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Stream. All right, now we're live. The Zen master breathe in the mail at the marketing, Mike Zano. How are you?

I'm excited, I'm elated. I'm here. I have your one on one attention. I love it.

Okay, so what happened last week, this week was I couldn't get Mike on to. Which is the whole point of having coffee together, by the way, drinking my Chemex. Fantastic.

This is just a local brewer. This is not Folgers. I know that. This would be the end of the call if I said Folgers. This is a local brew.

Okay, good, good. Cheers. Good, that's good. So leave us a comment. Say hello, let us know what you're drinking. We do have a topic and Mike doesn't even know what the topic is, which is really exciting for me because it's fairly geeky. But anyways, I fixed it for Skype. So now going forward, we'll be all good. And Jen Ramquist, it is Friday already. Good morning, Jen. Good morning. So by the way, Mike had a birthday. I don't know if you guys all knew that. Happy birthday, Mike.

Thank you. I had a great birthday.

How young are you?

It's my last year, in my 40s.

I'm right there with same for you.

Yeah, we're on the same page.

I'm kind of excited to hit 50 because I feel like that's really lucky. Like, how lucky are we that we made it like that long? You know, Some people aren't that lucky. Oh, look at that. Look who's on Racine, the deal machine. How are you in Hawaii? Hi, Racine. Oh, Dr. Dawn Paresa, the Land Arb Queen. Good morning.

Nighttime. What time is it in Hawaii right now?

It's like two in the morning there. No, I'm kidding. It's like, it's early though. It's like six in the morning.

Oh, it's the other way. Okay.

Yeah. Jen Ramquist says, happy birthday, Mike.

Thank you, Jen.

So, okay, Mike, here's our. Here is the discussion topic for Coffee Talk. Hopefully everyone has their warm beverage. Ken Baziak. Good morning. Good to see you. Okay, here it is. It is called the Hawk principle. What is the Hawk principle, you ask? Well, I'm glad you asked.

I want to take my new. Write it down. My new whiteboard. Go ahead, Hawk.

Okay. H O C K. Principle. Simple, clear purpose and principles. So I'm going to say it again. Simple, clear purpose and principles. Very simple.

Right.

Give rise to complex and intelligent behavior. Complex rules and regulations. Give rise to simple and stupid behavior. So from a VA management perspective, just a life perspective, the Hawk principle makes. It's a little counterintuitive, but it makes a lot of sense in reality, especially if you have kids. You kind of know this if you.

Have children like this.

Oh yeah, let's have a big party next year for you. Yeah, perfect. Okay, so, so let like Mike, you got a bunch of kids, what do you have? 12 kids. How many kids you got?

Four.

Four kids.

Four. It could feel like 12. You know I've been with this. I, you know, I. This sort of lines up with something that I've been talking about recently. So. And you were talking about vas, right. And I always love going back to the E Myth. Remember that guy, the E Myth revisited? Michael, his name? Yeah. So when he talks about. And I was talking to some people that were in flight school and getting ready to go into coaching and one of the great things about coaching is that we start to outsource. Remember you become effective and then we're going to make you efficient. And part of the efficiency, I believe is clearly identifying the roles in your business. So if I were to look at this HUC principle, simple clear purpose principles give rise to complex and intelligent behavior as opposed to complex rules. To me I could slightly off to that and say, well I can train one person to do a whole bunch of things, do many roles. So that'd be very complex, right. And then it would really weaken their results. And you know, I'm not going to say stupid, but it would really weaken their ability to be. If we had clearly identify each of the roles that we do in the business, then we can have a very see a clear, a simple and clear purpose for one VA to do something. Right. And like this is it. What's your deliverable? I like someone's posting ads like what's the deliverable? Well, it's a posted ad, right. You know, it's very simple and clear. But if you have multiple deliverables and it's complex, I think yeah, that's going to be difficult for a VA to thrive. It's not even going to be the VA's problem, is it? It's not their fault, it's our fault for making it so complex for them. So as a beginning discussion, I love it. Hawk principle all day long.

Yeah. So I want to say hi to Mike Newell. He's on what's up Mike? Matthew Walt has an interesting comment. He says never heard this principle before but so spot on. Complex instructions lead people to get stuck sorting through the rules and Hurt judgment instead of looking up and out, then making the best call. And it's so true. It's so true. Oh, this is John Farrell, I think in, in Ireland, those Facebook users.

Hey, John.

So I thought it was really interesting the, the direction you took it, Mike, with VA management, as far as sort of delegating each to make it more, you know, less complex. The way I sort of think about it is a little different. I think about it more as a set of principles or guidelines. So like a, like a business philosophy, if you will, where we're not overwhelming them with sort of this micromanaged, sort of overbearing. These are the rules, these are the procedures. So like I give you an example would be, let's take one of our VAs. Hey, at 8 in the morning, this is the rule. Email me, you know, these three questions. And I want you to do it, you know, using this format. You know, if you don't do it this way, then you're gonna have to do it again. And I'm, I'm sort of putting like this pressure on them. I'm giving this, these rules and these regulations. Like, it makes it more complex, but then it makes their behavior less intelligent, less creative. Less creative. Where if it's, if you say, hey, look, this is the expectation, it's a very simple rule, some point during the day, email me, what did you get done? Well, then they can kind of take it and make it very intelligent and sort of impress us. Right? They're free, if you will, to do it the way they want it. And it's sort of a general idea. Like, I'll tell you just a general life principle that I have. Nobody likes to be told what to do. Nobody, nobody, nobody likes it. Even if it's really good advice, Even if they know deep in the recesses of their soul, this is really wise advice. I just don't want you telling me to do it. Do you. Do you agree with that, Mike?

I do, I do. I think that that is huge. I got a question for you. So do you. Along those lines, will you at times, you know, describe the deliverable and allow the VA to sort of thinking, is it possible they may have a better process flow to get there than you would? Is that, is that possible in terms of saying I need you to do A, B and C so you can give me D or just say I need D, so get done. And you just trust that they maybe have an expertise in that area? Is that.

Well, the way I train is I first start with my why this is the purpose of why we're doing this, Right? Just a general purposeful. You know, this is bigger than you. This is bigger than me. This is why we even do this. This is why we wake up in the morning, right? We're in the business of helping people buy this asset that is a general, rational asset that lasts forever. So if you don't do this job or role well, then this is what's going to happen. I mean, you know, these are the benefits of us doing what we're doing. Like people are going to own an asset that lasts forever. We're also helping people that need cash and don't want this asset anymore. And then we're helping the counties provide better roads and schools because we're getting people to pay their taxes on this raw land. So what you're doing isn't just this role you're really helping, you know, society, the United States, you know, all these people doing this really well. So I first start with the why. Then the second piece is, you know, this is how we have been doing it. And I'll give them, you know, a set of blisset, sort of A, B, C, D, E instructions with, you know, a training, maybe a video of me, you know, in the screen watching them do it. Now, I want you to do it, and I want you to do it the way that you do it effectively, and then I want you to train somebody else. So you teach somebody else what I effectively just taught you. So I'm outsourcing my outsourcing in a way, but I'm giving them agency. I'm giving them ownership over that task or whatever you want to call it.

So.

So it's like, okay, Mark's not really telling me what to do. He's giving me these general guidelines of how he does it, but he's giving me total ownership of it, to do it the way I want to do it. And now I get to teach somebody else how to do it.

Yeah, you trust them enough to teach somebody else. That puts. Yeah. Sort of mindset into them. Right. That you're entrusting them to teach somebody else. So it's like you're empowering them. That's pretty cool. I like that.

Yeah. Yeah. And, you know, somebody just wrote, you know, micromanaging just sucks the life out of people. And it does, Right. Have you ever been micromanaged, Mike?

Yeah. Yeah, it does. Oh, yeah, Yeah. I mean, you know, we have. I work at the Fighter Piper, and there's different people in charge over the years, and some have been very much Micromanagement, orientated. And it's. Yeah, it's difficult to thrive. You know, you just feel like, you know, it's hard. You feel like everything is going to be wrong if it's not done exactly the way they want it. And it just. It's not empowering. It's not.

Yeah, yeah. I mean, it. It really is one of those kind of weird, just things that instinctively sort of have a reaction against. Now it might be like, let's take your firefighting position, right? It might be for safety that you have to do this, but you could, you could create a rule or regulation in a way that's very simple. And it says, hey, you know, these are like the ways that we do this so that you survive a fire, right? But for somebody to be like, overbearing, be like, no, no, you're doing it wrong, and yell at you and scream at you like you're gonna get yourself. It's like, whoa. It almost is counterproductive.

Do you agree that's true? I do agree. Because the bottom line, like, we always say it's the wet stuff, right? And that's what puts the fire out. And if. If you were to, you know, get. I mean, every fire really essentially is. Is, you know, you're in recovery mode because nothing's ever the same. So if you really had a very, very specific way you had to do it, well, that would just cause all kinds of. Wreak all kinds of havoc because it's never the same scenario. It's always somewhat different. But at the end of it, the deliverable is put the wet stuff on the red stuff. But you got to get in, access it. How do you get there? Where do you park? Where do you do this? You know, is it, you know, other people, you know, all these things that you know, but at least you. You can weed through those things if you have a vision of what, like you said. What's the why? Well, the why is we don't. We want to save property and lives, right? So that's the why. And then how would we do certain do leave the creativity in there, because you have to for a unique situation.

No, I love it. And, you know, so you take this very simple rule. Put the. The wet stuff on the reds, gives rise to very complex and intel because then you guys are like, okay, this is how we're gonna do this intelligently and save lives.

Where is the red stuff? We don't even know. We can't find it. Where's that red stuff? You know, sometimes it's tucked away it's hidden. You don't know where the red stuff is, and you gotta find it. That's difficult. So. Yeah, but once you get there, put the water on it.

Yeah, yeah, absolutely. Bill Dickens is on. What's up, Bill Dickens? How's flight school going, man? He's. He just had his first flight school. Renee Rogers. She says, beautifully stated. Why, Mark. Thank you, Renee. And she's like, happy birthday, Mike. Renee Rogers, it's always nice to see you on these Facebook lives. Oh, no. Guess you just jumped on. I feel like I gotta adjust my hair.

Oh, no. Oh, Tate. It's because Tate always has the best. Oh, Eric.

Lance Ellis. He's so critical these days.

Oh, I see. I see.

What's up, Dr. Lance? How are you, brother? I did cut my hair a few weeks ago. Had the kids do it, helped me out, so. Oh, hey there. From Minnesota. Is that Team Hokanson? I don't know. It says Facebook user, man.

Hey, Mark, did you hear, I'm not sure if you got a chance that he'd catch the nightcap the other night. Did you hear about Lawrence Berry's sale? $3,000 cash sale.

No. Congratulations, Lawrence.

Yes, congratulations, Lawrence Berry. That was awesome. We had a lot of people selling, and I went through. But I said for. For just. Because I know how much work he put into it, and I. And I know that what he's done, that. That was the deal tonight, so. It was awesome. That was awesome.

Remember. Remember that one deal? Someone's like, it. It was like two sales, and they were like 1600amonth. Passive. It was 800amonth. No.

Yes.

It was really solid. It's like a night. It was a $96,000 total.

That's right. I forgot.

What did they pay for it, though? I forgot what the profit was.

I don't remember. Yeah, because we reviewed, there was so many wins that night. People just kept putting in there, you know? It was just awesome.

Yeah, that one that stuck out to me, that was great.

This business will view it. It's addictive. I mean, once you do one deal, it's like, whoa. Everything opens up from there. Right. The possibilities just become like, whoa. You know, that one deal, I don't care how big or small it is. That's that pivot point.

Yeah. So, Dr. Lance, thank you for saying my hair looks good. I will tell you, for me and my fragile ego, flattery will get you everywhere. There you go. There you have it. What questions can we answer for you guys? We've got, like, 15 minutes left for a Little Q A. But I really thought the. The hawk principle of, you know, very rules and regulations give rise to complex and intelligent behavior where rules, regulations give rise to unintelligent behavior. I think like, like, even from, like, my own kids, I, you know, like their chores, I would just say, hey, look, you know, you guys need to do these chores, but do them. You can do them on your own time. Like, I'm not going to be overbearing about it, but then, you know, sometimes I'll inject it with, like, a piece of gratitude. And I learned this from, like, my peloton trainers. Like, you don't have to do this. You get to do this. And they're like, what do you mean? I'm like, no, no, you don't understand. When you help around the house, you get to do this because you have a freaking house. I'm like, do you guys know how many homeless children there are in the United States, the wealthiest country in the world? The. There's two and a half million homeless children. They don't get to take the trash out. They don't get to empty a dishwasher. You get to do it. And they're like, oh, wow. And it's like, totally changes their attitude about, like, yeah, I get to do that. So, you know, we don't have to do mailing and marketing. We get to do this business.

Right.

I mean, how lucky are we?

Mark, what was last. I thought it was somewhat similar. Was it similar to this? Did you talk about another one last week?

Gall's Law? Yeah.

That was somewhat crossover to this one.

Yeah, yeah. Gaul's Law is very similar. Let me just read that one to you. It's a complex system that works. Is invariably found, have evolved from that worked. A complex system design from scratch works. It cannot be patched up. To make it work, you have to start over with a working, simple system. We talked about that last week. How, you know, when I first started.

Yeah. So this is very similar.

Yeah, very similar. Here's a question. You mentioned clearly, how many VAs, once you're up and running and outsourcing your land business?

Mike kind of cut out there and was saying that how many VAs do you have in the.

Yeah, yeah. Is my mic.

Ah, I know it might be just on my end. I. I don't know. Am I cutting out to you? I think coming through.

You're good on my end.

You know, it's interesting because some of the VAs that I have now have VAs. You know, somewhat talking about earlier, you know, you Train somebody else. You know, you start to empower them to have almost like a maybe on the due diligence or on a different part of the business. So you know, ultimately I think the model he think of as bookends, your intake manager and your sales manager. You know, the left and the right side of the business. To me, those I like the bookends of our business, they are like each other. Right. One's sending out while all potential letters are going out and someone's going to sell us a property and they're weeding through it. And over here, lots of marketing going out and someone's going to buy a property. They're like, they're like the brother and sister of the business. Right. They're working here. They just need to be supported. Right. To be able to do what they do by people. Do the due diligence. You know, we'll do something and assist with the closing and on this side, you know, with the posting the ads and cultivating the leads and forth. So I don't know, I don't, I guess I don't have, I should have. I don't have an exact number to tell you, but I can tell you that those two do. Like the one on the right side, that's we always talk about was probably the last one. Right. That sales. Because you could have a lot of inventory. I have a property to sell. Yeah, that's nice. But I got 50. Okay. Yeah. Great. Here I see dollar signs.

Yeah, I, I completely agree. I would say that the person I questioned, the average client we have, their overhead for the business is a thousand a month.

Yeah.

Which is their VAs and software. That's. That's average. Some people are over that. Some people are under that know what's great about this business and what's great about a verbal based on volume. So there will be some weeks when you're busy for that week. You know, like a task like. Well, that's like a $5 task on, you know, FERC. So some of the tasks are very inexpensive. They don't need to be sort of this full time thing. It's like I just got to get this done. Here's what I need to do. But to Mike's point, the bookends of the intake manager and the sales manager are really ideally where you want to get to. Now from a marketing perspective, you want to have an ad writer because that's going to be pushing out those ads and at some point it doesn't make any sense for you to be doing it. You Just create the headlines and the cop have a human being copy and paste and you know make sure you're all the marks but even that you know again it's going to be the system or pro talented you know in the ad writing for you or even a copywriter. So hopefully that answers the question. It really depends on you and your time and where you are in your business and in your goals. But I would say that for our one on one coaching clients by 12 months really out of the business and the. And their VAs and software 90% automated.

I introduced the some of the guys the fire department yesterday to Fibermark because we're looking to get a the fiscal year's entering and we're ordering some equipment to build our gym quote in but as you probably know like these fitness and so we love Rogue and it's. You can't even. I mean everybody wants Rogue right now. They're sold out forever. Now it's like you get in line, it's like you're number 60 in line. It's like then you get hung up on. I said wait a minute. Go to Fiverr. What do you mean Fiverr? So I hide something for $5. They got held. They were like went from like 30 down to 1. Got disconnected. They had to do it three times. Finally in the night we talked. I'm like, yeah, they're just going to wait in line for us and then they're going to transfer us in. They're like no way. I'm like, yeah. Why? I go, you don't think that's worth $5? Well, $7. Because the processing. They're like, yeah. So I'm like all right, let's do it. It worked. Finally got the guy on the phone.

That's awesome.

What is this fiber?

I mean I really think that it's. It's. It's sort of this. This you get to a point where at what you're doing every this something I want to do is this is. Is this worth my time? No. Want to five bucks. I'll have someone else do it. You know, even when, even if like what's the best. Well I could go on and do some searching and spend five minutes doing. I'd rather you know think about how can I get a, you know, thousand acre deal. I want my mind being. I don't want to be thinking about Trip. Let's think about that and get me the best information. Well then I can just do it.

So right. Just because sometimes we say well I'll just do it. But Then you add up all those simple things throughout the day and then task orientated person and. And I've thought about this recently because that can happen. Like you could go through your day and at the end of the day and I was just like a ping pong ball doing this, this or you could say well one thing and really dive into it and then, you know, I mean believe it. When they need to get done, they pop up and you get them done. But when you do that deep work all the little tasks, man, you just. At the end of the day you can either end the day feeling like overwhelmed and like, like that pitch you remember the guy in the corner like because you would deep something, you know, and that really moves the business and that's a tough challenge.

No, I, I agree. I'm. I'm really excited for next week. So I leave Wednesday and you know, the full Colorado completely unplugged, full part. Now we'll bring my phone and kind of get, you know, some key people like hey look, if there's an emergency, here's where you can get a hold of me and I'll check that maybe once a day. But you know, there's no landly but just in case there's something that I have to be involved in. But for the most part I'm really going to be the family and you know, do all those fun act and it'll be 50s in the morning and at night. 70s and 80s happens is when I do this every year, it's amazing to see how much gets done without me. It's almost like July. We have a better month without me than with me.

Right?

It's stressful.

That's awesome.

Oh my. You know, really for like most of that month it's been radio silence with the team. Like no one needed me. And it's you though, Mark.

Let's not let me. We do miss you. It's not that nobody needs you. They do miss you.

Well, I appreciate next Friday coffee talk. I'm assuming Mike and Scott will be doing it or whomever they can get to have. I'll be in Colorado and I'm sure from time to time and do like a Facebook live and show people you know what I'm doing because my kids are teenagers. Like in the morning I'll pick to them. I might be a little bored and just do a little Facebook live but for the most part I'm be completely unplugged and read and bike and hike and tube springs and paddle board, fly fishing, flying kites up on the top of my, like, we're gonna do all these cool things.

I told you, Lars. What? That she's an extra one. She's gonna roll me around while I fish. So she's got the paddling and I'm just gonna be doing the fishing. I. That's gonna be. I'll do a coffee talk from, from the paddle board while that'll be cool. You know, you did touch. Want to slip by because really like the people that we all learn from, right? Tate Litchfield and Scott Todd. There's two things they both say, and one of them is there's no land emergency, which is Tate Litchfield. And then Scott Todd, money loves speed. And you can live in those two, right? It's like, I think it's like you look at those because sometimes people want to say, well, that's. How does that. You know, isn't that kind of. No, what Tate's saying is that sometimes there's problems and they can be resolved. Don't stress it, don't sweat it. All of these things can be worked out. But what Scott Todd saying is when there's a deal and everything's been like money, you know, love speed. Like, go get that deal right at that moment. Don't be afraid. Don't be like, you know, unable to take that step and buy that deal that, you know, it's. Think what you. When you said that. Because they both say these two things that we hear over again. They're both extremely powerful. There is no. Everything can be corrected. Take a deep breath. It's fine. We can fix it. And then Scott Todd's money loves speed. Right? But they do, they do work well together in the right Circumstance.

Yeah, I 100% agree. And you know, like when you, Laura, go on vacation, you're. You're really unplugged. I mean, do you even check your email or you just take your phone?

You know, I, I do because I sort of. Certain things sort of relax me. So I'll take a certain portion like maybe like a, an hour and just do the process. Because, yeah, I take every opportunity to just sort of. I can, I can zen out on certain things. So I do. It's. It's not an all day activity, but there is a certain time, like I said, I'm up early, earlier than her and if I have a coffee and you know, maybe check a process, it's just sort of a morning routine that feels good to me.

Yeah. Oh, by the way, Mike, speaking of reading, you're gonna love this. I'm almost Done with. It's. Yeah. You're really into the Wim Hof breathing and tapping into the autonomic nervous system which he. He's gonna talk about. But he talks about like how we've evolved and says food and like, you know, allergies and asthma and all these things. Like. But doesn't necessarily have to be positive. Sort of evolved with our breathing the past say 100 years compared to like indigenous people where they have, you know, wide mouths and noses and perfect teeth. Like it used to be like we had like if you have jacked up teeth, it's. You're not breathing correctly. It's really interesting.

Oh wow.

An orthodontic experience. And since I've been nose breathing consciously nose breathing in five and a half out so about, you know, my resting and every mammal that has a SL. My resting heart rate is now at 48 beats per minute just with conscious nasal breathing.

So two things. One, Wim Hof is a movie coming out. I just saw the announcement today on his. On his. That they're going to be making a movie about. Is going to be phenomenal. Guy has got. Because if you ever heard. It's very interesting as to what he did.

Right. His wife. I think.

Yeah.

His wife died. Yeah.

Yeah. That's very sad. And what he did and how he's inspiring certain people and so. Yeah, absolutely. And then sometime when we're together to show you. I have for the last 25 years, I have a exercises I do meant to sort of pay the declutter and de stress you. And this. It's based upon this Japanese principle. Ever heard of Tenchi Jin? Heaven Earth man. So you start out kind of kneeling, then you work your way up in between and then this photo shade sometime.

Yeah, you definitely do. So we're not getting together anytime soon, but we are still having boot camp in August. We will be opening up registration very soon.

If I can have you officially know. What is that? Is this the first everybody's officially hearing of it? Because I know you haven't really said too much. I don't think. Is this. Is this. How's this already out there?

I don't know. I think I've talked about it. I don't. It's definitely going to go through the email and the.

I think this might be the first time you really kind of put. That's exciting. Someone today was wondering about that and I said, well, let me find out. So I just found out. This is awesome.

Yeah. So we're definitely having boot camp. It's Definitely going to go August 7th through 9th. It's going to be intense. Just like lit. But it is going to be a virtual on zoom. We will have breaks as we normally have breaks. We will have as we normally do. We weeks as we normally do, may as we normally do. And we'll go through the intense training sessions. It's, you know that first, you know, like, usually from 8 to 9 is live. So on Friday, our register be. Let's play with the technology and get everybody used to the technology. Like, here's how you mute yourself. You raise your hand. I'll probably have somebody helping me to just monitor any comments or questions so that I can just the training. And then somebody else could just jump in and be like, here are the questions that haven't been answered. So I'm really excited about it. And it's going to be the same amazing boot camps as we always have. And we'll see each other and we'll. We'll learn from each other. We'll do the interactive session. We'll break out in a room. Exact same, just virtual. So don't even have to wash your hands or wear a mask.

That's gonna be awesome. All right, August 7th through the 9th. That's it.

August 7th.

Get it right here. My new fluid stance whiteboard.

Yeah. So here's the Wade. The coffee talk. Have a great weekend, everybody. Hope. Thanks a lot. I want to thank everybody on Coffee Talk. I'll see everybody. See Albon around. But I won't be doing anything during the month of July for the most part. So sweet Mike. And be having a week will be drinking something good again.

If we're gonna do it, there'll probably be scotch in the coffee. It's like Bailey's Nice coffee Modified Coffee talk.

Exactly. Hopefully everyone's in jocks. And if you're. 1, 2, 3.

Freedom, freedom.

And of course, wash your hands. Thanks, everybody. Everybody have a great July beer. Keep working on your mailing and marketing. I'll pop in if I'm gonna get probably in the mornings. Yeah, see everybody when I. Thanks, everybody.

Bye. Thank you.

All right, brother.