Nite Cap with The Land Geek Guys—Sales with The Whisperer

What happened? Oh, sorry about that. A little.

A little.

Little mistake on the music, you know? Gonna blame the sound guy. Oh, that's me.

What's going on?

How you doing?

Hey, can you change the view? Can you change.

Oh, I can change the view. Let me change the view. We'll go with. No, no, I had the right view. How's that?

All right.

I'm telling you, it's the right view. I can see you in full color.

Sorry, I didn't mean to blow up. How you doing?

Yeah, you're getting a little. Little snippy right at the beginning. Just like that, out of the gate with your green shirt. Oh, look at that.

Didn't even plan that tonight, did we?

No, we didn't plan that at all. Scott, what are you drinking tonight for the nightcap with the Land Geek guys?

For nightcap with the Land Geek guys, I got my trusty old Maker's Mark.

If you're nothing, you're consistent.

Boring.

I didn't want to say boring. I took a little basil Hayden. I poured it in this container, added a few tea bags, and voila. I got some whiskey. Whiskey tea. Homemade.

Yeah. Did you Pinterest that or what? I mean, I don't understand.

I was in Boston, and we were at a place getting some. Our daughter was at the game, and we went to this place and got some. What was it, pulled pork and stuff. And they said, hey, this is a great drink. Try it. And I was like, wow, it knocked my socks off. But I had a little flavor. I had a little twist. I put some cinnamon instead of regular tea in there. Cinnamon tea. So here's to you. Now we may have some new viewers. We're in a new format tonight. We're in the other Facebook group, right, where we have lots of people here who are probably going, who are these guys? And why are they wearing funny robes? And what are they doing on our channel? Could you tell them what we're here for?

Yeah. Well, we have eight viewers, so it's growing.

It'll grow exponentially when we tell them who our guest is. So keep going.

Oh, that's for sure. Yes, we are Scott Bossman and Mike Zaino. We are the Land Geek Guys. And we decided a few months ago that this community just was taking itself a little bit too seriously, and we needed to sit down at the end of the day with a drink and have a little fun and talk land investing. So that's why we're here.

I love it. I always say we bring content, you know, but we bring a Lot of fun, right? It's 10. Look at this, 1034 on the east coast, you know. Right. So you gotta have a really. We found that there's people that like to burn the midnight oil. They like to come home. They like to work on the land business because there's, you know, no set time. You can do this anytime, so why not join them and bring a little content, right?

That's exactly right. I think it's gone over pretty well.

I think it's gone over great. We've had like, 50 episodes. We're getting picked up by YouTube Red. You know, right after the Cobra Kai series, they. They called us up. So I know it's the same joke every week. Sorry, but it's a new group. They didn't hear it yet.

I just had a vision of you and your red robe facing off against Ralph Macchio.

He's the real bully. Okay, I don't want to. I don't want to ruin it.

Don't ruin the show.

He's a real bully. I'm sorry.

Spoilers.

People could say, like, you know, like, you're Johnny and I'm Daniel. Like, look at there. There we are. Maybe that's it. I've heard people say that about us.

That I'm Johnny and you're Daniel, right? Yeah, I think so.

Listen, we're here to talk about land investing. So what's new with you this week? Anything going on in the land world?

Aaron Williams says he may start a 3:00am show. Hey, Aaron, I've been there. I've been up maybe now 3am I've been up at 5am doing land investing.

Oh, he could do that because he milks the cows at 3am It's a distinct advantage he has over there in that Amish country.

Amish country of Indiana. So, yeah, let's talk land investing. I also want to encourage the viewers tonight. You know, this is about you guys. So please be interactive. Please ask questions whether it's completely, completely on topic or completely off or if you want to make fun of Mike a little bit, that's fine. You know, that's why we're here.

It's all right with me.

I know you're a good sport. You really are. So how's your week been, Mike?

It's been great.

With lamb, Great.

We just had a term sale go through. I always tell people, right. Sometimes they think we manufacture these terms, right. All these numbers. But the reality is anybody who's been doing this business for any length of time realizes this is the real deal. And I always say it's like panther for gold. Like, you're shaking, you're going to get flake after flake after flake. But then every so often you get a nugget and it just happens. I mean, so typically we'll buy a piece of land for I'd say around 12 to 15 hundred dollars and sell for about 6000 on terms. This one we happen to sell for 9000. So it's just a little bit of a nugget. It's a good return. It's a great deal. Even with my sales team being paid, we'll be all out in six months. So we'll have just complete profit. It's gonna be.

It's awesome.

So the lamb business is phenomenal.

Good deal. Good for you. That's awesome. Here, we got some. We got some terms deal or we got some questions.

You got some terms deals?

Let's hear them.

It's been a long day for me.

I'll carry you. I got you.

No. Aaron Williams. Aaron Williams. Cows. Smh. You know what SMH stands for?

I don't want to guess. I know what I might think it stands for, but I probably shouldn't say shake my head. Is that a good thing? Oh, because we made fun of the cows and he's up milking the cows doing a show.

Here's a question from Michael. Michael, I need to know how to pronounce your last name. A, I, L, L, O, N. It's French. Elon, what percentage of your deals are terms deals?

Right. Great question. Now, I will say that traditionally we say that it's about a 70, 30 split right across the business. If you were to poll people, you probably find that about 70% of the deals are terms deals. And because there's most people out there that can afford these, we make it so attractive. Like, literally, people spend more money. And I tell this to people, right? More money each month going to Starbucks and Dunkin Donuts or wherever you have out there in Wisconsin or whatever they have in Bailand. Okay, I wasn't sure. You spend more money in coffee every month than you will on a land deal. So it's just so attractive, of course, that our numbers would be higher on that, Right? But there are other people that are going to come and say, hey, well, we'd like a cash discount or what's the cash price? So we can accommodate those as well. So it's a good mix. In fact, Scott Todd has a whole segment in flight school talking about how to keep the business refueled with income through this process.

I think what a lot of people do too, Mike, is they may start out with more cash deals than terms deals. It might be 70, 30 the other way when they're first getting started. That's kind of.

I did that.

Yeah, I did that to my first year. I did more cash deals and terms deals. And then about 15 months into it, I kind of did a 180 and went the other direction. So that's the beauty. Do what you want and do what you need to do to move the needle forward.

Everybody comes here with a different set of scenario. I was 40 grand in debt, so I needed to quickly get rid of that debt. So I bought. I call it junk lots. Nothing wrong with them. I just talk about land that you can buy for 3, 4, $500 and double your money. Why do I call it junk lots? Sounds good. I don't know. It's because it's cheap land and you can flip a double your money. It was great land. Nothing wrong with it. But we paid off our debt with junk lots.

Yeah. That's amazing. That is really amazing. Good for you. Here's to you, Mike Zano.

Oh, typical. People say good for you. It's not positive. Just so you know.

No, that's totally.

I'm just going around my pot of the world. Good views, like. Yeah, good for you.

Oh, come on. No, good on you.

Good. I think it's time for our guest. This guy deserves more time than usual. Right? We got. He's bigger than life. We got to bring him up. What do you think?

Yes, we have it. We have a. Yes, we have a question from Gary Frazier.

We got to hold off on the guests. We got questions.

No. Okay, so this is addressed to you. Mike. Mike, what do you mean when you say when my salespeople get paid? When you were talking about example. Good, profitable deal. Explain your sales team, please.

That's a great question. That's a great question. So here's the thing. Land investing is our niche, but there's a niche within the niche, the micro niche. And what is that? We don't do the business. We use systems. We use automation. We use delegation. And we create a team. A very cost effective yet very just, you know, it's a real team. Land investing. What do I say, Scott? What is it?

Team sport.

You complete me. Look at that. You complete me. Check that off the list. You complete me segment. So land investing is a team sport. So we have a sales team and they get a percentage of the sale. So that's what they work on. They work on commission. So we don't have my wife and I don't have to talk to the people that want to buy land from us. We have our sales agent do that, and then they present the offers. And that's very simple. We can use Voxer on the phone and communicate, and I can do that while I'm drinking Basil Hayden infused with.

Cinnamon tea at 3 in the afternoon.

Well, I don't want to paint the wrong picture.

Oh, no, I wouldn't want to do that.

Is this what you say? Good for you?

Yeah. Yeah, Good for you.

There it is.

Aaron Williams equates that to the middle finger. Apparently, like the middle finger. Good for you.

Aaron knows viewers out there. I can't see the Facebook comments. Scott. Ken, but can you weigh in on this? If someone says good for you, that typically mean good for you? I don't know. Laura's saying yes, but she's just team Scott. Oh. She says it all the time, so I guess I must be okay. Scott, can you introduce. I guess. Let's do this.

Yeah, let's do this. So this is very exciting because.

More exciting than working with me?

More exciting than just you and me. There was no guests last week, so the week before that, we had Damian Lupo on. That was a great episode. For anybody who wants to go back and learn about QRPs, that was a pretty deep one. That was a deep one. The first half was pretty deep, and then it got a little silly, but that's all right. So tonight. Tonight we have Wes Schaefer, the Sales Whisperer, on with us. I'm excited. Bring him up.

Yes, I'm bringing him up. I'm gonna promote him to panelist. Here he comes.

There he is. He's gonna swim.

I gotta play the music again.

Yes.

Wait a minute. I gotta unmute him. Hold on. You're unmuted?

No. Music man. What the.

I think I should have played the theme song from the Sopranos. That would have been more apropos, right?

No, for me, man, you gotta play the Dukes of Hazzard. Come on.

Great show. Great show. Boss Hog. I love it.

Love that show. Wes, where are you from? There's a little Southern accent in there.

Yeah. Originally from Baton Rouge, went to high school in Houston and then traveled the world with the Air Force.

Nice. You caught the twang. The Southern twang. Scott, you caught it.

I caught it. Yes, I did.

Wes, I want to read something. By the way, the sales whisperer.com. your website. I love this. More about the Sales Whisperer because there's one part in here I love because not only because I have a hard time pronouncing it, but because it's just an awesome statement. So it says. This is more about the sales whisperer. It says ruthlessly. Look at. I'm already having a hard time. These Rs. Ruthlessly pragmatic, sales trainer, marketing consultant, keynote speaker, copywriter, infusionsoft expert. And here's the word. Doer. I did it. I said the R. Doer.

Doer.

Doer. I love that. I love that one line, that one word. That word is awesome. So I just wanted to read that because A, I wanted to see if I could get the R, which I had more hard time with the ruthless than I did the R. But B, because I love that. That's awesome.

Well, thank you. I wrote it myself. I think I was sober then too. But hey, above.

That's a great picture too. A picture of you. It's at the graduation of the Air Force Academy, correct?

Oh, yeah.

And wow.

Very close. Sneaking in. I think she can sneak in. I'm gonna pull this camera around on her.

Let's do it.

She doesn't like my robe or hat.

Come on. It's total New England. Love it. So I wanna. You know, this is great having you on here. In fact, I had the pleasure of meeting you finally in person at the. At the. At the boot camp. Where was that, Scott? We've been to so many. I forget which boot camp.

That was Vegas.

That was Vegas.

We met Shannon and Matt in San Antonio and then we met Wes in Vegas.

That's right. That's right. And you know, you spoke a little bit there. Right. And I know that you probably could have gone on for a longer time than you did, but I really liked that. I really actually loved that. What you were talking about, the fact that there are people out there that we encounter in our life growing up that kind of misrepresent. Right. What a salesperson should be. Right. And it gives them a bad name. And can you talk a little bit about that? Just a brief. Not the. You don't have to give the whole speech. But I really like that. I like the fact that you talked about the professionalism and whatnot.

Yeah.

Well, Scott and Mark do a great job with that as well. At the end of the day, a professional salesperson is really solving a pain, right? They are. We're a bridge, right. A broker, a go between of helping people solve a problem. And you know, with this land as our mailings are picking up, I mean, people are Responding, they're accepting offers. We're getting them on the phone. You know, they're holding on to something for too long. It's a pain. Even if it's not big dollars. It's. It's an issue. It's something that you're looking at, you know, for a short time, I was a stockbroker, you know, years ago. And they talk about, you know, throwing good money after bad, right? And they always say, you know, cut your losses, right? Take that. Take that first deal. That's your best deal. You know, things are only going to unwind and get worse after that. And so to be able to help somebody, they're getting this paper every month or a couple times a year. And they're looking at it, it's piling up on their desk, and it's just reminding them what an albatross that thing is, right? Hanging around their neck. And so that's buying it from somebody, right? Selling it to someone. Well, that's somebody that. Look, when you're selling a $4,000 piece of property on terms this person, this is a blue collar person that thinks that land ownership thinks the American dream is beyond their reach, then all of a sudden, you make it possible, right? Okay, so you need to understand where you fit in this equation, where you fit in this ecosystem and be proud of it, right? There's no reason to be ashamed of being in sales as long as you're doing things right, as long as you're telling the truth, as long as you're not pressuring people. And driving a hard bargain is not the same as pressuring someone when you know your numbers stick to your numbers. You know, pressure is lying to them, shaming them. You know, hey, come on, Mike.

What?

I mean, you got to talk to your wife. You know, a real man makes his own decision. He doesn't talk to his wife. What are you, man, come press real hard. The third copy's yours. Let's get this deal done. Right? That's manipulation. Yes. You know, if. Oh, you gotta talk to your wife. Fantastic. Would you like me to wait? Is she home now? I can wait. You know, and so telling the truth like that is fine. So understand where you're coming from. Understand your role and embrace it. Because you know what I always tell people? Your bank account is a direct reflection of the good or bad choices that you've made.

That's all right.

You know, you got out of $40,000 in debt because you hustled and you put deals together. You solve people's pains.

You.

You Got paid for it. You know what? When a heart surgeon, a friend of ours, just had a double bypass or two, stents put in 99% blockage. That Dr. Solved his pain. Shouldn't the doctor get paid for it? Should the doctor feel bad about getting paid for solving that guy's chest pain? No, he gets paid very well. We should enjoy and appreciate being paid well for solving real estate pain.

I love it. You know, I used to feel kind of weird when I first started buying land from people and they'd ask, you know, I would afraid they're gonna ask me what was I gonna do with it. And I was like, oh, it was just to me at the very beginning was nerve wracking. What if they, what if they know I'm gonna turn around, sell it or, you know, and, and I get all worried and the reality is when I real, when I, when I embraced the transparency and, and told them exactly what I was gonna do, it made it easier. But when I told people, listen, I work with other investors, this was going to happen. Sometimes I sell it and they were like, you know what? I can physically hear them take a deep breath in and relax. And they'd be like, I didn't want to cut it. If I was to sell it a loss for what we paid for to someone, I'd want it to be someone like you. They literally say that. And it's so different than in the beginning. I'm worried, like, I got to try to think of this concocted reason, like, oh, yeah, we're going to enjoy it. My wife and I know we're not going to enjoy it. We're not going to ever see it. It's an investment for us. But I think that's true. That truth, that transparency, that truly, it's a game changer.

Yeah. There's a book out there, they talk about red ocean, blue ocean. Red is like red from blood. And the sharks just attacking. The blue ocean is. It's huge. You can't sail all the oceans. Right. There's so much opportunity out there. And so if you're hanging on to something, there's a thing called a monkey's paw. And it's literally how they catch monkeys in the wild. They'll have this cage, you know, the little finger handcuffs you put it in. The harder you pull, the tighter it gets.

Yeah.

So it's the same thing. They'll have a cage and they'll put an apple in there, some food, and the monkey will reach in and grab it and he can't get his hand out with a fist. If he lets go and shrinks his hand, the hand comes right out, but instead, the monkey grabs it and will not let go. And it starts screaming and going crazy, and they walk up and they club the damn thing and capture the monkey because it won't let go. It thinks, this is it. Oh, this. This two acre parcel in Mojave county is the deal. I can't let go of this thing. I got 10 acres in Florida, man. I got. I can't let this thing go. I can't tell anybody about it because they'll steal it from me, right? You know, it's like, dude, there's so many. Just tell them the truth, right? Like they say, you don't have to have a good memory if you tell the truth. Yeah.

It's true, you know, and that's why we don't make a breakup our business on one deal. This, you know, once you recognize and embrace the fact that there's 10 more deals coming down the pike, it liberates you because you're not worried about this one deal. You know, you. You speak the truth.

You.

You stick to your numbers. If it doesn't work out, oh, well, you know, there's another one coming down and that person may convert in the future. Right. You know, so definitely amazing, right?

You never doubt. You walk over to the light switch and flip the switch and the lights and the fan come on. Well, if you mail a bunch of letters every day, you get replies and offers are accepted. It's not, you know,.02 seconds, right? But they come.

You know, you got to turn the lights on. You got to take action.

You gotta be a doer, right?

Gotta be a doer.

Do the work. Do the work.

There's the word. Do a.

Do up, baby. It's like with Scott.

I think.

I think.

I think this is a good time.

Is it?

Yeah, I think it really is. I think Wes are gonna kick out of this if he hasn't seen it yet. Wes, this is a segment we like to call the Boston Lager segment of the week. The lager.

I got a stout, tastes like peanut butter.

You got stout, and you have liquor infused with tea. I don't know if I can talk to you anymore.

You said it was kind of like a Manhattan. I heard that word.

I said kind of. But real men, they drink their whiskey neat. I'm just.

Splash of water. All right, so anyway, in this segment, Wes, the community learns a new Bostonian word or a word that is commonly mispronounced by Bostonians oh, boy. Here we go. So it works like this, Mike. I spell a word.

Okay.

And then you say the word.

Okay. Simple.

And tonight actually. Tonight I'm actually going to spell a word that relates. It could relate to the land business, actually.

Oh, boy.

There may not be a lot of people who buy land in this state, but there may be a few, so.

Oh, boy.

I would like you to say this word for me. Are you ready?

I hope I get it right.

A R, K, A N, S. A, S. Arkansas. Arkansas. Arkansas.

Arkansas. What's a lot about that? I'll drink. Arkansas.

Who's the Arkansas or Arkansas.

Who's the Arkansas? Is that Arkansas?

That's a good segment. That was a good one.

That's awesome. Wes, I got a question for you. I love how you talk about the. Selling is a calling, questioning is a process, and a sale may be the solution.

Serving is the purpose.

Right? Selling, calling, Serving is the purpose.

Okay. And then questioning is the process. I missed one.

And then a sale may be the solution. Did you send that to them?

No.

Okay.

Shannon was just asking me about that today.

No, I follow you. I study you followers. So look at. I'm gonna look at the. I got a couple questions. The first one is about, number one, selling is a calling. Because listen, some people to come to this business, right, they're building a business model. And they may in the future, like we do, we. We have someone that embraces that position and selling really is their calling. But in the beginning, it may not be my calling. It's something that I have to do because I don't have that person there yet. So what would you kind of advice would you give to that person? So it's, you know, the business is really what called them here. Right. Which I guess I'll let you go on that level. But it's not truly. They truly didn't come to it out of maybe a feeling to be the salesperson, but yet they're in that role. So what kind of advice would you give to them? If you're digging what I'm saying, you know, they're not initially coming to it from that perspective.

Well, but think about it. And I realize they may not let, like a friend of ours in the group. He's a nurse. His calling was to serve people in healthcare.

Right.

But as he got deeper into it, he realizes, hey, to build the future that he wants for his family and the lifestyle that he wants, he's got to up his game. He's investing in this business. Right. So deep down, something clicked and he realized, like you, Mike, I mean, you're a firefighter. You know that that's not sales, right? You're gonna throw some gear on, get a big axe, knock down some walls, you know, go home and cook some chili, hang out with the fellas and watch ESPN and infuse your whiskey with teeth, right? And so. But then you're like, I want to play a bigger game, right? I want to continue to serve. You're still in that role, but it's like, I gotta to reach higher goals. So something was nagging at you that realized, that made you realize. Being an entrepreneur, getting into business for myself, because that's the kicker is that when you're in business for yourself, the number one job of a business owner is to market their business. Okay? That's sales. Sales and marketing are two sides of the same coin. You know, nothing happens until a sale is made. My old CEO used to say, you know, sales is the straw that stirs the drink. Okay? So you can have all this great marketing. If you can't sell, if you can't write a good Craigslist ad, if you can't answer the phone and respond to a response or an inquiry, if you can't reply to that email, each of those are little sales, you know, so if you don't embrace that role, then you're not going to have as much success as you can, you know, so you need to understand that if you're in this business, then you're in business for yourself. So you've been called to be in sales, believe it or not.

Excellent. I love that. I love that whole. You kind of, in a way reminds me. Scott and I were talking about a book, the Go Giver, you know, about. You know, and I love that book. And it kind of. Because at the end when you say a sale may be the solution because it may not be right, it just may not be the right piece of land for this person. And the last thing we want to do is put them in a piece of land that's going to end up being wrong for them because it's just not going to serve either of us very well. So I love that. I love that last part. I think that's probably what reminds me most of that whole idea of the Go Giver of just being truthful, honest and questioning and making sure this is the right step for them. And I think that gives you a lot of clout, right?

Oh, yeah, I know Bob Berg. I've had him on the sales podcast twice. He's one of A few that have been on twice.

Really? I'll have to find that one.

Yeah, I mean, he's a good dude. And that's true, right? And I remember sitting in boot camp and hearing Scott and Mark talk about, you know, a 90 day money back guarantee, a 365 day exchange, you know, when you. It's called a risk reversal, right? You're taking away the objections, you're eliminating the risk. Because what is sales? Selling is a transference of a feeling. And that feeling is confidence, right? So you're, you're giving them the confidence that they're taking the right action. And so you better be doing the right things if you're offering a 90 day money back guarantee, a 365 day exchange, you know, because if you're manipulative, if you're cutting corners, if you're lying to people, if you're pressuring people, you know, I've got a whole thing that ABCDE cycle of sales, you know, and rookies think that the sale is the end goal, but. And they think of a pipeline, right? Left to right, shove stuff in or a funnel, pack a lot of stuff in the top, maybe something will fall out of the bottom. But when you think of it as a cycle, you're attracting, you're bonding, you're converting, or you're making that sale, then you're delivering, you're over delivering, you're delivering this wow experience. Then you endear yourself to them and now you're attracting more business, right? You've been in this a lot longer than me. I bet you've had people come back and either buy multiple properties from you or send a friend or family member to say, hey, you know, my mom, my wife, or you know, my wife, you know, my cousin, my uncle, they bought, my next door neighbor bought from you. And you know, we want some land too. I bet y' all have had that happen.

Absolutely.

Because you treat them right, the sale, just like getting married, right? The wedding day, you know, 23 years ago, Shannon and I got married. Was that it? Were we done? Okay, it's all easy now. Or is that when the real work begins? Right? So same thing, you make the sale. That's like having your wedding vows. Well, okay, great. You have a party, got a band, drink some wine, had some, you know, steak. Great, fantastic. Now what? Now the honeymoon's over, the roof is leaking, you know, kids are sick, water heaters busted. What do you do, you know, so it's that understanding. You got it. You gotta, you gotta run through the finish line. Right. And when you deliver and endear, it gets easier and easier and easier. The sales come faster, come at higher dollar, less resistance, more profitable, Everybody's happy.

That's awesome.

I think I'm going to share a quote that Andy Wellmers has put up because I think this kind of ties in. So Andy says, I've sold to three people so far, and each one was truly excited to buy the land. The only thing I had to do was put the opportunity in front of them. I didn't have to upsell the land. I told the truth about the properties, good and bad. It happened that the land was exactly what they were looking for. Opportunity.

Yeah. You need to realize that you are not your client. Okay? And I Learned this in 1998 when I was selling mobile homes in Mobile, Alabama. Okay. I didn't live in a mobile home. I remember this lady came in, she said, we'd like to look at some of your trailers. Well, your manufactured homes. And I was like. And I was like, you're the one buying it. You can call it a trailer as long as you buy it from me. Okay? And so even now, I got a reply from a guy on email, you know, like, is this legitimate? You know, and he's misspelling legitimate. I know this is one of my, like, third cousins back in Louisiana, you know, shooting frogs with his.22 off his front porch while he sips Pabst Blue Ribbon with a big dip of Copenhagen. Right? Is this real? Is this land offered legitimate? Okay? And it's like, yes, it is. But I would not buy to hold and own a $4,000 piece of land in Mojave County, Arizona. I wouldn't.

Right.

It doesn't mean it's not right for them.

Right?

Okay? They want it. I'm there to fulfill. You know what? And there is something about knowing that you own something. Most people don't own anything, okay? They're paying on everything. There's more. The bank owns it that, you know, they own the mortgage, they own the car. You know, okay, maybe they own their $500 Ford Focus, you know, but it's not going to appreciate, you know, it's. It's something that takes money from them. So you need to understand that just because you're helping complete a transaction on something that you yourself may not want doesn't mean there's no value there. When I was selling trailers, I was happy selling trailers. 1998, I was 28 years old. Made $100,000 my first year.

Right?

We had. We had one and a half cow had two kids, right? So Matthew was born then I started that job. My rent was what, $365 a month? Little two bedroom apartment in Mobile, Alabama. You know, $100,000 back then is like $145,000 today. I felt wonderful. I didn't feel like I was ripping anybody off because something like 30% of home sales are mobile homes, manufactured homes, right? So I was feeling a need and I was happy to do it. So I'm proud of what you're doing. It's yours.

Yeah.

What was that, Scott? I didn't catch.

You know, people are thankful for that. They're, you know, you're fulfilling a need. I mean, you, Mike, you've gotten thank you letters from, from buyers, you know, so you know, you're, they're thankful that you are there to help them move forward. So it's pretty awesome.

There is, there is something about this pride of ownership. You know, they, they've done studies where they've taken, you know, two, two bottles of wine, right? And I know this is not one, but you know, two bottles of wine and they put them in a cup and they, you know, and they go, okay, look this here. And, and they connect their brains up with those probes. Like, you know, you see, they're doing science experiments and they're like, this is a $400 bottle of wine. You import it from France, carried on the back of the vestal virgins, you know, I mean, and their pleasure receptors are going off, firing in their brain and they're like, hey, this is like a $3 bottle of wine from the grocery store. And, and the, and there's not as much pleasure firing in the brain. And then they're like, they pull the covers away and they're like, it's the same, it's the same wine, right? But because they believed it was something bigger and better, they felt better about themselves, had a better experience. So when somebody even. It's a $4,000 piece of land, the fact that they own it, right? And it's theirs. They can go shoot guns out there if they want, they can ride their quads out there, but it's theirs. There's something about, and you know, that's what's different about America around the rest of the world. When you own property, you own it, you know, up to the frickin troposphere, down to the center of the earth. No other country has that type of real estate power. And so, and there is something about owning your own. So when somebody can say, this is mine, that Pride of ownership. You know, it's. It's. It's powerful. And they may not ever have that if they don't see your ad on Craigslist. They may think I'll never be an owner. You know, I'm gonna live in this three bedroom, two house, two bed, two bathroom, you know, house in the suburbs, jammed up in the city, you know, never have something of my own. So you need to understand what's going on in the minds of your customers.

The value that we're delivering.

Yeah. And help them embrace that.

Awesome.

Awesome. Look who popped up. You know why? Because my glass is empty.

Mine.

Wait, where's that official sign, Scott?

Oh, yeah, the official. The official.

I just finished off some glenmorangie.

The digital sign. Where is that thing? Oh, here it is. It's the refill segment.

Yay.

Where we all get to drink just a little bit more for the end of the day. Fantastic.

Fantastic. Yes. All right.

Take your glass, Pour it in just a touch. Keep it neat. Just a hair. Just for the kids at home. And that is good.

What are we drinking to, Matt?

I'm drinking to my cub Scout season being over. I have 72 kids. I spend hours and hours and hours. We had our final thing tonight, and I'm done, and I can focus more on land.

Are you the Cub master? Is that what it's called?

I am the cub master.

Yeah.

It's ugly.

Nice.

Good for you.

So whatever you're doing. Cheers. Pros.

Cheers. Thank you, Matt. We'll have you up for the outro in just a few minutes.

Oh, so good.

Isn't that good?

So.

What happened? We got a couple other segments we got to squeeze in here, Scott, don't we?

Well, we got the Facebook quote or question of the week. The Facebook group is a little bit quiet this week, but we're gonna do the question of the week. Ready?

All right, we're ready.

All right.

It's a question. We're gonna have to answer it.

This is a question, and you are gonna have to answer it. Here we go. This is from John Smith, and he's just starting out. He says, I'm just starting out on this journey. And I was taking a look at the secret county list in the investors toolkit. I was wondering, how are those counties selected? I was curious, just in case I wanted to take a look at counties that were not on that list down the road in my state.

Awesome. Well, here's a reality, right? Those are areas where we've done deals. We've all done deals in those Areas before, and that's why they're there. There's land deals there to be had. Now, if you want to do a deal in your area, most likely you're not probably in an area that fits the model really well. But the caveat being you might be we talked to some people who do live near Mojave, Arizona, who do live in areas where this land business will work very well. But you got to understand the methodology, like how we do it. There's over 3,000 counties. So how do you pick the right one? Well, you need to learn the process. Flight school is great. Right. Scott Todd goes right at the beginning and shows you, you know, okay, there's these secret county lists in the toolkit, but there's a way that you can configure whether or not an area is good or not. And this is, you know, a really good skill to have, because then you can go feed yourself, you can go find new areas. So that list just means one thing and one thing alone. We've done deals there. I guess it means two things, and there's deals to be had there. So, yeah, most definitely.

Very good, Michael.

Well, thank you, Scott.

Yeah. Hey, Wes, I want to touch on something you said a little bit earlier. So. So we were talking about the person who, you know, maybe this nurse, for instance, who felt that he needs a little bit more in his life. Yes. His passion is patient care, much like mine is. I'm a physical therapist. I love patient care. But three years ago, I turned 40, I had a midlife crisis and realized, ah, I got four boys. It's hard to put groceries on the table. I have no passive income. I need to do something with my life to bring in more opportunity, more security. But at the same time, I was not a salesperson. I'd never been in sales in my life or business in my life, or never marketed anything in my life. So what advice would you give to someone who maybe thinks they have the potential to do this, but needs some type of guidance or resource or training or practice to become confident in talking to that person on the phone about these properties?

Well, Henry Ford is a household name because of his process.

Right.

I forget. I think it was like 1913 somewhere around there. Cars. He didn't invent cars. Right. It was Daimler Chrysler or Daimler Chrysler, Daimler Benzion, you know, that invented the first automobile. So this was decades after the automobile had been invented that Henry Ford figured out, hey, if I streamline the process, I can make more cars, I can lower the price, and I Can have higher margin. He even paid his people. He was paying like $5 a day when the going wage was $3 a day. So he paid more money, produce a better quality car at a lower price because he had a process, okay? And my very first paiding sales training client was an architect that was going out on his own. He's like, I know how to be an architect. I don't know how to drum up business. Okay, so what? Scott and Mark have created the process. Okay, follow the script. Far too often people get in trouble, especially as entrepreneurs, when they get too creative. You need to be a product of the product. Okay. When I got into sales training, you know, I paid money to become a licensee of a guy that had been doing this for know, 20 years. And I was a student first, then I became a client and, and I just followed his process, right? I'd already used what he taught me to be successful in my career, in my day job. Then I, then I just used it and applied it to grow my own business and created, you know, the whole sales whisper thing. So if you can follow the script, follow the process, basically color inside of the lines, you know, color inside the lines that have been created and you will have a positive roi and maybe it takes you two years or three years or whatever instead of three months or fine. It is mapped out. I've never seen anything this proven and really this low risk. You know, even if you invest in the boot camp and you invest in the flight school, yes, it's thousands of dollars, but you know, go buy a subway store, go buy or whatever. Some friends of mine just, I didn't even know was a gun store here in town. They closed. I didn't know they were closed. Like, oh my gosh, how much did that cost? I've owned businesses that have clothes. I've invested in apartment complexes. I built spec houses. I traded stocks and bonds and commodities and futures. I've invested in. I had a franchise, you know, made money, lost a lot of money, you know. And so, okay, so you spend 10 or $12,000. You spend $500 a month. Okay, fine. The process is laid out, you know, so color inside of the lines and you will succeed in this.

Yeah, it's repetitive, it's redundant, you know, and that's the. Actually, the fact that it's boring is the good news. But you're right, I think a lot of times what people do is they, you know, it's just something about the mind. It wants to kind of create new things and wants to take it out, right?

Have a boring business where money just comes in. And then go take up Brazilian jiu jitsu. Go learn wind surfing and get your blue belt. Go get your blue belt. Go rattlesnake hunting. You know, go, go bring your excitement through your hobbies, you know, and there's a story, too. I don't know if it's true, but I think it is about Henry Ford. You know, he was an entrepreneur, right? He's, you know, let's build the next thing. Let's go, let's climb that next mountain. And especially back then, it took a long time to create an ad campaign, right? You had to hire the agency. They had to do all the type, the font and everything. It wasn't just WordPress or desktop publishing. Hire a VA in the Philippines, knock something out in 30 minutes, post it on Instagram and boost it. It was like weeks and months of planning to run this ad campaign. And he came in and said, hey, you know, I think the public's tired of this. You know, it's worn out. We gotta shift our message. We gotta go a different direction. And they're like, Mr. Ford, we haven't even launched the advertising campaign. You know, he was worn out on just the planning of it. You know, unfortunately, you had a team that just said, look, go streamline the assembly line. We're working on the ad campaign. And so you got it. It is not sexy. It is not sexy. Building, you know, proxies and setting up IP addresses and setting up your PVAs, you know, for your phone verification. It's not sexy. Writing ads for Craigslist. It's not sexy. It's not sexy. Replying to emails. Yes, this is a legitimate deal. No, I can't accept that offer. Yes, I'll accept that offer, but I must do our due diligence. You know, it's not sexy. You know, but do you want, like, high wire, you know, balancing act while juggling flaming bowling pins, or do you want money coming in, you know, so you can sleep at night? Because I think we literally get addicted to the. To the chaos. We don't know how to chill out, you know, enjoy sunset, enjoy a hobby, you know, gets me out of the house for two and a half hours at a time, you know, four to six days a week. I just like, oh, middle of the day, people like, oh, can you meet at noon? No, I'm gonna go learn how to kill somebody and not be killed. You know, it's gonna take me two and a half hours. So you're gonna have to Wait, so that's my excitement then? I just want. I don't want excitement in my money making. I just want to make money, you know?

Yeah. The fact that it's boring allows us to go into stage two. Once we get it down, we get to take those little parts and outsource them, you know, delegate, automate. If it was so complicated and like you said, like a trapeze act, then we wouldn't be able to do that. But since it's so boring and repetitive, we can actually begin to farm it out because we know this is going to happen every time, over and over and over again.

Yeah.

Like, even the heart surgeon I talked about, even though they make a lot of money, they can't outsource that.

Right, right.

Even though they're paid very well. They have. They're the ones that have to do it.

Yeah.

You know. Oh, look at my baby. Oh, she's doing her dance recital. It's so cute.

Beep, beep, beep, beep, beep, beep.

Oh, gotta go. Too bad I can't stay. Gotta go save somebody's life, you know. Now that's a calling, right? I'm glad there are people like that. But you still need to understand, and that's. I'm sure that's very exciting. I know that's exciting. Right? I know surgeons, there's a rush in that moment, but they're still tied to their job. I've worked with a lot of doctors, ophthalmologists, cosmetic surgeons, chiropractors, you know, that want out. You know, they're looking for ways to create passive income. They're looking for ways to cut back on their hours. They're looking for ways to. To create some, you know, redundancy, some, you know, additional streams of income. So it's. You're jumping ahead of the line by figuring this out now.

Yeah, for sure.

How to create your own income.

Can you explain to the community what flight school has done for you? And Shannon and Matt, I know you started out with the toolkit. Just give people a little bit of a viewpoint about what it's done for you.

The interesting thing is I've been in sales and marketing for a long time, and specifically in working with CRMs and marketing tools and creating processes and automating things for businesses. Hundreds of businesses, thousands of businesses, hundreds of industries, 28 countries and. But seeing the way, the depth and the degree to which Mark and Scott have created systems and processes, I've even applied the things I've learned from them into my own business. Just getting more aggressive, more creative on what can I give away, what can I outsource, right? But seeing. So seeing my wife get fired up about something because she, she helps me in my business on the back end. She's always done the bookkeeping and the accounting and she does the product fulfillment, new clients and stuff. But, but that's it. She's like into this. She's, she's researching counties and stuff. And seeing my son, you know, he just turned 20. And to see him get fired up and see that this is something he can do, you know, he can apply himself for a couple of years and literally be set when, you know, with a process and having the support, you know, all of you are accessible. I mean, all of you have been, have taken time out to answer questions and whatnot. So having a system, you know, is so cool. And it's a proven system, right? This isn't like Mark, Mark stayed up, you know, over Christmas and saw an infomercial and bought something. He's been doing this since what, 2000? Yeah, you know, 18 years, you know, And Scott, he, he loves. Scott's like, hey, I'm the nerd here. I'm just, you know, and he's just not flashy. He's like, here's what I did, you know, he was a vp, he was an executive at a big company. And replace his income, he's like, not fancy. And that, that's what, that's what you need to look for in something like this is. Look at, look for something that takes technique and not talent, okay? I can never be. I will never beat LeBron James, even in a game of horse. I will never beat Tiger woods, even at Goofy Golf, okay? Even those simple things, they're better than me because they have more talent than I will ever have, okay? In those, in those sports. But technique, you know, processes, anybody a 20 year old can learn these techniques, these processes. That's the beauty, you know. But then can you be patient enough, disciplined enough to color within the lines? You know, so seeing how these guys have built, you know, big businesses and then, and you know what? And it's not to say that you can't be creative with this because they've created geek pay, they've created LG Pass. So once you're in and you have a stable income stream, you'll be surprised how creative you get. Because I've been blessed by having a recurring income stream through software sales that I've done. It frees you up to then explore other things, you know, so don't think this will make you brain dead, but rich, Right. It'll create the income stream that then will free you up to truly explore what it is you want to do. And then you can really get after it because maybe it is you want to get into some type of art or whatever. Maybe they go the opposite path. You right, Scott. Maybe now they have the money and they become a physical therapist. They become a chiropractor. Friend of ours became an eye doctor. You know, 40 years old with seven kids, six kids, you know, so this could free you up to go down that path. But you gotta. You better stick with it, you know, you better build it first and make it solid, then go explore.

It's true. It opens up a window to do things that you love. Right? To do things that truly make your life fulfilled. It's really. It's a great path. Really is.

Yeah.

Scott, what do we have for final segment?

Well, all right, so let's do one question.

Question.

I'd like to. Three. Three things.

All right, question. Okay.

Segment giveaway, toast. Poor things.

Wow.

Let's do it real quick.

You ready?

I'm ready.

Number one question from Chris Grassman, Mike and West. Do you have a preference for how you communicate with a prospect phone, text message, Facebook messenger, email, etc. Does it depend on the prospect, or do you try to get everyone into a certain channel? If you're able to?

I'll answer that as a sales trainer, and I'll let Scott answer that as a much more experienced land investor. But I always say we as the salespeople must adjust how we sell to match how the customer prefers to buy. Okay. So in that case, you know, the argument can be made to be everywhere. That being said, I love getting their email address. I love it when, you know, Scott's like. Or Scott Todd is like, I don't want to talk to people. I want their email address. So he doesn't put his phone number out there. But then others are like, I got my cell phone. I'll text, whatever. So some of this is make sure you capture their info. I'm a big email guy. I love getting their email address because there's tools you can use to track them down. But, you know, I want to be. I want to make it easy for people to give me their money.

Yeah, that's exactly right. And I think, you know, I have sold property every way on the phone, via email, via text message, and via Facebook Messenger. Every single way I've sold property there. I've sold property without talking to people. So I think you're exactly right in that I think you match with the customer and what they want and what they desire. That's awesome.

Awesome. Yeah. You got to get their email put on your buyers list. But again, ease of communication is the way they want to. They want to communicate, you know, mirror it and get the sale done. You know, don't force them.

PayPal is a pain in the ass. And I feel so bad because my wife has to deal with it. She deals with the accounting side of things, but So I turned PayPal off for a little while. Honey, love of my life, mother of my seven children, you say PayPal's a pain in the ass. I will just turn it off. And, man, like, a week later, a guy messages me to buy one of my sales training programs. $750. He's like, hey, you don't take PayPal. I'm like, hold on one second. Turn it back on. Like, I'm going to make it easy for you to give me my money. You know, I can always raise the price of the course to pay for dinner for my wife. Take her to a spa. Right. Or, you know what, pay a bookkeeper. Just take all that stuff off her hands. So be easy to do business with.

Good point.

All right, Mike, you ready?

Ready.

Real quick, Shove it. Segment of the week.

What do you got?

Oh, yeah, that one came from Kyle. No, no, Nick Bond. Nick Bond. And this is actually something that was on a letter sent back to him on an offer that he sent out. It said it was addressed to Nick Bond, bottom feeder. So, you know, it could be worse things in life, Right? Here's the reality. We tell people every week, Wes, right? 3 to 5% of the people can accept our offer. Means there's a lot of people aren't going to like it, but you got to have thick skin, right? It's a numbers game. So that's why we highlight these. But. So that's the shovel code will be Nick Bond, bottom feeder. But Nick Bond's crushing the land business because he's embracing massive action with lots of mailers.

That's exactly right. Okay, we're gonna do a. We're gonna do a giveaway here real quick. We're gonna do a signed copy of Dirt Rich.

All right.

Okay. And here we go. You ready? I got my. My name's in the hat.

Okay, Slow it down there, Michael. Can you see that?

Michael.

Michael Topetta.

I was gonna put glasses on for that one.

Sorry about that. Michael Tupetta, I believe, is a toolkit guy. So Michael, you will get a signed copy of Dirt Rich from Mark Podolski.

Awesome. Awesome. And one thing before the toast, I do want to say, Wes, you know, at the last boot camp, Kyle Knapp was there, and you gave some talk. I don't know if you talked to him private or not, but he definitely inspired him. Some of the things you said. He went into the airport before he left boot camp, and he had made an 8. I think it was an $8,000 sale, which was, you know, attributed. Some of the advice that you had given to him. So, you know, just want to publicly recognize that. That. That was. That was awesome.

Yeah, we had dinner with him. We were. We were in the. In the buffet. We were in the buffet, and he was up ahead of us, and Shannon saw him.

He's in our class.

Should we go say hi? Yeah, go say hi. And then, hey, you want to eat with us? So we hung out, and, you know, it's a buffet, man. I went back, like, 27 times. I got seven kids. I got to get my money's worth, shoving it in my pockets. And, you know, so, yeah, we hung out, we talked, and, you know, he's an inspiration. I mean, he's young. He's getting after it. So, you know, that's cool.

Yeah. No, we have some good people, such as your son. Young. Young. That are hungry, going to take this business and redefine their lives right at the outset. Right. It's just, you know, why wait? If you have the ability and the. And the motivation. Right. And the inclination. Sooner is better than later, for sure.

Yeah. Amen.

Should I bring them up?

Yeah, let's bring them up.

Let's see Matt Forbes coming back up for the final toast. And I'm going to do the outro so we can do the swivel in reverse.

We're all in swivel chairs. We're all going to swivel.

Are you in a swivel chair, Matt?

This is my. You guys don't even know this, but up until last week, I was in my chair in my home office, and for everyone who hasn't met me, I'm a slightly large person. And the chair had bent, and it had bent, and it had bent to the point of. I was sitting like this, but I was straight up in. The chair was completely cockeyed.

So I bought a new chair, and.

It'S meant for really fat people. And I'm like, this is great. And then I put it together, and it's the exact same insides as all the other chairs.

So Geez.

That's okay. I got the warranty on it, so I will just return it and get all my money back like I did with the first chair after about a half an hour, you know, Couple of months.

Matt, the simple question is, does your chair swivel?

Yeah. Yeah. But then I run into this and then it's. Can I say.

So who's gonna. You got. You got one or should we have you got a toast? You ready, man? Scott. Or do you want me to. What do you got?

I can do it.

Get a toast. You can throw our way for the final hurrah.

He has one. Look at him.

Look at him.

He's.

He's got a perky blind. Is a peaky blinders.

Yeah. Peaky blind. What? Yeah. What was that? It was like.

What was it?

It was like, may you be dead, like 30 minutes before the devil knows that you're gone. Or something like that. What was it?

Oh, that sounds very light.

You remember that one?

The weird toast?

It's a good point, but hey, you know, we'll just stick with that. May you be in heaven 30 minutes before the devil knows that you're even gone. AM. Cheers, Matt.

Thank you, Wes. Thank you so much for being here. It was a pleasure. Hope to see you soon.

Yeah, I'm gonna come to Scottsdale, so I'll see you. Awesome. In August.

Phenomenal. Ready for the outro?

Ready.

Here we go. Let's do it. Thanks, Matt.

Thanks, Wes.

Scott. Thank you. Go. Oh, man. I'm gonna end the meeting. Thanks.