. Okay, this is a good question from Joel, who's in. Who's currently in flight school. Would you guys share the proportion of your deals that are from mailings versus wholesale on the buy side and then wholesale versus retail on the sell side? So definitely on the buy side, a majority is mailings, and then I would. I will occasionally pick up a property wholesale if I'm low on inventory. See, the thing about this business also is when you've been doing it for a long time, you develop, what, a really amazing buyers list. And when you have thousands of people on your buyers list who you've interacted with over the last five years regarding land in a certain area, those properties can sell really quickly. So you may have 10 properties in inventory. They sell quickly. You need another one. I'm gonna go buy some wholesale, but percentage wise, I don't know. 90, 10, maybe. Who asked this question? Joel Lemke.

All right, all right. So, Joel, almost everything I buy, 95% of what I buy is from mailings, and the 5% is I have a buyer, and I like the buyer. And it's in an area that I am just out of stock on. And I will go buy something wholesale to fit his needs. But for me, almost everything else is mailers. But I'm newer, so the more newer you are, you tend to mail because it's cheaper to acquire property, although not that much cheaper when you run the math. And then for me, on the sales side, I'm a bit different. Right. I'm probably 50% wholesale, 50% terms in 2019, but I'm exclusively terms in 2020. So I'm moving away from wholesale more into the term side. That really has to do with how you get funding to do Your deals and what you're trying to achieve.

Michael McCall, Mike's had a different story when he started the business. What was your story, Mike?

Yeah, it was pretty much all wholesale in the beginning, just trying to make cash.

Well, you picked them all up from mail, though, right? So you picked them all up for.

Mail and then you don't typically buy wholesale, but I do frequently sell wholesale in certain areas. I sell a lot of wholesale, but I don't know what percentage. That's a good question.

We should, we should preface that. Right. Because if you're new to the business, you know, buying wholesale is not necessarily a terrible strategy. Right. To go buy a couple lots wholesale so that you can get them and start selling them. That's not terrible. Right. There's a lot of sales going on. This is a hot market. It's as hot as it's ever been the two years I've been working. Right. So buying wholesale right now, not so dumb if you can go get deals.

Just treat it as an accepted offer. So my only advice, if you're going to buy wholesale, don't take anybody's word for anything. Just treat it as. What would you do with an accepted offer? You would double check the comps. You would make sure it can look square. And, you know, so that's what you need to do when you're buying wholesale. You need to treat it as an accepted offer.

Yeah, there are bad wholesale deals out there. Left, right and center for sure. Except for mine. Mine are perfect. Go ahead.

Right. Yes. Yes. Yeah. So, you know, the other thing, Joel, is I think when you're starting out to have a multifaceted strategy. But, you know, I think mailings for most people is the primary way they pick up land. They may pick up a property wholesale here or there. Maybe they're looking to experiment in a different area, or maybe they're low on inventory, they need some property, or maybe they're picking up a property via land arbitration. So, you know, there, there are multiple strategies in doing this, but I would, I would say, Mike and you guys would maybe agree, Matt, that the people who are consistent with mailing seem to be the ones who are able to purchase a lot of property and sell property.

So if you, if you do mailing, like, if. So if you buy wholesale and you buy it wrong, that's not a great day. If I mail and I buy it wrong, I could probably wholesale it and still make money. I could have done better. But you have much more flexibility because you're significantly lower on the price. I'm a fan of mailing. I mailed 800 in the last two weeks or something. I'm a fan. I think that's how you should. Personally, I think that's how you should run the business. And then you buy wholesale when you need to, when you've got the buyer right, when that guy's ready to go, I'm in. Now, if you've been doing this for a long time, you run the numbers hardcore and you go, eh, it's whatever. 20% more expensive to buy wholesale. But I have unlimited inventory. I get whatever I want, whenever I want, wherever I want. Let's go do it. Okay, that makes sense. So kind of depends on where you're at, like everything else, right?

Let's see more comments. Another unknown, Scott, do you drink Makers neat or in a Manhattan? Well, I drink it neither. I drink it on the rocks. Makes fun of me. Makes fun of me for not drinking it neat. But I like it cold.

He likes it cold.

Neato, mosquito. Neato mosquito.

Yeah, Bosman, I'm with you, man. Some clown show gave me this beautiful glass, and I'm a big fan of it being on the rocks.

Yes.

I think it sounds. It does sound better on the rocks. It has that certain cool noise. You can shake it like you're talking to somebody and you're really thinking. You're like.

You definitely get made fun of though, right? My CEO hates drinking whiskey with me because I drink it on the rocks. And for the first five years I worked at the company, I was like, wow, I shouldn't do that because I want to be cool. And then the last three years, I'm like, I really don't give a crap. So, yeah, Ice. Let's go. Bring it.

Hey, Matthew. Walt is our aficionado regarding bourbon and whiskey. And he. He told. He just stated that you have to have a license to buy a barrel.

Oh, there it is.

So you're out. Forbes.

It's. It's so un American.

I have to apply for this license.

I can go buy 240 bottles if I want to.

And pour them into your own barrel.

How about a Landing Barrel?

Barrel.

How about a Land Geek Guys Distillery?

Oh, my God. This is in Russia. Is it?

Danny, how about a Land Geek Guys Barrel?

Yeah, we'll bring it to boot camp and, you know, wake up on Tuesday. That's interesting that you have to have a license, though. That's kind of lame, but okay, whatever.

All right, Zanel, here's a question. Here's a question from Mark Moyu. Okay. Okay. I'm going to make a little comment on the first part of this question also. So Mark's in flight school right now, and one of the really cool things about flight school is that you are executing in real time. You are mailing on day 14. How many people with a toolkit can say they're mailing on day 14? Very 1%. Right? No, you need to own a property by week six. This is Scott Todd's requirement. Okay. So Mark's question is we have to buy a property for next week. So he's feeling a little pressure. He's probably feeling a little bit uncomfortable.

I love that.

I know.

Awesome.

What is the best county to request wholesale from to get practice for selling land?

Oh, they're all good, depending on the price.

That's the thing. It's the price and it's the comps. It's not the county. Right?

Yeah, That's a little bit the county. Well, there's probably 10 counties that almost everybody works in, at least one or two of them. So you can find those pretty easily and just grab a wholesale deal. Just post on the. On the group.

You'll have a treat as an acceptable offer. Run your comps, run you, run, you know, your little analysis and make sure you're getting a good deal. But you can do it. You could buy 10 properties by now, next week. Just ask me.

You could buy 10 properties in the next 27 minutes. Buying wholesale is not hard. If there's anything that's easy in this community, it's that now you got to know your stuff. Pick a county you want to be in based on the amount of money that you have to spend. Right. Connect with that county. And if you want to get practice, go buy one. That's it. Just go buy one.

And here's the great thing about this community. So there are so many active people in this Facebook group. Right. That you can. You can pick up from just scrolling backwards.

Yes.

Who's doing deals. And if you do a little bit more homework, you figure out who's doing deals where. And there are a lot of people doing deals. You're gonna be able to figure out where the good spots are and where property is moving. But back to back. Back to the fact that Mark is. So here's the beauty about flight school. Matt Forbes, when you went through flight school. Well, Zaino and I didn't have flight school, but Matt Forbes, when you went through flight school, you were not required to own a property by week six.

No, no, I wish. I really, really wish I was. I think I Owned property probably week 10 or 11. But the. When I went through flight school is like, we're gonna lay it out and we're gonna, you know, force you to do this stuff. But not like today where like, you have to own property by week. It's. It wasn't quite as hardcore. And, you know, I think Scott realized that, you know, it. That's how it needs to be, right? You just gotta, you know, sort of just jump off you like you had a jump. Your whole thing about you got to tell your story about jumping Scott Bosman, it's what got me into this nonsense. But that's what people got to go do. Come on, just go. No, dude, I watched that like nine times.

Which. Which one?

Don't. Do you not. Is that not like a classic Scott Bosman thing? The Steve Harvey jump video?

Oh, the jump video.

Yeah. Do you remember that?

Yeah, of course.

For all those cats and kittens at home, right? Steve Harvey has a video. So share the jump thing, because that's what this.

Yeah, okay, now it's totally coming back to me because I remember speaking to you. I was at work on lunch and I was speaking to you about flight school. And I think shortly after the call, I'm like, matt, you need to go watch this video. So everybody needs to go after this call. They need to go Google Steve Harvey the jump speech. And it's when the. The cool thing about Steve Harvey is he's the Family Feud host. He's hilarious. Have you ever seen him on the, on the, the show where he's talking to kids? What's that called?

Yeah, I know what you're talking about.

Anyway, he's hilarious, but after every show he goes out and he gives the same speech to the studio audience. And it's called, it's called jump. And it's about how you need to have faith, whether you're religious or not. I think this, what I googled it.

And was like, I haven't seen it in two years. And I know it's the right video because I see the stage managers behind him setting up the set.

Right?

That's how many times I watch this. Oh, that's crazy.

Matt Forbes. I'm verklempt right now. I'm touched. I'm touched that I've left such an impact.

No, it's. So if you're on the fence, go watch that frickin video. I mean, it's Steve. Steve Harvey is one of the hardest working guys. You'll get to know that as you get to know him. But that video is really, really good. That speech that he gives people, he's trying to inspire them to take action, to change their lives. And it's one of the fundamental reasons that I sort of pulled the trigger on flight school. I was like, I have to do like, I'm like, honey, I watch this video, I have to do this. But it's true. I'm gonna put it in the. I'm gonna post it as a whatever.

As a comment?

Yeah, as a comment. Alright.

Awesome. Zaino, have you seen that video? You've seen it, I'm sure. You're so quiet.

You shared it. I'm taking it in.

So quiet.

That video is awesome.

Stand up too.

I'm gonna watch it after, after the show. I'm gonna go watch it.

Because it's like that. We should all watch that once a week while I go fill my drink. You guys can answer this question. Good evening, fellas. What does Team Zano look like? And Team Forbes? What does each of your teams look like? How is your organization structured?

Wow, Zano, I'll let you go first.

So how is the team structured? Well, what kind of v. I think the easiest thing to look at is.

The.

The five plates. Of the five parts of our business, one being the mailing, you know, which would include county research. So from there you have due diligence, which is part of the intake, and then you have the closing and you have marketing and you have the sales. So you need to have people in each of those, each of those processes or else you're going to be doing everything. So the way that our team looks. Yeah, so we have, you know, sort of people in charge of each of those areas and they are connected. I like to say that the important thing is that there's some sort of thread. I know that, Scott. Those of you who go into flight school, see him talk about the swim lanes and you'll be able to see this, this kind of thread that we use these all together. I mean, there's, there's software and there's people and there's, you know. So how does Team Zaino look? Well, we have, on the left side we have someone who's in charge of intake, and the right side we have someone who's in charge of sales. Now they're supported on the intake side by due diligence vas people who are finding the information on the properties. And on the right side, the sales team is supported by marketing. You got to have those. Right? Those are the most important parts of the business. The mailing and the marketing and both of them have to be supported by numbers, right? And somebody has to put those numbers out there. Somebody has to get the letters out and somebody has to get the advertisement out. So it's really. I don't know if that's answering that question. Am I answering that question?

Yeah, sort of. I think. I'm guessing he wants to know, like, dude, how many VAs do you have working in your business? What are their names and their phone numbers and their home addresses?

Yeah, can I hire them?

And can I hire them? I don't know if it's that, I'll give you mine, right? I use the old land geek guys. I use Eric from Parcel Review is my intake guy. Slam dunk. He's easy. He handles everything. I box him like twice a week. I have. I have a bunch of people who post on Facebook and do marketing. I have my kids now respond. They're 11 and 13. They're responding to people on Facebook, which is kind of awesome. They're making money in the family business. And they do, by the way, they do really, really well. Like, I've doubled my leads since I hired my 13 year old. And then I have a sales manager who I got somebody who does due diligence for me. I have a guy who does title reports for me ad hoc. I got a sales manager who handles a lot of the selling stuff. She's amazing. My wife and I still do a ton of work in the business and we're trying to finish getting rid of it. So all in all, I think I counted I had 7 to 10 vas in any given time that were helping me, but for every hour they work, I don't. And like, that's the key. I think people. There was a guy who posted in the group, like, how come I can't just get a video of how to outsource my VA's? Like, I'm in the land business. I'm not in the training business. And I wanted to reply and I didn't because I don't have the time during the day. Like, oh, you thought you were in the land business? Oh, is that what you thought this was? Well, that ain't right. You're in the people business. You're in the. Having people work for you to go sell land and buy land and do all that stuff, that's the business you're in. That part that you want to just get given, that's the hard part, right? Hiring the intake guy is not hard. Right? Hiring the person to go due diligence, that's not hard. That person's on fiverr, right. Training them to do it. That's the hard part. Or at least it was. It is still for me, like, you got to switch your mind around for this stuff. So I don't know if that helps.

Who.

Whoever asked that question. I don't know who that was, but it was unknown.

Unknown. Yeah.

Dear unknown.

Dear unknown. But no, I would echo the same. Very similar to what Matt said. Different VAs in different parts of the business, some overseas, some stateside, some getting paid more than others, depending on what their activities are. And, you know, just to give you a little preview on next week's Roundtable podcast, we talk about, we talk about outsourcing and we talk about hiring VAs and how, you know, you need to do this stuff repetitively yourself a few times, maybe outline the process. You don't have to be 100% detailed with every step of the process because you're going to find people out there that are talented, that have different skill sets who can do it better than you. So you train them in real time, maybe over a zoom video, something like that, and train a couple people to see which one does better with the same task. And before you know it, you have a team. Like, you have people helping you out with this business and running your machine, which is what it's all about.

Yeah.

This is a really good question. So from unknown, what's that?

4. The answer is 4. From unknown, that's the answer to your question. 4.

We always talk about price adjustments on the buy side. When do you gauge when it's appropriate to raise or lower your price on the retail sell side? So I would refer the person to the discussion Zaino, you and Mark had tonight in the group. What'd you guys talk about?

My mind just drifted to that Mark. Someone had asked and he was basically like, well, if I have a property for 30 days and it hasn't sold, I'm going to look at, you know, what's going on. You know, is the pricing too low? Surprising. Now you say too low. That sounds weird, right? Well, sometimes people will look at our deals and be like, that's a scam. It's too, too low. How can you, you know, there's literally that mindset. So sometimes the price is too low or it's too high. So, yeah, refer to go back. And that's on. It's in the. It should be right below this, this video right now. Take a look at that. Mark talks about that. It's a great. That's A great question.

It's amazing, isn't it, how. And Mark spoke to this how, like, you could have a Property listed for 30 days, and then you raise the price and it flies off the shelf. Why is that? Maybe people are skeptical of the low price. I think kind of cool.

What we were talking about, too, is that, you know, on the. On the left side, when you're buying property, the consistent mailing is how you know that you need to maybe adjust your offer price based upon an over response or an under response. Right. So on the selling side, the same thing happens. You have to kind of look at what's going on, kind of leads you getting or not getting, and how do you adjust the price accordingly? So that's. It's. You know, they're very similar processes.

Awesome. Another. Let's see. Oh, this is from Matthew Walt. And I wish I'd known earlier in the call, Matt, that you had reason to celebrate, because we would have raised our glasses to you because you're the bourbon guy. But he agreed in principle to his first parcels tonight. Having a pour of Elijah Craig's single barrel to celebrate.

Very nice.

Congrats.

Small win.

Good stuff.

Oh, someone told me to buy whiskey stones. Keeps it cold without watering it down. I'll tell you what. I bought whiskey stones one time, but they started smelling like my freezer, which then made my bourbon taste like my freezer, and it was nasty. So I don't recommend the whiskey stones.

You're kicking it out hot on your freezer.

What do you mean? You guys know the freezer smell and the free, you know. Do you want your bourbon?

No, Negative. That's why I drink it neat.

I move to a new town, to the town I've lived in for five years, and we're here with the family. It's story time.

Story time, story time. Love it.

And I go to the cub. First cub scout meeting with my son. I don't know a soul. And I meet up with this guy, and he's pretty outspoken, so we can kind of hang out. And he seems like a good guy. We both belong to the same beach club, or our parents do, so we can go there. We're like, oh, wow, we can hang out with this guy. We're gonna be friends with this guy. Turns out he likes, you know, boozing a little bit. I'm like, all right, we're absolutely gonna hang out with this guy. I lost my story. It's very sad. What were we just talking about? Damn it.

Ice.

Oh, yeah. So we go to his house for the first time ever. And sure enough, he brings out, like, the big round ice cubes, right? Which I'm usually drinking, and they reek. They reek. He puts in some, like, a vodka tonic, whatever. And I'm like, your vodka smells like salami. This makes no sense. And we argue like I'm new. Like, I've never really. We're hanging out. Of course I said that to him. Like, dude, your vodka smells like salami. I'm like, what the hell are you guys feeding us? Like, are you gonna, like, get us drunk and chop us up and put us in the backyard? What's going on here? Right? And sure enough, they go and they look. And after, like, an hour of investigating, like, all of his ice cubes reeked of salami. So all the booze we were drinking all night reeked of salami. So I'm with you, Scott Bosman. Those whiskey stones, dangerous stuff right there.

Still friends.

He's probably one of my best friends. I love that guy. Even though he tried to kill me with salami ice.

Yeah.

Never say his name out loud. Ken Sullivan, Westport Mess.

That's awesome. Story time. I'm never gonna forget that quote. Your vodka smells like salami. Never. Johnny Morrow. How's it going, Johnny? Winner of the Toolkit a few weeks ago. Oh, here. Here's the other thing. If. If you guys simply make a comment in this video, you're going to be entered in a drawing for a $1997.

Not 1997.

A what?

1997. A drawing. A 1000. A drawing. 1997. How do you say that?

That's a tough word there. Drawing.

A drawing.

A draw. Drawing.

It's not like a German. Like a drawing. It's not. It's not. That's not it. That's a Wisconsin thing right there. We can now make fun of Scott Bosman for his accent. This is no R in that word.

I'm doing that on purpose because.

Okay.

Do you remember the Saturday Night Live skit with. With Mike Myers when he's in the bathtub as Simon.

Yes.

You know my name is Simon, and I like to do drawings. That's how he said draw rings.

Yes. So anyway, stay in the bathtub, everyone.

Where was I?

I don't know. I want us all to lose track.

1997. He won. You were talking about. Whoever caught commented had won.

Gets put.

You were talking about last week's winner.

Their name gets put in the hat for the drawing. And there's a drawing this Friday for a nineteen ninety seven dollar Credit toward nineteen ninety seven. So you can get the toolkit. If you already have the toolkit, you get a credit toward flight school. If you're already in flight school, you get a credit card. Toward coaching. If you're already in coaching. I don't know.

So you're saying I shouldn't put in a comment is what I'm hearing right now. What if you're out of coaching? What do you get?

So, Johnny Morrow, best source on comps. What's the best source on comps?

Can I say other land sellers.

Is that too broad?

No, it's good.

It's fine.

Other land sellers.

Yeah, other people's. Other people's websites. Other posts that you see on Facebook. Land moto.

Other land. Other land sellers. Buyers lists.

Yeah, right. Sure.

Lots of stuff out there. Johnny Zillow, Redfin county websites. Renee Rogers, North CMT certified massage therapist. My win is having scheduled a call for Friday on pressing go. It's with you, I think, Scott. Oh, cool. Can you guys even remember that step? I pick Zamo, by the way.

The.

The Dalmore is in my glass. I don't. I don't think I've ever had that. Renee, what is that? No, never a Dawn.

Remember what step? What was the first part of that question? Remember what step?

Okay, so Mike, she's referring to her first win is scheduling a call just to talk strategy.

That is a major step.

It's a major step.

It's the biggest step. Without that, you never do this. It's the biggest step right up until the next biggest step. But whoever that was, good job. That's a big step. That's no small thing. I think people mistake that and they think, oh, yeah, I'm just going to have a call. Imagine your lives. You got to go way back. Think way back, Zaino, to when whoever told you about this business, I think I know who the guy was. Was, you know, the very first time he said, hey, this is what I do. You should take a look at it. That very first time. And you said, okay, let's have a conversation. That's a big step. That's not a small thing.

Good for you.

The right step, by the way. Yeah.

I'll never forget having a call with Mark five years ago and talking strategy. I'll never forget it. And that was well before any success I had had. So that was a huge win for me, for sure.

Yeah.

Okay, so Don Praise is on the call from Hawaii. Hawaii, The Land Arb queen. Mark has donned her, knighted her. The land Arb queen, huh? That's pretty awesome. She's done like four or five landor deals.

That's excellent land. I was great.

Mike Ring says Scott Todd will send out his knuckle busters after us if we do not own land by week six. It used to be a mini bat and now he's breaking out the knuckle busters. That's awesome.

I still remember the boot camp where I first met Map Woods. They had a bat in his hand. It's not, it's not enough that he's like 10ft tall and now he's carrying a bat.

Yeah, I didn't, I don't think I understood exactly how intimidating would be if I got up in front of the entire group with people I've never met with a, with a full size baseball bat in my hand.

Yeah, he's gonna kill Scott Todd.

That one got away from me a little bit.

Yeah.

Everybody run.

All right, a couple more comments. We're coming up on an hour really fast. It goes fast on Nightcap. For sourcing a list, this is from Dan Daniel DiVincenzo. Starting flight school soon. For sourcing a list, do you recommend only going to the county or our Data providers like AgentPro, DataTree, CoreLogic. Dependable.

Yeah, they can be very dependable. I think you just don't overthink it. Pick one, go with it. Adjust as necessary.

Yeah. Speed. I'm with Zano.

Just do it. I'm with Zano.

I usually have buttons made. I'm with Zano.

I'm with Zano.

Yeah. You see Jeff Jones's comment?

No, he might be unknown, so.

Oh, okay. So he's in. Here he goes. So Jeff Jones. So my. By the way, I want to hug you and punch you in the face. So my win is my one and only completed sale in April. So so far I've been getting depressed with everyone selling 15 a week. But it's an 88 month term deal for 250amonth. So let's just unpack that for a second, Jeff Jones, because I'm with you, man. So you didn't sell a lot of deals in April, but you got a deal. Oh, and by the way, it's for two. $22,000. One of the problems that we never talk about in land is that you need the momentum. You want to be buying, you want to be selling. Deal flow solves everything. It's tough when you only sell one deal. I get why it's frustrating when other people have done really well. Believe me, I'm the king of Comparing myself to other people. It's like a. Clinically, it's a problem for me. $22,000. $22,000.

You're like, that's pretty good math. I threw it out like that.

I'm going to guess what he bought the property for.

Oh, we should all write it down and guess. I love it.

What do you sell?

A clown? Let's all hold up a hand on the count of three. You ready? Wait, wait.

I wanna write my number down. I wanna write it down. I haven't even decided yet.

Here we go.

All right, here.

I haven't decided yet.

Let me grab a Post it note.

I like it.

Here's what. Guess. Here's what I guess. Jeff Jones bought his land for.

Who has paper anymore? Jesus. You people. All right, I got something. There we go.

Jeff Jones. You tell us if we're right. You ready?

Hold on, hold on.

One, two, three, five, zero, zero. 4,000. 4,200. Those were the three guesses. Not bad.

Pretty close to each other.

Not bad. Notice who's the cheapskate in the group by. Zaino.

Zano is always the cheapskate. He's always $1,000 less than everybody else.

Jeff. Jeff. Zano offered 5,000, but beat the guy down to 3,200. Jeff Jones. It was $5,000.

Oh, right there. Who's close? Price is right.

Come on down.

Scott Boston.

No, no, no, no. Jeff. Overpaid. Jeff Jones. I don't, like, think I know you. Maybe I do. I don't know. I've had cocktails. You made $17,000. You had an amazing April. $17,000. Come on.

That could be equal in enterprise value to somebody doing three deals.

Yeah, look, I'm in an accountability group with one person who's like, oh, I did like a thousand deals. I'm like, oh, that's awesome. What'd you make? And they're like, oh, I make like $2,000 a deal, dude. They'd have to make like eight deals. They could have said I had eight deals, and you guys would have made the same amount of money. So don't compare yourself to others. Don't get depressed, dude. You made $17,000 profit. I'm just gonna keep saying that until Bosman cuts me off. No, $17,000 in April. That's a great April. I get it was only one deal, but, dude, congrats, man.

I'd be thinking that every month. What would that be times 12?

22,000.

Already had it figured out.

Times 12. If you did one of those a month now he's boasting. Oh, I got the 250 doc fee too. Look at you, big boy. Look at that. You do that once a month, brother. That's $264,000 a year enterprise value. That's a quarter million dollar a year business. That's not bad.

No, it's not bad. And here's, here's the other thing.

It doesn't stop.

Shake a stick at.

There it is.

Now I'm not saying this will happen, but do you know the beauty of this business is Jeff Jones, this land is your land. Okay? Yes. This land is your land. And do you know what happens if in three or four years and this happens? People fall off the face of the earth and they default on deals like this.

Good.

I just had one. I had an eight year note. He paid for four years and he disappeared.

Done, sold.

And I know he's reading my emails and I know he's reading my Facebook messages, but he's just disappeared. He's done with the land. Well, guess what? I made my money on that year one. It's my land. I get to turn around and sell it again for another $20,000 note. Yeah, that's the power of this.

Yeah, that's crazy money.

It's crazy.

You're making 250amonth. I mean if you sold one of those a month now we're going to get greedy with the math.250amonth plus 9.99 note fee, I hope.3 grand a month passive.259amonth on top of each other. So in the end of the year you're 3,100 a year and it's 88 months, which means it's at least five or six years. I'm going to put in six. You're 18, 20 grand and you're doing one of those a month, you should feel better. I'm glad that you do. But holy crap, here's the thing. You end up comparing yourself in this business and I'm the king of doing this to other people. I spend my Wednesday nights with these two clothes clown shows who have quit their jobs and who are crushing it. And it's like soul sucking sometimes because they do so well and I'm still learning and it's hard. But dude, you have a million dollar plus business that you're sitting on. Don't compare yourself to anybody else. Dude, I'll take one of those deals a month for the next 88 months, all day, every day. And I'll quit my job in the process. So congrats it's awesome.

Jeff Jones. Jeff Jones. I think you know Jeff Jones is a biker, and he wears one of those biking singlets, kind of like a wrestling singlet. I know, Zaino, you're a wrestler, but he wears a biking singlet. What do you wear that during? Do you wear that during Pilates? Is it time to go now?

Michael is naked.

It is time to go.

All right. Does anyone have a toast?

We've reached the one hour.

Wow, that was a fast hour.

It was Jeff Jones that got the. Got the sale that we're just talking about.

Yeah.

So my toast is to Jeff Jones and to me. Comparing yourself to others because you are the measure of your success.

I don't know what he said, but okay, I like it. I like it a lot.

And I'm gonna make a quick. I'm gonna make a quick toast as well. I'm gonna divulge the community that I am. I'm breaking social distancing tomorrow to travel five hours to South Dakota to stand in a parking lot and congratulate my father on his retirement of nearly 40 years as a family physician. He's.

He's left.

He's made quite an impact on my life, and it's been absolutely amazing watching him over the years be of service to his community, watching my mom support him. And so that's what I'm doing tomorrow. I'm on the road, but I will be staying six feet away from everyone, but that's what we'll be doing. And awesome. Yeah, it's. It's tough, but cheers. Thank you, guys.

Well, hey, it was good to hang out.

We'll hang out next week.

Yeah, we should do this again.

Let's hear those. Let's hear those ice cues. Cling, cling.

We sound good on that microphone. I bet they do.

It's funny. Funny stuff, Zaino. All right, thanks, everybody. Have a good night.

No salami drinks.

Sorry if we didn't get to all the questions. There's, like, thousands of comments. It's hard to get to them all. Schedule call. We'll talk about it.

Jacqueline, same back channel next week.

See you guys. Good night.

Later.