Land Newbie Expectations Versus Reality

Hey, it's Mark Leposki, land geek. Your favorite niche real estate website, www.thelandgeek.com. and on this week's roundtable for 2020, our first roundtable of the year, we've got the usual suspects. We've got. I love it when you call me Big Papa Tate Litchfield. Tate, how are you?

I'm great. Happy to be back on the podcast.

Good to see you. Good to see you. I'm gonna see you in a few days. San Antonio boot camp, very exciting. We've got the Zen master, Mike Zaino. Breathe in the mailing, breathe out the marketing. How are you, Mike?

I'm feeling great. We haven't all been together like this in a while, and I'm feeling energized. And the fact that we're gonna be all in the same room in a couple of days, I'm feeling pretty jacked right now.

Fantastic. Hopefully she's not leading us to World War Three. We've got the terrorist hunter, Mimi Schmidt. How are you?

I'm doing great. New year, new plan, Ready to go.

All right. Love it. Love it. We've got the technician, Eric Peterson. Eric, how are you? I'm good.

Ringing in the new year with my favorite group of people.

Fantastic. Fantastic. We got the dude buddy, the nightcap OG Scott Bossman. Sober as can be on this fine afternoon. Scott, how are you?

Great, Mark. Happy New Year.

Happy New Year. Fantastic. And then last but not least, we got Scott Todd from Scott todd.netlandmoto.com Automating your Craigslist, your Facebook postings. Posting nomination.com TheLandGeek Learn anything about anything? Investor ninjas.com the professor, the brain, your flight school Sherpa. Scott Todd. How are you, Mark?

I'm great.

How are you?

I'm good. It's a long intro with all of us. Here. It is.

It's a lot of work, right?

It is.

You haven't worked this hard since 2019.

I really haven't. I really haven't. By the way, today's podcast is sponsored by none other than flight school. Take 16 weeks of your life and follow the recipe. Go up the mountain of land investing, and quickly, safely, efficiently, and start building your passive income. Make 2020 the year you get out of solo economic dependency, which means if you're not working, you're not making any money. Let us help you build that machine. Learn more. Just go to thelandgeek.com training schedule, a call of the Zen master or the nightcap OG Scott Bossman. Bonus points if you know Anything about Star Wars. Okay, so for this week's roundtable podcast, we've got an interesting discussion and the discussion is when you first started in your land investing journey, what were your expectations and then what was actually the reality of getting into it? So ladies first. Why don't we just start with the person we most fear? Management.

It's been three years. I guess I expected that I would have more cash sooner. Right, That's. I guess that's what I expected. But it truly is building a business. It's not a get quick, get rich quick plan. It's building a business. And you have to learn all of the aspects of the business and learn how to manage a business. That's one thing. I noticed that a lot of people don't have experience with managing people right. And they can learn how to do it, but then they have a really hard time getting up on top of it and learning to manage it. So it's a lot of work. It's really a lot of work. But it's so much fun. It's so much fun being able to it being my own right and being able to make my own decisions and work from home. My time is my own. So I love it. It's so much fun. But it's a whole lot of work and you just have to persist. I looked up the definition of grit and I want to read it, if you don't mind.

Sure.

It says grit is passion and perseverance for long term and meaningful goals. It's the ability to persist in something you feel passionate about and persevere when you face obstacles. Well, right, that's this business.

Oh, absolutely. And when you first started, what was your, why what was your passion like? What helped you on those dark days when maybe your ads weren't, you know, getting ads were getting ghosted or you had a potential sale fall through or maybe you, you know, that seller that you thought was going to sell you that piece of property came back to you and said, no, I'm going to go to Eric Peterson instead. Which just can happen.

Well one, I didn't want to have to go back to wave. My life was but to the network. And I'm not just saying that because I'm on the podcast. The network, the Land Gate network was so positive and I go to boot camp or I'd be on Facebook and I'd see the other people were going through what I was going through. I was just started part, part of the natural process. I had a refund on a 20 acre property yesterday and I was so compelled to feel it got me down. Right. I had to give back a bunch of money, but I sold another one today. And I just had to reconcile myself to the fact that it's just the business. It's just the business. And to resell that property, I don't even have to do the due diligence or have pictures taken again. Right. So it really is about getting over those obstacles. Rely on the network and just change your attitude.

Yeah.

No, I love it. I love it. Zen master Mike Zano. Can you even think back that far when you first started what your expectations were? I remember you and Laura, bright eyed, bushy tailed Scottsdale Bootcamp.

Yeah. You know, I was going down memory lane as Mimi was talking and I was thinking about what I might say. Right. And it's interesting because you're saying what did you expect? But I think what's interesting is what I didn't expect and what did happen. Right. So to me in the beginning was like, okay, I'm going to do this thing. Just like anything else I've done, I'm going to try this thing and I'm going to see if I can pay off some debt. And I did that. But what I didn't expect is to become a land investor. Right. I felt like I was going to do land investing. It was something I was going to go do. I think in the initial phases, like anything else in life, you start out by doing something but think all of us have changed to we have become land investors. Right. So it's. I didn't expect that. Right. How many, how it would change me and it's been for the better. Like just in when you become an entrepreneur and you're the responsible for your business and all, you start to see life differently. The conversations you have with people are different. The way that you relate to everything is different. It's just, it's amazing. It's awesome. And I wouldn't want to go back. Honestly, Mark, the change that is made is just, it's awesome to know that you can produce money. Like seriously, like we can all go make money on our own. We know a method that works and if we need, we can just do it. We can always. I think back to Scott Todd's video we always play, you know, at the boot camp. You know, Hugh taught him a method to feed his family. This is real, this is money that we can make and we had total control of it and it's just awesome. So I didn't expect that. I expected maybe I'd be Able to get a couple tricks and learn how to get things and make a little money. And that was great. But then. And I did, and that was awesome. You know, I paid off the debt, but I didn't expect what really happened. And now to be surrounded by just awesome people, all like minded and to elevate my business year by year, it's awesome. I didn't expect that, honestly.

Yeah, no, it's so true. And for me, I remember the first couple years I would make everybody crazy in my family because I would look at everything and be like, well, how can I buy that 25 cents on the dollar. And I wouldn't want to spend any money except on land. Like you don't understand. That's not going to make us any money. I was a joy to live with. Okay, but I digress. Eric Peterson, how about you? What were your expectations coming in and what was the reality?

Well, looking back, I think that, you know, when I came into this, I had the toolkit and honestly I think I was just optimistic that, you know, this might be possible. So I went out there, I bought some properties and I started marketing and nothing happened. And I waited and I marketed some more and nothing happened. But eventually, after persevering and putting out way more ads than I thought were required, I sold the property. And from that point on, you know, I saw the possibilities of the business and, you know, I knew where it could go from there. So, you know, I think the biggest thing that kind of strikes me when I look back is the marketing piece and that it's not easy to turn around and flip this property. In theory it sounds very easy, but it takes a lot of effort. It's not that you have to be highly educated or have certain skills, but it takes that, that perseverance over time to get those ads out every day and continue that. And know that if you go down that path and you continue to work at it, that eventually the results will come.

Yeah, absolutely. It's so true. I think it's, you know, that big takeaway is, and we talk about this constantly at boot camp, is you need to post more ads than you think for sure. And I could see that being a newbie mistake in the beginning. This expectation, and you know, you hear us talking about this on the roundtable, it almost sounds easy. And nothing about this is easy. It's simple. And compared to other business models, it's simpler, but nothing is really easy. And to quote my peloton instructors, you know, your workouts never get easier, you just get stronger and it's true. The business doesn't really necessarily get easier. You just get stronger mentally and your confidence goes up and your income goes up as a, you know, a byproduct of that dude, Buddy, the nightcap og Scott Bossman, what were your expectations going in? And that was. What was the reality? Oh, you're on mute.

There you go. Yeah. So I was. I approached this with cautious optimism. I didn't quite know if this was the real deal. And I got the toolkit and remember having a conversation with you, and you basically laid it out there and said, you know, this is hard work, and if you do it, it'll happen. And it did happen. I did one deal, and that was proof of concept. Enough to know that if I worked really, really hard, I could take this to a new level. But I went in with expectations, knowing that I knew I was going to have to work really hard in order to become a physical therapist and support my family. I had to work really hard for a number of years. And I went into this same thing with. With that same notion. I knew I was going to have to work hard for. For a lot of years and learn how to do this. This whole conversation reminds me of my new favorite quote, and that is, success is never owned. It is rented. And the rent is due every day. So if you approach this business in that regard, you need to pay the rent. This applies to anything. This applies to your financial security in life. This applies to your health and well being. Mark Podolski. This applies to your manly physique. You need to pay the rent, Right? So go into this business and pay the rent in all these different areas. You need to mail, and that will create the deal flow, and you need to buy. That will create. That will create a portfolio, and you need to market. That will create sales. So there are all these different areas where you need to pay the rent.

I love that image of it. And just the fact that every day is a new day and a new opportunity. And I think getting back to, you know, the beginning with Mimi is having such a strong why so important on those days when you just don't feel like putting in the time or doing the work and dealing with it and knowing that you're doing something that's bigger than just yourself. It's so important. Big Papa Tate Litchfield. You got a big why? Growing family. What was like for you in the beginning? And then your expectations and then the reality setting in.

I mean, I expected to have to wait 18 months minimum before I made any money that's kind of what I was expecting. And I went into it knowing that this was something that would feed me in two, two and a half years time. And I can remember talking with you about it, and you said, listen, everybody starves at first in real estate. That's not unusual. You just got to prime the pump over and over and over again, stayed the course, and fortunately was able to see those results come. But like Eric, I did not. I underestimated the amount of work that was required to sell land. I thought, I got this land. It's amazing, it's affordable. It's $200 a month. Anyone can afford that, they're going to be lining up to buy it from me. And when it didn't happen, off my two ads that I placed on Craigslist, I got frustrated. And I can remember sitting down and thinking, if other people can be successful, so can I. What am I doing incorrectly? And that's when I just went through systematically. Unfortunately, the people that I get the pleasure of working with today, they don't.

Have to do that.

You know, they can ask and say, what am I doing wrong? And I say, change this. You get to piggyback on what I've learned, right? And I think I just underestimated the time. And then once I started getting a feel for this, I think I.

Didn'T.

Truly believe that I could sell out of inventory. And I can remember the first time that I sold out of everything. And I realized, oh, man, I'm in trouble because I'm not a land seller right now. Like, I'm done. That's it. So that was a cool experience, but it was also a little kind of an eye opener. Like, I really shouldn't have stopped mailing. That was dumb. I feel like I've been told not to stop mailing, but I did. Why did I do that? So that was kind of my learning experience. And then also found really good group of friends and people that I consider to be family now on this call, right? And people that I care about and care about me. And so that was a huge bonus because if you're not an entrepreneur or you've never been one, you don't realize how lonely it can be, right? I can go for days without talking to anybody in my world of land investing, right? And this group that I've built a relationship with, they kind of. They fill that void for me. They keep me in contact and water cooler talk.

It's.

It's great. I love it.

Yeah, I know. It's. It really is special to Have a whole group of like minded individuals because we have so much in common, there are tons of differences among us. For example, you know, if Scott Bossman starts rattling on and on about Star wars, you can just see Mimi's eyes glaze over. But that being said, they can always kind of circle back and talk about a deal or a system or a process or an automation they're using and it all, you know, that, that, that bond sort of sticks. Again, Scott Bossman, you know, I'm just joking. Everyone's. Because everyone can bond over Star Wars.

That's right.

Yeah, for sure. Scott. Todd, how about you? Expectations when in the very beginning. And then what was it like when reality set in?

Well, you know, Mark, some of it's already been talked about. I'll kind of loop it all back together. See, there I was, I was in my car listening to the podcast and you know, like, I'm listening to you guys talk and you would say, like, oh, yeah, I got an accepted offer back. Or yeah, we bought three properties this week. And so my first expectation was I was going to put these offers in the mail and like within a week they were going to come back to me magically, like accepted offers. And I was really heartbroken when that didn't happen.

Right?

Like, literally, I, I remember the first guy calling me, I was scared to death to take the call and like, he didn't sell me the land. And you know what? I was like, oh man, that's like my one shot. But all of a sudden, like, I just kept mailing because I just kept telling myself, well, if these guys can do it, I can do it, right? Like, I just kept reassuring myself even when I had doubts, and I had lots of doubts that, that, okay, I don't hear anything special about what these guys are doing. If they can do it, I can do it. So that's what I did. I just kept mailing. And then all of a sudden they started coming back. And then as people talked about, I thought that selling the land would be super duper easy, right? Because again, on the podcast people would always talk about, oh man, I made two sales this week. And I'm like, they're just throwing money at you. Well, you see, nobody throws money at you, right? Like, I did what Tate did. I put two ads out there. I sat back, waited for the phone to ring and I was greatly disappointed when, when it didn't ring. And then I realized, like, okay, if they can do it, I can do it. So I kept telling myself that was my mantra. If they can do it. I can do it. And then I realized, like, okay, what they're not telling you or what, What I'm not grasping from the original thought process here is that they just didn't throw up two ads and they're selling two properties from it. They've spent time to build a buyer's list. They spent time to market their properties, right? Like, not just two ads out there. They've got a lot of ads out there running. They're trying to tell the world about this thing. Buyers just don't show up. But when they do, when you finally connect with them, then they show up. We had a coaching student just recently post it, like, right. I think it was New Year's Eve or New Year's Day. He posted one ad and got 108 names onto his buyers list from one ad. And he was blown away. He's like, I can't believe this.

This is crazy.

So, you know, yeah, it happens. It happens when you stay the course. And so if you're looking for a mantra like, first of all, if you think it's easy, well, there's no easy money in the world. It's a simple model. It's very simple. But you're dealing with a lot of things because what you're doing is you're starting a business. You got to figure out how to start that business. You got to figure out how to get your mailings out. You got to figure out your marketing plan and your sales. You got to figure out all these pieces. But I'm telling you, it's not that complicated of a business compared to other things that you see. It doesn't take a lot of capital. And no offense to everybody on this call, but, like, if everybody on this call can do it, because I know you guys personally and I love you. But listen, if you're listening to this, there's nothing special about any one of us on this call.

Nothing.

We're all just regular people that are making money from land investing.

No, it's so true. I'm going to actually get an ice pack for my bruised ego. That being said, it is true. And I think you really touched on it, Scott, and really encapsulated the whole theme of the podcast of expectations versus reality. Mike Zeta, what's your saying for grit?

Oh, yeah, we were just talking to the call and came to me that get ready. It's tough because, you know, we keep saying it's true. It's simple, but it's not easy. It takes the grit. And Mimi, read the Real definition there. And I listen. Anything that's worth it in life is worth putting the time and effort into it.

Right.

If it's. If was so simple that it was anybody can do it, then there really wouldn't be much value to it. I wouldn't think. Right. It takes. The value is in the fact that it takes commitment and it takes grit. So get ready. It's tough, but if you're up for the challenge and you really want to change your life, the opportunity is here for you. Truth is, it works if you work it. You just have to step up and swing that bat.

Yeah, absolutely. I mean, in no offense or other podcast guests, we talk about other models, but Scott Todd and I almost, after every call, kind of smile like, boy, glad we're not in that niche. Okay. I mean, we're just so spoiled because we've eliminated so many of the headaches. We've got this thing 90% automated between software, you know, inexpensive VAs and processes. So as far as, like, relative to everything else, it's super simple. And you do get to that point where once you've done it enough, you're competent enough, and then you feel confident enough to start reinvesting into your business and building each piece of it so that you can get yourself out of it so that you solve those two issues. You solve not just your money problem, but also your time problem. That's when the. It becomes really special. And everyone on this roundtable call has done it. And again, not to bruise my own ego, but I will. Scott Todd is absolutely right. There is, if I can do it. Nothing special about me, nothing special about. I mean, there's something special about all of them, but nothing truly, that, you know, they don't have. Anything that you, dear listeners, have, however you know, we have that you don't have, is Mimi Schmidt and her tip of the week, which is a perfect way to segue into the Tip of the Week. Mimi, website, resource book, something actual. What do you got?

This is. So the website is just a link to the HubSpot. HubSpot sales blog. So I get it in my email. Gosh, maybe once a week. Once a week I get it. And it's got a lot of great information. So, for instance, there was a program on how to train a sales assistant, right? 2020 guide to successful brand positioning, how to up your sales game. I find a lot of really good information on sales just in that sales weekly sales blog from HubSpot. And the link there is just how to sign up.

All right, great tip. Tate, what are your thoughts?

That's a good tip. Yeah, HubSpot's awesome. Lots of cool tips there. Coming to you every week. I love it. Spend a lot of. I waste a lot of time looking at stuff on that website.

So how much time do we spend in CRMs? All of us?

Yeah, No, I just get.

If it can help us. It has good information, too, about how to maximize your time in your CRM, Things like that, too. It has templates on. Templates on what to say to people. I'm always up for new and fresh ideas on how to communicate with people in the CRM. All kinds of info.

Yeah, I mean, my expectations. When we get back to the whole theme of the podcast, expectations versus reality. My expectations of the Tip of the week were, like, in the early days of Eric Peterson, like, we would just kind of all kind of rip on the tip of the week. But the reality is there's nothing really to rip on anymore. This great, really valuable tips. And so as we go into 2020, I think my expectation is going to be that Mimi's just going to keep delivering value, as will Eric Peterson for those tips of the week. And I just have to be more positive about it, I guess. What do you think, Eric Peterson?

Sorry, I was on mute. I think it's great.

Okay, well said. Well spoken, Mike Zano, how about you?

Well, I don't know. I can't help but feel that. Silently Scott Todd saying yes, ever since his nose.

More quotes.

The tips have been great. I just. I could see the smile. I just.

Just.

I feel like. I don't know. Am I right, Scott?

No, no, no, not at all. Not at all.

I mean, Scott, do you ever kind of end the podcast and throw something and discuss, like, where's a Mike Zano cone? Where's my Zano?

He never does that.

I will admit I haven't done that. Like, maybe. Let me think about the last time. Never. I've never done that. So, like, never done it. I'm not gonna lie. Like, I've never done that. So, you know, look, some people. Look, some people are quotes people. I'm not.

Right?

Like, I'm not a big quote guy. I mean, maybe it's because, like, I've sat through presentations where, like, every slide a guy was not even, like, producing his own content. He was just, like, quoting somebody else. And it's like, look, no one wants to hear you just quote other people. If so, we'd go see the other person. Tell us your stuff. So I don't know. That's what I think I did. Like, when he quoted himself, though. I think it was him that quoted himself. Wasn't.

Might have been Bossman or. Or Mike quoting himself, but can't remember.

I thought it was. Yeah, I think it's Bossman that quoted himself.

Yeah.

Yeah.

But if you want to go back to the days where we were just dogging all the tips of the week, I mean, we can do that. Like, that was brilliant.

Brutal.

You know, it was brutal, but it.

Really forced me to become kinder and gentler and, you know, publicly apologize that Eric's mom was not fun for me. So I don't want to go back to those days.

I think it's better now.

It's way better now.

I'm gun shy from those days. I mean, maybe you could literally put a picture up of an apple, and I'd be like, great quote. Great, great tip. It's an apple. I don't want to have to do it.

My CRM doesn't even have a sales blog. I don't even use HubSpot anymore. But I still find the articles interesting.

Yeah, look, I have the quote. I have the Scott Bossman quote where he quoted himself, even short people can take big steps. Scott Boston.

It's so good.

I need to elaborate now, because now everybody who's never heard that quote is going, what the heck does that mean?

All right, well, you know, I work with. I'm six four, Right. I work in a nursing home sometimes, and it just happens that these little ladies sometimes are about 4ft 8. So we look kind of funny walking down the hall. Right. She just made a comment about how much easier it is for me to walk because I have. Because I'm taller and I have long legs. And I said, mary, even. Even shorter people can take big steps. And it's a metaphor for life, isn't.

Really. It really is. I love it. Yeah, for sure. Well, I'm really excited to see everybody in a few days in San Antonio. If you don't know what we're talking about, go to thelandgeek.com for, because the next boot camp is in April in my backyard, Scottsdale, Arizona. Learn more@thelandgeek.com Bootcamp and hopefully, between all the bantering and the fun that we're having on the podcast, you're getting some value out of it. And if you are, the three biggest favors you can do for us, simply subscribe, rate, and review that podcast. Send us a screenshot of the review to support the Landgeek calm. We're going to send you for free the $97 passive income launch kit course, as well as the latest whole tailing course, how to double your money 30 days or less with land flipping. We really appreciate it. Alright, well, I thought this was a great podcast and. And I can't wait to see everybody in just a few short days in San Antonio. San Antonio, y'.

All.

There it is. I'm bringing out the Texas draw, y'. All. Mike, you bringing the boots just reminded.

Me I gotta take them out of the attic. They're probably frozen up there. I gotta warm them up. I'm bringing them. And you have my Steven Seagal jacket that I bought at the boot camp one year. Remember that? I got it at half price bringing that.

Yeah. Are we ready to do this? 1, 2, 3, let freedom ring. Not bad.

That was amazing.

Yeah, we've had. We've had more. Worse ones, more awkward ones for sure.

Wow.

Wow. Incredible. Did you guys do nightcap last night? What were you guys doing last night? What was that?

Well, we had a pre boot camp meetup which was fun.

Okay.

About, I don't know, 15 people on the call that are gonna be at boot camp. So we had some with some veterans on there. We had some newbies on there that was fun.

Started out with this bottle full.

We attempted to have a nightcap, but I was having some technical difficulties with. With the streaming platforms we were using. So we started out.

Yeah.

And had to. Had to stop.

I think we got to go back to the live interviews at boot camp, like with you guys, like quick to the Facebook group and just, you know, people love that stuff. So if you guys are up for maybe some quick live. Nothing like getting Scott Todd live on Facebook. That's my goal.

He loves it.

Thursday night.

Oh, just random.

Yeah. Just randomly.

Scott Todd steps out. Hey, Scott, you're live on Facebook.

We used to do it during the networking hour. Right. And then step back and do that.

But then they miss out on the networking.

Right.

Yeah.

Networking was more important.

They just enjoy that. They love these guys, love to talk.

The fact that we have two networking evenings, it's amazing because, you know, the first night everybody sort of, you know, know each other. They get, they get that, all the nervous energy out and that's what we try to do with the pre boot camp meetup. But a little bit of that and then the next night it's like all kinds of great questions, great connections. It's. That was probably one of the best changes we made last year.

Yeah, absolutely. By the way, I just want to Apologize to Tate for last week's snide remark about cycling and the cycling book.

Yeah, you're gonna get some hate.

Yeah. You know, it just occurred to me, like, I love cycling. Like, I know.

What's the comment?

We missed it.

So you. He.

He said it's something like it's not even a real sport or something. Basically.

I kind of alluded to that. Now, is it not a real sport? Just that nobody really follows it just.

It was just rude.

I actually did another class today with the. I actually have the shorts now with the cushion because I do the cycling class at the gym. The toughest part to me about that is watching the clock, like, 55 minutes, 54 minutes, 53 minutes. Oh, it's mental torture. I don't know how you guys do it.

Rhett.

Do you all have those shorts? Am I the only one? I mean, is that required? The cushions?

Oh, it's required shorts, yes.

Scott, you got the shorts?

Well, I got shorts. Yeah, I got the padded shorts.

You got the padded shorts? I need to get the padded shorts.

You need the padded shorts?

Come on.

You don't wear them, Scott?

No. Do you wear padded shorts?

Of course I wear padded shorts.

Come on, Tate.

He's only two hours.

I don't have.

I don't have the pen shorts. No, I mean, come on, man. You're not sitting on a peloton for two hours.

Who rides for two hours? I. I would not be.

I mean, I guess, if I. If I was riding for two hours.

Right?

Yeah, that's in the real world, not the. Not the fake world where you.

Mm.

Not in the virtual.

I don't. I don't have the tight padded shorts. I have the. The loose padded shorts, so.

Sounds like that would cause chafing.

I will tell you, though, like, for a while, like, way back, I don't know, years ago, I. I did get on, like, a cycling kick, and, like, I was. I wasn't. I didn't have it like Tate did.

Right?

Like, I wouldn't ride for out, like, two hours, but I would go ride. Like, I'd probably ride, like, 12 to 15 miles a day, something like that. And I didn't have a fast bike like Tate did, so I was, like, super slow on it. I was like, I don't know, 10, 12 miles an hour, something like that, which takes forever. So it takes about an hour. And I did have some of the loose shorts like Scott did. Like, it's got, like, tight. It's, like, tight on the inside with some padding on the Butt. But then it's, like, loose, so it looks like normal workout shorts. And I like those. However, I did learn something, like, because I went on a business trip, and we were gonna go cycling around Italy, and I go to put on those shorts. I put on those shorts, and as we're driving out to get to the bikes, they're, like, making fun of, like, oh, man. You know, people, they don't even know what to do. They wear their underwear under there. They get all messed up. And I was wearing underwear under it. Cause it's like this second time ever, I had worn them, and I got freaked out. So my mark. So then I'm in Italy. We're like, at this little place. I go in this little bathroom. I take off my pants, take off the underwear, dump it in my pocket. Because these pants had pockets. I walk into the bike, I put it in the little zip bag in the front of the bike. My underwear is just tucked in there. I'm like, geez, if I die in Italy, people are going to know that I was the idiot that wore underwear under your biking shorts, which you don't do. But luckily, I survived it and no one knew. At least I don't think they did.

Yeah. You know. You know, my takeaway on that story is that even in Italy, we can still find ways to, like, beat ourselves up mentally.

Yeah, right.

That's right. Yeah. Like, I wouldn't be embarrassed. I'd be like, I'm in freaking Italy.

I didn't know that people didn't wear. I mean, there's no. There's no guide on the pants to say, yo, dummy, don't wear underwear under these shorts. How am I supposed to know? Like, should they put a warning on there?

I Googled it.

Yeah. See, I find that we're very tough on ourselves. I think this is the year that we're kinder and gentler ourselves, mentally. 2020. What do you think?

Nice stuff.

Put on a T shirt.

Yeah, it's not a bad idea. Little. Little Land Geek. Merch. Language logo. Kinder, gentler. Jot. Not pro. Not bad. All right, well, thanks, everybody. Can't wait to see everyone in a few days.