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

And we're live. What's up, boys?

What's happening?

What's up, Land Geek? Guys, how we doing?

Hey, Whoa, Is there a good looking girl back there? What happened there?

What? What? We got flannel, we got leaves. What's up with the what's up? They're dragons. I got you.

Wow.

What kind of fancy zen master jacket is that?

Wow.

Shout out to my close friend and buddy, Ken Richardson. He got this for me with his wife Lily in China.

You don't say.

Years ago and now due to the quarantine diet. It fits me.

The quarantine diet?

Yeah, I eat healthy now because I can't go to restaurants.

Yeah, you used to be a big eater. Outer eater. Outta.

I haven't had my fish and chips in a long time.

Yeah, it's one change. You know, Zaino, this dude used to go out every single day.

I know, I know. So number one, I love the jacket. It's way better than my $8 Columbia vest. Number two, I'm not exactly losing weight with the kids, being at home and drinking 10 times what I usually drink, which is almost nothing. So, you know, a glass of wine at dinner kind of a thing. But I did go for a mile and a half run. I was on the Peloton. You know who I saw on the Peloton yesterday? Me was Jeff Detmer. Detmer was like, oh, I'm doing. I was doing the Greatest Showman ride. My kids were like, you gotta do this ride. And then who shows up? Jeff Detmer.

Like the movie Greatest Showsman.

Yeah, but it's like a Greatest Showman remix. It's kind of weird.

I love that music.

I had a good. I had an all time high or personal best, whatever with Robin. So that was good one for Ron this morning. And I'm about to die.

So did you beat Detman or Detman beat you?

No, not. None of you guys can beat me on the Peloton from a Watts perspective.

Oh, dude, how you judge? Oh, challenge dropped.

Dude, seriously. Let's go tomorrow. I got you. I got you. I just showed up on the screen, by the way. For the first three minutes there, I was nowhere to be seen, but here I am.

Hey, there he is. When you do a ride, how far up the chain? If there's a hundred thousand people on a ride that you do, where are you in that hundred thousand?

I'm in the top 5 to 10%.

Okay. You'll beat me?

Yeah.

Okay. I'm a solid 8 to 10%.

Yeah, it totally depends on the ride. But so like a 45 minute ride. Matt Forbes, what's your output?

Let me check my watch. Never done one because I'd die.

Do you know that for the first time ever, that was it. I did a 90 minute ride last weekend.

I want to hurt myself right now.

I want to hurt myself right now.

My leg hurt from the run today, let alone your ride. Oh, my God. Night.

Yes.

Who is the instructor?

Matt Welpers. And this is all because of Eric Peterson. Eric Peterson challenges me and Mark Podolski to a to an 8 week or 12 week peloton challenge. And we got the 90 minute ride last Saturday. It was brutal.

That's tough stuff.

Brutal.

That is tough stuff. I can't do that. That's aggressive.

Anyway, it was fun. It was fun.

We're two minutes in here. You better start telling people who we are and why we dress up women.

I'm gonna ask Mike Zano in the Chinese taekwondo shirt. Zen master.

That doesn't make any sense. You can't say that. It's not Chinese taekwondo. It does. You're blurring many cultures there when you say that. You can't say that.

Yeah, I'm very sorry. I'm not here.

On the blurs day edition of Nightcap.

I'm gonna ask Mike Zano to introduce to the community who we are and why are we here. Mike Zaino.

We're the Land Geek guys. We're here to talk all things land investing. Have a beverage, favorite beverage or two. It doesn't have to be alcoholic. Be like coffee, late coffee. Some people like myself, it won't keep me up. You could have water. You could have anything. But join us as we talk all things land and all things fun and.

Whatever the hell else we want to talk about.

We wear interesting outfits. So this again, shout out close friend Ken Richardson. Him and his wife Lily picked this up on me in China years ago and here it is.

Yeah, that's an amazing jacket. That is an amazing robe. So I do have to say, well.

Hold on. Timeout, Megan. Chimento is watching us right now. Wow.

Meg, who's that?

Yeah. Hey, Megan. She is the wife of a guy that I used to work with.

Sounds fishy.

Yeah, I went to her wedding. I got pretty drunk at your wedding, man.

Hey, Matt Forbes, did you share. Did you share your live feed to your personal page?

Oh, no, I didn't do that again, did I?

I'm gonna do that right now. Just for fun. I'm gonna share.

No, because let me tell you, my wife posted online, like. Cause I Was feeling not. I was feeling very ill. And so I just took my dish and I threw it in the dishwasher. I just placed it on top of all the other ones. She then immediately took a photo and posted online, like, what is my husband doing? And then I got a whole rat.

I saw that.

Yeah, right. I was like, sorry. I was gonna, you know, go to the bathroom and yak. So I just left it there from me. So I don't need any more of my friends telling me any more about whatever. Everyone can go suck it.

Wow.

Yeah. Getting feisty over here, boss.

Wow.

All right, so that brings us back to land investing.

And I sold it. Haha.

I'll say something that I. That is gonna be important here. Are you ready right now? Boot camp.

What's that?

This is the night we will be meeting for boot camp. So yes, this is the weekend that we would be at boot camp. I think we should talk a little bit about boot camp in order an honor of boot camp. I think that there are many people out there who have not. Listen, when you work with us and you get the toolkit of flight school, you get two magical tickets. It's like you opened up the Willy Wonka chocolate bar and you got two golden tickets. They bring you to boot camp. And boot camp is an incredible experience. All day Friday, all day Saturday, have day Sunday. It's all things land investing. Mark Podolsky, he puts on an incredible show. I say it because he puts so much energy and the energy room is insane. And he covers all aspects of the business. Now here's the thing. The magic is wherever you are in the business, you will get what you need. Because maybe you're stuck on acquiring a list. Maybe you're stuck mailing or maybe marketing or closing a sale or money. Scott Todd will talk about how you can never run out of money. So all of these things are covered. And wherever you are, you will get what you need. So this is an incredible opportunity. And this is. We've been doing this. I mean, I've been going every Single1 for four years or so now. I know you, Scott and Matt, you've been going a ton of them. This is sad. This is the weekend I see all my good friends I see online, including you two guys. And so it's almost like we need a moment of silence. Like this is an incredible event. And the next one is going to be in August, God willing, that this is all behind us. Will be in Vegas, I believe. And if you have not gone to a boot camp, you owe it to yourself because you will never have an experience like being in the room with 60, 70, or 80 people that are all doing this small niche. You remember, you can't go talk to your friends about this because they don't want to hear you be 300%, 400%. First they're going to say you, you're crazy. You're going to go buy land in the middle of nowhere and sell. Yeah, good luck with that. And then all of a sudden, you're going to start making crazy returns and you're not going to want to go back, but you're going to find out real quick. Nobody wants to hear how much money you're making. Nobody wants to hear that. So you need somebody to celebrate your win. That's us. That's your community. We're the ones that are going to want to hear about your wins because we don't take it as like, oh, man, I wish it was me. It's like, oh, that's me next. I'm the next guy to get 3, 400%. So, anyway, this is a sad time right now. We'd be a boot camp, guys.

Yeah.

Yeah, it is. Go ahead, Forbes. You go ahead.

No, it's like, it is. I've gone to every boot camp for two years, and there's something like that. Like, my first one was two years ago in Vegas, so I missed one. So I've gone every. All of them but one. And, like, it's really cool to go and you see the same crew of a lot of the same people. You meet a lot of new people, too. But it's weird to just openly and freely talk about land investing as opposed to, like, doing it on the side where no one can hear. Right? So I don't know about you guys. I mean, you guys probably more forthright with it, but my friends don't want to hear about it, right? And I don't really want to talk about it with them because, like, I don't want to sit there and defend it. Right. I spent an entire Cub Scout camp out once. All the kids went to bed for, like, two hours defending the, you know, the whole thing, like two years ago. I don't know. So, yeah, I'll miss it. At least I have you guys.

It's an interesting niche, right? This is not every day that you find someone who is going to buy a piece of land halfway or completely across the country, never look at it, buy it 25 cents on the dollar, turn around, flip it by never meeting the person they're gonna sell it to and make 3, 4, 500%, sometimes a thousand. Right, Scott? I mean, and Matt, you guys know, I mean, so this is, this is not your average coffee time talk, you know, around Thanksgiving. Oh yeah, by the way, I started investing in raw land like every. Huh? What, what do you say? Like this is not your average family talk. This is different. And this is why we're never going to saturate the market. Because many people just look at it like they can't grasp it. It's a simple, not easy, because we've talked about that. We get into that. It's a simple process, but it's a unique niche. Right, Bosman? I mean, talk about that. I mean, it's. This is not something that is on tv. This is not something that is got people beat down the doors to get into. It's a very quiet moment.

Can you imagine this, this being on tv?

So this is, this is a unique niche because of all sorts of reasons. Number one, there are no emergencies. So like, I have friends in multifamily housing. I have, I have friends who, who own duplexes and apartment buildings and guess what? They're up at three in the morning with water emergencies. They're going to court because of eviction issues. This doesn't happen with land. Here's what we do. We buy land for 25 cents on the dollar and we sell it for cash or we sell it to people with owner financing. And listen, there are no land emergencies in the couple hundred deals that I've done more than that. I've had one land emergency. Like, the frequency of emergencies with this business is so little compared to other real estate models. It's crazy. And you know what? It creates a powerful passive income stream because Zaino, when I'm able to buy a piece of land for $1,000 and I finance it for $6,000 over five years, I get my money out in 10 months or sooner. And you know what? After that it's gravy. After that it's profit. I'm making passive income on my money. You rinse and repeat. You do that 10, 20, 30, 50, 100 times. What do you do? Like, even if you do it one time or two times, I'll never forget how excited I was to make $150 a month. Passive income.

Yeah, it's easy to get. Totally. Maybe the word's comfortable, but it's like, you know, I remember, I mean, the way we buy our properties, where we sell them in the beginning, it's like, oh man, I'm putting out thousand, $1,500 now it's like, it's just part of what we do. We put it out, it comes back and it's really an adjustment, a mental adjustment. Right? And yeah, you forget how wonderful the fact is that you just paid a bill for the next three to five years. Right? Or even longer or something. Right, Matt, Talk about what do you think the small wins, Matt? What's the first small win you had that really elevated you?

I'm like the king of base sets here. I don't hit a lot of home runs, so I don't know. The first small one was just we had sold a deal or two. It had taken a long time. I knew it worked, but it wasn't really going. And then we sold three or four properties in two days or something. We don't know what just happened. It was really one of those guys backed out. So we ended up selling three. I think three still stuck. But it was all around like Black Friday and all that. And it was like, wow, okay, right. Any one of those deals, you know, they're not huge. They're probably 3,400% returns. But you know, you stack those up.

Wait, wait, wait.

I know, I know, I know.

Land snow.

Wait, wait, wait, wait, wait, wait, wait, wait. Hold on a second. Okay, I'm just gonna say you just said they're not the greatest returns. 3 to 400%, Matt.

Forbes Land Snob.

What?

I can't. I can't hear you. There's something wrong with my computer. I have to go.

Okay, seriously, now, Land Snob.

Okay, yes, I'm not a land snob, but sometimes you do make 1,000% return, right? So in comparison to that, I'm not saying there's anything wrong with it. Look, we make mad cash. This is a lucrative business, right? You make real money. But you know, in our business, those are base hits. You know, a 250, a 300% return, that's a base hit. You know, maybe it's a double maybe. But it's no grand slam that you know, I mean, it's awesome. Don't take it the wrong way. Bozman, Bozman.

You know what the grand slam is?

Daniel's getting angry.

No, no, no. The grand slam is truly the fact that you can just do it over and over again. It's the micro deals that compile on top of each other, right? When you look at someone like Scott Todd with his God awful amount of passive income and his average deal being $1500, but that's $150 a month. Right. This is the magic. Right? The magic comes from the fact that it could be repeated and put on top of it. 1, 2, 3, 4. That's the magic.

I think the magic is I don't do it anymore. Right. Like I have a salesperson who does it. I think that's the magic.

So, yeah, okay, Forbes, to speak to that. And then Shaft Meyer has a question. But to speak to that. This business is scalable. Right? So Mike Zaino. What the heck? This business is scalable. So much of this business is, as Mike Zaino says, repeatable, Redundant. Right.

K A boring.

AKA boring.

Super boring.

You can easily train people to scrub your list, compile your list, eventually mail for you, perform your direct mailings, perform your due diligence, perform your ads, ad writing campaigns, perform your ad selling campaigns. Right. Like Christy.

Who?

Christy. What?

No, she's my ad writer. I was just thinking about all my VAs as your. Yeah, yeah.

Right. So any of that. So here's the really cool thing about this business, is that this business, it can start out as a side hustle. It can seem really busy and it can seem really chaotic. Right. And you're spending 10 or 15 hours a week on this business outside of your normal full time job. But guess what? It's repeatable. It's redundant. You can outsource this, Outsource this stuff and you can get to the point where you literally have a four hour work week.

Yeah.

Because you're outsourcing, you're automating, you're delegating, you are creating a land buying machine, a land selling machine, and you have a four hour work week.

Yeah, that takes a lot of effort. I mean, like, let's not make that sound like you set that up in a weekend.

I'm not saying it, I'm not saying I set it up in a weekend. I'm saying I chipped away at it.

Yeah, exactly.

Because when I, when I started this, I was working 50 hours a week. I chipped away at this. I was carving out time. I was getting out, getting up at five in the morning, I was spending a couple hours on it in the morning, I was spending a couple hours on it at night. But listen, with consistency, with dedication, with discipline, what happened? I chipped away. I chipped away at it and I eventually replaced my income with land investing. Zano, you're making fun of me. You're making fun of me.

Oh, we're totally not.

Well, this is, this is a sign of unity.

I chipped away at it.

Unity. I did it you remind me of Devo.

Whip it good.

Stop that.

I whip it good. Two questions from Facebook. Number one, what was the hardest piece of the business to outsource for each of you? Matt, Walt, good question. Number two, from Bill Dickens. How many hours a week do your VA's work in the business? Mike Zando, you go first.

I would say the hardest part to outsource, probably the sales, because usually the last part, and because it takes someone with passion, someone with commitment, someone who's going to put the time. Time in, someone who's going to, you know. And also it's the hardest part because you're going to have a good amount of inventory to attract a salesperson. You can't have just a couple properties, so you really got to have some good deal flow going. So I think that's, that's, that's probably the hardest as far as the VA's. That's a great question. And I don't have a calculation. I am so sorry that I don't. But I would say that they work a lot more than me. But that's a great question, Scott. Have you ever calculated that? I feel really shamed by that question. Thank you. No, no.

But that your answer is beautiful because you're like, I don't know.

So how many, how many hours a week does my VA work in the business? So I have a VA that compiles.

All your VAs put together.

Yeah, I got you. I got you. Quit yelling at me. Quit yelling at me. No, so I'm saying I have a list scrubbing VA that works probably four hours a week for me. Right.

Like I need a spreadsheet.

Yeah.

And then that's a great question, actually.

I love this question.

And then I got a due diligence VA that works maybe an hour a week for me. And then I have a marketing VA that works maybe four hours a week for me. So I'm thinking at this point in time, I probably have VAs that work for me. Probably. Oh, and intake manager, probably 15 hours a week for me. Now anyway, those people, they are paid anywhere from $5 to $12.50 an hour.

Wow.

Okay, so 15 hours a week. $5 $12.50 an hour.

All right, all right, Good answer.

What do you think? I mean, that's, that's crazy, right? So I mean, you're talking about you have a team. You have a team of five people dealing with your mailing, your due diligence, some of your closing processing processes. You're selling. They're working for you. Maybe 15 hours a week.

Yeah. Okay. What was the hardest one for you to outsource? Scotty? Too hottie.

Oh, the heart. The hardest one by far is the sales manager. So, yeah, it kind of goes like. So I don't know. I think everybody has their own pain points in this business, and you tend to outsource things that are painful initially. Right. What's the most painful thing Mike Zano. In this entire business?

Whoa.

Who's quizzing you? Quizzing you? Mike Zane.

Entire business. Well, that's really relative to an individual standpoint because some people are Excel fanatics, so they're gonna love all this list grubbing. They're gonna do all these little wonders. Some people are more people people. They're gonna love being on the intake. Some people. And that means they'll be good at sales. I think the most painful part of the business. Well, I don't want to say painful was. I would say difficult. Can I replace it?

Yeah.

Make up, whatever.

Okay.

Yeah.

I'm just gonna go on the fly because it's easy.

Favorite color is red.

I'm replacing pink with difficulty. The most difficult part of this business is the thread that ties it all together. What.

What does that mean?

We're gonna want a little bit more on that.

Five parts, five plates that, you know, the mailing, the due diligence. I mean, the mailing, due diligence, closing, marketing, sales. The thread that spins them all together. Like the. Like we talked about spinning the chairs or the. Because to me, they move together and become like a gears. So the next piece feeds the next piece feeds the next piece. So get them up and running. But you got to be able to connect them, which means the VA's need to talk or the processes need to talk. They need to connect. I think that's probably the hardest part.

Okay, interesting.

That makes sense. You act like you don't. Did I not explain it right?

No, you did. I think it's like you said, it's different for everybody. So, like, I'm on with Scott. Sales is definitely the hardest part because it's the most interaction with people, and it's all soft. All soft skills. It's nothing to do with copy here. Paste here. Even an intake person is like, well, that's the offer. There's some soft skills there, but it's not quite like the sales side.

I like where you're going with this.

Sales is the hardest by far. How many hours I have the whole business outsourced. For better or for worse. Probably overly outsourced. So I have VAs that spend even more time than Bosman does. Because I do. I have a full time job. So I've really strived to outsource the business. So I probably have 20 hours a week worth of stuff going on would be my gut check. Guess. Yeah. And then Ken Green says technology for him is the most challenging. For me, that's the part that I love. I love going in and building zaps and then spending three hours so that I don't have to go spend 48 seconds ever again. I don't know why that gets me going, but.

Oh, that does sound good the way you put that. Say that again because that is when you. It's worth spending three hours to save 45 seconds every day for the rest of your life. That's smart.

When you take a task that takes 500 seconds and you, you down source that. Is that the word? To 75 seconds. Is that the most exciting thing in the world?

To me, it's pretty awesome. I love it. I like, I run upstairs and I'm like, and this is what I did. And I go through the whole thing. It's just like, uh huh, yeah, no one cares. And I'm like, yeah, okay, cool. But we won't, but we won't have to go do all this anymore. Like, yeah, no, no one, no one cares. But I do. I love it. That's the part that I like.

Okay, so the bottom line is this comes down to scaling, right? So here's the thing with Land investing, with Land Geek, we do not want to create another job for you.

Yeah, that'd be bad.

It, it might seem like a job initially, right? Because you're trying to develop all your processes, you're learning how to do this business. But the bottom line is Mike Zaino is the four hour work week, which sounds a little bit cliche. It did to me a few years ago. Is it attain.

Only if you have clearly defined processes? Only if you're able to clearly identify all the steps and then to outsource it. So absolutely attainable. You just have to spend the time documenting your processes and making them so they're consistent. So it's like if you're going to go wash the laundry, wash it the same way every day. Right. Don't wash it three different ways and then try to outsource it. Because then which way are you teaching the. You know, you got to have one process, one flow and then you can outsource it. Yeah, but here's the question.

But here's the, here's the Question is it distracted me? Is the four hour work week attainable?

Yeah, totally is. Totally. But you got to work at it. But I'm going to argue with you, Zaino, even though you look so, so pretty in that.

I wanted to, but I got to say why I'm not thinking clearly as there's. There's a bear with the oar on your hat and he doesn't have a canoe. I'm confused.

Dude. It's a Cubs hat, dude. Go Cubs. Go Cubbies.

Where's the canoe? Like, it's missing the canoe.

Yeah, I agree.

I was distracted. I'm sorry. Go ahead, Matt.

All right, so I disagree with you, right? There's only one.

I want you to disagree.

There's only one thing you have to do to be successful in this business. Just one consistency. Just not quit.

Yes.

All you have to do is not quit. You have to do what Mike talks about. You have to get to the place where you've got your system spun up and they're working and they're regulated and it's reportable and all of these other things. It's a lot. It's not like it's 25 minutes worth of work, Right? It's a couple of years of on the side getting all this stuff to go. But all you have to do is just not quit. Like, I've run two half marathons. I know that that might be shocking to anyone who's ever met me because I'm grossly overweight. But all you have to do is not quit. And you eventually, five and a half hours later, whatever the hell it was. Right? Two hours later, right? You get to the finish line. That's all you have to do. That's it. And learn the rest. Come to this. Go to the boot camp, do all that, pick up all the information, just keep going. And eventually you're Tim Ferriss. It's the easiest path to a four hour work week that I've ever heard of. That takes an enormous amount of work. Right, But.

All right.

Yeah. By the way, Ken Green says fall down seven times and get up eight. Ken, it might be like, fall down 932 times, but just get up 933 times.

Okay. But yeah, two things. Two things. You guys ready? So tonight is very exciting. If you guys. If you guys would like a little free gift tonight. Boo. Did you say boo?

Yeah, I booed you.

Look at this piece. Look at this piece right here.

Piece of crap.

Amazing.

All you gotta do is comment, make a comment in the comments.

Was that Florida?

Yes. Florida. Make a comment in the comments. If you want a free nightcap piece, tonight is the night. I will send it to you tomorrow.

Wow. All right, I'm going to make a comment.

Free night cap piece. Make a comment in the comments. All right.

And you giving that away tonight?

Yeah, we're giving it away tonight. Why not?

Sure, man. How many viewers we got?

It's the COVID giveaway. We got like. We got like 30. 30 viewers tonight, dude.

Like, we've like, four people watching.

So if you'd like the nightcap portrait signed, please put your name in the comments. We're giving that away tonight. Here's the second thing. Schaff Meyer has a question.

Ooh.

He wanted to know what my land emergency was. So out of my couple hundred deals, what was my land emergency? Here's the thing, Chef. So here's my land emergency. I had a guy, he contacted me. He's like, I need this land now. I'm like, okay, what do you want it for? I want it to live on. No, you can't do that. We prefer that you pay off the property first before you make any improvements and attempt to live on the land. He's like, okay, well, come to find out, this guy started living on the property, so I sold it to him. He paid the dock fee, he paid the down payment. He paid the first couple monthly payments, and he started, you know, started paying on the property. Well, come to find out, he had set up, like, a lean to on the property. It was very windy, so he had set up a lean to on the property, a lean to with the tent behind it, and started living on the property. Without consulting with me. Right. So he missed a payment. He missed two pavements. I hired somebody to go out there and take a look at the property, and they said, yeah, look, there was a lean to built on the property. There was a little bit of mess left on the property. Doesn't look like anybody's living there currently, but it's a mess. So I had to hire somebody for a couple hundred bucks to go out there and clean up the property. But guess what? It's my property. I had to hire somebody for a couple hundred bucks to go out there and clean up the property. Property. That is the only land emergency I've had, knock on wood, in a couple hundred deals. Right, Zaino?

That's pretty good.

Really Emergent. I'll be honest.

Well, you said you had an emergency. What would you consider emergency? Forbes. Let's hear it.

Okay. I had a buyer who. Who bought two lots they were land arbitration. Bosman knows this because I even called Bosman for advice. I'm on site at a customer for my actual job so I can spend zero time dealing with this crap. And he's like, I want to pay off one of the lots. And I'm like, oh, yeah, no problem. I've never done this, but sure, why not? Okay, yeah, well, you know, cut me a check, all good and 30 days for me to sign it over to you. And he's like, no, no, it can't be 30 days, because I'm going to go. I'm gonna go do X, y, and Z. I think he was reselling it, I think in the end. And I'm like, okay. I'm like, well, it's not really a big deal. Let me just go do a few things, and I'll get to the county and yada, yada, yada. And so I called the person who owned the land that I was land arming from. They're like, yeah, you know, whatever. We're good. Just send us the check. So I got the check from him on, like, a Monday. I sent a check on a Monday to these other guys. We overnighted it to them so we could get all this done, but it didn't get processed. They didn't take the funds and release the land. I thought we had the rest of the week and we were good. But the week came and went. They didn't do it. There were extenuating factors on their end, which are, by the way, completely fine. But in the end, the guy called me the following week, and he's like, hey, I'm ready to buy other property. You know what? Where's this other deed? Like, is this fake? I'm like, okay. So I had to, like, get those other guys. Like, listen, I need your help right now. I got to get this done so this other guy can go buy more property, yada, yada, which we did. And it wasn't a big deal, but there was a twinge of like, right? If he wasn't like, I want to go buy more from you, I wouldn't really care, because it'd be like, I have 30 days, and it wouldn't be a big deal. But because he was an active buyer in that particular situation, I needed to get stuff done now, which worked out, and I got it done the day I needed to get it done, and all is well. And I just talked to the guy, and he loved me, but that was the closest thing that I've seen to an emergency. And even that's not overly emergent. It felt like it was in the middle of that. I'll say that.

I would agree. It's not overly emergent. Right?

No.

Nobody's dying here.

Nobody's dying here. You don't have to wake up at three in the morning to deal with an issue. You don't have to go to court to deal with an issue. We're all good. Let's see here.

By the way, think of all your friends who are in multifamily right now.

Yeah.

Think of all your friends who own like 10 or 20 and they're so smart. Airbnbs right now. Or those guys who own 30 single families with renters who can't pay right now. We're completely insulated from all that crap.

Yes, we are.

Absolutely.

All right, here's a question from Michael Ring. Michael Ring, Hope flight school. Hope flight school is going well. Michael Ring just started flight school not long ago.

Nice.

When you are just getting started, did it seem hard at first to build credibility with your sellers and buyers? Can you each give me an example of how you establish credibility when you first get going? So, yes, I can give you an example of establishing credibility with a seller. I've actually sent a seller testimonial from prior sellers, so I'll get a statement from a prior seller about how the process went with me selling their land. And I actually have a couple guys in the wings for references on the sell side. Now, on the buying side, the buying side, I think is a little bit easier. The buying side is pretty cool because, like, if you have a Facebook business page, you can funnel people there after a sale and say, listen, I would really appreciate a positive review. In your experience here buying my property. I just saw a guy today. He actually found us online. The cash sale. It was a cash sale. I bought the property for $1,000, sold it for $4,000. So that's a pretty good return. The process was, the process was done in two hours, literally. I, I constructed the deed. I got the deed notarized. I recorded the deed on simply file, done in two hours, sent it to him and said, listen, I would very much appreciate a positive review on our Facebook page, or if not on our Facebook page, send me a positive review via email or video or voice, text or whatever method you would like to give me. On the buying side, the testimonials are a little bit easier and very effective. Zano, what's the question?

How do you get credibility?

Yeah, how do you get credibility on the buy or the sell side? Matt, Forbes, how many drinks have you had?

I've had one half of a beer because I have a big QBR tomorrow, so we're light drinking tonight. Yeah. I'll tell you how you do it. You ready? You fake it, and then you're all set. You just speak with authority, and you're like, yeah, we do this all the time. Yeah, 100%.

Yep.

Let me have your credit card information. I'll run it for the down payment, and then I'll set up the docs, and here we go. And we'll have this wrapped up in two days. That's how you do it right there. You just speak with authority because you're the expert. You're the land investor. If you can do that, whether you believe it or not is irrelevant. But if you can do that, the reference thing won't come up very often. Right. They're great to have. Don't get me wrong, Bosman. But if you're speaking in the right tone, with the right conviction, you don't need any of that stuff.

No, I hear you. It's all about conveying. It's all about conveying trust in your buyer. Right? So literally, I will tell you today with this cash buyer today. Do you know how much time I spent on the phone with this guy today?

4 minutes.

43 minutes today on the phone. Do you know why?

Because it was a good deal.

I get on the phone with this guy, and he's got an interesting story, he's got an interesting why, And I feel like my land fits his why. So, like, I'm gonna have a conversation with this guy. Now, this is not typical. I'm telling you, like, I do not typically have a 43 minute conversation with a guy on the phone to get a cash sale. But today, this guy, he's like, listen, I'm up here in Oregon. I'm. I'm hauling parts for a new wind farm, and I need. I need a. I need a piece of property between Texas and Oregon. To. Oregon. Yeah, Oregon. To. To. To camp on. Every now and then, I'm like, okay, listen, here's the perfect parcel for you. And listen, I don't know. I just had fun. I talked to him for 43 minutes. Not lying. I'll show you on my phone. And.

You know, you did it because you. You did it because you could.

I did it because I could. You're exactly right. I did it because I could. Because four years ago, I could not have done that as a physical therapist in my clinic. I could not have had a 43 minute conversation with the guy, right? But now, because I have created this passive income stream and I've been able to quit my job, I was able to have this conversation with this guy.

Yeah.

That's awesome.

You know, Mike Ring asked this question.

Mike Ring?

Yeah, I believe so. Mike, you got to know your processes. So buy side, sell side. If someone asks you, hey, I was just gonna go, Mike, I'd like to say my property. If you stumble over your words, it's gonna seem like maybe it's a little sketchy. So you really just need to practice talking about and knowing your processes. Same thing on the sell side. Someone asks you, hey, how can I own this property? You just need to be able to tell them very clearly how they can own it. This is the process. It's very simple. In fact, all you need to do is xyz. How do I sell my property? I want. I wanted to get rid of it. Great. It's going to go like this. 1, 2, 3. If you know your processes, right, and you understand them, and you can talk about them in layman terms, not all complicated, right? You're talking with regular people here. Relax. Easy conversation. You can convey exactly what the process is. You will instill confidence in the person who's buying, selling.

Yes.

Awesome. Awesome. Mike Zano.

They say awesome possum.

Awesome possum.

Wow. Am I about to. Oh, wow. Awesome.

Mike Zano. I have a question for you, Mike Zano. You ready? Cool Bean.

Is this my jacket?

No, this is from Michael Hoff. He says, do you learn where to get this land in flight school?

Yeah. Yes, Mike. Flight school is actually insanely incred. Awesome. And the thing is, it's systematic, so you don't have to have any prior knowledge. That being said, we've had people, several people who are actually very experienced doing several deals per month that go into flight school are also blown away. What? What it is the reason why. It's the exact way to set up your business, right? And it starts from square one. So the very first lessons are about how do you find an area? Why does this market exist? How do you find an area? Why? What is a good area? When you find the area, how do you build a list? How do you price the list? It goes into the whole matrix. I mean, it's amazing. So, yes, flight school will take you through that deep dive and you'll come out the other end with complete knowledge on how to find an area, build a list on an area, mail. Because, listen, here's the secret, and I don't have the sign behind me because it's over there. Deal flow solves everything. Meaning deal flow is offers that are accepted and counteroffers without those. The rest of this business is philosophical, right? It's like if you had a deal, you do this. If you had a deal, you do that. Right. And the only way to get a deal and have deal flow is to mail. And the only way to mail is to know your area. The county. Research is utterly important and is absolutely the method to perform that is is right. Beginning class one light school.

So, in short, yes, I like to talk.

Man, I just can't say yes. Look at my dragon jacket. So I need to talk.

I love it. Yes, master. Well, well. Scotty eats a pen over here. I like it.

I like it.

I got a Facebook question. Bill Dickens, Ever find out that you have squatters living on your land since you may never even see the land you own? Bill. It happens. Not that often.

No, but it happens, Bill. One time.

No times.

Bill. One time in over a couple hundred deals. Yeah, my. My buyer, right. Became a squatter. And you know what? If I. If I went back and listened to the conversation, initially, I wanted this. I wanted the sale so bad. Right. I wanted the sale so bad. But listen, there are all these red flags. All these red flags popping up. This guy wants to live on the property. No, we don't want you to live on the property.

Yeah.

Until payments are complete. Oh, okay. All right. Sounds good. Can I go. Can I go out there and camp part time? Yeah, you can go out there and camp part time, but we don't want you living on the property. Okay. Okay. Listen, you get really good at picking up on these red flags. Picking up on these things that make you say, yeah, I don't think I want to sell to you.

But listen, that's a song.

Things that make you go.

Things that make you go. Right, Right, Zano?

That's right.

So listen, it happened.

Intuition.

You're saying one out of a couple hundred times. I didn't have the intuition back then, but I have the intuition now. And that guy, he took advantage of us, and he decided to start living on the property without telling us. We eventually found out, and we were able to clean up his mess for a couple hundred dollars.

What's a little secret to you, friends?

What's that?

What's a little secret between friends?

What's a little secret?

He's living on the land. Not telling you exactly. No, that's really. It's not. It's not a huge concern, really. It would seem like it would be. And I could see some people taking that as a little nervous about this, but believe me, it's not a very common occurrence.

That is what we call in sales a red herring. It sounds big and scary, and that's something you should definitely pay attention to, but it really has nothing to do with anything, and you don't have to worry about it.

A red herring.

That is a red herring all day long, as opposed to a red dragon. There's a lot of those in this business. You would think this would happen or that would happen or this could. Oh, yes, that could go wrong. Like, they're all red herrings.

Red herring, then to me is an excuse, a reason not to take action because of fear that, oh, what about this? What about that? And these are things that are going to limit you from success because you're going to say, well, I don't want to do it because the business is saturated. I don't want to do it because someone might move them. I mean, these are just reasons that will keep you from executing it. Sounds like a red herring.

Well, yeah, there's something that you focus on. So if you're in, like a big million dollar sales deal and someone's like, yeah, but what about this report? Most sales guys are like, oh, let me go talk about that report. And you're like, dude, that craft's a red herring. No one cares. That has nothing to do with anything. I'm now going to ignore that question. I'm not even going to answer it. That's what these things are in a new person's mind. They're like, these are these big things. But the reality is, it's not that they don't matter. I don't want to say that, but okay, so this one time at band camp, this guy was sleeping on my lamp, and it cost me $300 to fix it. Okay, right.

No, that's a great point. Because if you look back when you started the business to wherever you are now, the perception just changes. Right. So there's all these things that seem scary and all this, and it's just a matter of repetition, and you learn that it's not the case.

Yes. Like, my red herring coming into the business was I wouldn't understand the legal side of it, and I wouldn't have the right deeds and the right contracts and all of that. And then Bosman's like, yeah, no, they're all on lgpass. You're fine. And I'm like, okay. Oh, I had no idea. But that Held me up for a long time. Right.

All right, I got another question for you guys. You ready?

Oh, wait, hold on, hold on. You want me to say this one first? Ready?

Yep.

Andrea Miller wrote in Facebook, flight school will not only teach you where to get the land, but how to execute all of the following steps. Great investment.

Thank you, Andrea. And Andrea, hope all is going well.

So here's the thing about the Toolkit versus Flight School. The Toolkit, which is an amazing product, by the way. It's a DIY program, and it's like you're putting this big jigsaw puzzle together. It's tough. You got to do it on your own. Right. Flight school. Flight School is a recipe. It's like, okay, I'm gonna follow Scott Todd's recipe. And Mike Zano, should we divulge what Scott Todd's passive income is at 5 and a half years? 5 and a half years?

Oh, God, I don't know.

Let's just say I want to know. Wait a minute. We'll hold up on that. Because I want to parlay. Is that the right word? Or build upon what you said? Because you had a great point there. You have a great point about the diy. Think of it this way. You could buy Arnold Schwarzenegger's Encyclopedia of Bodybuilding. And inside that encyclopedia of bodybuilding, I'm sure, is all the information to become completely jacked. Right? And, like, really shake good shape. You can't tell me that's the same thing as having Arnold Schwarzenegger showing up at your house, picking you up, throwing you in his car, bringing you to the gym and working out with you every day. Right. You can't tell me it's the same thing. Right, Matt? That's the difference between Flight School and Toolkit. You got Scott Todd, who is the guess I'm going to say it, Scott, the Arnold Schwarzenegger of land Investing.

Wow. I like it.

That's pretty good. He's going to bring you to the gym of Land Investing every week, and he's going to bring the results to you and all. And it's so you don't have to think like Marco says, buys or tries chest. No, no. It's all laid out for you. And there's someone right there cheering you on and making sure you're doing it. You're going to get results as opposed to the toolkit, which has all that information, just like Arnold's Book of Bodybuilding or has all the information. But you have to execute, you have to motivate, you have to Put the pieces together. You have to sort of say, this is my routine. You know, these are all the things you have to build from the facts. So it's just. I think that might give you a better.

How's that?

Is that good?

Yeah. I would say that the toolkit is like high school. And Scott Todd's flight school is like getting a four year college degree, but.

You have to go to high school first to go to college in this situation.

Yeah. Okay. It doesn't really work then.

Yeah, no, you could be like the super smart guy. Be like, you know what?

Okay, that analogy sucks.

But yeah, I just don't want to point out. I didn't want to leave the illusion that you had to go to the toolkit first because.

Toolkit. Screw the toolkit. I didn't do that. Hell no. And I'm a do it yourselfer guy. Like, I watch YouTube videos religiously. Like, I want to do this and I watch the video and I go do it. And it usually goes pretty well. But I also know that, like, I'm the guy who's like, it's so big. There's so much that I knew that I would quit if I didn't have, like a flight school type program. So I went straight to flight school. I didn't even know about. I didn't even really understand what the toolkit was until after that.

Yes, bossman.

No, nothing at all. I'm just.

Okay, you. Do you have something to say? Come on.

Come on, baby.

Okay, no, here's the thing. Like, I was a toolkit guy. That's all I had back. That's all I had back then. It's all I had five years ago. I had the toolkit and coaching. I'm just saying, like, it was tough. It was tough to carve out the time. It was tough. Tough to figure out how to do this business by myself. Fight school, it just. I don't know, it's a much more direct path from A to B. You're doing deals much more quicker. Much more quicker. Much, much quicker doing deals. Yeah, yeah, right? And you're not alone. You got. You got people to bounce this off of. Right. It's collaborative of it.

You're either gonna. In this business, you need this on your hat.

Yeah, please put that on your hat. In this business, either you're gonna pay to go learn very quickly through flight school, or you're gonna pay by trial and error and having it take long and screwing up. There's no free lunch. It's gonna cost you money. One Way or the other. The only difference between the two is Scott will get you a return on that investment in months, if not during flight school. Whereas if you go down the toolkit road, you'll get all the information. But I bet if you're anything like me anyways, that I would quit because it would just be, I'm doing it wrong. I don't know the answer. That was my problem with whatever the toolkit was, was. I know that it says that the answer is B, but I literally need someone to tell me that B is the answer. Right. Even though the information is there. So whatever, whatever, whatever, whatever. There you go.

All right.

How many watches we got? Are we gonna give that away tonight? You don't want to, like, add bunch of names up over the next few weeks and then should we give it away?

Should we give it away next week?

Now all the viewers are like, what did he just say? Our odds just went down dramatically. It's a great piece.

That is a piece.

Look at them.

Look at that piece. That's a nice piece right there.

That was right after the no eat moment. Remember that? No egrets.

That's it. That's a. That's a nice piece right there.

All right, so, you know, no regrets. We saw some egrets. No egrets. It was a good pun anyway.

Maybe. Maybe we'll do next. You want to do next week? Is that what you're saying?

I don't know.

I mean, he said you'd give it away, but what are we talking about? The.

I think we should give it away. Boot camp weekend. We should have it. I almost feel like we should have a special session for this. I mean, this is boot camp weekend.

I mean, my wife's going to come.

Back Sunday and give it away.

My wife's going to be upset. Honey, don't be upset, all right?

We're giving it away tonight. No, no. Aaron, Aaron, do you think tonight or do you think we. I'm just telling, you know, it's a wonderful piece.

I just want to see blue marks on Scott's face when he doesn't do Aaron wants. That's all I want in life personally. That's just me. That's just me.

We'll leave it up to Aaron. Does she think we should give it an open opportunity to more viewers or. I let it go tonight.

I'm with Matt Walt on Facebook. Matt Walt just wrote, you let Mike pivot away. Oh, God. I got an email that blocked it. You let Mike pivot away from talking about Scott. Todd's Monthly passive. Thank you, Matt Wall, for bringing that back up, because I also would like to know what this freaking number is, even though I know what the number was.

We don't know exactly. We know the area, the range. I mean, the range. So he is. I know it's. Listen, this is usually a personal subject matter, but Scott's pretty free because you know what I think? Free to talk about it, because I think it's. You want to know the guy that you're learning from is capable, right? So I think we talk about that to show that this is a guy that's very unique. You know, over a short span of time, he's created a really large amount of passive income.

It's called large.

Where did. Where did Scott go to school?

So that's a great question.

That's a good question. I don't. I don't know where he went to college.

I thought.

No, no.

I thought he had, like, an MBA from, like, Wharton or something.

I wouldn't doubt it.

Yeah, no, like, he's not a dumb dude. I mean, we know this just because we're used to him, but I don't think it's that.

So my. My wife says we have a winner for the nightcap. For the nightcap.

All right.

It's tonight. Tonight.

She. And the winner is. The winner is. Jason Hoffman. Jason Hoffman won. He won the nightcap piece.

Now, is he gonna display it proudly?

What's he gonna do with that?

His office.

Jason Hoffman. That's a nice piece. Look at that piece. That's a nice piece.

It's gonna be a nice piece of crap.

Hey.

What you're gonna be. Matt, you're gonna be in the next one.

What's up with that? What's up with that, Forbes?

Whatever.

I think Matt's gonna be sitting on the couch because we're gonna be leaning on each shoulder. It's too tall to stand up next to us. Don't be like this.

Jealous. Don't worry about it.

You know what, Forbes? This was framed a year ago.

Okay?

All right.

See how it is?

This was framed a year ago.

So we. So we have a winner and.

Yeah.

So let's do this. Do we have YouTube comments coming in? Have we been shying away from those? Do we have anybody?

I'm not shying away from anything. Let's see. See?

Fortune.

Fortune finder. Fortune finder. Matt Forbes, you're looking way too good for quarantine. Quarantine. Whoa, wait a minute. Is that from your wife? And if it's not, and if it's not from your wife. If it's not from your wife, is that appropriate? I don't know.

I'm just saying if it's from your wife, it's absolutely appropriate. Fortune 500.

You're looking way too good for quarantine. There's no ID on that. On that name right there.

All right. N. My wife's definitely not on. On YouTube. That's for sure.

Someone else.

Hey, we. Do we have any. Do we have any segments?

All right, you know what? We. We've been on. We've been on for an hour. We've been on for an hour, and we gotta get it going soon.

But listen, can I ask my last question?

No.

Yes.

No, no, no.

Sorry.

Joe Collins.

One statement. One statement, and then you can. You can state your statement tomorrow. Tomorrow we are having Grill the Geeks at noon, PM Pacific. Noon, p.m. pacific, 3pm Eastern. Larry Overstreet and Zach Kepp tomorrow.

All right. Yes. Those are. You know, that's traditionally done at the boot camp, so it's a. It's a great time to have. That's kind of what inspired. It is where you get to ask all types of questions of people been in the business, different periods of time. It's really educational, it's really fun, and you don't want to miss that. It's going to be awesome. And hopefully I'll get invited.

Wouldn't that be nice? All right, I got to ask this question. I know. We got to go. Andrea Miller asked. I had a photographer go out to one of our parcel, and she said there is a trailer there with a sign that says, keep out. Leave with your life. What next steps would you recommend I take? I would. I don't know. I would talk to the sheriff's office or, you know, what the story is. That'd be what I would do. Anybody?

Yeah.

She went to the property and. And it said, get away. The signs were posted on her property. Is that what you're saying?

Yeah, it was leave with your life. Yeah. Sign that says keep out. It doesn't mean anybody's actually there. Well, there's a trailer with a sign that says that. Yeah, I mean, I'm gonna. I would call the local authority, be like, hey, what's the deal?

Call the authorities? Yeah, I'd call them.

Yeah. I don't think it's the end of the world, though, Right? It is what it is.

Well, the due diligence process often will include having someone, you know, take a couple photos or something. It could unveil some. It doesn't always have to, but there are times you may be inclined to send someone out and take a few photos and just to make sure everything is the way it should be. So this is a property she's just buying now? Already purchased.

Now, I said I had a photographer go out to one of the parcels today, and that's what she said. She said there was a trailer with a sign that says, keep out. Leave with your life. Right. So people. I mean, first of all, people put up dumb signs all the time. So I'm not trying to minimize it. It does sound like this is gonna be annoying, but I would just call the local sheriff's office and just ask me, like, hey, I own this land. There's somebody out there. Like, hey, what do you know?

Did she go or. She said the photographer. Because it's. You know, we want to make sure the photographer went to the correct location as well.

Yes. You're a photographer. What? I'm actually not Andrea Miller. I know you're thinking that this is it.

No, no, no. I'm just saying this to you. We're talking about this, right? It's important to make sure that the photographers. But anyway, all right, it's legit.

We are devolving. Okay, so we didn't spend enough time on that Andrea Miller. So let's talk more about that either next week or on a call with Scott. Just call sketches. Call Mike. Just call Mike and he'll answer your question.

But that's gonna be priority mailed. The winning picture.

Call the sheriff. Just call the sheriff.

All right. Are we. What are we gonna do? We gonna end with a little toast?

I'm gonna end with the toast. Here's to you, and here's to me. And here's to land, and here's to being free. Cheers.

I like that. That's a good one. Cheers. Just got.

Oh, people are giving me shade on the pod.

Yeah, I do. I like Joe Collins. That's legit, by the way. Matt Levy. I doubt that one of my properties was a meth lab in the past, which I thought was interesting. The guy who bought it was like, yeah. I mean, they left. Wasn't a big deal. But he's like, yeah. The neighbors told me, like, the people here were doing. Wow. Yeah.

Hey, Zaino, this would make you feel good. Someone said, I would definitely be giving Scott a sobriety test. No way he could pass the walk and turn test. Cheers.

I'd like to see you walk and turn.

Yeah, that wasn't very nice at all.

I like that. I'm good friends with Joe Collins.

Oh, Mark Podolski.

Cheers, dude. That's a different show. The Godfather.

The Godfather just tuned in. We're just signing off, buddy.

We're gonna do a little freedom ring. He can join us. Ready?

Okay, you ready? 1, 2, 3. Let.

Let freedom ring.

I can't be on board. All right. Good luck, boys.

And as Mark Goolski says, wash your hands.

All right, Till next time, like coronavirus.

Everybody wash your hands.