Land Investing for Complete Beginners: From Zero Knowledge to First Deal in 90 Days

Fellas, welcome to Nightcap.

Welcome.

How's it going tonight? All right, all right. Land Geek Nation. Here we go. Tonight's topic. Are you feeling overwhelmed about which real estate model to go with in 2025? There's a lot of them flipping Airbnbs, multi family, single family, commercial storage units, mobile home parks, rv, RV parks. So you're not alone if you're feeling a little bit overwhelmed. But what if we told you you could close your first land deal in 90 days without knowing a thing about real estate starting out? So tonight we're breaking down the simple no fluff Mike Zano no fluff road map that takes total beginners from zero knowledge to their first profitable land deal. No fancy strategies, no experience required. A clear path, a little bit of mindset. And you need a little bit of guts, right? And Mark's on vacation. Mark the land geeks on vacation. So things might go a little off the rails tonight.

We might have a little more alcohol than usual.

Cheers.

I'll have an extra non alcoholic beer.

It'll be great.

Slow it down.

So. So I'm Scott Bossman, known as Dude Buddy, the nightcap. Oh, gee, that's. Oh, I never called myself that before, but it's nice. And I'm joined tonight by John Burnett. Handsome Rob, I call him Eight is Enough Burnett. He's got so many kids. John, how's it going tonight?

Yeah, it's going good. It's sunny in northern Idaho. We went to the pool yesterday with my 35 kids. It was awesome. I went down the, the water slide with every single one of them. So.

That'S all good. Love to hear that. It's always a good. It's always good to have a, a water slide day. You can't beat that, right? And then we also have Mike Zano, breathing, mailing, breathe out. The marketing, the Zen master. How's it going tonight, buddy?

Going good, Scott. I. I prefer to be known as Deal Friend. We're gonna go with Deal Friend from now on. I just think it fits me better after that disheartening episode we had a few weeks ago. But anyway.

Yeah, we got Deal Friend and then John Burnett, the real friend. Yep, you know it. And I'm the real deal friend, so. Take that, Mike.

Trying to have the best of both worlds there, I see.

All right, well, people are rolling in here and we'd love to hear from you folks tonight, especially if you're maybe new to the land investing space. Jeff Storley's not, though. He's watching. What's up Buddy, Cheers to you.

Jeff has got an amazing Instagram thread. Have you seen it? He is so consistent. Advertising his land. Yeah, yeah, he crushes it.

Well, Jeff, throw in the chat there. How Instagram is going for you in the land business. Mason Boswell's here. Nice to see you. Anybody else chime in and say hello, introduce yourselves and. Well, I guess we should probably get. Get to the topic at hand. Right? All right, so let's see. I'm gonna pick on Mike first. Mike, there's lots of stuff out there to do right now. Yeah, people are always thinking real estate's maybe the golden ticket. Maybe other things are the golden ticket. The stock market, bitcoin, whatever. But what makes land maybe simpler and a little more accessible than some of those other things?

I think the first thing that comes to mind is I think of all these other potential opportunities and the initial capital I'd have to have. So if you really want to give this a whirl, you could buy your first property like I did the first year I bought property for five, six hundred dollars a piece. So contrast that to buying your first single family or short term rental, you know, or things like that. How much multifamily, how much initial capital you're going to need? Well, you can try this business out for $500, a thousand dollars, and get proof of concept there.

Nice. Yeah, I love it. Low barrier of entry, right? That's what we talk about a lot about when it comes to capital with land. So what about you, John Burnett? What are your thoughts on that?

Yeah, I think on the capital side, I think the other thing is just like, I think the strength of the model really lies in the fact that it's a repeatable process, it's a repeatable product. Right. So you're doing the same thing over and over again. And then there's a lack, like a reduced set of variables. Right. So all with our properties and the types of properties that we're acquiring, there's a lot of consistency between each property, which, which makes every aspect of the business a lot simpler. So when it comes to finding good opportunities, whether it's wholesaling homes or finding solid, you know, entitlement opportunities and stuff like that, like it's. There's lots of opportunity there, but it's really hard to, to identify it. And it takes a lot of your time. Right. And so what I like about this business and one of the things that really appealed to me, one thing is, you know, one of the big things was the fact that we could do it Remotely. Right. But the other piece is that it's simple, right? Like you can do it and, and actually scale it. So.

So the data. Data is little. Sorry, the data is a little easier to, to acquire, right? Yeah, yeah, all right. Yeah, I would agree with that. I think that there are some areas that we work in where, you know, it's just, it's easy to find the data, it's easy to find the pricing. The market's massive, so it's just a matter of taking action, really. So. So, Mike, what are some other reasons land investing might speak to people as opposed to some other real estate models?

You're. You're on mute, Mike.

Sorry about that. I say the cash flow in proportion to the investment, right? So here's reality. You know, a multi family or some sort of rental Property, typically maybe 1 to $400 a month cat, positive cash flow after vacancy rates, expenses, and so on and so forth. And how much are you paying for that? Right. Anywhere in this country, it's a significant amount of money. If I bought a $5,000 property, I could have $500 a month recurring income coming in. So I think the, the size of the purchase price of the, you know, the acquisition cost for that asset compared to the cash flow, I think is just crazy.

All right, awesome. I love it. We're buying these properties at a deep discount, right? We're. We're buying these. We make our money on the buy and turn around and make these assets perform and make them cash flow or make a. Make a crazy return on. On cash deal. We're missing a big one, though. What? John Burnett, you know where I'm going with this? Like, comparing to other real estate models. Why land?

Yeah, I mean, I think. Why, why I like land over other models, I think it would come down.

To.

I think that there's a safety net built into what we do, so there's an effective exit plan, right? So if we're buying at a steep enough discount, right. Then you've got a lot of margin and so. And it's something that you can do with your own capital, right. Where you can effectively acquire property and build out cash flow at a very low cost. And then, I mean, yeah, I mean, for me, a lot of it just comes down to scalability, right? Like, I like, I've done some big real estate deals. I like them, right? But it took a lot of me, right? There was a very high sophistication level both in like finding and pricing the deals, to negotiating with the owner, to doing due diligence. Like, everything was very complex. And so it's. It's great. I like it. But when it comes to, like, building that into something that functions without my time, right? It's a hard thing to do. And that's really what it comes down to and with the model is time freedom, right? Like, that's. That's the ultimate. I think the ultimate thing that. That each of us individually wanted, right? When we started this, it was freedom to do what we want when we wanted, right. To focus our time on. On what really matters.

So, yeah, we don't have to go to these properties. We. We can. We can buy and sell land on our computers. Right? Mike's taking notes. We can't see his notes because they're just.

Is that a picture of me, Mike?

No. We're gonna go right to the Kindle. Not the Kindle. The remarkable. For the. Here we go. Let me just remove.

Is that the three T's, Mike?

Oh, there it is.

They're gone. Is my blur gone?

Nah, not really.

It went away for a second.

It's a little blurry, but I think.

I know. I'm sorry, folks. Technical difficulty.

I'm sorry, folks.

Yeah, here it is. There we go.

There we go. So our first visual aid of the evening.

Yes. So we have no tenants.

Ah, love it.

No termites. And for all those artists out there, new toilets.

Dude, that's a good toilet.

Yeah, that is a good toilet.

I don't know about the termite, though. Termite has seven legs. You know, it's a tail. Oh, it's a tail. Okay. All right.

He's eating a piece of bread.

That's it. It's the. No TE's, right. There's no headaches in land investing. There's no emergencies in land investing. That's why we're here. That's why we're still doing this. That's why I still have my hair even though it's gray. It's not gray because of land investing. It's gray because of children, John. You wait.

Yeah, no, I'm. I'm just diet. That's fine.

Oh, there you go. Yeah, yeah, yeah. So. So that's the other thing, right? If. If you're new to. If you're. If you're just hearing about land investing for the first time, we aren't dealing with all that stuff. We're dealing with people calling us up and, you know, with. With 2am problems. We're not dealing with court dates. Dealing with thousand dollar problems. Right. Every once in a while. Zano, how often do you have a land deal? That's kind of a headache. Come on, man. Less than 1% of the time. Thank you for.

It's not very often because these people are not residing on the property. You know, they're not going to build on it. We. We hold the deed until they pay us in full. So they're not going to be able to get permits. Plus, no bank is to give them a loan to build on something they don't own the underlying asset, so just removes a lot of the. A lot of the risk.

Yeah, and there's. There's three Rs as well. You got the three Ts. You got the three Rs. No renters, same as tenants. No rehab, no rodents. Right.

I think you just stole my teas. There is what you did and gave it an hour.

No, I'm. I'm giving Jim. I'm giving Jim locked in credit on that one, man.

Oh, I like crs.

You like the teas, he likes the R's.

All right, Jim.

You're right. Personal preference.

We should just. Let's make our way all the way through the Alphabet. This is going to be great.

I mean, that could be. Could be a fun episode. Especially after Mike's full bottle of wine. Could be fun. So anyway, Mark, I hope you're watching. Actually, I think Mark's at a Broadway show, so.

Really?

He should be watching that.

Probably shouldn't be watching.

Yeah.

For the glare here. Geez, I gotta get the light. You know, Scott, you got the ultimate studio lighting going there. John, you're looking pretty good there. But I got like, this glare no matter where I look at my office.

Yeah, I mean, we're a little bit fancier than we used to be on Nightcap, so we need to. We need a little upgrade here, man.

I'm gonna get some lighting.

Yeah, okay. All right, well, let's talk about what else. So let's say you find this. Let's say after listening to this. This one podcast, you're like, land is for me because I don't need a lot of money. I don't need a lot of time. There's no headaches, Mike Zano. And you don't need to know much. None. Like, I didn't have any real estate background, Mike. You did maybe a little bit. Right, John?

No, actually, you didn't. Nothing. Nothing.

Okay, John, any background?

I worked in a real estate brokerage for like, six months before I started this, but I had not done any real estate investment and never bought a piece of real estate, so. My first piece of real estate I bought for 500 and it was five acres. So no $600.

So, okay, so, so, so this is day zero. We just heard about it. Let's create the, let's create the 90 day action plan here to doing our first deal. So Mike Zano, first step, what are you going to do?

Where are you going to do this? Like over 3,000 counties. Where are you going to go?

Tell me more. How you going to figure that out?

Well, probably going to not look in Massachusetts, where I live, it's just not really. We look for areas that, you know, a few within striking distance of a major city, maybe an hour and a half, two hours out. So that's one, two. You're going to have a lot of opportunity. So we want. These subdivisions would have hundreds and thousands of properties, low annual taxes and we want some use.

Okay, anything else, John? I'll go to you. What else, what else are we looking for?

Yeah, I mean I would say the other thing I'd be looking for is like repeatability, right? Like, so when I look at an area, if I look like, let's say I found a rural subdivision and I do a lot in rural subdivisions. When people hear subdivision a lot of times they think of like you know, a tenth of an acre just right outside the city or something like that. But a rural subdivision could be large, large amounts of 5 acre plots that have just been split up, right. And so I look for repeatability. And so generally I, I invest a lot in rural subdivides, rural subdivisions where there's a lot of repeatability from property to property and there's a lot of properties, right? Because you want an area that you can build a business around where you can continuously market, right? You find an area and there's 25 properties there, right? You send your mailers and then that's kind of it, right? You might do a deal there every, you know, few years maybe, right. But you need something that you can market to consistently and build a, build a business around. So you need repeatability, right? That's a reduce that gives you a reduced set of very variables so that you can start delegating and automating various parts of your processes. And then you want enough properties so that you can, so that you can hit that area consistently.

All right, day one, we're going to find an area. So there's hundreds of areas out there, guys, that are like John is describing there. There are these, they're subdivisions and they're very cookie cutter and they're Platted out. And they're, they're, they're all, there's like 5,001 acre parcels or 5,005 acre parcels and they're in many, many, many states. Some ways you can find these areas or go to land selling websites. Now, John, you're not talking desert squares, are you?

I mean, I sold on the desert squares.

Why are the desert squares getting so much hate lately? Have you guys seen this? Everybody's, everybody's downplaying the desert squares, which, let's talk to everybody about this because I think this is another thing. If land investing is very much a numbers deal, right? It's a numbers game. You, you want to go where other land investors are working because it shows you that people are working in that area. It's a fishing hole. So if I see John Burnett is selling land in the middle of the years in, in the middle of Arizona somewhere, and it's a nice platted out subdivision and maybe there's a little bit of activity here and there and you can get to the property. It's probably a good area to work in and, and a lot of people kind of poo poo the desert squares. But listen, if I know John and I know Mike, you agree, if you guys can find a property at 25, 30 cents on the dollar and it has decent access, there's not much we don't buy. As long as we can see some data that land is being bought and sold there. You agree, Mike Zano?

I would definitely agree. I think this model is as old as dirt, pun intended. It's been, it's probably the first real estate model that was been out there and it's here now and it's going to be here forever. So the opportunity is never going away. I think sometimes, Scott, people just lose focus easily and you know, that's the, you know, shiny object syndrome. They, you know, but they hit a roadblock and if you have that tenant towards shiny object syndrome, you might just bounce into something else. But you never go deep into whatever it is you're trying to do. So you get a roadblock here. You push through it. This is an incredible opportunity if you stick to it.

All right, awesome. Stick to it. I know what you were kind of prompting me to say there.

Stick to this.

Yes, I'll put it in the trap. Grab a word. It's our favorite word. You have to have it in order to do the land business. All right, cool. So we, we're going to choose an area, right? We also have to choose an area that's within our budget. So if you have $5,000 to start, you know you want to buy a couple properties. So you need to find an area where you can buy land for a few. Few hundred, A few thousand dollars if you have a little bit more money to start. Great. Mike was so funny.

I was just looking at Jeff stories comment. Mike, no one's judging you. Being in your garage.

You're very distracting tonight. You're very distracting. You're taking notes.

The comments here. I didn't realize we had access here.

I'm, I'm trying to stay on topic because I'm feeling a little pressure that Mark's not here. And we're supposed to talk about the 90 day action plan to getting a deal done.

We're doing it.

We're doing it.

Look at how much we've already uncovered.

All right, we're gonna find an area, right? And maybe. And you know what? You may not choose the area right the first time. That's okay. But Mike, if we find an area, other land investors are working there. What's the next step? What are we going to do?

We need data.

Okay, what do you mean by that?

We need to know who we're going to contact. Who are the people that own land in the area we want to buy? How do we contact them? And then what do we tell them when we contact them and how much money do we offer them? So now you have to, you have to get the data so you can reach out to the owners.

So there's a few types of data, right? Like we got to know what to offer. We got to know how to get. We got to know how to get the, the, the owner information, right?

100%. Like you need to understand that market. I've seen people try to create software in the past. God, that's going to do that market price for them. And wasn't impressed. I think this is something that you have to do yourself and you have to come to a deep understanding of it. But you need to find where you're going to invest, how to collect the data and then how to price that data. Right. And how to put the price. The offer numbers on that.

What do you. How are you going to price it, Mike?

I don't know. I'm just listening to. Are you doing braille? Are you doing like.

It'S me. I'm playing with my pencil. I didn't realize I was coming through.

SOS over here from John. Do we need to call in?

I don't like these assigned topics.

I answer the question before I got distracted by the most code I don't even know.

All right, how are you gonna price the. How are you gonna price it, Mike? How you gonna know what to price? You said, here's a beautif.

First of all, one price equals all prices. We're looking at a very unique subdivision, you know, where all the properties have similar size, use, shape, all of that. Right. So once you come up with the price, you're golden. It's not like mailing a large geographic area, trying to figure out and identify what people do. In that instance, they send out neutral letters, which, you know, really what happens is just so people know a neutral letter, hey, I'm interested in your land. Won't you call me? We'll talk about it. A blind offer is, hey, I want to give you $500 for your land. If you want it, reach out to me. So when you do the neutrality, which you have to do when we're not following our model, you just increase your intake. You increase the number of people who are looking for a free deal valuation. You know, oh, yeah, Scott, how much is my property worth? I'd love to know. And so, you know, is that helping? Dial in?

It is. Yes. We got it. We have to try to determine the market value. Right. In order to send mailers out.

And then, yeah, we're gonna throw a real offer number. Right.

So we.

That means how would you collect that for a thousand mailers? Unless you could price them all very quickly, and they're the same price, same area, same location, and you just have to compare it to the market value. You have to do your market analysis. You have to. I always say, you're investigative reporter, this land that's being bought and sold out there, like, how do you find it? How do you sell it yourself? Right. So you need to. You need to really dig into that data.

Yeah, I think what everybody. I think what people should know is that we acquire most of our properties through direct mailing, but for beginners, there are actually multiple ways. Right. Let's talk about direct mailing a little bit first, because what you do is you do want to get these pro. You want to get a list of property owners, and you want to try to mail a small subset of property owners a true dollar offer amount on their land. But Daniel actually has a really good question because he's new to this. I think he's new to this, and he actually has a great question. How do you deal with counties that provide massive amounts of records? So, for instance, he had a county get this like he had a county provide a set of 7.6 million rows of data and he couldn't even open it. This sounds like 2015 to me.

Yeah, we have to Frankenstein a list like we call the county. Finally, after talking to, typically it was four people. The rule of three or four people, right? Finally you found that one person who's sitting there with all the data. And then they send you a list. You open it up and it looks like it's in a foreign language. You're like, what am I looking at? Like. Or it might be 7.6 million rows. And it's like. So we had to do what we call Frankenstein a list. A lot of times we take that information, try to decipher it, and then maybe collect information from other parts of the county website and put it together. But here's the thing. You can go right into LG Pass, use Zamplo. You don't need to go and call the county and try to figure out their, you know, their secret code for talking about land and become, you know, you know, an expert in that. You can just go into our software, use Xamplo, collect your data, get your data price, and then mail it.

Beautiful. Beautiful. It's no longer 2015. It doesn't take you three hours to get a list of 100 property owners and price and, and print and, and lick and stuff your envelopes. Right. In a matter of minutes, you can build your list with these services. So it's 20, 25. Folks use a service like Zamplo to get a list of a few hundred owners. We're gonna have the guys, we're gonna have the Zamplo guys on actually soon, or we're gonna talk to him. I don't know. I don't know. Coming soon. But we're gonna have a Zamplo guys on or we're gonna have them. We're gonna have a nightcap with the Zamplo guys and we're going to talk about how much easier it is to get land at it, land data now compared to what it was 10 years ago. And it's pretty exciting because what used to take us hours and hours now takes us minutes. So who was that? Daniel? Look into services that provide you with the ability to get a list of owners. And in all honesty, it's just easier to. It's easier to go through them than it is through the county, and you'll be able to find a list of those property owners within that particular subdivision that you're looking at.

Throw away the flip phone. Throw it away.

Throw it away. All right, well, okay, so we're like day four or five here, right? We've done some calendar research. We priced an area we're maybe thinking about mailing and how we're going to do that. But there are some other ways to buy property. So other quicker ways, like if you're on day zero and you spend a few days kind of immersing yourself in this and learning a little bit about land investing, you could buy a property really quick. So John Burnett tell us that someone might buy a property really quick without going through a manual.

So you can buy a property really quick by purchasing either through wholesale or through what we call land arbitrage. So wholesale, effectively, is when one land investor sells to another land investor at $0.50 on the dollar, right? So you take the retail price and generally whatever the cash price is, you cut that in half, and that's what the wholesale price would be. So you can pick up a property. It's going to be more than you would pay if you were to just mail yourself and acquire the property yourself. But you get it immediately, right? And you can add that to your inventory and start marketing right away. So the other option is land, what we call land arbitrage. Land arbitrage is kind of the same thing. So you're buying from another investor, right? And they are selling that to you at a wholesale price, but with owner financing. So with land arbitrage, generally the rule of thumb is that they're selling it to you at half of what you would sell it on terms, right? So if you were to sell it with owner financing, so what that means with land arbitrage, I've done this dozens of times in my own business business. And basically with land arbitrage, you, you know, you can pick up a property for, you know, sometimes $50 a month, you know, $100 a month. $150 a month. And then you turn that around and you sell it for twice that amount on a monthly basis, right? Now, if you hold that property for a month, right, and you net everything out, the returns are stupid, right? Like, they're very, very high. And so it's a great way, you know, just in terms of exploring the model. Like, the great thing about land arbitrage is that everything is attached to that property, right? You buy that property at a hundred dollars a month, and then a month in, you say, you know what? No, I don't think so. You just give it back to the investor, right? And that's it. But I've used That to explore new markets and see if it, see how it works for me or if I was in a position kind of early on in my business where I need to acquire property but didn't have the funds immediately available then I would start buying some land arbitrage propert properties and then I would, I would use that to beef up my inventory. So I had stuff to sell. But it's a great way you can pick up property. I mean I've woken up one morning and said I need property and then had it by the end of the day sometimes with photography and everything I needed to market that property. Right. And so you can, you can acquire very quickly.

Love it. Anything to add Mike Zeno on buying, buying wholesale or Land Arb well that.

Was a pretty good mic drop right there.

It was good. It brings to mind actually I had a call with Kelly Sink yesterday and Kelly about a month ago, she's got about $5,000 to start and she ended up getting our dirt rich starter kit which is a nice little DIY kind of information program for doing land. But you know, after talking to her on the phone, you know I just said hey, you know, maybe consider buying a few properties. Land Arb So fast forward 30 days. So she's right on the 90 day track here. Like we should have had her on. Honestly 30 days in Mike and John, she's purchased five Landard properties and she's already sold one. So she's already had a sale. Now here's the thing, she's controlling five properties for around 500amonth. So it's, it's pretty hard to buy five properties or control five properties for $500. Right. Unless you're doing something like landarp. So now if she can just sell all the other ones real quick, her return is going to be really great on those properties. And the cool thing is she's like yes Scott, it's really great because she bought these properties from another land investor and like you said John, they had all the marketing material ready to go. So all she had to do then was market the property which is really almost our next step here. I mean we got to buy it, right? I don't know if we can get into the, to all the steps of buying the land but we do close, we do self close. We don't go through title and that's quick. So you might have to tap into the community to figure out how to do that. But we self close on these properties if we get them through mail or if we buy them wholesale or if we do the land arb deals, we self close, so those deals can happen real quick. So if you're. If you're getting. If you're looking to do this quick, there might be a little trial by fire with all this stuff, but tap into the community. They'll help you learn how to do it. Mike, you're really distracting me with all of your note taking over there. It's like either that or I. I can't tell if you're like disinterested or like.

No, I was just thinking about it. Look at land up. You do.

Here we go.

500Amonth is basically what she's going to create. Positive cash flow. And if she did 10 times, that's 5,000amonth. She does that 10 times, that's 50,000amonth. You can create a lot of money with land arbitrage.

I'm thinking right now of your favorite saying and that there's, There's. There's three types of mathematicians. Those that can add and those that can't.

Yeah. So this was just a little off, but you get the idea. It's exponential. I will give you that. That is my favorite math joke for. But I think you should probably sneak in a segment or two tonight. You know, Mark's not here. We can go a little bit old school.

Yeah, yeah. I mean, we could do a segment or two. I'd have to find my cards. I don't know if. I don't know if I know where my cards are. I'll have to check. All right, we'll think about a segment or two.

Plus, I just recently can't tell. Recharged my remarkable. And it's just pretty awesome. I feel like just taking notes.

Do you have a. Do you have an affiliate link you'd like to throw up on the screen?

Let me Etch a Sketch.

I remember. Oh, yeah, the adult version where you.

Took your notes before.

Shake it.

Do you shake the remarkable and they go away?

No, that's what happened to his last remarkable.

Yeah, right. Exactly. All right, let's see. Mason Boswell has a good question. So again, somebody who's just new to this Mike, time for you to engage. Here. Lift your head up.

Look forward.

Quit taking notes.

Look at this. How do you find the email phone of the landowners? Is that the question?

Yeah, it's a question. Help Mason out here.

I don't. They give it to me.

Okay. Okay.

Email them to their actual physical address. They'll reach back out with their preferred mode of contact. And many times it is email and Phone. So we're not skip tracing out of the gate. Meaning we're not. I think we might have covered this last week. We're not trying to find all their phone number and email and social media. Listen, mailing them to their physical address and they will reach out. And most of the time we will end up with both of those. The phone number and the email.

Does direct mail still work, though, Mike?

In these days, 20, 25, direct mail still works. I know there's all these people that are going to create this, that, and the other thing, but sometimes it's just the basics that work, Scott. Simply just applying yourself to the basics, consistently, consistently with the basics, and you get it done. You don't have to go fancy. You don't have to be sending text messages to them. You just need to get in contact with them. Simple mail works.

Simple mail. Simple mail. You know what? I've gotten letters in the mail from. From people. Handwritten, like. Like legal paper. Handwritten. Not even on the line. Like, written diagonally on the legal paper. I'm offering you $2,000 for your property. Call me. It could be that simple if you want.

Yeah. No, it could be.

Yeah.

Was it handwritten for me?

Printed companies?

No, it was handwritten and it was recent. Like, that's a guy going after it. I love it. Yeah, for sure. So, all right. Okay. So. So let's just say we bought a property. We're on day. Like, we could buy a property in a week. In one week. Kelly Sink has bought five properties in. In 30 days. Like, we don't even need 90 days to complete a deal. Mike, you're all nervous about. Are you sure we can do this in 90 days? Yes, we can do it 90 days.

Yes.

I keep picking on you tonight, don't I?

No, but, you know, years ago, maybe not 90 days, but we've just. The business has evolved and these new opportunities have arisen and yeah, you can get going so quick. I mean, the first thing I said was low barrier, you know, cost of entry into this business, 500. But now you're talking $50. Are you kidding me? People spend that on coffee each month. They can start a business with $50 a month.

Yeah, it's true. Crazy stuff with land. Can't do that without those other models we talked about.

Oh, and look, if you buy it for 50, land arbitrage, sell it for a hundred. Now you have free coffee every month because there's your 50 bucks.

There you go, your problem.

If you got nothing else, you have free coffee.

I think I drink more coffee than you, Mike.

John, you got to be like, on the coffee club at that place, though.

Oh, yeah, I do. Yeah. They gave me the key code. It's great.

Let me ask you, John. So I recently started going back to the coffee shop. I get a decaf latte with oat milk. But, you know, Laura's telling me that if I don't say anything, the default is iced. I think the default should be hot. What's your experience?

I mean, I agree. If I. If I say I want an Americano and that Americano comes out iced, then.

Yeah, this is the summer. I've done this twice to me already at different locations, like a decaf.

Oat milk.

And then here comes this iced drink and I'm like, is it me?

Maybe. It depends on where you are. Like, I mean, if I'm in, like, Scottsdale, Arizona, it's 120 degrees outside and I order an Americano, like, I understand. Like, if it's. If it's not ice, then I probably have a problem.

Right, right, right. Okay, interesting. But I am back in the. In the barista area, getting my drinks.

Decaf. Is that the name of the coffee shop?

The Barista. The Nutty Barista.

The Nutty Barista. I like it. Yeah. That's great.

I'll write that down.

Oh, man. John Cohen has commented. He just finished the book. John, nice to see you on air. Spoke with you recently. Just finished the book in the seven day course. So he's actively researching for counties. So seven days in, he's looking for counties. He can do this by 90 days. John, you can have a sale by 90 days. I challenge you to have a sale by 30 days. You can do it.

I'm gonna name that tune. I'll do it at 28. Yeah, from that show.

Just like that. I remember the show well, I probably watched the reruns, though, because. Yeah, I know.

I have no idea what we're talking about.

Name that tune. The. The old. The old talk show or the.

Do you know what a light bright is?

I do know what a light bright is. My kids have light brights.

Okay.

Pieces are literally all over our house. Yeah.

Oh, really? So they took a research that was like the seventies, Scott, wasn't it? Like.

Right, yeah, seventies for sure. Or even earlier maybe, but yeah. All right, cool. So, well, what else do we talk about here? So you know what? I think it just, you know, I think we've established you don't need a ton of capital to start. You just need to take action by Doing some of these things, engaging our community. Once you get the property, you have to, you know, market, market, market. And there are free ways to market. Right? You don't need a lot of money to market. You can market on Facebook, Marketplace, Craigslist. There are some land selling websites out there. If you want to invest a little money to invest to, to market your land on those land selling websites. But I mean, truth be told, you know, I, I'm. People telling us that we need to be talking about a 90 day time frame here. I think we can do it in 30.

By the end of the episode. It's going to be one week, Scott. It's gonna be like you got 30 minutes. Buy a property, sell it.

All right, so let's, let's talk mine. Let's talk mindset a little bit, just for a few minutes because you're going into something new and it's a little bit nerve wracking and you're spending your money to do this. So, so Mike, you're, you're the Zen master. Talk, talk to us about mindset number one.

Go tell all your friends and see what they think and that'll help you.

Oh, not at all. No.

Because listen, you go tell your friends, I'm gonna go invest in this land. Yeah. I'm never gonna visit it. I want to buy it. And they're gonna just like, you can't do that. So the reality is in the beginning, it's difficult. You want to share what you're doing with other people. But this is a very sort of, it's not that well known what we do. And so many people are going to look at it and go, that's impossible. You don't want that in your mind. Right. You want to surround yourself by people that are actually doing it. So, you know, if maybe you have a partner that's going to do it with you, or maybe you engage in our community, but just, just be careful who. Because that's real. That gets in your head. Right. And that could detract you from something that could be very productive.

I love it. John Burnett, any mindset tips for, for the folks watching?

Yeah, I think that, I think that what Mike said is really true. Like it's, it's. I told people about what I was doing early on and then once, once you get a little ways in, those are great conversations to have.

Right.

You know, and, and when you got a proven track record that you can share with them. Right. But I think the other thing is just, I think determination and what was it? It Was stick with itness.

I got it, but I got it right here. Yeah.

Trademark. Yeah, but I think it's. I mean, like, it's. It's important. Like, as we. As we jump into this, just stick to itiveness.

Wow.

I like that.

We're not sure if it's real.

Yeah. Try it in Scrabble. See what happens.

Yeah, it's a true word. But.

But I think that, like, generally when we jump into this, I mean, we're not dependent on it for our daily income, right? Like, it's not something like, you don't work on this on a given day, right? Nothing bad happens. Right? And so it's. It's just like anything good that you pursue aspirationally, you have to stick to it, right? Just like going to the gym, right? If you want to go. You go to the gym every day. You stop for two weeks. Like, it's hard to get back there, Right? So I think it's. It's really important as we. As we pursue this, that we resolve at the outset to continue with it. And I think that's the other thing is just, you got to have a big why, right? You got to have a reason that you're doing this that makes it worth sticking to it, right? If you don't have a solid reason to. To make this happen, it's going to be hard to be consistent. So you need to. You need to find that and then keep on, keep on keeping on.

Nice. Mike, you ready for this?

Keeping on, Keep on keeping on. Yeah, I'm ready. What do you got?

Hold on one sec.

Okay, I'm holding. Still holding.

All right, here we go.

Persistence, determination. Stick to. Stick to. Itiveness is an informal word that means persistence and determination. It regularly appears in three forms. The unhyphenated form. Stick to itiveness. Wow. I'm not a Scrabble guy. Is there hyphens in there?

There's no hyphens. Yeah.

No, but. Yeah, there. There is. Sorry, I didn't put it all in there. There's a. There's a hyphenated form and an unhyphenated form, so. But this word came out in the 19th century, so it's been around. Wow.

It has been around. It definitely is that level.

Yeah. No, John, you're right. I mean, you're talking about the why, right? We all have to have a reason to do this to keep us going. Not all of us. Some of us like to do it because it's something new. We need something to do. We're bored. Maybe. Maybe we're financially fine. Maybe, you know, we have a few extra hours a day where we need to keep our mind busy. I'd say that's. That's. That's the. That's the minority of us, right? Most of us get into this because we need some side income or we're in some type of pain, right? We're in the rat race. We're in debt. We need to. We have six kids that we need to send to private school someday. And how are we going to pay for that, right? Or even four kids that have to go to college. How are you going to pay for that? So. So, yeah, this. You know, I think if you have a sport or you just want more time with your loved ones, right? You want to be able to quit your job to spend more time with your lovely wives, which I know both of you guys, your relationships and my relationship with my wife is a lot stronger because we're able to spend more time with them because we're not working a W2 job. Well, Mike is, but.

That'S another story.

It's another story.

Why now, Scott, you know, you said start with the why. I'm gonna start. I think we need to start with the. The Z.

We are working through the Alphabet.

We're gonna start. You said start with the Y. You know, why start with the Zen? Like internally recom.

What do you need to be peaceful?

What is it you're searching for? What's your inner clarity? What's your inner purpose? Right? So start with the Z. Start with the Zen.

Wow, that is a. That is awesome, man. Let's see. Start with the Z dot com. I'm gonna buy that right now. Oh.

Huh.

You could be my partner.

Yeah. No, that's awesome. Good for you. Is John. Are you frozen or you just perpetually smiling?

He's just in shock of what I said.

Look at him, how handsome he is.

Look how that smiley face.

Here I am.

You were. You were just frozen in the most amazing.

Did you hear start with the Z, Scott? I mean, John, did you miss that?

I did hear start with a Z. And then.

I was. Your inner clarity, your purpose for doing this, that comes before you. You know, that's. So forget. Start with the Y. Start with the Z.

Listen to Mike Zano. Listen to this guy. That. That's the mic drop right there. That's the mic drop of all mic drops. I mean, that's probably like the best mic drop in the recent quarter.

I'm gonna buy that website because I know you didn't do it yet.

No, I didn't do it. All right. Any comments? Oh, go ahead, John.

Oh, I just went to the Mark Podolsky clone and had it put together an ABC book for land investing, so. Oh, yeah, there's some good ones here. R is for roi. T is for term sales. U is for upside. V for virtual assistants. Of course. Z is for Zen. I got it.

There you go.

Yeah.

What's X.

Is for? X marks the spot.

Oh, I love it. I love it, I love it. A couple questions. Angie Hoopingarner. Nice. Nice to see you here. Can you replay this? Yes, you can. We live in the rerun after the show. Just go to YouTube.com thelandgeek and click on live videos and you can re watch or you can also re watch in the Facebook group. I think. A couple more questions here. This from Mason again. There's a ton of factors in this business. How can we simplify it all? That's, that's totally true, Mason. So the business altogether, the business itself is not altogether that complicated, but there are a ton of moving parts in the business, right? And we're talking elementary stuff tonight. We're talking the basics. But when you grow this into a business, there's even more moving parts. Because what you want to do is you want to create a machine and there's lots of parts to that machine that you want to be that, that you want to perfect, right? Because this is like the four hour work week business, right? Like you can get to the point where you're doing this four or five hours a week, making more than your W2 to free your time. So how do you, how can you simplify it? I think there's just a lot of learning that needs to be done. What I love about Land Geek is we've got podcasts going back 10 years. So learn for an hour a day. Spend time in the Facebook group or in our free online community on mighty networks. Tap into people who've done it before. Mike, what do we got? Ride the bike. And, and don't, don't get off.

No, I think the first thing to do to really start simplify it is to understand why it works. Because, you know, you can understand all of the certain moving, all the moving parts, right? But why does it exist? So look it, think of a bike in my. Yes, Jeff Stoley. It is a garage office on the other side. There's bikes there. Some of them maybe it was a 300 bike, but if some. I don't use it anymore. John. Right. And I Don't have any emotional attachment to it. If someone came down and said, I'll give you a 50 bucks, 75 bucks, 100 bucks, I probably give them the bike, right? Like anything else on Facebook. So there are people, if you can understand that that land is no different than this bike. It's just something that people own, they don't use anymore. They're detached emotionally from it, and you can buy it at a discount because they've written it off a while ago. If you can understand that, think of this like that, then that is the most simplifying thing you can do in the beginning. Because if you don't believe in the model, you're going to have a hard time really executing, right? But this works just like anything else. There's an asset out there that people have. They just don't want it anymore. We can buy it and we can resell it at an easy on easy payment plan where we can make money.

Man, I love it. I love it. You got to bring the remarkable more often, man.

I'm loving my remarkable.

I, I do have to say. When, when we're talking, your remarkable is getting all of the attention, which I don't think is really fair to us.

So he's just drawing pictures of bikes.

Give me one second. Let me talk to reminder right back.

Oh, now you're talking. Good. All right, let's see what other questions we have here. White Roads, is AI like Chat GPT and Gemini commonly used in land buying selling processes, or is it mostly paid software that's used? John Burnett, Take it away, man. What do you think?

I mean, I'm a big fan of AI like ChatGPT, Chat GPT and I have long conversations on a daily basis. So I think it's a really helpful tool. Like, I mean, we, we use other tools too, right? Outside of, outside of AI and stuff like that. But I mean, the way I see it is that prior to AI, right? You know, I keep on saying it's a repeatable process, right? And with, because it's a repeatable process, you can delegate and automate, right? Now, when it comes to repeatable processes, whether you delegate or whether you automate, generally, if there's any level of variability in, in that process, you had to delegate, right? If the variables are completely consistent, then you can automate with AI. Now that line is a little bit blurred right there because you can automate through these tools that have some critical thought capability, right? And so you could do some stuff like if you want to gin up some ad copy, you Got to be a little bit careful about that. But you can get ad copy very quickly. I use it just for, like, talking through, even just strategic vision for my company. You know, I'll pull out my phone, I'll go on a walk, and I'll talk to chat GPT and say these. This is where I'm envisioning things going. And I'll just. I'll just kind of verbally process and then I'll say, can you bullet point that out and put it into a business proposal for me? Right. For my own business. Right. And so stuff like that, where you can start really channeling it for strategic vision and growth and then also just use it for basic processes in your business. So I'm a big fan.

John, what's your chat GPT friend's name? What's the. Who do you talk to? You gave it a name, right?

I did. So I've got a robot. Jocko is what I refer to it as. So it's. It acts just like Jocko Willink. And. And then I'll like. I'll be like, this is what I need to get done today. And it's like, all right, you have no excuses. You have to get everything done. One time I talked to it and I was like, can I. Can I have some motivation, please? And it was like, no, just do it.

That is awesome. Oh, man, that's great. Awesome. Great answer, by the way. It's a. It's a great tool that I wish we'd had it when we were starting. Right. It's definitely revolutionizing. Revolutionizing things in the land business. Billy Swinton, Did. Did you advise texting in addition to the mailer? Text before, email after. So I think we just. We advise just mail initially because mailing still works. There are some texting capabilities. It's more expensive. I don't think we have capabilities within our software yet, though. That may be coming down the road. And then there are some more things you need to be cognizant of with texting, as far as, like, when you text people and if you're doing spam campaigns and that type of thing, you got to be careful of. So direct mail is safe, right? It's safe and legal, and we don't have any problems with it. So we just recommend people start there and then down the road. Maybe you figure that out. See what else. How difficult, John from John Cohen. How difficult is the deed process to learn without making mistakes in the beginning? Is it simple to learn if I'm careful or do I need help in the beginning on the first couple. Mike, what do you think?

Yeah, you know, you can go out there in different sites and buy deeds and whatnot. But I think what's really helpful these days is get something like LG Pass, where they've already had everything vetted. Correct deed for the correct state is created. You don't have to do anything but input, put in the owner's names and the legal description, the apn. So it's actually not very difficult at all. I guess if I answer it that way you just get the correct software and it's done for you.

Right? Yeah. There are all sorts of services out there that can help you with deed creation as well. Right. So. So, yeah, it's actually not too difficult. I think the stuff leading up to the deed is. The more difficult stuff. Right. Is like doing your due diligence. We didn't even talk about due diligence. Oh, slap on the hand. Right. But you got to do your due diligence. You got to make sure that the, that, that it's a good property. Are there back taxes? Are there any liens, are there any breaks in the train of title, that type of thing. So again, some more moving parts in this business that you get to need that, that you need to get to know. But the nice thing is there's a lot of material out there to learn that. Ricky Tharp. Look at this, guys. Watching these live streams helped him send out his first letters. Got the drip mailing set up this past Friday. Cheers to you, Ricky.

Awesome. Cheers.

Send out the first mailer.

Awesome.

That is awesome. All right. And Mason, you're welcome. He's thanking us for doing this. Which specific paid platforms would you recommend for beginners? Mason, are you talking like for land selling or, or. Or other paid softwares? I guess for land selling. The nice thing is there are some land selling platforms that do have a lower tier subscription to them. So Land Search, Land Flip, Land, Moto, Land Sentry. I think you pay per lead. And then there's really expensive ones like land.com, but the freeze the best. Freeze the best. Right. And then he says that software is to assist with the process of land selling. I mean, we have two great softwares that assist with land selling, LG Pass, and one would be Geek Pay. I think those are really great. And they're not too expensive, which is nice. Or you can hoof it and create your own system. Mike, how you doing over there, buddy?

Doing great.

Yeah.

Hour flew by.

It did fly by. It was a fun hour. Yeah. I'm not gonna lie. I was a little nervous without Mark being here, but.

No, you nailed it.

You nailed it.

We didn't even do a segment.

We got. I have a segment. You ready?

We got a segment.

We got a segment. All right.

It's. It's the only one I could come up with that.

Short notice, and you're gonna start throwing cards every week.

I could, but I could bring a kid of the week. That could be my segment.

But we haven't. We haven't done this segment in a really long time, and it's one of our favorites. So tonight we are gonna do.

Oh, I know what it is. I already did it.

Segment.

Oh, I was gonna say. You feel me? I was gonna complete it.

You complete me. You mean you complete me.

Yeah.

Yeah. We gotta get the you complete me cards back out as well. All right. I'm gonna find my cards. They're around here somewhere. These are the best. So. So anyway, the Boston. So Mike. Mike and I started Nightcap a long time ago, back in, like, 2018. We did Nightcap for a long time. I think John Burnett was, like, our first guest or one of our first guests that we had on Full Circle. So. So. And Mark. Mark wasn't on initially. I think it was too late or something. No, I don't know. I'm just kidding. He. He. He wasn't on initially. So it was basically a bunch of hijinks here. And we had some segments, and one favorite segment we had was called the Boston Legacy segment. So the Boston Legacy segment is where Scott spells a word correctly and Mike pronounces the word horribly wrong in his Bostonian accent. So this is how we do this. What's that?

I say it the right way, right?

Yeah, exactly. Okay, so here's. Here's the word of the night. You ready?

Yeah.

Really easy one for you tonight, Mike. D. Yeah. Make sure you write it down in case. In case you can't process what I'm saying to you. D, O, C, T, O, R. Doctor. Doctor.

Who doesn't know what a doctor is.

Scott, Come on, Doctor.

Why don't we give it a hard one? Let's give him a hard one. Come on.

Oh, you want to give him a hard one? Well, I mean, what? I knew you were going to say Doctor.

Doctor. What do you call. I gotta hear it.

It's just the doctor, man. It's a doctor. It's like Dr. McGill. You know, if you want a shot at the end of the night and you go to the bar, you know, give me a shot. Of the doctor. Dr. McGill. Ketty, it's not giving a shot of the doctor. It's not. It's just too much. Too much going on.

Nice to see Jeff Stool. He's back in the comments here.

Oh, good.

My office. And now he's talking about the Patriots.

Oh, yeah, yeah.

Instagram channel. Was I. I pumped out your Instagram channel. How about some love?

Yeah, you got a little free advertising there, Storly, So that's nice. All right, well, story's gonna be in my neck of the woods here soon, so he and I are gonna have a cocktail. We'll send you a selfie.

Oh, that's nice. I find out about these things when they're over.

No, I said he's gonna be here soon. Like next week. Yeah, like you want to fly in.

Like it's been planned for a while is what you're saying.

No, I just got a text today.

All right, well, thanks.

I haven't answered him. I left him on read. I didn't mean to leave you on read, Jeff. I've been sleeping lots under the weather.

We should have a whole show on boxer ethics.

Oh, boxer etiquette. Yeah, yeah, there. There. There is definitely boxer etiquette. We haven't gotten into that with John yet.

Plays my boxer. And then an hour later, two hours, three hours, I'm like, you read it.

You listen to it, I see it, and I'm. And I'm called a what?

Ignora.

Ignora. Yeah, yeah. When there's the raala.

The raala? Yeah, because you get the paid version, you can just say, like, oh, say something. I'll just say sometimes nothing, just for a while, just so it gets them aggravated. Then I'll pull it back, like, with something important. What happened?

I don't know.

Recala, blah, blah, blah, blah, blah. Recall, it goes crazy over it.

Well, let's see. All right, we gotta go. But let's see what we're talking about next week here real quick.

So.

So the masses. The masses can tune in.

All right, masses.

Because we know there's lots of you out there. So let's see, next week, June 17th. All right, topic for next week. How to research profitable land counties from your couch. There you go. County research. Next weekend. Next week. Sorry.

Next week. Love it.

All right, guys, it's been a pleasure as always. We'll chat with you soon. And for those that came tonight, we appreciate it. For those that asked questions, it's always very fun when you engage, so. Even you, Jeff. All right, thanks, everybody. Have a good night. Bye. Bye.

Cheers.