Nite Cap!

It. No.

Well, hello, Scott. That was, like, the most awkward start we've had yet. But if we pulled it off. What is that?

It's my smoking hat.

I did not. I did not get the memo.

Oh, you didn't. That was a rough opening.

That was a rough opening. You know, we're working on our technical abilities here, right? We have some help. Some people have reached out. We're gonna get better. But listen, I didn't know it was cap night.

Well, you said you're gonna wear your hood.

Well, it's hood and swivel. For me. It's the hoodie. But listen, we're live, okay? So, Mike Zano, Scott Bossman, the Land Geek. Guys, we're here to talk about all things land, all things geeky land. Right? We're here to. We got some fun things lined up tonight, right, Scott?

Yeah, we got a special guest again, which is always fun for the community because they get to hear what other folks are experiencing. That was. That's always my favorite part. Don't you love those. Those old student podcasts?

Like, sorry that the hat's gone. I love it.

Here, I'll take it up.

I want to put so they know who's who. I'm going to put our names up. Scott Boss with Mike Zano. All right, here we go.

So anyway, back to. Back to what I was saying before you started laughing at me. Again with you. Robo Swivel, baby.

Robo Swivel.

Look at all these people. That's awesome. Welcome, everybody. Go, Geek. I like that. There's Peterson.

Eric, who's your favorite land guy? Is it Mike? Oh, thanks, Eric. Look it. I look like Rocky Balboa. You know, he's a childhood fan of mine. I was telling my daughter this morning I should drink the raw eggs. I don't know if it was good for you, but Rocky did it, and I wanted to do it, so there you go.

Can you say. Can you. Can you say the word R a W one more time for us?

Raw. What's raw? Raw eggs.

Rawr. You just said rawr.

All right, All Things Land. You go ahead, take it away. I interrupt you too many times.

You really did. I mean. No, I was just saying, like, you remember Mark's old podcast? The best passive income model podcast?

Yes, Those.

Those student stories on there were my favorite ones. Right. You go on. And I listened to you a couple times and listen to Jeff Axton. I listened to Scott Todd. I listened to Chris, you know, Chris Clark, and I don't know, it was awesome. You learned A lot. Learned a lot in those. And I think having these guests on. On Nightcap is kind of taking the place of that, or not taking the place, but it's building on that a little bit, which is kind of cool.

Yeah. Well, you know, storytelling is how I think, you know, the inspiration is kind of created. When you hear people talk about their real life experiences, what they've done, how they've overcome obstacles and gotten to where they are, that's empowering. And that, you know what? That's what's great about boot camp, too. I know we brought it up last week, but brought up this week because it's like, how many days away? It's half, two weeks. Yeah. So, you know, when you meet people and you hear their individual stories is truly empowering. It shows you, you know, all the possibilities, you know, and these are average people, just like you and I and you and me or whatever the correct grammatic way to say that is. But, you know, these average people that are you taking the business to a higher level every day. So you're right. Storytelling is awesome.

It really is. It really is. So I'm excited to have our guest on. She's got some good questions for us. She's got her own tip of the week, if you will, that she's excited to share with us, so.

Awesome. Awesome.

Yeah.

So let's see if we get any questions for the audience. You know, we don't want to rush into our surprise. We always like to have a little anticipation, you know, Friar's arrival of the guest. What do you think? You got anything you'd like to add? Any words of wisdom to start today's. Start today's show?

Any words of wisdom? I just. I don't know. I'm excited for boot camp, actually. Right before our broadcast, I looked over here to. To my right, and what did I see on the wall?

What did you see?

My first ever boot camp name tag. Right?

Yeah.

Hanging here in the office for inspiration.

I have my first dollar bill somewhere framed in the other room. I'll bring that on here. The first. You know, when I got my first land deal, I cashed it in. I took one of the first dollars, and I was, like, gonna frame that. That first dollar bill. I think it's good to have little, you know, something that you can, like, look at and see. Okay. That's where I started. This is where I am now. So I absolutely.

Oh, for sure. We actually have a cool story from our first boot camp. One of the nights Erin and I went out for Chinese After a long day of classes and her fortune that night, said, you will be coming into a fortune soon. Isn't that awesome?

Really?

Yeah.

I thought maybe. It said, you'd be meeting your new best friend soon.

And then you and I met for sure. Yes.

I don't know what's up with this Internet connection. I'm always on delay. But we have a. We have a question.

That's Jim. Hey, Jim, welcome again.

Code name KJ but it's Jim. Is that what you're telling me?

Yep. Jim and Cap.

Okay, so there you go. There's a question. Do you guys still do mailings every day? All right, Scott, you're first.

Okay. So I would say I do. At this point in time, I'm doing kind of more mass mailings. I might do once a week. I might do once every couple weeks. January, I sent out a thousand at once. So I know, Mike, you're mass mailing quite a bit. I think when you're first getting into this, it's very helpful to mail every day because you want a steady stream of due diligence coming in for four weeks from now, right? You don't want to send out a hundred mailers or 500 mailers on one day, and then four weeks from now, be hit with maybe, you know, 12 to 15 offers in the mailbox that you'll have to do due diligence on. It might be a little bit overwhelming. So I recommend for people who are just getting into it to, you know, do. Do like Scott Todd tells you in flight school and do 20 a day. Twenty a day. Twenty a day. And try not to miss.

Yeah, there's some real wisdom there. And I think one of the reasons. Well, I know one of the reasons Scott talks about that in the beginning that 20 a day is you are keeping it manageable. Listen, you build this business in a micro environment, right? You build it in the micro, I always say. Then you can explode into the macro, right? But you got to build your processes. Anybody can send out thousands of offer letters, right? I mean, especially with LG Pass and connecting the law. I mean, it's a snap. However, you're going to create some new things, right? You're going to create, I like to say, my. My Batman quote, you know, there's a storm coming, Mr. Wayne. You send a lot of mailings out. There's going to be a lot of deal flow coming. If you're not ready to deal with that, you're going to create a mental headache, a real problem. So when you do 20 a day, 100 a week, you're building your systems, and as you go through, you're going to develop this whole process. And then eventually you're going to say, okay, I'm going to ramp it up. I'm going to send 500 out, I'm going to send 1,000 out. And very quickly, you'll identify your inefficiencies, right? You'll look and you'll see, here's a clog in my pipeline, right? I got 10, 20 people that want me to purchase their properties, but I'm trying to run around, get all the information, talk to them. It can become overwhelming. So, you know, until you have like an intake manager or somebody that can actually, you know, vet all these deals. So it's in the beginning, it can be very difficult if you mail too much. So the reason why you start out is you, you know, 20 a day, 100 a week, you're looking at three or four deals a month. That's manageable on a micro level. But it's not going to move the needle for you in the long run, right? You need to really ramp it up. But you got to be ready for that ramp up. So, yeah, we don't mail now every day. I mail in bulk, like thousands. And my team can handle it, right? We can do the. I mean, I don't have to do it. I mean, I miss talking to people. I'll tell you, that's one of my. As you can see how much I'm talking right now, you just talk to me instead. I love talking, right? But the reality is, when people write, Scott, you know, you could vouch for this, right? People will sell you their land at 25 cents on the dollar. But many, many people, before they sell you that land, they want you to hear this story, why they bought this land. Because remember, they're buying this land on a dream years ago, right? And before they let it go, somebody has to hear the reason why, and that's us. So those. Imagine having that conversation, which could go some cases with some people that are later on in the years that could go for 45 minutes. Imagine having 10 or 20 of those a day. You don't have the bandwidth. You can't do it. So you're gonna build a system.

So especially if it's a side hustle for you starting out, I mean, you're not gonna have, you know, it's different if you're at home, but the struggle is real. Barb Thibodeau, welcome.

And one more look at this guy. Still only mailing out of state owners. Scott, what about you then? We're bringing the guest in after this question. We kept it waiting too long. I already gave away a little bit about who it is, but waiting too long. So do you mail out of state owners only.

So, Matt Forbes, I would say this. If I find an area I like, I'm gonna work that area and I'll see what I can get. I have bought land from in state owners who owe back taxes. Bought land from in state owners. So stories with tears sometimes. You know, he's referring to Aaron.

Yeah, yeah. It's emotional. People. People's dreams have fizzled out and the only thing left to remind them of that is what a tax bill. And then here we come along, nice and shining armor with an answer. Here's some money. We'll take over that tax bill and then we hand it off. Somebody else with a dream.

So isn't it amazing, Mike? Like, I mean, some people get upset with you, right? But like, isn't it amazing how some people are so thankful they send you thank you notes in the mail? They say, thank you so much for taking this piece of land off of my hands. I hope you enjoy it.

Happy people on both sides, Scott, you're right. They don't stay mad for long. I used to enjoy those really angry people because it's kind of a passion of mine to be able to convert them to by the end of the call, whether or not I buy their land. They're happy.

Because they're talking to you, dude.

I guess I'm gonna bring up our guest. You gonna introduce her? Should I bring her up then? Introduce her. What do you want to do? How do you want to do this?

I'll introduce her. So we're gonna have a guest tonight who is, I think finishing. She has finished up flight school. I think she was in maybe the October group. I might be wrong on that. We can talk to her about that, but she's down in Texas actually braving some. Some violent weather this evening. They have some tornado warnings and watches down there in Texas, Louisiana and whatnot. So I think she's getting prepared. But we're gonna bring in Barb Thibodeau.

Here she comes. Three, two, one. Oh, now you gotta shut off the Facebook.

They have some tornado warnings for a second.

You guys shut the Facebook off, Barbara. That way we don't get the feedback. And then I'll unmute you. Give me a thumbs up when you're ready. I think she's ready. I'm gonna leave her in the Big screen there. There we go.

I don't see Barbara. That's weird.

But you don't see her. I see her. I see you. Is anybody in the show? Aaron Williams. Do you see Barbara?

Barbara's name.

Did it work? Yes. We're here. We're live. We got you. Can you hear me, Barbara?

Someone help us out. Can you guys see Barbara?

I see Barbara. I see Scott. I feel like that show. What was that? We were kids. The lady with the. Had the magnifying glass when you watch tv.

Barbara. Mike, she's on. She is on.

I know she's on. I'm talking to her there.

Did it work now?

Yes.

You're here, but now we can't hear you.

There might be a delay on her Internet.

Can you guys see Barbara?

I see Barbara. I see Scott. I'm gonna do it. I'm gonna do a retake. I'm gonna send her back down to the lobby for a second. Sorry, Bob. We're gonna bring you back up. We're gonna test it. We're gonna see what's going on. It might be the Internet over there. Scott, you can see me. Bad weather. I'm gonna bring it back up now. Barbara, we're gonna try it. Maybe we'll give it a second run. Yep.

We.

Yes. K.J. she doesn't have. Doesn't have the robe. Right. We're gonna be raffling robes off, though, right? I don't. Sorry, Bob. We're gonna bring it back up. There's a lot of feedback here.

Yeah, I wonder if. Well, that's a bummer, huh?

Yeah, I think it's. I think, Barbara, double check that. You don't have the Facebook running in the background somewhere. Maybe that's still up and run. Just do a double check on your computer screen and we'll keep talking and we'll try to bring you up. Could be the. Could be the Internet. Could be the tornadoes. Right, right, right. We'll bring you up in one more second. We'll. Okay. And we'll see what happens. We'll give it one more shot. What do you think, Scott? You know, we never claim to be technical experts, Right? This is just off the cuff. We're here answering questions about land, you know, technical. Bailey and Bryce wants a robe. Are we going to talk about how to get robes? Are you going to bring. I thought we didn't talk about this yet.

Am I About how to get. Well, we're having a. Twelfth show. The twelfth show. We're having a drawing for a robe. We talked about that.

Was that supposed to be a secret?

No, it was not a secret. Maybe I'm trying to remember back a few weeks.

Okay, Barbara, we're bringing it up one more time and see how it works. Hopefully. I think it might be the tornado weather down there. We're going to give her one more shot here. Let's see if we can do it. Here we go. Okay.

Better?

Yeah, it's better. Scott, you see her? I see her in here. Yeah. You can hear me, Barbara, Right? I wonder if there's a.

Can you hear me now?

I can hear you now. Yes. Yeah, I can hear you. Sounds good. I don't know. Can you hear us? Thumbs up. You know what it might be? You know, sometimes when you help have a certain headpiece connected when you come up to the lobby, if you disconnect, it's. Remember that, Scott? We were having trouble with that.

Yeah.

So. So, Barbara, can you hear me? Because I heard you loud and clear.

Yeah, I don't. I don't hear or see her on my end. That stinks.

All right, we'll talk for a second. We'll see what happens. So once we. I heard you. Go ahead, speak. Barbara. We can hear you. Aaron Williams says looks good. We can hear her, too. So she's in. She's in there, Scott. She's live. So, Barbara, why don't you say a few words about yourself, how you started in the land business and we'll see. I think we should be able to hear. Yeah, it's good. But she can't hear us. All right. What I'm gonna do is bring her back down. Unfortunately, we're gonna have to. We're gonna have to hire from the lobby. We have to put center back down. Back down a lot. Barbara, I'm sorry, It's technical that we could actually hear you but you couldn't hear us. So I don't know what's going on with that, but we're gonna actually. Once you will have her back on. Yeah, we'll have her back on, but we'll see. You know, we're gonna have to clear this up. We're gonna have to bring. Okay, so anybody out there? I've had a few people reach out to me. Any of those people out there with real technical skills bring us to the next level. So you're going to reach out to us. She's on and Sounds great. Thanks, Doug. Yeah, we heard her, but I don't think Barbara was able to hear us was the problem. So we weren't able to ask questions back and forth but we'll, we'll, we'll try it again in a minute maybe. What do you think? Let's go to the questions that we had someone write in to us. Right?

We did, yeah.

You want to bring that up and discuss that a little bit?

So let's see.

We do take write in questions as well. And Barbara, we're going to try again in a minute. Don't get, don't worry you. Everybody heard you. You look great. But you couldn't hear us, so we had a hard time communicating. So we'll try it in a minute. We're gonna go right now to a couple of questions that were sent in.

So we got a write in question and thought we'd address this. So. So Mike, you ready, you ready for this one? This is a great question, so be ready to answer it. You're gonna be, you're gonna be good one for answering this.

Can you send to me so I can read it at the same time.

But I'll narrate it for the folks? Okay. Okay, so this is, Let me see. Also, I'll say, I'll tell you who it is here in a minute. She says, I know the steps, but I'm wondering how someone can quickly go from selling two parcels to selling multiple parcels a month or year to generate a steady income. I know they talk about posting, domination automation software, M&MS.VAS, etc. But I also want to hear the logistics mindset behind the goal setting, planning action steps for setting up a large land investing biz. Right now I'm working a lot in the biz and I want to change my mindset to oversee the biz with strategic planning. I have two VAs who complete tasks for me. However, I still complete a lot of tasks myself. Thanks and have a good weekend.

Okay, so let's take it right from the beginning. The first part. I know the steps, but I'm wondering how someone could quickly go from selling two parcels to selling multiple parcels and generate steady income. So scaling the business sounds to be the first part of this question. Right? So if we're talking about scaling the business, it's kind of linked into what we were saying in the beginning, right. You start out with a manageable amount of mailings on the one side. And what that does is it creates just a little bit of deal flow. Right. What's huge in this business, everyone is proof of concept. When you do your first deal and you get proof of concept, it's a very empowering moment. You've done a full cycle deal, you've went from the mailing component, which is the county research, through the due diligence, through the closing, through the marketing, the sales. You've hit a very high moment in the business. Right. But then you need to be able to scale it from there. So how do we do that? Well, the good news about our business, everybody, is it's like Groundhog Day. It's. It's boring, it's repetitive, it's redundant. But that is awesome. The reason being is that we're following the same process over and over again. So you can quickly begin to identify which parts of the process you don't have to spend all the time doing. You can start to farm out those processes. You know, they're happening over and over and over again. And the more you go through them, the better you get identifying which steps you can begin to pull out. And typically, people will pull them out from the beginning. Right. You look at the pain points, and the first pain point, if you want to scale this business, if you first major pain point is going to be after you have massive mailings, is dealing with that huge influx of intake. So whether it's an intake manager or a process, what do you think, Scott? We're talking, you know, going from a couple of deals and scaling it. What's the first major hurdle that you hit?

Yeah, so the first. Well, the first major hurdle also that maybe you haven't really talked, touched upon yet, is having the cash flow to do that also. Right. So using different strategies to propel your business forward in a way where you can continually purchase land, purchase more and more and more land, make quick profit and purchase more and more and more land. And it does get easier and easier as you go. Right. And there's different strategies for doing that. So some, some people wholesale to generate a lot of cash quickly to purchase more land and scale it up that way. Some people will, you know, sell. Sell a note or. Yeah, they'll sell. Sell a plot of land on. On terms and then sell a note to get cash in the business that way. So. So that's the other thing I think we have to think about as we go forward is. Is generating that cash to sustain those systems and to advance those systems over time. And there are different strategies to do that.

Right, right. That's.

And. And we learn those strategies in flight school. We learn those strategies in coaching. We touch upon those strategies in the mastermind group and that type of thing.

So, yes, Scott has a whole class dedicated to the accounting. Right. The concept of not running out of money, having like infinite funds are able to continue this process moving forward, you know, and the reality is the market's going to say, we're going to have predominantly more term sales. There's more people out there that can buy land at 100, 200, $300 a month. And there are people that can, you know, dish out 3, 4, 5, $10,000 cash in a whack, right? So we're gonna have more people on seller financing, but you're gonna have that percentage. And Scott, I think he mentions around 70, 30, you know, so 30% will be cash, 70% terms. And so the point is you're gonna be able to refund, repurpose that money back into the business. So, yeah, you do have to have a sound strategy so you don't run out of the funds as you're building this process. So there's many ways that many variables when it comes to scaling the business, right? But so Scott hit upon a great component. You got to learn how to manage the funds, and you got to learn how to deal with the inflow of new properties. So that's really the best way to begin to scale the business is to keep mailing consistently. Because the more times you push yourself through this whole process, front end to back end, the more you're going to recognize all the repeatable steps, the redundancy. And then, you know what, Scott, Todd, talk about the plates, right? And you talk about the swivel, the.

Swiveling from one, bring that back up.

Because that's a critical point that comes. It plays into what we're talking about. What is the swiveling and how does it connect to the land business?

Well, all right, so the swiveling analogy is my attempt to, you know, come up with some type of analogy that might mean something to the community. Although it will never. It will never come close to Scott. Todd, don't be so honest.

Come on.

Don't be so honest. All right. No. So I don't know, one of the shows I talked about how you got to swivel from one thing to the next, right? And initially you're by yourself swiveling in this chair. You're going from one thing to the next and mailing due diligence, marketing, buying, selling, you're doing it all by yourself. But then, hey, you bring in a va or two, or you bring in your teenage son, or you bring in an intake manager, and pretty soon you're all swiveling together in the chair, right? And like, you're kicking the next person in line and they're kicking the next person in line and you're just all a machine working together. And I don't know. That's. That's what it's. The interesting thing is this, like, as time goes on, you're developing this machine that starts to run by itself. And you know you're doing the right thing if you are acquiring more properties and selling more properties and making more money and spending, and so everything's going up that way, but your time in the business is going down the other way.

Right, Right. You know, so great.

This is great. What's so funny, dude?

The best. No, the roundtable.

You.

You missed one the other day. I know you worked. And we were talking about quotes and they were bringing up your, you know, even people short legs to take big steps. And then I forget who brought it up. I think it was Eric Peterson or maybe it was Taylor. It's like, oh, we're even. No, Scott Todd said it. Where now we reached a point where people are quoting themselves. So when you said the robot swivel, it's like, once again, Eric Peterson, are you out there? Remember we were talking about this. It's like he said, only Scott Bosman can quote himself. Right.

Oh, that's awesome.

So, no, the, the swivel is great. Scott Todd calls it the spinning plates. For those of you for, you know, Benford flight school, those you will go into flight school. Each component of the business he calls like a spinning plate. And when I first heard him talking about this at one of the boot camps, I was like, what's he talking about? These spinning plates? But his mind works so, like, incredibly well and is so organized. It's basically every function of the business. There's five of them. There's the whole mailing component with the, you know, county research, that's spinning on its own. You get that kind of moving and then from there you go to the due diligence. And then from there you move over to the how you're going to close and then how you're going to market. And then you know how you're going to sell these five plates. Right. And then I said, well, might as well quote myself here. Right. Is you put the them together, they become like gears. So one feeds the other and you have this machine like you said, and oh, here we go. Yeah, it was Scott Todd. We got confirmation here from. From Eric Peterson. How come it's not going up? My comments aren't even going up. I'll have to hide our names. Maybe that's what's going on here. Let's try that again. No, it's not coming up. But Eric Peterson, we see it there now. That was Barbara Tympo. I know. Sorry guys. I have to try again. I apologize, Barbara. We maybe we should have had a sound check with you before we came up and I'll take full responsibility but we will absolutely have you back on because we are definitely looking forward to hear your stories.

Leave a comment or two or I don't know if you want to share your tip of the week in the chat. That's not as exciting but, but yeah, that's pretty exciting. She said she put her first, first plot of land on land moto this week. So and she, she messaged me the other day saying that she's point now where she's marketing this first plot of land. So it's pretty exciting stuff, right? It's a little nerve wracking.

It is. But the, the, the cool thing is, the cool thing is that the mailing component of our business is very similar to the marketing component. It's a volume game. In fact, as Mark Bodolski says, these are the only two things really can control how much we mail, how much we market. And then what's going to happen? You're going to have a whole bunch of people contact you on one side that want you to be buying their land or they want to yell at you or they want you to negotiate. But then you can have a whole bunch of people on the other side that you know that's the selling part, right? On the buying side, they're going to have a whole bunch of people coming that way too. So you're generating just a lot of people. But when you really do that at high volume, you got to have people in there. You're going to have systems, automation, delegation, and that's where we shine. I think, I think one of the, there's two things about the way that we do our business that attracts people, even people who've done land investing and other platforms. One is our community. The fact that we have such a really tight knit group of people doing the same model and how we work together and the other is how we approach automation and delegation and we pull ourselves out of the business unlike anybody else. It's truly phenomenal and I just think it's kind of a special way that we do things. Would you agree?

Yeah, for sure. I would totally agree.

They say the comments are going up, so that's great. So here's Barbara's comment. I was so happy to see this week as you pointed out, finally put a land, put land on land mode. You know, even, you know, putting, you know, ads out there. Putting, you know, say putting something on ebay. There's things out there that can be challenging because you haven't done it yet. And it gets you. Am I doing this right? Am I, is this the right way to do this? Am I filling it out correctly? But you know what? As Scott Todd always says, done is better than perfect. I say I might as well quote myself since Scott did I say shoot first, aim later. Well, Scott, I can quote myself too, right?

Of course you can. You may, you may have short legs in one area, Barbara, but you can take big steps in that area. You're going to get there.

Yeah, yeah. So we got a question from Roberto Chavez. Is that offense up or not? But I'll read it. And then you could take a chip, you could take a gander at it first. How's that? Scott, if you cannot find a parcel ID in the county GIS ma, do you have guys have a go to website software service used to find property based on legal description.

So first of all, if there's a county GIS map, Roberto, I would think you'd be able to find that parcel ID on there. But maybe there are different ways. Make sure you check the filters on that GIS website because there's all sorts of filters on these sites where you can, you can, you know, have inlays and outlays of parcel numbers, legal descriptions. Oh, look at that. What's that?

This is Miles, my cat. I don't know, he just wants to be an Internet star, so he hopped in my lap. Now he's gone. But no, I think that was great answer, Scott. But I'm also going to point out this. Those are people who get involved with coaching or we even have some access during the flight school. The Land Geek vas, you, you give them the parcel id, you give them the county werla. Is that the right word? I don't know how you say it.

In.

Long as there's no Rs, you get everything you need. So we can't underestimate the value of that. That's incredible. That is such a critical component and part of your due diligence and part of your team and part of your automation is this Land Geek VA system, so.

Oh, for sure, yeah. I mean, one of the, one of the major pain points for me a couple years ago is due diligence. Not, not that it's difficult, it's just, you know, do I have two Hours to burn on my side hustle trying to do due diligence on these lots, right? And then, you know, voila, I find my own va to do it. But then, voila. Mark Podolski develops his label.

Is that a silent V?

I think it's a silent V. Yeah, I think so.

Must be French. I don't know.

I don't know. But then we got the land geek vas. I mean, you hand them a parcel number and 24 hours later you get all the info. It's pretty phenomenal.

Can you see her question up on the. I know everybody else can. Can you see it on the screen, Scott, or do you have the readers? I like her question or her statement.

Barbara's about Craigslist and Facebook?

Yes, please.

Yeah. Okay, so Barbara said she's been marketing on Craigslist and Facebook and she got some responses today. You just have to do it. And then her book tip is Mel Robbins, Five second rule.

I love Mel Robbins. Yeah, it is. You know, I don't want to give it away. 5, 4, 3, 2, 1. But it's, it's a, it is a great book. No, it is. You know, I find a lot of these books, like a 12 week year, we could summarize them in pretty much a little paragraph. Right. But that wouldn't suffice to sell a book. So there's nine more chapters to kind of bring it about. But that is a phenomenal book on the five second rule. And that can absolutely cause massive change in your life because you begin to take action right away. Speaking of books, isn't there a book coming out soon? But someone we know.

Yeah, I think our, our good friend has a. Has a big debut coming out here.

Rumor has the robe on the COVID Rumor has it dirt rich with a big robe on the COVID just kind.

Of enveloping the book. Yes, it comes with its own cover.

And I have a quote on the front page and you have your homemade quote on the back page, so.

Right, right. I think your fly on the horse's tail quote should be on the back page though, because that's.

That got honorable mention, actually on the last round table. I just want to say.

Well, of course it did. You're awarding the quotes now.

Listen, any other questions out there? We have a lot of viewers on here. You know, let's have some questions because if not, Scott and I will have to come up with something. We have plenty of things to talk about. I mean, the lamp. In fact, I know you had a few go to topics. If something didn't come up, but let's see what the community can bring out for some comments and maybe we can call out Scott Todd again. I like when we do that. That was also mentioned on the roundtable. There's a lot. That roundtable was full of so much information and they talked about the nightcap quite a bit. And you know, overwhelmingly the response was, it's phenomenal.

It's incredible.

Yeah, awesome.

All right, Kenny, here, I'll read this for you. Kenny J. Cason says my parcels have not been selling as fast as I would like. I post on Facebook all the time, about eight to 14 a day in different areas. I have sold five properties on terms. That's awesome. And I have all my money tied up in eight properties. I would like to buy more land, but I can't. Do you have any ideas?

Yeah, you know, something that's interesting that, you know, there's numbers away. Anytime a deal comes across your table, right, or your computer or your mail, there's money to be made, right? There's ideas out there. You can option off something, right? If you need to make quick cash, you can. Now this is the option would be to buy the lowest end of the cash flow, right? You know, for a few hundred dollars, you could basically assign the agreement to someone and they could close on it. You get a little bit of money. The other one is you could partner with somebody. I know a lot of people that do that, that basically find somebody else. And that's what's great about our community too. Such a close knit group of people that you go to these boot camps. You develop a lot of trust with people, you develop a good connection. There's people out there that do have money that will assist and come in and partner with you, right? So there's, there's people on just various, various places in terms of money and what they have to invest and other people have more properties. So you can always merge together. So, Kenny, I would look for any. I would never stop mailing because there's always a way to make money when something comes across your desk, whether or not you physically have money in your hand or not, right? You can partner, you can option so on and so forth. And as far as posting, yeah, it takes a lot of advertising to sell a property. Now you might get a home run, right? You might put one out there and someone grabs it right up just like, you know, it might mail out and get a maybe like a 5% acceptance rate or a 10% on one mailing and the other one might be 2 but by and far just comes from consistency. Right? Right. So so many other ways to make money that you never should stop mailing.

And, you know, if you're having. If you're having problems, Kenny, getting rid of parcels, you know, I need to change something up. So I'm either gonna. Are you pointing at me?

I couldn't hear you for a second there. That was my. That was a signal so nobody else would know what I was talking about. It's very subtle.

Can you hear me now?

I can hear you loud and clear.

All right, excellent. So what I was saying. What I was saying to Kenny is change it up a little bit. Change your pictures, change your marketing, change the way you describe the property, change your down payment, give a special no doc fee this week. The other thing is, Mike, when you first got into this or when people first get into this, and I did it, I had a tendency to get attached to these properties. And I think to myself, I can't just double my money on this. This is a pristine piece of property. I need to, you know, triple, quadruple, quintuple my money on this. And then by the time I sell it, it's three months later, right?

Yes.

Where if I could have sold it in 30 days, you know, double my money is pretty darn good on piece property. Right. So try not to get attached. Maybe try to sell it for double instead of triple or tough.

Compare yourself to all the stories you hear, right? When you compare yourself to. We live in a different world than most other people that do their different types of investing. Right. If you look at your average friend, you know, that just has a regular day job, and you say, yeah, I bought a property for a thousand dollars and sold for 2000. I'm a little bummed out. They'd be like, what? You know, you just. You what? Right. That return, it's. We hear so many stories about the 3, 4, 5, 600 or more percent that kind of spoils us and the fact that you can, you know, just double your money and be very happy if you need to. So, yeah, and let's go down. We got two more questions here, and one of them, Kevin Waymaier, you have access to the lanky phase. You're in coaching, so you and I will talk. This call's over. So I'll give you all the skinny on that. You're good to go. Because when you get part of the coaching program, you have unlimited VA due diligence. So you're good to go. I'll get up with you on that. What do you think of this? Do you season your notes before using? If you're going to sell a note, would you have it seasoned? Is that a good idea, Scott, what do you think? So you know, you make sure they're paying already routinely. Is that a good idea? I guess is the question.

I guess it depends on the feeling you get from the buyer. Right. So you know, I think, I think the more and more and more you talk to people on the phone, you can read these folks. So I mean I talked to a guy the other day, he's all about, you know, moving out to the land asap. He doesn't have a job right now. This, that and the other thing. I mean he sent me a processing fee, right. But I'm gonna make sure that. And I told him I hold the land for him for two weeks. It's non refundable processing fee. But I'm gonna make sure he pays, you know, once or twice maybe before I do that. Other people you get a better vibe from. So I think it kind of all depends.

Yeah, you know, I mean it wouldn't be a bad idea, right? Because I mean this thing's in place with the. When you sell your note that if you want anybody's interested, just you know, go to the TL folio site. There's some things in place that assist you say, say someone stock payment where you could then have time to recoup and resell it so you can have your terms back up. So it's nothing to really over concern yourself with. But seizing it a little bit, probably not a bad idea. But like the Scott said, having a feel for the buyer is definitely helpful as well. Let's see. Just bought one. Barbara just bought a property from LG Vet. Excellent technical issues tonight. Yeah, I know. That's more so on our side. Barbara, I apologize. Killing me to market her first property. There you go.

Yeah, see I don't know what it is. It's just like. Well there's some. There's fear too right there. There are fear. Taking your first steps forward in anything. So yeah, you just can't be attached.

Like you said, you know, listen, the thing about land is you can buy a ton of it. There's more right around any day you want. Just go get some sort of. This is not something to be attached to. This is like, you know, you just make the deal and move on to the next one. Nobody is going to make their whole life on one deal. Right. It's really going to be a process. So just keep going through that process.

Yep, exactly.

Wow. What do you think? I think other than huge technical difficulties, totally not allowing Barbara on our show, I think we did all right.

I was hoping she. She was. She was so excited. We gotta have her back on. She, like. I feel bad, Barbara. She. She. She works really early in the morning, and she's off this week.

So she, you know, could be part of that. Could be that tornado. Could have been.

You know, she bought four this week. She's rocking it. Barbara, you bought four properties this week. You're marking properties now.

Awesome.

Market the other four tomorrow.

Yeah. You know, you need. Yeah, definitely. And anybody who's listening when you, you know, here's a little secret. When you're mailing out somewhere already, be marketing even before you have the property pre market it, the worst that's gonna happen is you're gonna tell them it's not available, put them on your buyers list, and guess what? Most of our sales come from a buyer's list. So that's a good thing. So don't. Don't worry about that. And Andy, I love it. Keep the feet moving. One day at a time. That was show. You watch that show One day at a time. Is that. Is that name of it? Yeah.

I think you were like 20. I think you were like 20 then. I was like 5, so I don't remember it. Well, I do remember Schneider, though. Remember Schneider? He kept his cigarettes rolled up in his white T shirt.

Yes, I do remember Schneider. See, you remember. All right, well, Barbara, no worries. Yeah. Do you ever sell your. Sell your buyers?

That's a good one, Matt.

Well, let's look. I have never. I don't know. But let's talk about. Let's talk about Land Moto. You don't have to go buy a buyer's list. You just have to sign up for Land Moto and you have access to thousands and thousands and thousands of buyers from Scott Todd. He's done it for you. So in essence, I haven't. But. But, you know, you have it available to you right now. So all of you out there, that if you haven't gone over to Land Moto, and plus, there's so many functions on Land Moto, you know, from wholesale property to. It's just an incredible site. So, yeah, I don't sell my buyers list, but Scott Todd's a little crazy. He's got his right there for you. You just pay for a monthly fee, and you're in. You got his buyers list, which is huge, that you can't underestimate the Power of a buyer's list. It. It is by far the. One of the. It is the top tool in our business of selling land for sure. If that doesn't pull Scott out from the.

I mean, yeah, he's in the woodwork tonight.

Do you agree, Scott? All I want is a yes. Just a yes. Eric would say yes. Days of our Lives. I did used to watch Days of our Lives, Andy, when I was a little, I'd eat peanut butter and jelly and macaroni and cheese and listen to it every day. The Days of Our Lives. That was my mother watching it, but. Yeah, you. But good. Good cover. Easy, easy, easy. Yeah. Yep. Thank you, Barbara. I guess we couldn't call out Scott Todd tonight, but I'm sure he's listening. So, Scott, any parting words of wisdom from you?

Oh, I'm. I'm excited to see a boot camp. We got what we got. One more. Well, we'll do land gate. We'll do Nightcap next week, but the following week, we might be at boot camp, Right? We're gonna do a show at boot camp.

Oh, you just blew up our spot. That was gonna be a surprise, but maybe I blew up your robe spot, so you can blow up my. The other spot.

But we'll figure something out for boot camp.

For those of you going to boot camp, we're thinking about doing a live nightcap show there. So we'll take some input on that. Even if you don't watch the live show in the comments, please put down that if you'd like to see us do a live show at the boot camp, because, yeah, the robes are coming for sure.

Of course.

Yes.

And then make sure you guys. Anybody who's left a comment tonight or a question, you will be entered into a drawing. This is episode six, right, Mike?

Six episodes. Like I said last week, that's more than most Netflix shows these days, so.

Right. It's. It's insane.

Yeah, it's amazing. Did you use Vegas Live show? Did you get that call from Shark Tank? They want us to come on and present our show.

Why do they call you and not me? I don't understand.

What is that? I don't know. I thought they called both of us. But you didn't get the memo.

No, I didn't get the memo.

Laura, you didn't send him the memo. All right, Sorry.

So, yeah, we're gonna have a. We're gonna have a drawing for another free coaching call. Episode eight. That'll be in Vegas.

Really?

Live. We're gonna lie. We're gonna Draw live out of a hat for a free coaching call in Vegas. That's gonna be pretty sweet.

And it is gonna be. It probably is going to be during the. The. Where is it? He just open bar. It'll be. It'll be during the. It'll be during the meet and greet, the. What do we call? The social hour, the social mixer that Mark always provides for. Everybody does such an awesome job. There's so many great parts about boot camp. I just. You gotta talk. I don't even know. I'll be honest. Right now, I don't even know if there's any slots open right now. So if you guys want to get in there, you got to email support to support our import, the Land Geek. And you got talk to Danielle. Danielle. And see if you could squeeze your way in there, because, you know, this is one of our most popular locations. But, you know, maybe you can get in still, because I would say just email it right away because it's gonna be phenomenal. I'm gonna be there. Scott's gonna be there. And if that's not enough, Mark's gonna be there. It's gone.

And T. And the more famous scout will be there. Yes.

Yeah. Yeah. So even though he didn't come out and show any love tonight, we'll. We'll forgive him, but. Hey, Scott, is it your turn for the toast?

No, I toasted last week.

Yeah, it's like I was just on the round table. I got another roundtable story at the very end. They said, okay, come to the point where, Mike, where's your tip? It's like, what? It wasn't even. It was like, no, no. Preparation just threw it at me. And Scott thought. I thought I was gonna be stumped. Like I wasn't gonna be able to. What is it? But, you know, I brought one up, and I don't want to give it away now because that comes out next week.

Right? Awesome.

My toast is just gonna be to, you know, all the new lambs is out there. Oh, wait. Wait a minute. So now it's not my toast. Okay, rewind. Scotch toast. Go.

No, well, no, I don't want to spoil it either, because it has to do with the roundtable. You already told. Go ahead. Go ahead.

Yeah, we can't give too much away. They have to listen to the broadcast. Right?

It's gonna be a good roundtable next week. I'm excited.

Eric Peterson in the house, still listening. I love it. And that's. Eric said, I can't.

You've gotta be sleepy. He's probably watching on his phone in bed or something.

You know, sooner or later, I've already poked at him. He's gonna be on this show. I know it's a little late. I know he's doing work, but we're gonna get him on this show and you guys gonna love him because he's super high, tons of energy. No, he's actually very laid back and mellow. I love that about him because he and I have totally opposite personalities. So, Tyson, Yeah. We can't wait to see you there as well. It's gonna be awesome.

Excited.

Phenomenal.

And so I think Aaron Williams said Nightcap is binge worthy. So that's. That's good to hear from Aaron. I appreciate that.

Like a Netflix show.

Yeah.

All right, so my toast is going to be simply to all the people out there who are just getting started in the land business. Right. And to embrace the suck, as Mark says. Right. I know that what that means really is in the beginning, learning anything can be difficult. Listen, if. If, you know, working out was easy, they. Everybody looked like Arnold Schwarzenegger. Right. I mean, I mean, I. Whatever. Everything in life takes something of the consistency, the daily routines. And I have daily routines as the M and M's.

The.

Which, by the way, I did come up with that M and M's. I just want to throw it out there on live TV. The M&M's was something that I brought.

You came up with that.

You didn't know that?

I didn't know that you came up with that.

I know, I know. Mark doesn't say that enough, so I figured I'd say it about myself. But Anyway, M&MS, M&M's mailing and marketing, that is what moves the business. So by tomorrow morning, listen, today is what day of the week? I never know. It's Wednesday.

Yes.

Time. Get a hundred mailings out. Get 50 mailings out. Get by Friday, everybody on this, listening to this show, get 50 more mailings out. I don't care if you did your hundred, do 150. If we did zero do 50. If you did 250, do 300. And you're gonna. You're gonna thank me. You're gonna thank Scott when you bring those deals in and you make that extra money. So. And if Kenny, if you don't have the money because you money's type of deals, call up someone in the business that you know is in that community. They will partner with you. You can option it. You never have to worry about. It was a great community. We work with.

Exactly right. Good deal. Good, good toast, Mike. Cheers.

Cheers. And by the way, what are you drinking tonight, Scott?

Maker's Mark. My. My go to.

I have champagne. That's how we say it. New England champagne.

You're drinking champagne?

No, champagne.

Champagne.

That's rude. That's true, Bob. The next best deal around the. Listen, I know this shows technically a little bit. It's like the afterthought. It's like I always tell people this business is like panning for gold. If you do it consistently, you're going to have flake after flake after flake. But every so often, you're going to get that nugget, and then you get. You're going to get one or two nuggets a year. I tell you, this is the truth. If you mail consistently, you'll have one, you'll have flakes all the time, but you'll have nuggets, one or two a year that are gonna make that year totally worth everything, all of your efforts. So stay consistent and hey, that's right. We should have it. Keep investing. Can we sign off like that? Keep investing.

Keep investing. Sure, why not?

I don't know if that's good. I want, like, you know, really good talk show guys. Have like a little sign off.

All right, well, we'll work on the sign off for Vegas.

Will unveil the sign off at Vegas. I gotcha. All right, guys, thanks for watching. I really appreciate it. I'm gonna. Oh.

I'll see you later.

I'm in New England. Have a great night, guys.

Good night.