Nite Cap!

It.

Hey, Scott, how we doing? Mike, it's great to see you.

It's great to see you. I'm just doing a little leisurely reading.

Same as I was doing the same thing. How ironic.

How ironic. Hello, everyone. Welcome to episode four.

Episode four of.

The Land Geek.

Guys, this is a great. This is great. Four episodes. I think I, I think we're on a roll here. I think this is like, we're really rolling here.

No doubt. Absolutely no doubt. I mean, look at the viewers pouring in.

They're pouring in right now. I mean, we're about to get a ton of reactions. We got some good content tonight. I think that tonight is gonna be Scott Bossman. Nice jacket. I gotta put these comments up.

Yeah, I can't see any comments. Nice jacket. My son is watching. My 13 year old son has heard so much about Nightcap.

He's part of the fan club.

He really is.

Yeah. Can you, can you blame him?

I have encouraged him to watch the last few weeks and he's been like, dad, I gotta play Fortnite or whatever that game is they play nowadays tonight he's like, tonight he's. He knows.

What?

He knows. He knows his dad has become a social media star.

Yeah. So it's, it's, it's.

He wanted to watch.

I hope the music came out all right. You know, we're working on that. We're going to sophisticate things as we go along. So, you know, it's, you know, you probably wonder.

Technical evolution. Mike, tell us about your background, because that's very Zen. Like.

Well, I don't know if everybody knows, but I escaped the New England nor' easter number two by just hopping on a plane and coming to Florida. And my wife and I, and, you know, a couple of the kids came down here and, you know, we're staying with our family and this is my niece's room. And, you know, she's got a lotus on the wall. And I'm like, you know what I'm doing? Nightcap from the Lotus Room. It's just very Zen like. And I really like it. I think it'll put me in the right place. For sure.

Definitely. It will put you in the right place. Yes. Mike, what are you drinking tonight?

Little vodka and Elderberry Saint Germain, I think it's called. Elder elder liqueur. Elderberry. My wife made me a nice little concoction. It's a nice drink for the evening.

That was nice of Laura. Very nice. I'm drinking a. I'm drinking an IPA tonight from St. Paul. Minnesota Surly Furious.

Really?

Yeah. One of my new favorite beers. Everybody tell us what you're drinking in the comments, please. Also, at the end of the show tonight, we're giving away a free one hour coaching call with Mike or myself. Maybe we'll do 30, 30, 30 with Mike, 30 with me. So if, if you have not tuned in in the past three episodes, because I've, I have everybody's name written down. I have everybody's name in a, in an app where we're gonna draw a number or draw the name. So if anyone has not made a comment on previous Nightcap episodes, please comment. Coaching call right now. So throughout the call, we can collect your names. Put them in the hat for the coaching call.

Excellent.

My wife, beautiful wife, Erin. Talented, smart, funny. She's collecting names tonight for us.

This is exciting. We have a couple of things in line tonight. I'm trying to line up. We have a guest tonight. I'm just trying to. Scott, you just talk a little bit. I'm gonna get our guests lined up here and I'm trying to just get that all configured right now.

I told her to be a little. I told the person that would be a little while that we, that we'd.

I just want to make sure the right links there. So I'm resending the link.

That's all. We got people pouring in here. All right. So one of the things I want to talk about tonight, Mike, is the power of your buyer list. I want to pick your brain a little bit about your buyer list and I want you to tell me, tell me the benefits of having that buyer list and how it has changed your business over the last couple years.

Yeah. Buyers list is people often wonder how we sell property so quickly. Right. One of the ways that we do that is we basically pre sell. We have a list of people that are interested in land, where we own the land. And how do we do that? Well, you know, we start out with all kinds of simple, simple ideas. How about we do blind ads into an area where there's, say you're going to be mailing into an area. You may have some blind ads that go out there and people respond back. And you don't have land available, you let them know that, you know, you're a land investor, you have new land coming every week, and when it comes available, you let them know. And would you like to be the first one to know about it before the public hears about it? So you can have special deal, you get special pricing, we'll give you coupons and of course they want to be on that special list. And what happens is you build this over time. It starts out with 1, 10, 20, 100 thousands. I mean, really, you want to build it to just a super high level. And when you do that, you now have the ability to sell property extremely quickly. I mean, you can pre sale these properties. And here's a funny story. We talk about this a lot of times in the coaching. We had one of the gentlemen, that one gentleman who had one person on his, one person on his buyers list and said, you're going to mail a deal a week and he did and he sold it to that one person. So I mean, the buyer's list cannot be underestimated by. No, no way, no how. It's incredible.

Yeah, for sure. And it's, it's kind of one of those things that when you're first getting started, you're like, all right, I haven't purchased, I haven't purchased a piece of land, I haven't sold a piece of land. Why should I be generating my buyer list?

Right, right, right.

I mean, but, but the leads. Right, the leads. Ideally, once you get that first property, you're going to be marketing the property and people are going to be emailing you or they're going to be contacting you on Facebook Messenger. You really, really want to try to get their email address from the get go and get those people on a buyer list. It doesn't matter how early it is, because you know what, like, exactly like you said, those five names are going to turn into 10, are going to turn into 100, are going to turn into a thousand. We just hit a couple, we just hit over a couple thousand on our buyer list. And that is becoming a major game changer in our business when we market new properties. I mean, I get multiple emails from people on the buyer list looking at these properties. So I, I mean, imagine what it's going to be like when I have 10,000 people on that list. Right, right.

You know, it's interesting too, because we were talking recently on one of the Mastermind calls about whether or not you should have how many areas you should be working in. Right. Should it be one, two, several? I know I was kind of on the, you know, kind of weighing in a little bit about using multiple areas. But then Scott Todd brought up an excellent point. And you know, when he speaks, I listen. And what he brought up was the fact that, you know, you create a buyer's list for a certain area over time. You cultivate that. Right. Over weeks, months, Years and you build up this huge pool of buyers. So it is in effect a lot easier to focus in on a couple of areas. And in fact, we've had people work in one area build, you know, 10,000amonth passive in one county. I know someone who's done that and people sometimes can forget that. Right. You don't have to be all over the place. You can really specialize in one area and from there, you know, just build an incredible buyers list that can just serve you so well.

Right. And the other thing is, I mean you, you have to have customers, Mike, who you've developed relationships with, right?

Yeah. Repeat buyers.

Oh my gosh, it's crazy. I just had a guy this week, he said, you know, Scott, I bought a piece, I bought two pieces of land from you last year. It was a crazy easy process. This, this piece of land that you sent out in your email looks amazing. I want it, you know, easiest sale ever. So we got him, set him up. We got him set up today. He's now on, he has three terms deals with me right now. Wow. So it's pretty awesome. I have another lady, kind of funny, she's from the Ukraine and she owns a laundromat and she, she says, I'm going to buy, I'm going to keep buying land from you, Scott. I want more and more land for me and my daughters. So she's bought like four or five lots for me. It's crazy. She just wants to buy.

That's probably as bad as your New England accent. Yeah.

Well.

Is there a lag on me? Do you see a lag on my speech? I'm wondering if my Internet here on vacation is a little shaky.

Yeah, I think your Florida spring break Internet is a little bit lagging, but.

We'Ll try to upgrade my Internet as we go right here, so. Alright. And I see that guest is in the lobby. Just so you know.

Okay, nice. Well, let's, let's hit a couple of these questions. There's a couple questions in the comments. Can we do that first?

Absolutely. How bad is delay? Do I need to try to upgrade this Internet for me on vacation here? Am I am. I am making by.

All right, well, your sound on my end is really good. Your video is not.

Okay, I'll get some comments from the viewers how they think My, how bad or good My, my, my, my connection is.

Yes.

And we, and then we got our guests waiting. I don't know if she can hear us or not, but she's coming up soon, so. Oh, she, oh she can hear us. This is great.

I gave away like I told, we're all good. I told her we'd pick her up about halfway through the show. We're good to go.

All right. All right. Okay. All right. Here's the question. Why don't you read it? Because you get a better Internet connection.

Okay. All right.

All right.

This is from Andy Wilmers. How do you get better open rate and keep your messages to your buyers list from looking or being flagged by email software as spam?

Yeah, yeah, that's a good question. Because it can be difficult at first. I mean, when you first anybody, when anybody new comes into your email, a lot of these emails will filter them immediately, right. Until they're marked as safe. So, you know, I think it comes to. When you tell them initially that, you know, part of what I do or what my team does, when we, we get them on our buyers list, we let them know when our deal of the week typically comes out. If they don't see it, check your junk mail, check your spam market safe. That way from future events, you'll have it. So, I mean, what do you think, Scott? Any tips from you on that?

No, I just try to give people a heads up that. Especially the people who say, I'm really looking for this type of lot. Contact me when you have it. So I will say, what are you laughing at? I'm losing my train of thought because of you.

Look at the comments. The video is horrible.

It's a good thing for you.

I don't know if that's like, Is that a dig at my hair? Is that what he said?

You look better, Mike. You look.

I don't know, Matt. Where you going with that?

So anyway, what I was going to say was, okay, great. Mr. Smith, here's the thing with our business. I send an email out every week with new acquisitions and current properties. So look for an email from land bosses. There you go. And you know, I try to inform people that I'm. That I'm sending out the email. And you know, as you, as you continue to do this, you may kind of create a brand for yourself. And like, you know, Mike, you're the land guru. Right. Thank you. We have a. We are the land bosses. And when they, when they hear that from us in our first interactions and then they see that in the email, I think that's helpful with some of those emails too.

Excellent. I think, I think it's time, I think we bring up the guest. We wait long enough. I mean, I don't know you know, Scott, we got to be polite.

Yeah, we do have to be polite.

Yes. And I apologize in advance for my sketchy video. I guess I'm just a little sketchy tonight, and I don't know how that sounds, but at least my audio's good. And apparently, maybe it makes me look better, but sketchy video? I don't know.

It makes me look better. Mike.

Scott. So I'm gonna bring her up, and I'm gonna let you do the introduction. And here we go.

All right, all right.

It's good. It's coming in two. In one. No, it takes a second. This is. All right.

Okay.

Okay. We're giving her the full screen. I like that.

There she is. All right, everybody, this is Kelly. Is it Noel?

Noel.

It is Noel. Kelly. Noel.

I was gonna say Noel. Of course you were.

Noel's fine.

And Kelly is a flight school participant. You're in the January class, is that right?

Yes.

Awesome. Good. Mike, look at the candle background she has.

Very Zen, like. See, I like that. Do you like my Lotus?

I do. I'm a yogi, so I like the Lotus.

Awesome. This is my niece's room. I'm on vacation in Florida, and so I thought this would be appropriate. Scott didn't like it so much, but I'm glad you agree.

No, I love it.

Yeah. Oh, okay.

I'm a yogi.

That's awesome.

Look at my background, though. It's very boring. Of course, there is a sign that says what is meant to be has already begun.

I'm also a girl, so, you know.

So, Kelly, you had flight school tonight, right?

No, actually, the office hours just started. Yeah, our last class was last week, and then we have office hours now, so they are a different day.

Okay, awesome. So how's flight school going for you? Give us a little bit of a rundown of how you discovered the community and how you got into flight school and how things are going.

Okay, cool. So I really got into podcasts, I would say, like, two years ago on my commute to work, and Mark was being interviewed on, I think, the. It's the. It's a commercial real estate podcast. But anyway, so I started listening to the Land Geek podcast, and then I ended up purchasing the Investors Toolkit. So I did a little of my own research, feeling like I was confident, and I really liked the model that I heard about when he spoke about it.

And.

And then during. Right in the beginning of the Toolkit, I actually set up a call with Mike, and so that went well. I asked him. I was actually working on the mailings and I asked him a few questions and then I asked him about flight school and you know, he explained it well and kind of sold me on it. The class is really great. I really like Scott a lot. I think he's borderline, I have to say, a little genius. I really do think he's definitely up there. So I love learning from him and he's really inspiring and I do like the practicality of the class and implementing. I actually purchased. I'm at the stage now where I'm working on selling and marketing two properties that I bought and I actually was working on pre selling another. I've gotten really good support from the class. So everyone who's in my class is really great and we all talk to each other on Facebook and the class meetings are really helpful and we all work together really well. So I've been lucky with the whole experience. I really am excited to, you know, take off with really this business. So I'm a full time school teacher and I just had, I don't know, a little personal thing. So I'm actually leaving my job to take care of someone in my family. So this model and this career is really where I wanted to head anyway and get out of like the racing to work. And I really started liking real estate for the past two years. Have been into it through my grandfather. So everything has been coming together and everything's going well. So I'm really trying to take off again and with marketing and then selling these properties and you know, starting to build a business and a true business model. I actually spoke with Scott not about this interview, but just with some help for my second call. And that was really great last night. So he was starting to give me some tips on marketing and then I was hoping I could get a little help on marketing or some best practices tonight on marketing these properties and getting them sold.

Awesome. Very cool. So it sounds to me like you're saying the community aspect of flight school has been helpful for you. Would you, would you agree that it's nice to have other folks to go go through this with you and kind of not only are you bouncing ideas off one another, but you're kind of holding each other accountable and you're making sure everybody's getting their mailings out and they're learning what they need to learn and do what they need to do?

Yeah, I mean, like just right off the top of my head, when I was lucky early on, I actually got my two offer letters sent back after my first mailing. So it was really early on in flight school that during flight school, I got the email where there was an accepted offer. So it was so exciting. And I remember even one of my classmates, Henry, he posted on Facebook about how proud he was. And then another classmate, Dave, helped me with simplifile and his experience. And he was. He's a little bit. Or he was definitely ahead even at that point of the rest of us from earlier on. And, you know, then through the meetings within flight school, we go off and have our meetings together and then come back and report. And so we'll do, like little workshops, almost mini workshops. And so you get to know different people and kind of build a rapport. So definitely. And we message each other, you know, on Facebook, messenger and ask questions. And so there is definitely that support throughout the entire class. That was really great. You know, we'll continue those relationships now.

Yeah, for sure.

Yeah, that's. You know, it's interesting. I think it's good when you're in a group of people and, you know, some people maybe are ahead of you, kind of pulling you forward. And also you can be there to help people that are maybe a little lagging behind. For me, it's always been. I always talk about Scott Todd as being like my older brother in the land business. We started about the same time frame, and he's just, like you said, he is borderline genius. He's just got a way that he looks at things and analyzes, and he's always like, every time we go to these boot camps, I'm just being pulled further and further towards, you know, more and more success because of what he can do. And I realize that, you know, that I can do that as well. You know, I see someone doing it, accomplishing it, and I can move forward. So I think it's important to have that kind of, you know, that group kind of dynamic. And speaking of the marketing, I think that Scott actually put a. I don't know if it was in your flight school, one of the flight schools. He put a comment out, which is so true. He was talking. Because I always believe this business, and this is something Mark always talks. Well, there's only two things you control how many letters you mail and how many. How much marketing you put out there. Right. It's really, as Mark says, the same thing, marketing and marketing. I mean, you have to send out so many letters to get that 3 to 5% acceptance, that 1%, maybe close rate. Right. It's a cumulative effect. But on the marketing side, it's the same thing. It's amazing how many leads you have to actually go through to get that sale. So that means that we have to have such a large presence on the marketing side, just the same as on the mailing. So if we're sending out hundreds, if not thousands of mailings to get properties and good properties, we have to send out hundreds and thousands of advertisements to get people to buy our properties. Sometimes I think it gets a little confusing. A little. And people get a little, you know, just kind of. Maybe not confused, but maybe just kind of. Just kind of a little nervous about that side of things. And maybe that's not the right word nervous, but just misunderstood stand that it takes so much. It's a volume game. You have to get. I mean, you have to get hundreds and hundreds of ads out in a month to generate people to come back. So it's really the same site. We're doing the same thing. We're kind. And listen, we bought. We sell all these letters out to people and they. I will send. They'll accept our offers or they don't want to negotiate with us, and we get to work with them and get our tactics down. And on the other side, we send out marketing and people contact us and we need to negotiate with them because they want a good deal on the buy side. Right. So they want to feel like they're getting the best deal. So we're really doing the same thing. It's just, you know, a kind of a different little. It's the two sides of the same coin, I guess I'm trying to say.

Right.

Yeah, for sure. All right.

You know, I still, I mean, I haven't sold anything yet, so I'm definitely a newbie. And so there's, of course, that fear and, you know, that, you know, doubt in myself. And I'm an overachiever, so I have, you know, doubt in myself. And so, you know, just keeping those steps, one foot in front of the other. And, you know, it was easy for me to, you know, start to fall off track with my personal stuff going on. And then I'm like, I gotta get back on. I got, you know, and to keep moving forward because, you know, I've already had interest and then things fall off. So there's. It's. Because I haven't experienced that yet. It's so easy for me to say, oh, I like, you know, I'm gonna suck at this. Because I do see where I can improve already and where I'm looking and I'm excited for. And there's so much learning that I still have to do. So I have to keep, you know, putting it out there. So I see that I have to keep putting, putting the advertisements out, keep marketing and keep learning, you know, how to do it and what works for me.

Yeah, I mean, look at when you get an accepted offer, right? Some people have what Scott Todd calls gotta have Landitis. So it's like, they're like, well, can I make this work? You know, the, you know, this person's not on the deed anymore and all these complicated, we'll look at the low lying fruit, right? The simple stuff. So you have this got to have Landitis. But on the flip side you got to like sell Landitis. Well, this guy says he can get me the down payment in two weeks and he says he could. And we start justifying all these things. But it's really, it is that kind of unsureness. Right. We're not, we haven't done it yet. But getting that first purchase empowers you so much in the mailing. And when you get that first sale, which if you continue with your marketing, you're going to have the full, you know, full just confidence in the full cycle. It's going to be at that point that you can begin to really launch this and do what you're talking about, you know, make this your full source of income. Once you have that, like really feel empowered, then it's like nothing holding you back at that point.

Yeah, and I already can feel that, which is why I actually spoke to Scott last night and starting to contemplate, you know, coaching one on one, because I believe in mentorship and I do believe learning from people who are doing it and are obviously doing it better. And so, you know, why try to figure it all out when you have that person, at least the support, you still have to figure it out for yourself. But you at least like even last night, the call I had with Scott here and it was so helpful. So, you know, I think that that's also a helpful thing for me. You know, I think some people are naturally gifted, but I can, I'm always up for the help.

We can all learn. Talk about her point of mentorship. Scott, what's your thoughts on that, you know, in terms of taking the business to a high level?

Oh, I mean, you know, it just, it just goes with what I said earlier. When you do this with other people, you go more quickly.

Right.

I start out with the investor toolkit also, but it was very intimidating, very laborious, very nerve wracking because I felt like I was on my Own. And I didn't really feel like I had mentorship and I wasn't going through this with other people. That's why I think flight school is so amazing, because you're going through 16 weeks of actionable steps in this land and land business with other people that are going through exactly the same thing. And then not only do you have that, you know, camaraderie, right, where you're all. You're all working together, but then you have access to Scott, Todd, and some of the coaches to help verify that you're on the right path. So I think, number one, the community that you have with your flight school, people that you're going through this with, and then also your access to the coaches, it accelerates things for people. It gets you to a point where you're doing deals more quickly. And yeah, I think, Mike, that that leads into the next thing here. I mean, we got a segue into this. We got it. We got a brainstorm with Kelly how we're gonna help her sell these properties.

Right, right, right, right. You know, so what can you tell us, Kelly, a little bit of what you've done so far? Do you have. Here's a question. Do you have any sort of CRM set up yet? Do you have any sort of. I mean, there's numbers out there. People talk about Mailchimp or ConvertKit. Do you have anything that you've chosen at this point to assist you with building a buyers list?

Not yet. I'm using Google Drive, so I have spreadsheet so far, just because, you know, I guess I haven't justified yet that, you know, made it, you know, I have to suffer through a little bit. So I plan on doing that. But for right now, I am using Google sheets and I have a Google voice and I'm keeping track. But, you know, I can already see how I'll need a CRM.

Well, so I'm gonna suggest. I'm gonna suggest, though, it's free. Mailchimp up to, I think, 2,000 subscribers. So you can always. You can always. I mean, there's a lot of rage. People love ConvertKit right now, and there's a few others. But Mailchimp is free and you can use it up to so many thousand. I think it's a couple thousand, right, Scott? Subscribers, 2000. And so you start now. Remember the story at the beginning about somebody who had one person on their buyers list and engaged them and got the sale? You're gonna build up 1, 2, 3, 10, 20 names, right? And every week you have to Send out something and it doesn't matter if it's the same property. Reframe it. Make it a special of the week. You know, it could be your birthday. It's the birthday special. It's my birthday. There's a. You got $500 off the down payment, but if you start that process now, it'll be something that will assist you as you go along and you very well make your first sale through that buyer. It is so powerful because what happens is when people get on our buyers list, we begin to engage them and so they come off of Craigslist, maybe they come off of Facebook, maybe they come off of any avenue, right? But when they come into our buyers list and we begin to personally interact with them, they begin to see Kelly Noel as a person they can trust, not just as someone they saw one ad from. And then you engage them every week and all of a sudd become warmer and warmer and then they get hot and then they buy and they, because now they trust you as a brand. Like this is a really trustworthy person. And that person will then make a referral to their friend. I mean, it's just, it's so powerful. So my first suggestion is don't wait. You know, I understand that you can organize these and other on other platforms, but mailchimp, it's free. Just do it. You can always export and go somewhere else later.

It's really, it's really quick, Mike. I mean you can take your, you can take your list of 20.

What's better? I mean, come on.

Yeah, for sure. You can take your list of 20 customers that you have in your Google sheets and import them in five, you know, in five seconds to mailchimp. And then you have your buyer list and then every email you get, you just add it in the mailchimp. Add it in the mailchimp. And then you start developing your list. So yeah, that's, that's.

And done is bet. Scott Todd says it so well done is better than perfect. So people say, what's my special the week? It doesn't matter really. Just, just do something. Engage them with some sort of content. It could be simple like Happy Friday. I'd like to offer you 25, 50, 100, $200 off of your down payment, whatever it may be. Reach out to me today. And that's it. I mean, you don't have to really just like a Craigslist ad. You don't have to be like, you know, overthinking it. It's very. Just simple. Whatever comes to your Mind, just get the content out consistently and you will really build some buyers. Did you have a question?

I'm glad you said that. That actually, I mean, Scott, obviously, he definitely, you know, goes over that in class, too, and he has that mentality. And so I think you bringing that up tonight really is going to spearhead me taking that action. You know, first thing next.

Hey, Mike, can you throw up that comment from. That comment from Eric Peterson?

Could you. Oh, this one. And then I wish I had the one who says, yep. And I could just have him agree with everything that I do because we.

All love compliments from Eric. But the other one is really good.

Because I haven't thrown any of these comments up. I gotta start getting all these up there. Let's see. Go ahead.

Okay, so Eric says you can, you can set up a zap to add those emails to mailchimp, so you don't even have to think about it.

Thank you.

So that, that's the other thing. I mean, if you, if you have people emailing your, you know, or answering your Craigslist ads, boom, there's your automation. Right? Yeah. The Facebook side of things is a little bit more difficult. Oh, there he is. Eric added the pyramid. Yep.

So we'll be using this comment all night. Now. Let me go down to. Yeah, here's some good comments, Andy. St. Patty's Day special. Yeah, that's, that's this weekend, I believe that's coming up. Right. This is this.

Yes.

Saturday.

I think Andy had a question too, earlier, Mike, about what is the best day to hit your buyer list. Any feedback on that?

Yeah, let me post that up there. I got to get this, this best day to post your buyers list. Right. You know, I like to have little fun things like, you know, you know, wholesale Monday, a finance Friday, you know, just something that, you know is catchy. So I like that idea. You know, I mean, obviously when people have money and they're going to spend it, as opposed to, you know, hitting someone after a long weekend and then come Monday, I mean, it could be a good time, I guess, but, you know, maybe they're going to have more money coming after payday. Right. It's just, it's similar like when you start and ebay ads, Right. Maybe it's better to end it at a time when people are going to have money in their hand, maybe a little bit drink in their hand. They're a little bit more like, hey, I want to win this hockey. So timing is essential as well.

Yeah, I think that, I mean, you can use Holidays to your advantage. I think the weekends are huge for me. I think for some reason Saturday and Sunday mornings are good. So I try to get an email out to my buyer list. Then I actually did an email to my buyer list this last weekend. On Saturday and Sunday. Yeah. Kelly didn't get the memo. I know, Andy, we already talked about this.

Did we talk about that last week about the smoking jackets and.

Yeah, Andy, I mean you're gonna be very happy about this quarterly we're gonna have a drawing for a smoking jacket. So yes. Episode 12.

Episode 12.

Okay. I have to put in for that.

You're automatically in. When you're a guest. You're automatically in the drawing.

I know. You should think about that, guys. You know, I feel a little bit on the outside.

Here's one from Dave. This is Dave. Dave's got a good comment. Dave Denison.

Oh, Dave. He's in my class.

I figured that's who you were talking.

About in the Facebook groups and the.

Places right here, free for the first hundred and with automation. So I mean, yeah, I mean you get to 100, any buyers list, you're probably ready for the next level. So like Dave saying you might want to check out Drip. I mean anything that's free to start and then from there you can move on. So thanks Dave. We appreciate that.

Thanks, Dave. He helps me.

Let's see if we got any more questions.

I think we should mention, Mike, that Dave has his own podcast. Dave, throw your title up. Throw the title of your podcast up there so we can follow.

Well, look at this comment from Aaron. I think he's saying I'm team Aaron with the I have a little off time for the fire department because as I said, we escaped from the nor' easter before it hit two feet of snow. We're down in Florida so I can grow a little facial hair. So it's barely. And Mike. Alright, I'll go with that. Aaron. I know I was really tough on Aaron one of the first broadcast. So I'm just gonna say I agree, Aaron. I'm not even gonna go anywhere else with that. I agree.

That's very big of you, Mike. Very big of you. So there's Dave Dennison's podcast for you, Mike, right there.

Oh yeah, yeah. Freedom Formula for Physicians podcast. And there's the URL. Awesome. Wait a minute, Scott, we need your marketing tip.

My marketing. Okay, so for Kelly. So we already talked about the buyer list. I think the next thing Kelly would be, you know, like Mike mentioned earlier, the. Your presence is very important on Craigslist and Facebook. So I would just try to hit those two places every day until that property is sold. And, you know, I think setting one ad a week on Craigslist just isn't going to do it. Scott. Todd talks about that you need to hit multiple markets a day and keep doing that every day and consider it a success for yourself if you get their email address because that's adding to your buyers list and they may buy down the road. So that's it for Craigslist. You just got to show up and you got to post, post, post, Right? And it doesn't take long. It's a little bit redundant. It's a little bit boring. After you do it yourself for a little while, after you sell a few properties, you know, delegate it out to somebody. And then same thing on Facebook. You know, these Facebook groups can be pretty powerful because like you and I talked about last night, you can join a Facebook group that has 20,000 people in it, right? And then when you write an ad and post to 20 groups that have 5 to 20,000 people in it, a lot of people are going to be seeing that property. So if you can do that every day for those properties, that's going to get you a lot of leads. Now, I mean, you might get a lot of tire kickers, too, but I firmly believe that the more energy you put into the marketing for these two properties, the quicker you're going to sell them.

How many tire kickers do you feel like you get before you get, you know.

It's a great question.

Yeah, that's a great question. What do you think, Mike? I mean. Well, really, I think, number one, it varies on the property. Number two, it varies on the marketing platform, but. Go ahead. I speak too much.

Go ahead.

You don't speak too much.

I would never say that, Scott. Well, as I said, I think it takes, you know, 40 to 50 leads to get a sale. So there's a lot of. And I wouldn't call them all tire kickers to some of them. You know, even though they're not buying now, they will buy later. I mean, just because we have a property in the area they're looking for doesn't mean that's the property for them. And I always tell that to people. Actually, I don't know because I'm not the salesperson, but I tell my salesperson to do this, and I did this. It's like the last thing we want to do is sell you a property that's not the right one for you. So we want to make sure. So if we hear that there's something about the. They want to do something and the property doesn't support that, well, actually tell them we don't think this is the property for you. And that could sound like a little kind of, you know, we want to make that sale. But it also brings a lot of trust and it brings a connection with them that we're really looking out for their best interest. So, you know, tire kickers. Yeah, but also there are other people that just kind of like, hey, tell me about this land. It's like you could sell something on ebay. And I've done a lot of sales on ebay. And it goes through. The person wins the auction and then they say, okay, can you tell me about this property? Like, didn't you read the whole ad that you just bid on? Everything's in there. So there are those kind of people. So you're identifying quickly a tire kicker. But here we go. Eric Peterson's got a. Here we go. Yeah, 50 to 60 leads for sale. So, yeah, we're up there. You know, I'd say 50 would be.

The average beginner to, you know, know that and, and see that it gives someone like me more faith even to push along.

Right, right. And look at the numbers. Ethical selling is true. Look at the numbers also. If you had 50 or 60 and you get one, you get one, you know, sale out of it. But we're mailing a hundred letters to get one, you know, so we're kind of like the same type of thing. Right? This is a volume game. We can only control two things. But here's the other part of that equation. You could ramp up to thousands of mailings. We do thousands of mailings. Right. We do thousands of craigslist ads. But you got to be ready to deal with the results of that. So excuse me, if you don't have a system in place to handle thousands of mailings going out, meaning hundreds of properties coming back with counteroffers and accepted offers and all this. And on the other side, thousands of marketing, craigslist ads or whatnot going out, all these buyer leads. If you're not ready, you could drive yourself into a crazy situation where you're doing all the work and create this like God awful job we're trying to not do. So it's important in the beginning to realize that this is scalable. So in the beginning we keep it measurable. We talk about 100 mailings per week. Scott Todd basically sets the bar 20 per day. And then on the marketing side, you have this minimum you want to get out. Maybe it's 100 ads per week, and then you get 500 ads out of a month, or maybe it's a little less than that. But it's going to be something that you can handle. And then quickly, at that point, you have a new problem. But as Mark says, it's a good problem. You now have to learn how to set a system in place to handle it. And now we begin to enter the real beautiful part of our business where you're no longer doing it all. You have to get effective first. Right. So you have to kind of work your way through this whole process and kind of like hit the keys and answer the phone calls and answer the letters and get effective. But as soon as you get effective, you very quickly move towards efficiency. And I think honestly, and not to make it like sales pitchy, but the reality is that's where coaching comes in. Right? Coaching comes in where you start to become effective. But you're like, you need the efficiency, because without the efficiency, you can't scale this business. You cannot take this business to income replacement without scaling it. And we're masters at that because we were taught from Mark. We all follow the same process. So I mean, that's the best of flow. So I think it's important to realize that and then. And not be like, kind of feel like, oh, I'm not doing it right. No, you are. It just takes time and numbers.

That's helpful. Yeah. Thank you.

Very welcome.

Yeah. And just to emphasize again, I mean, I'm a very analytical person, Kelly, so I overthink things. And if you do that in your. In this business, if you have a hard time moving forward. So I've really tried to keep it simple. And it's just, it's numbers. If you get your mailings out and if you get your ads out, it's gonna happen. So I always tell people to try to, you know, try to leave the other stuff, the other worries behind and just focus on the things that you can control and that your mailings and your marketing. And then you begin to go, thank you.

I see repeat sale. Do you see that there? I want to show two, three quick comments because we were talking about 50, 60 days saying, I'm probably at a hundred gulp. But you know what Eric said, buddy? Then he says, it's getting quicker. And then I like Eric Peterson. I just. This is a good little thread I want to put out there does vary by area. Another factor would be your amount of inventory. So, yeah, I mean, this Is nothing is etched in stone. What is the reality is that it's a volume game. And, you know, every area might be slightly different, but, I mean, we've had areas who put out a couple of Craigslist ads. Boom. Property sells. It's a great area. You want more property there, right? That's a good indicator. But I mean, that's time of year as well, so. Great, great stuff. And go ahead. I'm sorry, I didn't mean to interrupt you. I just want to throw.

I was just gonna let you know, I'm gonna run out of the room and go get. Go get the hat.

Oh, withdrawing for the first coaching call.

Yeah. So that's why I'm. I'm leaving right now. And I'm gonna go get my charger too, because my computer is about to die. So I'll be right back.

All right? All right, we'll see you soon.

So, Mike, what made you go. Scott said that you are big with ebay, right?

Right. Well, I was cash hungry in the beginning, and I just felt like I was a day trader in the sense. And, you know, I started this business in debt, 40,000 in debt. And it was an interesting, interesting turn of events when I got a friend of mine, Jeff Axton, who was one of Mark's, you know, first clients, worked with Mark years ago. And he's like, you gotta meet this guy, Mark Podolski. And I'm like, I don't know. He's like, mike, this land investing can take you out of where you're at with the rut. So, you know, it's a difficult process to get, you know, from. You see other people succeeding and you wonder to yourself, like, how can, you know, how can I get there? How can I do that? And I think, you know, it's good to have people that are there for proof of concept. The people that can actually. You can look and say, that person's succeeding. And I always wondered, did they have something special about them? Right. Was there something unique about, you know, this person, my friend, was a former realtor. I thought maybe this is the realtor stuff. Maybe you have to be realtor to make this work. But that wasn't the case. The reality was that it was something that, you know, just took numbers and time. And so I know that may not answer your question. I tend to go up on a diverse.

Tangent.

Tangent. Scott always. Scott and I, we. Yes, Kelly. Scott and I always talk about we're gonna have a voxer. Like, we just record our voxes. All we do all day Long. We just voxer each other. It's kind of a geeky. Do you use that? Kelly, have you voxer yet?

No, I don't see I can learn.

So much Voxer V O X E R and voxer is how we communicate with each other. I communicate with my VAs this way. It's the old if you remember talkie. Yes, remember the old Nextel, that type of thing. That's exactly what it is.

So okay. That's right Scott. Yeah, that's right. Scott mentioned that list. That's so cool. Okay, I gotta get that done.

I got a few comments.

Mike, do you, do you vox or. Laura, because Aaron and I voxer all the time too. It's very than texting. You don't have to walkie talkie.

We, we, we, we, we. So you're talking about. I, I, I went off tangent now I know what eBay you're talking eBay for me. I found out that I could buy properties 2, 3, $400, slip them for about a thousand and I could do that routinely. Now it doesn't always work. Ebay is fickle. You have to kind of time it right. But I found this window with certain properties and I would. What you have to do is study ebay and look for the right time and enter your. If you see somebody else who sold the property there and they similar to yours and they got a certain terms, a certain cash, you don't assume you're going to get something different. You say well that's probably why if you're comfortable with it, you launch and you go for it. And if you replicate the way they did it, you should be well, I mean should do well. So I found that this little niche in there and I just kept hitting it and it worked and I got myself out of debt with it. So it's really, it can be really, can be really a tremendous asset. But it's also can be a pain because you have sometimes people that bid and they, I mentioned earlier, they okay, now tell me about this property after they already won it. So it's, yeah. So I got a quick, I want to answer one quick question. Scott, this is Matthew Forbes. Can you talk about your waterfall from number of mailings you do a month to the resulting sales. I see. So how it goes through. Yeah, so we do maybe we do thousands of mailings, right. And then we buy tens of properties and then you know, our goal really is, you know, I want to have three to four sales a month. That's my goal right now. And I'm going to scale it up, but it's, you know, it depends. I've actually moved into some new areas and this goes along with what I started with early in the. In the. In the podcast or the Be Live segment here. Talk about what Scott Todd said I wanted to try a new area, and so I've been waiting and I found the right moment. So this area is now building up a new buyers list. So it's gonna. We're reaching like this, this point where it's gonna all of a sudden just start happening because I know the routine. So it sometimes takes a while. If you go to a new area, you have to rebuild the process. So just have to be aware of that. I was aware of that. I still have my bread and butter areas, but I'm waiting for this one to kick in and I'm excited about it.

Yeah, Matt, the other thing is, I mean, just if you send out 400 mailings a month, you're ideally purchasing three to four properties out of that.

Right? Right.

So, yes, it really is a number of things. So don't. Scott Todd has said a million times and Mark Podolski has said a million times, don't stop your mailings.

Yes, that's a dangerous thing to do.

Yes.

But it could be tempting at times because you're new and you're acquiring properties. Let me focus on these quickly. Some weed out, then you get one, you sell it, Right. And then it's all of a sudden, you have to restock that engine and you're two to three weeks away from accepted offers. And so listen, clear communication rules the day always. So you tell somebody, listen, I can't buy that right now, But I'm about 30 to 60 days out. But I always tell people there's a way to the front of the line. Just take a lower offer. Right. And then you come right to the front. But yeah, you have this clear communication. Are we ready, Scott, to pull that out?

All right, so we are not pulling a name out of a hat, but I do have an app.

Oh, okay.

Called Pixter. So if you're. Whenever you're drawing names for Christmas next season, you can use this app. Right. So anyway, Scott, you'll get me a.

Present next year, right? I don't have to draw a name out of hat to get a present from you, do I?

I'm gonna get you a very special, very expensive smoking jacket. Not that this one isn't special.

No, this one came from you, by the way.

So.

Yeah.

Yeah, it did, didn't it? So it's your turn to get me one then. Okay, so I have everyone's name here in the Pikster app. All right, everyone who has left a comment in the first four.

That includes tonight. That includes tonight.

That includes tonight. Yes. My wife Erin added people from tonight as well.

Awesome. Thank you.

I wish this was more exciting, but.

You want, like a drum roll. I don't think you'd hear it.

I mean, I. I wish I could see, like, I don't know, some sort of graphics or something on the screen, but. Yeah. So drum roll and get better. Next.

Next. Next month we'll make it more exciting. How's that?

Yeah, next month we need better music too.

We're working on sound. We're looking for a sound man. Anybody out there wants to be a. I have a few people actually have off it. So we're gonna. We're gonna figure this out.

All right, so here we go. We're gonna. We're gonna pick a name for the free one hour coaching.

Come on.

There we go. The name is Mike Bulbach.

All right.

B, O, L, B, A, C, H. I don't think you can see that or not. Probably not.

Awesome. I think Mike.

Mike left a comment in the first or second call. Yeah. I haven't met Mike. Have you?

Of course. He's a great guy.

There we go.

Look at his first name, Scott. That should tell you a lot.

Oh, I know. All mics are the same.

Cheers.

Cheers.

I don't know where. I gotta get a refill here.

I don't know. You're empty. That's not good.

Oh, well, it's. Look at. We've been on roll for 50 minutes. I think that drink lasted a good amount of time. For sure. Kelly, any final questions? We're getting ready to sign up. Did you have a good time on our show?

I did. Thank you. It was an honor to be asked as a new person. And I can't say enough good things about Scott Todd either. I really have had a great experience with him in flight school, and I definitely want to keep pursuing this. And I want to thank both of you too, because I have been able to talk to both of you on calls through my investors toolkit. So thank you for that too.

You're very welcome. And we're going to have you back on when you make your first sale. And we're going to talk about how it came. It's gonna be a good moment. So we'll have you back on after that first sale.

Only if I get a hot pink smoking jacket, though.

Nice.

Scott's the smoking jacket guy.

All right, let's see what we can find.

Scott, do you have any final comments? Let me see if I got anything in here that needs to be. I'm looking at everybody's.

Let's see Gary. Gary Frazier. Lee, Gary Fraser. Lee had a question. Barbara Tiburo has a good comment. Do you build separate buyers lists for different areas you are mailing?

Yeah. That's important, Right. Because we don't want talking about earlier. This is my personal feeling about it. We don't want to get people aggravated with things that don't relate to them. Right. Something that would. If you. If you started getting emails about something, a topic that just totally had no interest to you, I think pretty quickly you'd want to eliminate that from your email box. Right. So I do keep things separate. We tag things. We keep them so they're separate ourselves, you know, so if I have someone wants a property in Florida, you know, and I have a Florida buyers list, that's who I'm going to target heavily. Now, I may send out a special broadcast, as you call it, or, you know, a deal to everybody just because it may be so big and powerful that I thought that may interest anyone. But there are many times I do, in fact, yes, streamline it. What do you think?

I would agree. I have a master list and I have a few separate buyers list for kind of a geographical area for folks.

Awesome. Eric Peterson, do you agree with me? Yep.

Yep.

There it is. I love that. Gonna have that every week.

I gotta get that on. Mike, let's make it. Let's make a quick plug for boot camp because there are still spots open.

That's right.

Boot camp is in Las Vegas in April. Cheap flights to Las Vegas. Kelly, you going to Vegas?

I was planning on it. I don't know if my family situation is going to allow for this one. So I'm hoping if I can't make this one, then I'm on the next one because I really want to go. I was planning on Vegas. Would have been fun, too. So if I'm not there, that's the only reason why.

Well, the next one will be in Arizona, I believe.

Right?

Yes. Mike, how do you pronounce that state's name?

Arizona. Arizona. I don't know. You're wondering.

Arizoner.

How do you say it? Arizona. Kelly, I don't have an accent. I don't know what he's talking about.

I'm the odd man out here.

Where's your husband? Is your husband from the Northeast? Is that what it is?

Yeah.

Yeah.

Patriots.

Yes. No accent.

No accent.

I'm a New Yorker, but he's a. He's a masked guy, so I know and everything.

Fried clams. Thank you. Well, so the toast tonight will be to Kelly's first sale, when she has it, so.

All right.

Hopefully these tips will help her out. And thank you, Scott. Thank you, Kelly. Truly appreciate having you both here on the nightcap.

Cheers.

It's empty. I can't drink it, Scott. I don't know what happened. I got to get a bigger drink. Next time. All right, have a great night, everyone. Need a double? All right.

Have a good one. I'm swiveling out.