Nite Cap with The Land Geek Guys—Increase Your Potential For Success

Sam. What? Have to outdo me right from the get go.

How you doing?

I love it. You better be wearing that next week.

This is. I just saw it sitting on my shelf and I thought, you know what? San Antonio's next week. This is kind of. This is my hat. It's kind of a hybrid hat. You can see it's pretty worn and.

Kind of like Crocodile Dundee.

It's kind of like Indy. A little bit like Indy. But then it's got this option like it's my Aussie hat. I want it to be. So I just thought I'd pull it off the shelf and throw it on because it's the episode before boot camp and I thought I'd make you laugh.

Well, accomplished both those things.

It's really lost its shape over time. How are you?

I'm doing well.

How are you Doing Great.

Long time no see on the nightcap.

Yeah. It's been a couple weeks.

Well, you know, it's that time of year. All kinds of excitement happening.

Right. Lots going on for sure. But a lot of good things. The holidays were good. Spending time with family, setting new goals and knowing we get to go to boot camp next week.

I know. This time next week we'll be in Texas.

I know. That's gonna be awesome. I'm excited.

Yeah.

Who are we, Mike? Who are these weird guys in the robes?

Who is meandering Martini guys? We are the land geek guys.

We're the land geek guys and this is nightcap.

Yeah. We're here to talk about all things land Investing. It's listeners 10:30 on the East Coast. 9:30 in Scotts World. For those of you on the west coast, you're fortunate it's only 7:30. But still have a little drink with us. It can be lemonade or it can be whiskey. It can be beer, it can be milk, it could be whatever you want to be. Just come have a drink. Let's talk land investing. Bring your questions. Questions are very much encouraged.

Questions are very much encouraged, appreciated, and don't feel like you need to ask questions related to what we talk to. Sometimes we talk about legit stuff, sometimes we talk about goofy stuff. I think we're pretty good at bringing it together. The legit stuff.

Yeah. And when you talked today about what you. When you and I talked and you, you mentioned what you thought would be a great topic, I was like, I couldn't agree more. It was a phenomenal thought. It's just a great topic. I thought it was something that we should talk about.

Oh, thank you. That Was very nice of you.

Well, you kind of brought it up and then, you know, we kind of.

It's nice to get a compliment from you without sarcasm.

There's no sarcasm there. You brought something up and immediately sparked something in my mind. We completed each other's thoughts and we realized we should talk about this.

Yeah, that's the, that's the thing with, with you and I, it's, it's kind of interesting. Like you'll have a good idea. It's normally. Yeah, normally you have a really good idea and some of the times I'll kind of chime in and complete your good idea. Well, today was the other way around. Today I had a thought, a decent idea, and all of a sudden you just completed me and I'm like, that's it.

That's.

Was awesome.

It was, it was a great moment and so. Bring it up, Scott. What do you want? Let's hear it.

All right, so we thought we would talk tonight and this topic has been covered before, but we thought we'd do it in a little bit more of a creative way. It's the new year. It is time for new opportunities. It is time for creating goals and investing in yourself. And it is time for massive action.

Massive action. Yeah. This is one bit of time. I mean people talk about the 12 week year all the time. And the land geek, you know, we all believe in that. Basically take a macro goal, break it down into its micro components, reverse engineer something and then you have these 12 week years. Right? You can really. So we're at the very beginning of a massive cycle right here. Right. For most people, it's beginning of their first 12, 12 week year of the overall year. And it is a perfect time for massive action.

Yeah, I know, it's, it's, it's. Sorry, I got distracted there, buddy.

It happens to the best of us. Don't worry about it. We're live, so these things happen.

To get back on topic, tell me.

How can I find if I wanted to do this land business or if I'm already doing the land business and I want. How can I scale my results quicker? How could I more, you know, how can I align myself better with what's, how can I increase my odds for success? You know, that's what we're talking about. Because look at this beginning of this new year, people are setting their New Year's resolutions, these goals and you know, what's important is to kind of stay on target, stay focused on the daily activities will bring about the result. But how can I How can I increase my potential for success, Scott?

How? Yeah, so when I think about massive action, especially recently with some things that I've learned and read and been thinking about myself, you know, I see this goal in the distance, especially a year long goal, and Mark Podolski has said this before, but I've really been thinking about this more. I'm thinking of that goal, kind of like Mount Everest. Okay. It's, it's way far in the distance, a big mountain. It's way up in the sky, right above the clouds. But I want to get to the peak.

Yes, right, right.

What an amazing feeling would be to get to the peak at the end of the year and to have covered all that ground. And I think though that to set yourself up for success in doing that, there are ways to do it that are more efficient and just smarter, honestly, and more time saving, better for yourself. So when I'm talking about, when we're thinking about goals like how to get from here to the peak of Mount Everest, right. A lot of people get overwhelmed and they think, okay, it's gonna be a long journey, I better start, you know, better start hiking down the trail and start, start, you know, taking step after step after step and going a few miles every day to, to eventually get to that point down the road where, I don't know, you want to call it Base Camp?

Let's call it Base Camp. It's like Base Camp to me is like the journey is already well underway and you're into this climb and you have made some really serious groundwork and it's time to really start the ascension, right? So yeah, Base Camp. I love it.

Base Camp. And so how many of us toil in getting to that point? We go through a lot of difficult steps to get to that point, right. Maybe we got the toolkit. Maybe we need some proof of concept. Maybe we need to scour every aspect of the Internet to figure out how to do this business. Maybe we need to watch videos of 13 year olds on YouTube to teach me how to mail merge on my Mac. Maybe we need to. So there are all these things, right, that are time consuming, energy draining, but they need to be done in order for you to get to your goal down the road.

Correct?

And some of us can do that. And the issue is though, how many of us, after a short journey with those mundane activities and you're becoming tired and fatigued and just exhausted, how many of us throw in the towel? And I think a lot of us do.

Yeah. I mean, hey, look, let's look at what happens before you even start the journey. Right. You need to pack your backpack, put the right shoes on, get the right equipment. If you're not prepared for this journey with all the fundamentals, it's going to be very difficult to follow through and to reach that goal. Right. So how can I get that bag already packed? How can I get the fundamentals in place? How can I, Scott, what if I didn't want to just have to, you know, spend the first few weeks or months getting to basecamp? What if I just wanted to. Can I just start at basecamp? Like I just want to be. What if I started halfway finished?

I love that. Started. Started halfway finished.

How do I start halfway finished? How do I do that?

This is what I've been reading a lot about and thinking a lot about. If you want to reach your goals and you want to do it in a way that is. It needs to be intensive, okay? It needs to be high investment. When you invest in these goals, there needs to be some sense of commitment, maybe even a little bit of sense of apprehension, a little bit of sense of fear or nervousness, maybe a sense of. Maybe there's a monetary investment, maybe there's a huge time investment, but these high investment things, they propel you to do better more quickly. So, Mike, what if I was to hire a helicopter pilot for five grand to get me from my starting point to base camp in 10% of the time that it would take me to get there myself? 9, 10%, probably 1% of the time it would take me to get there myself?

Right, Right. That would put you way ahead of the game, wouldn't it?

Yeah.

So how about the fact, if it took you three or four months, Right. To get there on your own, would you trade five, ten, whatever thousand dollars to get there now?

Exactly. And all the time you saved and the headaches and the mistakes and getting lost along the way. Right. So you have, you have the capability to basically elevate before you have to climb the peak. If you, if you go the old fashioned route by yourself, if you're, if you're hoofing it on your own, you don't have a Sherpa. You're going from ground zero to Base Camp over a very long period of time. And then you try to climb Mount Everest on your own. It's a very, very, very difficult journey if you do not have the guides and the resources available to you. And sometimes people are too humble maybe to give up, to use those resources early on to help them longer, help them in the long run, that's true.

I mean, really, honestly, people really like the idea of that. You know, hey, I'm going to do it myself. I'm going to pick it up by my own bootstraps. But would you climb a mountain without a backpack? Would you climb a mountain without shoes? If you're Wim Hof, you might do it without a shirt. But let's look for the rest of the people out there, right? You need the fundamentals. So how about utilizing some fundamentals that are available to you? There's some really good resources. Use them. So let's go right to the point. In our land business, we have fundamentals that are in place that can help you get to basecamp.

Now.

Now we have the toolkit, which is a phenomenal set. It's like the backpack. It has all of the equipment you need to become a land investor. Right? But maybe you don't know how to use everything in that backpack. Right? Or maybe you don't have to figure it out. And so we provide, basically, in addition to that backpack, we provide a mechanism to show you how to use all those tools, how to get them under operation, how to get set up quickly, how to make it to base camp with a helicopter, and we call that flight school. Right. We have a way for you to skip all that. To skip all that kind of scale your time you want. Okay, maybe you'll do this on your own in 12 months. How about four months? Maybe it'll be 18 months. How about four months? How about now?

Yeah, I love that. I love that analogy. And getting from ground zero to base camp so much more quickly and then. And efficiently and with more confidence, because you're not going to get lost along the way if you have Scott Todd as your pilot taking you from ground zero to base camp.

Right.

You're not.

No.

And. And then once you get to basecamp, there are all sorts of options when you get to basecamp. Some people get to basecamp, and that's all the farther they want to go. It's like the most amazing accomplishment they've ever had in life. They're content with that. But some people want to scale the peak, dude. Right?

Yes. And here's the thing, too, that's really important, Scott, is that there really are multiple mountains, Right. And you know you're gonna climb your mountain first, right. You need to go and. And look into where you are now and where you want to be. Right. Climb your mountain first. Right. So don't look over and see, like, you know, we have the. The Appalachian Trail over here, the eastern east Coast. Right. And people will. You know, there's people that will travel all the mountain peaks all the way down. Right. But it's one peak at a time, Right? So don't judge yourself. Hey, look at that. Guy's already climbed four mountains, five out. You're gonna start with your mountain first, right? What's the first thing you need to do? And set your goals. Set the peak. Right. And that's what goal setting really is, right? You're setting. Okay, for 2019. This is the mountain I'm going to climb, and this is the peak that I want to reach. And how am I going to get there? Who can help me? What can help me? What resources are available to me? You know, when you talk of land investing, I think the answer is pretty obvious. You know, Mark has built an incredible community, an incredible group of people that can help others ascend that mountain in a very quick fashion.

Awesome. I think that's a great analogy, dude. I even drew a picture. Oh, you want to see it?

If you're artistic. I want to see it.

See if I can find it. Where is it?

Is this where he talks among ourselves while waiting for the picture? We'll do that.

It's gone.

Talk amongst anybody in the group. No questions. It's kind of a quiet group. We got a bunch of viewers. We got Sergio Flores. How do y'?

All?

How are you doing? Sergio? Daniel Larson. Happy New Year. Happy New Year to you as well. Great to have you all here. Oh, whoa. Dude, that's pretty awesome. Elevated climb.

I just drew that out. So this is.

I love it.

This is January 1st, right? This up here is December 31st. So, you know, the first part of this journey, you feel lonely. It's slow. There's rough terrain. There's a lot of switchbacks. There's pain. Climbing up these steep crevices yourself, right?

Yes.

Why not take this route right here?

Elevate the choppa.

Elevate. Take the choppa to base camp and then climb. Elevate and then climb.

I love it.

Elevate first, then climb. You're only going to elevate if you take massive action.

That is a cover of a book right there. I see it.

Yeah. It could be a little better.

It contains the essential message. That's perfect.

Anyway, I thought I'd share. I drew that out today.

I love it.

So, anyway, what other analogies. Mike, can you think of any other analogies that might pertain to massive action in this business, in life, in pursuing your 2019 goals? What do you think?

Well, kind of hard to beat the elevate then climb analogy, right? But you know, here's something you and I were talking about. I don't remember this. You brought up this idea about different types of people when they jump into the pool or into the ocean, right? Some people are those toe dippers, right? And they're like, okay, well, you know, they slowly didn't make it up to their knees and their belly button and finally they're in the water and it's about a, what, half hour process. And then there are those people that just say I'm all in and boom. And how long does it take those guys to acclimate?

Yeah, it's. It's totally mindset thing, isn't it? They decide that they're all in. They know with confidence that once they jump in, there's gonna be a. There's gonna be a brief shock of cold, but then it will go away quickly.

Yes.

So why are you gonna toe. Why are you gonna just dip your toe in the water and walk into the water one step at a time?

Don't be a toe dipper, huh? Don't be a toe dipper.

Don't be a toe dipper.

Hey, we got some questions here.

Take massive action. Jump in the pool. Take the plunge.

Take the plunge. Hey, that's good because there's a lot of people taking that polar plunge right now, right?

Justin Rogers says I'm in, but I forgot I don't know how to swim. Justin, we have lifeguards in the water.

Yeah, lifeguards waiting for you. Life jackets land geek.

Lifeguards are in the water waiting for you to jump in to take the plunge. You know this. You're in flight school.

Andres Loya going to boot camp in San Antonio. Can't wait. Yeah, we're going to see you there. It's going to be awesome. Daniel Larson, got a couple questions. When is it okay to start pre selling again after accepted offer? Once you have closed. Oh, Scott, great question. Pre sell. Someone's accepted my offer. Your offer? You send it on offer, someone's accepted it. You're getting ready to close on it. Can you. Are you gonna market that or are you gonna wait?

Going to market that thing. I'm marketing that thing. I am. I may be slightly generic in my marketing and tell the person or tell the market in no specific terms what exact lot I have, but I may say I have a 5 acre lot in this particular subdivision. And within minutes of this subdivision, I have beautiful.

Like the old blind dad.

You talk about the old blind dad. You said blind dad's on Craigslist. That'll work.

That's what I'm hearing from you. I like that. It's like, hey, sorry, that one just sold. But I got. Listen, when you have a buyer's list with people that know that you know, want land in a certain area, you just say, hey, I'm closing on a piece of land. It should be ready within a week. Who wants it? Who wants first dibs at this? People are gonna raise their hand, stick out some money and secure that. And so absolutely. Pre sell. Pre sell. Pre sell. Pre sell.

Exactly. Yes. And especially to your buyers list. And you know what, when you've been in this a while, it's a good idea to have some type of CRM to keep track of your leads.

Right?

Because if you know Mr. Smith is interested in Texas land, five acres, and you come across that type of land three months later and you go back to your CRM and find that info, man, that could be a quick sale.

Absolutely. Hey, got some more questions in here. Says, let's see, I'm trying to take these in order here. See? Nice. Okay. Flight school, this is Gary Frazier. I'm looking at the point of a few things I should do. Can you give us a quick thoughts on should your business LLC name be different than your website URL name?

Ah.

And should you have a corporate website with your actual business LLC name, attachment or another? So basically I think he's getting that, Scott, I'm going to buy. But people that I'm buying from, do I want them to know what I'm selling for? I think that kind of what I'm taking from that, because that's a common question. What do you think about that? So do you buy under the same name that you sell? Do you let the people kind of key to people in that you're buying from that, hey, this is my name that I sell so they can go on a site and see you selling land. What are your thoughts on that?

Yeah, I have a couple thoughts on that. So first off, you know you have your company, but then you can have a brand that is slightly different than your company. So you know, my company is home based properties, your company is Zano Investments. But you can have brands that are used for marketing that don't necessarily have to tie in to your LLC name or anything. So you know Land Bosses is my brand. Right. When I'm selling land. So as far as a corporate website for buying land for intake, I haven't explored That I think a lot of people have avoided doing that. We have so much deal flow coming in that we don't have to worry about a website in that regard. Now, if I get some deal flow coming in and the people have questions about the legitimacy of my business, I'm glad to provide them with documents that show the legitimacy of my business, or I'm glad to give them customer references if needed. But on that end of the business, I don't really have anything online or marketable online. But on the sales side of the business, it's okay to have a brand. And I think that's what he's getting at.

Awesome. Awesome. Let me see what else? Hey, do you know if vas quit to become their own investors, they kind of learn what they do without having to pay for flight school. Great question. I've heard that come up before, you know. No. I've even told some VA's, hey, listen, if you ever want to go out and do this on your own, go right ahead. But people have niches that they like to work in. I'm not worried about my accountant coming and trying to. I'm not worried about my intake manager. I'm not worried about my due diligence on my sales manager, because they have their roles and people. Their roles that people like to fulfill in life. Should they do that? Yeah, I mean, I've never seen it happen, to be honest with you. And I'm not concerned about it either, because there is no saturation in our business. Right. So if somebody were to break away and go do that, it's not going to destroy my market. It's not going to destroy my business. It's just going to be somebody else making money doing the land business. And I can find somebody else. But I've never had that happen to me, nor am I concerned about it.

Exactly. Yes, I would completely agree with that. Well, there's a lot of questions coming in.

We love it.

Daniel Larson. Oh, I think he. I think we just answered that one, didn't we?

Look at Larry Overstrate. You know, you have a great wife. When she looks over at you and says, you know, Mike, is Scott alive now? You get to meet her next week, but we can't wait to meet her next weekend. See you, Larry. That's gonna be awesome.

That's so nice. Yes.

Love it.

It's very nice. See? Well, here's one from Katie Trudeau. I'm worried about buying land and not being able to sell it. Do people frequently get stuck with too much land and not Enough income?

No, because, listen, we buy 25 cents on the dollar. So you need to listen. The whole secret to our business is deal flow. The whole secret is massive mailing. The whole secret is to generate enough deals that you can choose the ones that are really the low line and like, the ones that are like the best. You know, like, this is where I'm going to like you. The highest and best use of your time. You know, you set. Once you get your team in place, right. Once you have this business role and you have an intake team and you have all people in different places, due diligence people, you're basically evaluating where to invest your money. So you're going to look and say, wow, this is good. This is good. Oh, wow, this is great. And you invest your money in the great deals and the 25 cents on the dollar, you get that Warren Buffett margin of safety that. That leaves you so much room and flexibility to sell these. So, no, never worried about that.

Awesome. And then we have one from Sergio Flores. Sergio, I think he's coming to Texas maybe. What CRM are you guys using or recommend for new investors? Ah, there's so many, aren't there?

Right, right, right. So, you know, I think that, you know, you go with mailchimp for free for the first couple thousand. You can go with GetResponse, you can go with ConvertKit, a lot of people like that. But these are all very affordable. It's really basically about what type of interface do you like, you know, when you check them out. And one that suits well with you, I think.

Yeah, And I think there's a, you know, there's a CRM for the buyers list. And again, Mailchimp is such a great one because it's free till 2,000 people. And then, you know, you might want to consider down the road, CRM for sales, for keeping track of your leads, your. Your cold leads, your warm leads, your hot leads. And I know a lot of people use pipedrive for that in this particular business. And then of course, the CRM that we all swear by is LGPass for helping us manage our mailings, our due diligence, our buying and selling paperwork.

So. Right, right.

Those are huge.

Can you talk a little bit about LG Pass? Because Katie Trudeau would say, can you tell me everything that. What does LG Pass provide for you?

Yeah, Katie, so LGPass, in LGPass, you are able to automate your mailings. So basically, Mike, I know you do this. Other people do this to some degree. I try to get I try to have mailing Monday and I try to send out mailers on Mondays. And it's gotten to the point now I've learned how to automate this. I've learned how to hire a VA to get. Get me a list, to compile me a list, and then I use the software to send that list out. And it takes me about 10 minutes because what I have to do is just put my offer price on the spreadsheet and I have a pretty good idea what the offer price is. Anyway, prior to sending it out, I upload the list into LG class, click send, and there you go. So it can send your paperwork automatically with our third party mailing company, Lab. Okay, how much time? I mean, I can't. I can't even. I can't even estimate how much time and money because. Because time is valuable. We had a great nightcap on that. How much time and money LG Pass has saved me.

So true. Because prior to that, you know, the mailing, I mean, many of us have been around for a while, were hand mailing and, you know, that's a lot of time and a lot of effort and this is incredible. So, yeah, first and foremost, LG Pass, then when the deals come back, I mean, this creates a kind of a pipeline for you. Keep track of the deals, where they are in the process as tabs. You know, are they in intake, are they in due diligence, are they in closing, are they in your inventory and marketing, or have they been sold? So really. And then when you do buy a property, what does it create for you? Scott, which used to be a real fun thing, right? Creating deeds. Remember how fun that was back in the day when you had to make your own deeds?

I do remember back in the day, yes. So now, Katie, you. You have your buying and you're selling paperwork instantaneously. The deeds are created for you, the terms paperwork is created for you. And I can't tell you how much time I spent merging information from spreadsheets to Word in generating paperwork. And you know, that is just. It's a huge benefit LGPass. It really, really is. It's one of those tools that the Sherpa provides to you when you're up at basecamp.

For sure, it's essential to scale your business, right? Essential to take your business to a higher level. But like I always tell people why you still need flight schools, because I can go buy a bunch of tools to clear fix my car, but it does not make me a mechanic. I still need the training and how to use those tools. Right. So I'm not instantly a mechanic. I still need to how to use the LG passes. Phenomenal. But you need to know the five steps to a success in our business and how to do those steps and how to automate those steps and delegate those steps and bring your team in on those steps. And LG Pass will scale you with those. With that knowledge.

Exactly. Awesome. Any other questions?

What do you see? I'm looking in there. Oh, Sergio says that's what I'm after. Sales CRM for tracking leads.

Thanks.

Katie wants to know how much it cost after the first year. Well, LGPass right now is actually only available through or coaching. It's not really open to the general public at this time. So the best way to get that is to go. Go into flight school or go into coaching. But anybody who's listened to us knows that flight school is the premier way to get started. Nobody actually goes into coaching without flight school. Coaching is something for people who have gone through flight school. They're doing deals, they want to scale their results and really knock it out of the park. Then they go into coaching. So LGPASS comes with those packages.

Awesome. And it is free for six months with flight school. After that, it's 197amonth. It's a business expense.

By that time, your land deals will be paying for that. I mean, still, look at the cost, the overhead in this business. We've talked about this as well, right? The overhead is so low, it's crazy.

Exactly. Yep.

Okay. I have ended up buying a lot that does not have legal access. I'm having a hard time selling because of that. Do you have any pointers? I've sold parcels without legal access. Made a lot of money on those. Mark's talked about land in Nevada that he sold and made probably millions on that. Don't have any deeded access. So, yes, you can still sell it. Nephi. It's just a matter of, you know, we do disclose these things to the buyers. And it's all about making the price super attractive. So these parcels will still sell. Did I mute you? Looks like I needed you, Scott. Or did you meet yourself?

Because my dog. My dog is going crazy.

Oh, no. We love Koopa, so.

Koopa. I'm trying to text my kid to come get the dog.

Oh, I'll be starting flight school this month, so I'm planning ahead. Awesome. Awesome. Katie, we look forward to having you in there. That's phenomenal. Oh, I don't know. I think that we should That's a great topic. I love it. The whole idea of starting, you know, starting the climb, halfway finish, about making it to base camp to start, not just dipping your toe in, diving all the way in. I think that basically talking about is take advantage of the tools and assistance that are available to you now.

Exactly. And here's another analogy that I threw up in the group today. You know, it's so much easier when you take a leap of faith, when you plunge into the pool, when you get in that helicopter, if you're with other people and especially if you're with other people who know what they're doing. So to let those people in your environment pull you forward, it doesn't always have to be a push. You know, use. Use the people around you to pull you forward.

Like drafting. What do they do in the. Don't they do that in the. In race cars? Don't one car the other. Is it drafting? What's it called?

Drifting? I don't know. It's. I know what you're talking about.

It's not drafting.

You're letting the guy in front, he.

Creates like almost like a suction, the wind and you get behind him and you just. It lets you save, conserve fuel.

And you might be drafting. You might be right about that.

This is kind of the version of even a fly could travel a thousand miles on a horse's tail.

I think you could apply that quote to anything.

Let's talk about massive action. Let's talk about how you can scale, how you can grow this business very quickly. Let's talk about next week.

Next week. Boot camp, baby.

Boot camp, baby. We're gonna be in Texas one week from now. Boot camp starts next Friday. It's awesome. I mean, if there's people out there that still, contrary to what the hat looks like, it's not in Australia. I'm getting Scott to get a pair of boots this year. It's gonna be awesome. And if you can't make this one, I believe we're gonna be in Scottsdale, then Vegas, then Scottsdale. So plenty of opportunity to come and join. You know what I love about our boot camps? It's just this close knit group of people. It's not like you're in the back at some huge, like, you know, auditorium and like. Is that Mark up there? Is that really Mark? No, he's up walking around, interacting. It's like 50, 60, 70 people, small group, highly interactive. All the coaches are there. You get to see everything up front and real grill the geeks, hear from people that are really doing the real people doing the business. Relatable. That is, it's awesome.

I love boot camp. I mean, it's what propelled us forward. Honestly. When we started out, we were that hiker, you know, taking the slow route to basecamp. And then we went to boot camp and learned from Mark Podolski, learned from Scott Todd, heard amazing stories in this community and we wanted to get in the helicopter, dude. Like, we just wanted to get there.

Absolutely. Totally agree. And Katie, when we come to Chicago. Chicago, we'd love to come to Chicago, but I don't know if Mark's going to be a boot camp soon, but we'd love to go. Justin. Nascar, baby. So Justin, you're a NASCAR fan. Are we saying it right? Is it drafting? I mean, I'm not a huge. Is that what they do with the cars when they get behind and they concern?

I think it is drafting, now that I think about it.

All right, let's see if Justin can throw some confirmation out there. And Larry, Oklahoma Street's psyched about boot camp. This is awesome. Good stuff.

Drafting. Drafting it is. Yeah, it's drafting.

Speaking of drafting, I gotta go back.

And watch Days of Thunder.

Days of Thunder.

Days of Thunder.

What year?

1990. 91.

91. All right, all right.

Step out. Is he here? Oh, he had to step out.

So I mean we're getting ready to, you know, let's just have a quick little fill up ourselves and on we'll, we'll do a cheers to him because I, I, my Jameson is begging me to pour it.

Look at the Days of Thunder. Oh, so close, Mike.

1992.

1990. Yeah. I gotta go back and watch that though. It's the Top Gun ground. Top Gun 2 is coming out.

Yeah. So I'm trying to figure out is this a continuation or is it a replay? And now he's playing the role of the guy that he was.

No, it's a sequel, dude. Tom Cruise. Tom Cruise is a flight instructor and it has something to do with drone technology versus human pilots. And he's a flight instructor.

Loving it, loving it.

Looking forward to that.

Definitely.

So a few more things I think before we toast here. Mike, if you want to take the plunge, if you want to get in that helicopter and get up to base camp with a lot less turmoil and effort. Flight school is starting January 23rd. And you know what? How long we were doing flight school now? Two years. Yes, I think it's been two years now. Correct. And the success with flight school is off the charts. It really is.

You know, why don't you?

Yeah.

I want to make brownies. What do I do? This is Scott Todd. We're still Scott Todd's thunder right here. But it's so true. If you want to make brownies, do you buy a box of macaroni?

No. Sure don't buy.

If I want to make brownies, do I buy a box for pancakes?

Sure don't.

What do I buy.

A box of brownies, Mike, Can I follow the recipe?

So if I follow the recipe that Scott Todd has set in front of me in flight school, guess what happens?

You execute, you succeed, and you sell land.

That's it. It's a rest. This is. Scott Todd says all the time we're stealing from. We didn't create this recipe idea, but it makes total sense.

But I do have to say this. Having been Scott Todd's coaching student, I think at this point in time we should definitely attribute. I think we should definitely say that Scott Todd has his own secret recipe to land investors.

Yes.

It's one of those recipes. It's not from a box. It comes down from Great grandma.

I know what you're saying.

Yes.

This is like word of mouth.

This is like from scratch.

From scratch.

But all you do is follow it. You really do. You follow the recipe and you execute. By execute, what do we mean? We mean you spend an hour or two a day, five days a week.

Yeah. It scales your time. 90 minutes with Scott Todd every week, and then a couple hours of execution, you're there. It's scaling your time. I stole that from you because you always say that and I believe it to be true. You always say scale the time. You did come up with that. I'm not going to steal from you.

I didn't come up with it. But that's nice of you. I appreciate that, Katie.

No, we don't, we don't have any babysitting there. But I will say it's never too young to start land investing. So let's get those kids in on the team.

I had a conversation with my 14 year old. He's turning 14. We went out to dinner tonight to celebrate. Yeah. Ben's 14th birthday, which is pretty cool. And it's hard to get these kids to have conversations nowadays because they got the phones and everything. So I'm like, just leave the phone in your pocket. Have a conversation.

We're not hip anymore, Scott. We have to face the music. We're not as hip as we think we are.

I know, I know. So again, we just, you know, I asked him how he's doing. We're sorry, I have a conversation, a nice conversation. And then I told him about my week and a deal that I've done. And it's like, finally the lights went on. And this kid, now my younger kid, the light kind of went on earlier. But with this kid, he's never really understood. He hasn't cared to understand. But the lights came on during this conversation tonight. He's like, wait, dad, if you can. So you bought this lot for. For $400? Yeah, Ben. And you're selling it for $2,700? Yeah. He's like, well, Dad, I mean, I have some money in my account. Could I do that? Well, yes.

That's like the one. You just wait to hear those words, aren't you?

Waiting to hear those words. Waiting to hear, dad, I have some money in my account. Could I buy a piece of land with you? Well, of course you can.

It's like hearing the music, isn't it?

It's amazing. And then he's only in eighth grade, so I'm like, you know, get some terms, deals under your belt. You can be making five grand passive income by the time you graduate high school.

So true.

It's awesome.

Scott, I was just looking over here. I just realized Laura is going to be passing these over to our intake manager tomorrow. But these are not return to sender.

No kidding.

None of these are returned to sender. None of them.

All right, so was it a massive mailing?

Yes.

If it was a small mailing, it would be in a bad area. Are you offering too much, right?

No, this is a massive mailing. But that's what we do, right? We massively mail. And so these will get forwarded over to our intake manager. Who knows, could be some people mad in here, but there's going to be a lot of accepted offers and some counter offers. There they are.

You're bragging. Now you're bragging.

No, I'm not. I've been trying to inspire. I don't want to come across as bragging. This only comes from lots of mailing. That's it. Lots of mailing. If you mail, the deals will come. It's like if you build it, they will come. Remember that. What year? Come on, you got it.

When you build it, deals will come. 1989, Field of Dreams.

1989.

Yeah. Now I'm second guessing myself. It might be 1991.

We're gonna bring Matt. And he's back. We gotta bring Matt in.

It is 1989. That's what I thought.

And without further ado, we're gonna bring him in as a panelist.

Is he here just in time for the toast?

Yeah, but it's okay.

How we doing?

Still got his Christmas bread on. I love it. We brought you back for the toast.

Oh, good.

Yeah.

Sorry I missed the whole episode.

We're glad to have you here. It's never too late.

One kid down. All right.

Things are going okay over there?

My wife's cleaning things up.

We.

We have a kid who is, as of a half an hour ago, wildly sick. So they're upstairs.

Upstairs.

All right, let's have a toast.

Oh, I have a toast for tonight.

Let's hear it, Bosna.

It's an important one, but are we finished?

I don't know. We didn't do my favorite segment.

No, we're not done. We're just refilling. Right?

Oh, is this the refill? Well, you came in late.

Past the refill. Matt.

Ricky Bobby. What do I do with my hands? I don't. I don't know.

We need to have a refill for the. For the. Just for the toast because the line's empty. So we'll do whatever segment Scott wants to do.

Oh.

Oh.

I might be a little unprepared as far as segments goes go this week.

We could do what? The base camp one. That's a good one. How do you get up to base camp?

What do you mean?

If you want to elevate your. And then climb. What do you need?

Helicopter.

We already did the Boston leg because that came on earlier. You're right. The Choppa.

The Choppa. That's right, the Choppa. There's your Boston Lego segment right there. The Choppa. Sorry, I didn't quite complete you there, Mike.

No, you did.

You did.

Here, you guys talk amongst yourselves.

Can you see Scott's drawing? Because it's actually very helpful.

No, no. Can I.

Do we have one more time before the show's over? Scott, please?

My name is Simon, and I like to do drawings. All right, So, Matt, here's my.

Oh, man. Masterpiece. Genius, genius, genius.

Matt Forbes. Elevate first, then climb. Okay, so this is the slow path.

You gotta put a picture of Scott Todd inside the choppa.

Yeah, right. The treacherous, slow, painstaking, timeless path right here to get to base camp. Yeah, yeah. And this is the Efficient.

Does the sherpa have a beard, or is that like a hat?

No, that's a beard. It's kind of a beard.

A beard and a diaper.

What's that?

He's got a beard.

In a diaper.

It's like Tate is wearing a beard and a diaper.

That's.

That's good.

That's his pelvis.

Why are you talking about Tate's pelvis?

I'm a physical therapist, and when I draw stick figures, I draw pelvises.

All right, well, I like it.

Elevate first, then climb, or start halfway finished. Yeah.

Okay. Either way.

Right.

By the way, we do have that Google domain.

You bought the domain.

I did after. Because I was on the wrong. Yes. Start halfway finished, Matt. It's the name of a. A new website we have.

I look. I look forward to that. All right, I'm in.

All right, let's see. We got a few more comments and then. Oh, yeah, Katie Trudeau is talking about cash flow, the cash flow game with the kids. I played that with the kids.

I play that with the kids. Although for everybody out there who doesn't do that, right, you got to watch out. Because my 12 year old, who was 10 when he started playing cash flow, was my oldest. We were at some group party, like a birthday party, and some woman was talking about income, and he literally schooled an adult on what cash flow actually is and what positive cash flow can do for her. And it was like, let's talk about your expenses and your liabilities. Do you have an income statement? The woman's like, you're 10. I'm like, to be fair, he's right. But okay, so that was awkward when my 10 year old schooled 45 year old woman. So just throwing.

Raising that kid right? Yeah, baby. That's awesome.

All right, we got a toast.

Excited? I have a toast. I have kind of a really cool thing happening here in my family this weekend. My oldest is moving to college. Ah. Oh, wow. Five hours away. He went to junior college here this first semester, and now he's taking off, and it's been kind of a week of.

Is he moving now?

Nervous anticipation. We are leaving tomorrow for Chicago, and he's attending DePaul University, and we'll be starting classes next Monday.

We call that in New England a tia jerka.

That is a tia jerka.

How you doing there, big man? You okay?

You hanging in? That's tough. That's tough.

Scott, the first one is leaving the nest tomorrow. We're driving into Chicago. So I just want. I would like to. I know we don't get personal here very often, but I would like to raise a glass to my son Ethan and wish him luck in his new adventures in Chicago.

Live and learn.

He's gonna do really well. I'm very proud of him.

Awesome job, Ethan.

Yeah, he's great. So awesome. Here's to Ethan. Good luck.

In the immortal words of the movie the Blind side, have fun, but not too much fun.

Not too much fun. Cheers. We have had that talk yesterday, as a matter of fact. Cheers.

That's great.

That is definitely a tia Jirka.

That is a tia jica.

Hey, Larry Oberstreet wants to know is. I think what he's saying here is the plural of pelvis. Pelvi.

Yeah, I think it is pelvi, Larry. I think it is.

By the way, is this a new segment on Nightcap where Scott Bosman does a drawing like Simon style? I like that segment. Like story time with Scott Bosman.

Story time. Story time.

The sketch master.

And I can sing the song like Mike Myers used to do in the bathtub on Saturday Night Live. You remember that?

I remember that. Well, I'd like to hear your rendition of it now.

I already sang it earlier, so. Yeah, let's maybe do Simon. Simon draws a picture next week. We can do that.

All right. Well, you know, we're going to be at boot camp, so probably what we're going to do is some live snippets, right?

Let's do some live snippets next week, guys.

Do a live show Thursday night.

Let's bring the robes. You never know what might happen. Yeah, yeah.

I think if you. There should be some kind of game where if people, you know, come up and, you know, say something about the robe, they get something.

I don't know what.

So you guys can figure that out.

But I think, you know, for the.

Listeners, you know, for the kids at.

Home, let's just wear the robes in public, Mike. And people who approach us should be like, we're land investors. This is what we do.

And when you land invest, you wear robes.

That's what we do.

You might be familiar with my work on YouTube and. Or Craigslist.

Ready for the outro.

Ready for the outro. Thanks for the good show, guys. Here's to 2019 and massive action.

Yes. Scott and Matt. See you guys next week. Right?

Be there Thursday.

I'm taking the Choppa to Texas.

I'm taking the private Forbes jet. Better boys.

Happy birthday. It.