Join us Live to learn tips tricks etc to build your passive income with land investing

Where's your hat? We used to wear robes, now we wear hats.

Music's going. Probably get in trouble. What's up, Mike?

Zano, Bossman. How are you, my man?

Good. How are you, bud?

I'm doing great. I love your hat.

I love your hat. My hat is covering up my very long hair. Like this is. It's got to be the longest it's ever been.

Well, you know, it's quite acceptable these days. You know what the new. You know, I was. My son, my. My youngest. And so my friend's son, he was saying, hey, look at this hair. So they, they have this new thing where it grows like high. Have you seen this? But I said, that's just. You got to leave them alone. It's just like. It's like their version of the mullet.

Yeah, it's their version of the mullet. Exactly.

These things happen.

Oh, man. Yeah, there's some interesting hairdos out there. You know what's interesting is our 16 year old got a perm recently. He's a hockey player. And like back in the 80s, guys were getting perms, so it's kind of interesting to see these things coming back around. Yeah, yeah, we got a lot of watchers, people chiming in here already, Mike. A lot of people. We got Paul Brewer. He must be drinking. He always puts a coffee icon next to his name. So I'm thinking, yeah, he's at the fire station. He's probably drinking some really horrible coffee. Chris Hernandez is here. A bunch of people, Facebook users, for whatever reason, we don't know who you are. Mike Newbel is here, and I want to give a special shout out, Mike Zanel, to my fellow Wisconsinite, Jen Ramquist. You know, why, why should I tell? Or should we let her tell?

Are you gonna bring her on?

I can't bring her on, but she had her first sale this week.

So congratulations.

It's always exciting, right? And I, I have to say that before the first sale, and maybe you'll agree there's always a little bit of trepidation, apprehension, nervousness, like, is this. Is this what everybody says it is? Is it going to turn into what everybody says it does? And when that first sale happens, that first down payment hits your account, it's like all those fears go to rest. It's complete and total instant proof of concept. And you know, you did it once, so you know you can do it a hundred times.

Yeah. No, this. That proof of concept is huge. Yeah, it's. It's like anything, you know, the first time is the Hardest. But then, you know, you just, as Mark likes to say, rinse, repeat, rinse, repeat. And it's like that train moving, like. And it just starts going. And now it's like, man, that's it. I do this all the time. I buy land, I sell land.

Yep, you buy land, you sell land. The confidence is there. It becomes. It will get to the point where it becomes natural and right. Just routine.

Because we all have to overcome something we're not comfortable with. Like, maybe you're not comfortable talking to people who are selling the land. Maybe that you're not comfortable talking. People want to buy it. Or maybe you're not comfortable with, you know, all of the processes. I don't know. There's something that's going to make you feel a little uncomfortable, and you have to push through it. But the act of pushing it through, pushing yourself through it just, you know, it improves your confidence. That's why this is such, I think, an empowering business. I would say probably all businesses that you start and run yourselves are empowering, so. But I can only relate to this one because this is the only one I've ever started. It's empowering. You've created this out of nothing. You've decided, you've had this intention in your mind that you're going to become an entrepreneur, you're going to be a land investor. You make all these things happen. Yes. You go to flight school, you get Scott Todd to assist you, but you take the action. You do this, and when you do this and you succeed, you are empowered. This is a very empowering business.

Yeah. You're empowered to become something new, to create new things. Oh, my gosh. This segues into something I want to read for everybody so bad that I read this week that I thought was just. It gave me a lot of perspective on something, so. All right, well, I'll do that. I'll do that here in a minute, but we do have a few comments.

Well, I would like to say one more thing, that of course, you know, to. To do this, you have to step out of your comfort zone and develop new habits. You truly are becoming a new individual. Right. This is something you haven't done before. So if you're used to certain routines in your life, certain things you're altering that you're like, this is like. We all have this ebb and flow to our life. Right. And you step outside of that, and it's not comfortable at first. It's not even. It doesn't feel like you, does it? Right. Scott, when you first. It's like, this is not me. This is not what I do. It is. It's the new you. You're stepping into a new process, a new set of habits, a new set of, you know, actions that you take on a daily basis. So it's gonna be uncomfortable, just like starting a diet or a workout or anything, but after you get into it for a certain period of time, that is you, right? This is how you operate anyway.

No, it's. It's like exactly what I want to talk about tonight. You and I are like on the same plane and we didn't even plan. This is crazy. We didn't. No planning. We used to plan, remember? We used to sit down and like come out with outlines.

I could tell you right now, I always go back to this. The Brady Bunch said it best. It's time to change. You got to rearrange who you are and what you're gonna be.

So we always talk about becoming someone new, right? But I. But I want to. I want to challenge people to think about things a little differently. Because I started thinking about things differently this week after reading something in this book.

What's the book?

I'll tell you here in a second. I want everybody to think about not necessarily becoming someone new, but thinking about that. That person is already within you.

Revealing your true nature.

So I want you guys to listen to this because this put things in perspective to me. Okay? So this. I read half of it like a month ago, and then I put it down and then I got back to it. So it's cut. It's called Stop doing that bleep. It's by Gary Bishop. He's this guy from Ireland. Got this flying here. It's driving me crazy. Okay, but so he's. He's talking about how so many of us define our. Our capabilities, our present circumstances, whatever, based on our past, right? And we need to think more in the future. And we also need to think about how our future self is actually already in us. So this is a great analogy. You ready? Story time. Are you paying attention to me? What are you doing? Shake all fours.

I was just preparing. Preparing myself. I'm ready.

Are you ready? Michelangelo, the Italian sculptor, painter, architect and poet of the High Renaissance, had an unparalleled influence on the development of Western art and is considered by some to be one of the greatest artists of all time. One of his greatest works was the 17 foot high 6 ton statue David, hewn from a solid block of pristine Italian Carrara marble. It has been said that Michelangelo did not make the statue in the way you or I might think he did. Rather, he removed everything from that block that was not David. It seems in Michelangelo's mind, David was already complete, only wanting to be revealed piece by piece. He used two years of his life fully invested in that passion. Uncovering the future from the present, that is.

I love that.

What happened?

I love that.

Isn't that cool? So I. I couldn't hear you for a minute. So that.

Really. Well, that does. I can see how you're going to parlay this into our business. This is awesome. Go.

No, so, I mean, you could parlay it to anything, Anything in life, right? So he goes on to say, try on that. Try on that idea. Try on the idea that until now, you've been hacking at that giant rock called your life, with no real creativity or genius, no future to inspire the present, nothing to call you to be a greater self. Instead, you've been making a series of random swings at the mass in front of you to live in the hope that you'll make something worthwhile out of it eventually. That's what so many of us do. But I think so many of us need to realize that the future self is already in there. You just got to peel away the layers. And that's what this business is about, too. That future land investor is in there. You got to peel away the layers. And there are. There are different tasks associated with that. Just going through the motions, learning the business, going through flight school, learning the recipe, make it become, you know, rote and mundane and repeatable, and you're just peeling away the layers to get to that point to. You're the. You know, David, it's like.

It's like, okay, what. What would a successful land investor do? Okay, if I were a successful land investor, what would I do? And then you start to do those things which are the actions of a successful land investor, and therefore, you are a successful land investor. Right. So that's exactly why flight school works, because you are sort of starting to embody the qualities of a successful land investor, and then that personality sort of comes to life in you. So, yeah, I buy into that. I think it's 100% real, what you just said, that's amazing.

I don't know. And it's not really that. I guess it's not really that amazing of a concept. But to hear it said that way. Give me some perspective.

It's very clear.

It's very clear.

It's actionable as well. And that's what we need. We need to get out of our own way and take action. So it's like, how do I do this? What's my first step? Well, what would someone do who was successful at land investing? Well, let's ask Todd. No, let's actually copy what he does or let's follow in his step. So I believe that. That's awesome.

Very cool.

We start with yours.

Yeah, we got viewers. Jen Ramquist is. She's. I. She didn't say so, but I know she's impressed with how deep we just. We just went.

She said that? She said that?

Well, she said deep, but she didn't say she was. I just know she's impressed because, I mean, anyway, Frank, Leah said he doesn't like my shirt. So I'm thinking, Frank, you must be like a Phillies or a Pirates fan. And that's absolutely horrible. Go Cubs. Any other Cubs fans? Any other Cubs fans? Throw your love up in the comments. Any good summer reads? Throw them up in the comments. Any good summer books? Mike Zano, you reading right now? Fiction? Nonfiction?

Oh, I got my pop. Robert. I forget the name, but I'll grab it in a second. I do have a book in there I've been reading. I just don't. You know, I would say always too. I always do default Back to Principles by Ray Dalio. I love that. That's one of those books you can open up anywhere. He actually has a free app. Free app for your iPhone. I don't know about Android. That if you have certain problems in your life business wise, that you can sort of type it in and he'll help you work around. That's pretty awesome. If you haven't seen that.

Have you actually finished that book yet? Because, man, it's like.

It just goes forever.

It's like going with the wind.

Yeah, it just goes and goes and goes. And I listen to it. I'm just like. It's like principal 9,565,220.1.

I got through the first third of the book.

I bet it's awesome.

I gotta go. I gotta go back to it. It's on my own.

I love when he talks about clearing his mind. He's like a meditator and he talks about clearing his mind. That's pretty deep. He goes deep there. You must have got. That's in the first. You would already would have read that.

That's pretty good, frankly. How. How did I not know you're a Cleveland Indians fan. You're from Ohio. Duh. So, yeah, I mean, we got the best of you in 2016. It's all good.

Anyway, Cleveland. I don't know about sports. You guys have two teams? No, that's Chicago.

Wow. The Cubs. The Cubs played the Indians in the 2016 World Series.

I don't watch sports. I'm like the only firefighter doesn't know anything about SP in New England. I'm sort of anomaly. I like to read. Wow. Come on. That's you.

That I had to. That fly's been driving me nuts for two hours.

Oh, my God.

I got him.

It's a live show, folks. We don't hold back.

I mean, you would do the same.

Oh, I actually catch and release a fly.

Yeah, right.

Ask Laura. I catch and release flies, too.

Bobby Sanders would not be upset about me killing the fly with his hat. It's a nice hat, but it's fine.

Any questions?

No questions tonight. Okay, so let's do this. Paul Brewer, if you're still watching, what win did you have this week? Jen Ramquist, we know you had a win. Throw some numbers up there if you want. Tell us. Tell us the numbers. Who else? Matt Wall. Matt Walt. We had a deal. Where are you out of that first sale, buddy? Racine, Sugai is here. What's up, Racine? She is the deal machine. Somebody is agreeing with you, Mike. They are not a sports fan either, so they can relate to you.

Oh, thank you, whoever you may be. We can't see who has said it.

No, it's one of those Facebook user ones. I don't know who they are. So here's one from another Facebook user. If you want to disclose who you are in the comments, that would be helpful. This person says, if anyone is wondering if this works, I finished flight school last March and he or she is on their ninth deal this week. Two notes, three wholesales, four cash deals. The cash deals alone profited $40,000. That's four $10,000 cash deals.

Nice.

And they end it with follow the recipe.

All right, well, thank you for sharing that.

Who is that? Buzz Conroy, is that you? All right. Matthew Walt has questions. Matthew Walt, what are your questions? You're next, Matt Walt. I'm telling you, Jen Ramquist was this week. You're this week. I'm telling you. Anybody have questions? Can one of you go through your last full deal? Buying to selling? I had one this week. That was awesome.

Let's hear it.

Bought a property for 1700 last week. Sold it seven days later for 5700 cash. One week.

Wow.

So that was a good deal. That's my Last. That's my last cash deal that I've had.

So how did you get the deal?

How'd I get the deal? I mail. I. It was from a mailing. I purchased the property.

Yep.

I offered 1500 and he countered 1750. And you know what? I didn't. I didn't have an issue with that because the market right now is just, you know, I was ready to pay him 1750. Land is selling so fast. I'm like, let's just get this done. Let's get this deal done quick and dirty. And so we got it for 1750 and we marketed it literally for about a week and sold it on cash for 57.5500 with a $250 dock fee.

Very nice.

Last full deal. That was Nathan Nidzwiecki.

He was good with the pronunciations.

Come on.

That's good.

That's pretty good.

Yeah, that was very good.

Well, you, Mike, tell us about a recent deal buying to selling.

Well, I had one that was purchased, actually. Let's say this is. This is probably good to talk about a couple years ago. I think the purchase price was. And you'll see why I'm mentioning this one. Purchase price was, I think, somewhere around the $3,000 mark or so and maybe. Yeah, right around 3:33 to 3,500. And we had that sold and the person defaulted. So I think they paid. I think the payments were about a year. So the payments were somewhere around a couple hundred dollars a month. So we've got. Say we got $2,400 out. We'll say, right. So now we're into the deal for short money. Right. And that property did resell for 249amonth and. But over for 72 months. So that's pretty good math.

That's pretty good math. Pretty good.

I think what's good here is that people hear that what happens if someone defaults? Right, this. We don't look for the default, but if the default happens, it's. It's sort of to our advantage. We were into the deal for less money. And, you know, look, we give everybody the opportunity for a low payment to use the land and go and, you know, whatever they want to do, and sometimes they just aren't able to follow through. But we can resell it. And it's actually a pretty simple process too, isn't it? You know, you have a notice of default, notice of termination. If they go beyond the next 30 days after that and the property is recouped and put back into Inventory. So it's not like we're out there kicking tenants out of houses or any of that stuff. It's a pretty straightforward process.

Awesome. Yeah, I love the occasional default. Like you said, we don't necessarily hope for them, but it's our asset, right? We control it and it's our right to take it back. And a lot of times multiple properties a year, right, where we take them back and we've made money on them long ago. So pretty amazing thing about this business. Loving flight school. Just finished my second week. It's Bill Dickens. Thank you, Bill. Hope you're enjoying flight school. Racine, Sugai, here's a question. If you have investors. Oh, if you have investors, how do you structure their deal? Do you have a waiting period before you start to pay them back? That's a good question.

Well, yeah, there's a lot of ways you could work with an investor. So you're saying basically you're going to use somebody else's money because you could partner with somebody, you could do something where they fund the deal and maybe they split the profit, which could equal to about a 60, 40 split on the cash flow. Right? So that's one way, Right? So you say it's a $100 a month cash flow. No, they 60, you get 40. But the reason is that accounting for the fact that they're getting their investment back. Right. So that's why we split it that 60, 40. So that's one way that it's been done. There's a lot, you know, it's really. There's a lot of creativity there. You could really, you could set it up any way that works. That's the nice thing about the business, Right. It's very flexible in that regard. But, yeah, I'm assuming that you're just talking about someone working together on a deal with somebody. I think if we bought a deal together and one person is financing it and the other person is doing the sweat equity, then they just come. You come up with a cash flow split and whatever makes sense to you guys. You know, it can work. It's pretty flexible.

I mean, I've done a deal where I had somebody loan me a flat amount of money, right? Just a certain amount of money. And the agreement was that I would start paying them back in three months. So that's another way you can do it. You know, and in my mind, and many people spoken about this before, you have active investors, you have passive investors, right? If you know people, a lot of people invest money for you if you're Going to give them 10 or 12% return. I mean that's a great return. So as long as you are, as long as you have an authentic business relationship with that person and you demonstrate to them that you're going to be consistent with payments like that, I mean you could find people to give you money like that all day long.

I think it's good to start with small deals in these type of situations. Something small sort of feel each other out and get some proof of concept and build from there, you know.

All right, got another question from Matt Walt. So he says this is a softball Zanel this is coming to you but it matters for the next one. So there's going to be a follow up question which is exciting. Do you count a simple is this available as a lead or only if there's further interest? So I assume he's talking about Facebook Marketplace. How many times a day do you wake up to your Facebook mic and you got 30 people saying is this available every day?

Yeah, I don't think I'd call that a lead. You know, that's, you know, I would say there's a little bit more interaction. A lead to me is when you've captured some sort of community, you know, way to communicate. A phone number, an email, something of that regard.

Right. Or if they ask you questions, can't.

Sell to them without that. I mean you can sell them on Facebook but if someone's really serious, they're gonna offer up their phone number. They're going to offer up some sort of, some sort of way to communicate with them other than hey, disinterested because that's just one of those buttons they can hit on Facebook. So no, I don't think that is a really solid lead. No.

Or they are going to engage with you. Right. I mean that for me is huge. When I was trained, training my sales guy, like if they engage with you, that's a lead right there. Like that's somebody we gotta continue to cultivate the relationship with.

Right. So and that's good on Facebook because you're gonna get a lot of those tire kickers. But then wherever you, whoever is doing that interaction, you have to recognize when somebody starts to build that rapport, starts to kind of fire back and then you need to start to react more quickly to them and show them that this. Because it's like we're having a conversation here. Right. And I can tell if you have this sort of odd pause and be like are you there? Hello, are you there? And that could really, people get a sense of that, even on Facebook messenger. So when you. You're looking for that ping pong match, but you won't want all of a sudden, in the middle of playing that just walk away and the ball dribble, you know? You know, you got to keep hitting that ball and then that's how you can build to a sale.

I love the ping pong match. I love the analogy, dude. I really do.

It's true, right? It's doctor talk. Hey, is it available? Actually, there's a lot of interest in it, but it is still available right now. What were you hoping to do with it? Or whatever, Any kind of question. Would you like to know more about it and. Oh, yeah. Okay, great. So what are you gonna do? You know, they answer, you answer, they answer. And then one of you eventually is either it's gonna progress to a good lead and a call or something, some sort of action plan, or someone's gonna drop the ball. Don't let that be you.

Right.

It could be them and more. And it should be them, not you if it's going to be dropped. Right. You don't want to. You know you want to, so. Yeah.

Awesome.

Good analogy, too. I agree. I concur.

I agree.

Where's the follow up?

Yeah, Matt. Well, what's the. What's the follow up? Don Parasa says, happy Independence Day weekend. Let freedom ring. Dawn says it's been a great week for sales. She got the little fireworks emoji there. Dawn, I'm gonna put you on the spot. You started flight school in January. I want to know how many sales you've got. It's six months into this thing. What numbers are we looking at? How many cash sales? How many terms, deals? Here's a question from Buzz Conroy. What do you do with those small half acre type parcels that have endless tire kickers? Is it all in the marketing? Tie them up as deals with other properties? I've done that. Let someone else take a stab in wholesale. Sure. Land Arb. Sure. But I tell you what, I don't know. Those half acre pro I like. I have a couple. I have some smaller properties and we do like 99 down. 77amonth, something like that. So, Buzz, what's your pricing like on things? And they sell pretty quick. Zaina, what's your strategy for the half acre? Maybe a little bit lower value properties. I know you're a wholesaler, so.

Well, first of all, I don't equate the size with the price.

Right.

There are certain areas, though, and I'm pretty sure I know where he's working just from the lineup there. You know those. You really, you want to be aggressive with your pricing. I mean, fall Scott Todd's formula. What'd you buy it for? You know, so how can you get your money back in 10 months with a $50 payment in those properties? I'm pretty sure you can, maybe even less. So it may not sound a lot to have $40 or $50 note, but couple of those, three or four of those, five of those, six of those, 10 of those. Those are just bread and butter deals. So you, you, you really. This, I think comes down to you. Not just you who asked the question, but you, me, anyone trying to set the market rather than recognize what the market is. Like, oh, no, no, we're. I, I want $125 for this half acre. It's nice that you want that. But these are going to sell it $50 a month, right. Or 65 or whatever it may be. Just make sure that you, are you in line with that number that really exists. It's out there. If you look now lands inefficient. There is flexibility. Right. In terms of how you know, but there is a general ballpark that you want to be in.

All right, awesome. Wholesale it or wholesaling? Part two of Matt Walt's question. Okay, good question. Do you have a target ratio for leads to ads for Facebook on a weekly or monthly basis? So, like, do you have a target ratio, Mike, in your business for, you know, if you're setting a Facebook ad, you should get this many leads, that type of thing.

I mean, you know, some knock out of the park and some don't. That's why you keep posting consistently, because you don't really. Unless you've had ex. And look at. Just because one knocked it out of the park once, it doesn't mean it's not. I mean, there's timing, there's, it's just, I mean, there's a multitude of factors that go into that.

Yeah, there's so many variables. There's time of day, there's the day of the week. There's, you know, there's certain times that for us are hot and we're going to get a ton of views, we're going to get a lot of leads. The most important thing though, Matt, is, you know, and Scott Todd was talking about this on our podcast a couple weeks ago. I'm surprised he said this actually, because he's a numbers guy, but he worries less about the back end statistics than the front end. And what I mean, by that is the front end is how many ads are you setting and is it consistent? It's the number of ads that you set that are going to result in sales. Some of those ads are going to tank. Some of those ads are going to produce on Facebook or Craigslist. But that's the most important thing, right, is showing up consistently and having a system on the front end of that.

Yeah, yeah. I would say the most important ad, the one you just posted, right. What's. What's the best ad? The one you just posted? I mean, you just gotta. You just can't think. You're gonna have this killer ad and you're gonna have a bunch of. It's this consistency of showing up and putting the ads out there. And that's why we talk about automation, delegation, because, you know, you may not be able to do this every day. Something may come up in your life, but somebody can post that ad and get it out there.

Hopefully that helps. Matt. Walt, any other questions out there? You need a refill over there, buddy?

Where's Matt Forbes?

Where's Matt Forbes? Where in the world is Matthew Forbes?

Well, let's do the Larry over. Is Larry out there? Where is he right now?

Where is Larry? He hasn't been on in a while. He's out there traveling the world in his rv, working his life.

But we don't sing that song anymore. So he doesn't. He doesn't identify himself?

Yeah, could be. Or he's just. He's seen too many Nightcap episodes. It's like, you know, it's like the. The 39th year of days of Our Lives. It's the same story all the time.

Oh, my God. Days of Life. I think I was eating macaroni and cheese. A little kid listening to my mother and these are the days of our Lives. Eat my Mac and cheese.

I know every storyline from the 1980s, from about 1985 to 1990 in Days of our Lives. I could recite for you right now every storyline that was going on with Bow and Hope and Marlena and Roman. And Marlena and Roman and John, who came back as Roman, who wasn't really Roman, but anyway, I could go on and on. Chris Costa. Chek. I mean, seriously, My grandma watched. My mom watched. I'm a fan.

One of my favorite captains. He's been retired for many years now. He used every lunch. He'd watch it.

Does he watch his stories? Watches stories every day.

You know, he'd be watching Days of Our Lives. Yeah, those are years ago. But hey, it's addictive, that's for sure.

So.

So anyway, how do we get on that?

I. I was just saying how. Saying how Larry's probably sick of the Nightcap episodes. Making an analogy that, you know, it's like the 39th year of the day.

So why don't we take a little cue from Days of our Lives? We'll just change our names.

Yeah.

Scott Bossman will now be played behind. Don't they say that the part of Scott Bossman will now be played by.

And here's the really cool thing about soap operas. Like, one guy could have played a character in the 1980s, right. And then he comes back 20 years later and he plays a different character than what he was in the 1980s, but he's still in the same soap opera. It's craziness. I've seen it. All right.

These are the days of our lives.

Okay, so here's Matt. He said his question wasn't worded. Well, I would imagine you have a target number of ads posted in a month and an expected number of leads per month. Just looking for that ratio. But I think, Matt, what we're saying to you is it varies a little bit, and it varies on the performance of that ad. It varies. It varies on the. The property and how in demand it is in a certain area. So I know a lot of people are metrics. I know a lot of people are metrics. People. But I'm worried more about how many ads are we setting and how many sales are we getting.

Right. And, you know, you'll hear people often say, to get it, to get a sale, you got to go through 40, 50, 60 leads. That's not. That's not. Is this available or. I'm interested in this item. Right. That it's people that you. You've sort of got some contact through them. And. And, you know, so to get those type of leads, you know, now you're gonna say, well, what kind of. Kind of ads does it take to produce those type of leads? Right. Well, you know, you might get 3, 4, 5 or more solid leads off of one ad, or you might get one. But think that I understand what he's asking.

I think. I think I do, too.

Right. And I don't have the exact sort of ratio of how many ads is going to produce X amount of leads. But I do know that, you know, everybody in this business is going to tell you, you know, you're going to look at a minimum of 40 or 50 leads, sometimes more, before you get that sale. And that's the difficult part about the business because there's a lot of similar conversations happening over and over again that can sort of get you frustrated. I've talked to a lot of people that I've had this happen several times. I'm posting these ads and everybody keeps the same thing. Is it available? Is available. I'm getting tired. And then the next week or two weeks later, they sell four or five properties in a week. It's because they kept showing up to those same people and responding, because you don't know which one of those are going to develop into actual leads. That's also why you end up having a salesperson, because that's a lot of time to spend qualifying. Even if you don't have a sales person, you could have a sales assistant, somebody who monitors and try to cultivate those leads. But, you know, you're gonna have to produce a solid number. Right. And to get that, you know, if we just had one property in one area and, you know, maybe it's every other day you're posting a Facebook ad. Right. I mean, there's a. You gotta get some sort of rhythm in there. Right? So then you're looking, okay, Well, I got 15 ads posted in a month. That 15 ads is going to give me, say that 40, 50 leads, real leads that I need, and make that sale. I mean, so sort of get where he's coming from. I don't have the exact metrics he's looking for, but I think that that sort of is not the answer, but sort of pointing in the direction I think he's asking.

Yeah, he want. He wants a number of leads per sale, I think. Right. And like you said, I think 30 to 50 Craigslist might be, I don't know, it's different. Different per platform.

I think there's a lot. Yeah. You know, again, you got to look at what a real lead is inside. We're obviously all talking about Facebook right now. Right. So to me, a lead is someone who's given their contact information, their phone number, their email, and they've expressed some sort of interest in the property. And so, yeah, you need a bunch of those to create the sale. Although it's just numbers. You may get 10 and get a sale. Right. But if you average it out over time, you'll see that you're probably in the numbers we're talking about. Right. It's just like mailing. You know, you may send out a hundred letters and get three deals, four deals, five deals, but then you send out another 300 and you get one deal. But if you average it out, you're getting what we're talking about. You know, the 3 to 5% response and the 1 2% close.

Awesome. Well, I put dawn on the spot, and Racine chimed in for her and said she's busy closing a deal. So apparently, Dawn's too busy to close a deal to talk to us about her success. So you go inside, though. No, it's a great sign. It is a. It's great sign. Ken G. I assume that's Kenneth Green, is on the call. He says Craigslist. Craigslist brings a lot of riff raff. You know what? It's. It's on Facebook, too. I'm not gonna lie. You get some really mean people on Facebook. You get some haters on there. But what do you do, Mike? Complete me.

Hug your haters.

Hug your haters.

There it is. We have a segment. It's not just a sports movie. It's a love story.

You complete me.

Taught me about Jerry Maguire. I'm not a sports fan, so I don't think I've ever watched the movie.

It's a love story.

But then he told me it's a love story, so now I gotta watch it.

You do. Got. It's a good movie. I mean, Tom Cruise. I mean, Tom Cruise, the personal Tom Cruise. Apparently, he's out there, but the characters he plays. Top Gun 2. That's supposed to be coming out. Like, I'm excited.

Shouldn't it be out right now?

Well, it's supposed to come out. It was supposed to come out July 4th, I think, but then Covid happened.

I want to give a shout out to the king of Staten Island. It was a phenomenal movie.

Should I. I feel like I should do something because there's gonna be some. Some major disclosure about my life next week on the roundtable, so I might as well just say it here.

Yeah. Mark sort of dimed you out, didn't he?

Yeah, he dimed me out. I'm calling my attorney because he broke a HIPAA violation.

I don't think he's found by hipaa, though.

Anyway, anybody else out there? COVID positive in the house because this guy was. I don't know how I got it, but it happened. And thank God I had a mild case. You know, I mask up. I socially distance. I do have teenagers running in and out of the house. I don't think they're social distancing. So whether or not they gave it to me, who knows? But I'm about 95% improved. My wife is about 90% improved. And. Yeah. So I thought I'd disclose it first before Mark does next week on Roundup.

Thank you. And I'm glad you're doing well. I have an announcement too. I'm going to go hold one second.

Oh, you have an announcement. That's exciting.

Hear me. You can still hear me, right?

I can hear you. Yeah. So. So don has had 15 sales, Mike, since January. No cash all terms. That's amazing. That is an amazing first six months in this business.

Whoa. Big shout out. Mark McWiggins. Remember we were talking about this on the nightcap?

Some guy got his own T shirt.

Deal. Flow solves everything.

Look at that. It's even. It's like in Star wars font.

Well, I had to. The reason it's a little damp right now is because we watched this beautiful little girl, Aylin. And Laura asked me to hold it the other day when the shirt came in. I was wearing it all day long. I wore it on the round table. I was all proud of it and she said, can you hold her and give her some for her applesauce? And a year old little girl hold, boss. Apparently I was wrong. Squirted all over me. And so the shirt's now cleaned again.

Look at that shirt. Finally got his shirt.

Are you jealous, boss man?

I am a little jealous. Because, you know, that's your thing. Like dealflow solves everything. You have a thing and now you have a T shirt associated with that thing. I don't really have a thing.

I mean, you got lots of things.

I had Covid.

That's not a good shirt.

It's not a good shirt. It's not. It's not a good shirt.

You are wearing a big C on your shirt right now.

It's true. It's true.

Here's to your health. I know you're gonna be getting better and thoughts with you. I know that you weren't feeling well, but I'm glad you're here and a trooper working through it. And I definitely wish you hopefully a speedy recovery.

Thanks, buddy. I'm there. I'm like, I'm back on the peloton. I was back on the peloton yesterday and the day before, so. Good. So, yeah. Any other questions out there? Natalie Mino. Natalie, have you had another sale yet? They had their first sale last week. I usually ask for contact info right off the bat on Facebook. Almost everyone that. Yeah, you weed them out. Exactly. Get any. Get an email address right off the bat. Yeah, the email address is important. For sure. Those people Will come back. They will show up later down the road. So that's awesome. You do have to be careful, right, not to go in for the kiss too soon like Scott Todd says.

Yeah, but I, I see what she's saying, though. She's taking a different approach.

Yeah, she's reading them up.

Listen, either you want this property or you don't. And I like it by accident. Oh, you. You know, so I, I like that too. She's being pretty assertive.

I like it. I like it. All right, Chris Hernandez, you and I gotta talk because he. Remember we talked about him last week and his, his offer up sale?

Yeah.

So he is. He's shaking things up here, buddy, because he had two sales this week and guess where he sold them? Offer Up, Let Go and Zillow.

All right.

His first three sales in the land business. Offer Up, Let Go and Zillow. Who does that?

He does.

Chris Hernandez.

Listen, it's all possible, for sure. I think that like I said last week, there was a time when people, a few years ago, people, like, sell a property on Facebook. I mean, really, it was like, no way. It won't work. And now it's just commonplace. So. Yeah, absolutely. I love that.

Chris Hernandez. That's. That's amazing. Great job, Zillow. I've said it for a long time. Scott Todd makes fun of Zillow. Well, I don't know why, but I sold a lot of property in Zillow. So there you go. And Let Go and Offer Up. I've gotten some leads. I actually had a quality lead on Let Go today. Or she's talking to my, my ad guy. She's going out to see a property this weekend, so we'll see what happens. But while she's out there, we're gonna have her take some pictures for us.

And, you know, I love that tactic, by the way. You do that quite a bit, don't you? Someone wants to look at the property, say, yeah, by the way. Just if you don't mind, take a few photos I haven't seen in a while and bum, bum, bum. Free photos. Free marketing photos.

Yeah, you know what? And I say to, I say to almost all of them, I'd be happy to reimburse you. And about 90% of them say, yeah, don't worry about it. So it's a great task. Ebay was before that. Oh. So he said four sales, eBay, offer up, let Go, Zillow. He's all over the place. What does that tell you? Right there? He's doing it right?

Yeah. He's. He's. He's. Yeah, he's doing it. All hands approach on multiple levels, on multiple platforms. And it's working. That's awesome. I used to ebay. I haven't done that in a while.

Okay, Chris, so you need Facebook, Craigslist, and your buyers list. And land Moto4more. That's your challenge in the next month. How you doing, buddy? You gotta. Okay. We gotta talk about this fire department thing. I know, I know you gotta work tomorrow, but, like, do you have to work tomorrow? No, you don't have to work tomorrow. It's like a brotherhood thing, right? But, like, I want you to be safe and in your home selling land all day. That's what I want for you.

I know. I know. I only got six years left.

Six. You say that, like, every year since I've known you. I've known you now for what, I don't know, a while. You're like, yeah, five years left, and then, like, now it's six years. And that was like, four years ago. You said you had five years left. What's going on?

It could be five. It's not that long, really. It's a good group of guys. We have a good time. My son's about to get on. I want to work with him.

I got. Oh, he's getting on the fire department.

Yeah. Josh is getting close.

Yeah, I didn't know that. You don't even fill me in anymore. It's like. It is like Days of Our Lives. You're keeping secrets from me. We're done. We are done.

Part of Scott Boston's new best friend will be played by Matt Forbes.

Oh, you are killing me. You know what? This guy shows up. Oh, all right. We got another question. And then we should probably let you go because you got to get to bed. What time you got a report in the morning? 8:00 o'? Clock?

8:00Am all right.

Nathan Nidzwitzki. Nathan Nidzwicki. Nidzwicki. How long is the typical closing? How long does the typical closing take from the time a person says they want to go through with buying the land?

Well, most people would probably say, okay, great, here's the doc fee link. Pay this, we'll get the paper away. So they pay that, which is pretty instantaneous. And then, you know, through the geek pay. I'm sorry, through the LG pass, the agreement is produced, which is almost instantaneous after you type in the information. So when you send it out via a online signature service, which so within, I'd say Within an hour, everything's in place and we got their information, and they're inside. Geek pay with a couple hours. An hour. I mean, not long at all, really.

Yeah, term sales go real quick, right? You can have a terms deal set up in a couple hours, easy. Cash deals. Depending on when it happens, that can happen really fast. Like if you're doing a cash deal on a Monday, man, I can have the deed drawn up, deed notarized, cash wired to me, and the deed recorded by the end of the day.

Yeah, especially with that new online notary.net you told me about. That. My golly, that is a. What a giddy experience?

Like, is it? Amazing.

Okay, okay. Okay.

Show me.

Yep. Great. Have a nice day. It was like 15 seconds. Like, what? Okay, great. You have a nice day, too.

Best $20 you ever spent online notary.net.

I don't care how fast your bank is or how free it is, you still take about an hour to go down there, talk to them, park the car, get out, park the car, park in an hour.

Now, if you have five notarizations to do on a day, I'll probably go to my bank. But if I got one to do today. Onlinenotary.net all day long. Now, disclaimer. Make sure that the county you're working in accepts online notarizations.

Yeah, see, I don't think it'll work for Florida. You need two witnesses and all that, so, you know, you get a certain places.

I know in Colorado and Arizona, it works. So. All right. Well. All right.

Thanks for coming, everybody.

Thanks for coming. Thanks for sharing your wins. Matt Forbes. Don't know what happened. We hope you're okay. That's. That's what's most on the front of my mind, is I hope he's okay.

I'm reminded by an 80s song, Don't Know what you got until it's gone.

Cinderella, right? It was a different nightcap, that's for sure. Don't know what you got till it's gone. All right, until next week. These are the days of our lives.

Goodbye.

See what I did there?

That was very good.