Nite Cap with The Land Geek Guys—A Day In The Life Of Tate Litchfield

Sam.

Hey.

Hey, everybody.

What's up, guys?

Hey.

Hey, who's this?

Who's this guy? Got a special, special host.

What an honor. How long has it been?

You got so many people to watch you. Last time we had to bring you back. I mean, I think he actually more views than Scott Todd, but I don't know. That's to be determined. And we're gonna see. See what happens.

Maybe. Well, Scott's. That guy's really smart. And I hate to go head to head against him, but love it as well. Yeah.

Yeah.

You know, a little competition.

Let's make things go smooth, right?

Yeah. So how long has it been since I've been on the show, guys?

It's been, what, been a few months?

I think it was about six months ago. Probably that long. I think it was.

Shame on us for waiting so long.

Shame on us. I know. Such a long, long line of established guests just waiting to be on the show.

I'm glad you let me cut them. I'm glad you let me cut the line.

Yeah, for sure. So, Mike, for those that have never watched before, what's up with the goofy red robe and the drinks?

Well, we've just. We still need to know when our year anniversary is, but basically about a year ago, we figured out that there's a lot of people that burn the midnight oil. You know, why not come on here, inspire them with a little banter, a little humor and a lot of content. Right. So Nightcap was born from that. And we've been staying consistent with it, right?

We've been staying consistent. I think we have a good mix of fun and content and some pretty awesome guests at times. So, like tonight. Like tonight, looking forward to picking Tate's brain and seeing what he's up to and. And hearing how land investing is. How's land investing for you? Take?

Well, business is really good. I mean, looking at the numbers now, we started off the year with a really strong January bunch of sales. I don't know the exact number, but enterprise value, well over six figures in one month. So January was a home run. February's looking up. Got, I don't know, nine sales on the month already. What's today's date? Seventh.

Yeah, seventh. Nice.

So, I don't know, it's been a good year. Land. I can't tell you. I don't think there's a better time to be getting into the land business, honestly. I mean, plenty of room for everybody.

Yeah. Speak to that a little bit, Tate. Like somebody's looking at getting into this. What do they need what? I don't know, what do you think? Somebody first getting into this, what do they need? What are their top few things they need?

The only thing that you need in.

This business is.

Willpower. I think the only thing you need is motivation. It's funny, when I started working as with Mark and being a coach, we used to have this slideshow that we used to introduce to people. And in that slideshow it said, here's the things that you need to be a land investor. And it said, like a printer, a scanner, Internet, you know, mailchimp and you know, envelopes. And we stopped using that because the reality is if you're looking to cut your teeth at this land business, you need the investors toolkit and you need to move your feet. That's it. And if you want to get more in depth and more knowledge about this and how to take it to the next level, well, that's when flight school comes in handy. Right, but that's it. I mean, you just need to move your feet, lick the envelopes, put them in the mail and take action. That's it. You don't need a ton of money. This is the exact opposite of that. This is affordable real estate investing.

Yeah, yeah. So true. I always like to tell people that this is the one business you can truly lift it up by your own bootstraps. You don't need investor money, you don't need to leverage a whole bunch. You can actually take this in a micro level. Look at our average purchase price is a couple hundred to a couple thousand. You know, like you said, it's a micro environment. Right. When it comes to real estate. But the power of generating sale, up to sale and that passive income, talk about that like, you know, how, how can a micro purchase produce such, you know, all these deals, you know, they pile up and this passive income is enormous.

Yeah, I mean this is, it's truly the snowball effect, right? You start off making a little bit of grocery money every single month, and then the next month you do a couple more deals and it turns into a car payment. After that you've got a mortgage covered and next thing you know, you're quitting your job and you're living off your land sales and you have zero bills like everybody on this call. I mean, I don't have any bills. It's the greatest feeling in the world. So it's, it's. I mean, there's no better time to be a land investor, honestly, with the Internet and counties being so friendly. You know, information is easily Accessible, but, you know, it just requires you to take action.

And speak to the market a little bit. Tate, I think people in here, there's 2,500 people in this group, 2,600 people in this group. Now only a couple hundred of those are actively land investing. But speak to the scarcity mindset a little bit regarding the market and the abundance of the market.

Okay, let's put it this way. One of my favorite areas that I like to work in, it's got, I think it's. I think I looked at the numbers. It's got like 64,000 mailable parcels in it. Now, I've done a lot of deals here, and I think in total I've only mailed to about 4,500, maybe 5,000 people there. So come on in, Mike. Let's go. You can join me there. There's so much land that remailing after every hundred days, it's really hard for me to even justify mailing to these new people because every time I remail, I'm getting new deals. So there's so much land to be had. And America has this lust for land. We love it. We can't get enough of it. My buyers list is begging me to feed them with more deals. It's amazing. I mean, takes a lot of work up front, but once you get the, the engine running, I mean, it's just stoking the fire is all I'm doing, you know?

Yeah, that's exactly right.

You got a great point. You kind of hit upon there. Because something that a lot of new people tend to do is kind of have this chaotic mailing process where they hit like 5, 6, 7, 8, 10 different areas. Right. And. But you talked about the power of one area and even remailing that. So that's something we haven't talked about in a while. And I think it's a really important topic. Could you elaborate on that? I mean, the idea of, you know, not just mailing once, but coming back, that's a really important point. Especially when you're hyper focusing on one area.

I mean, why make it hard for yourself? Right? Like that's what people are doing when they're mailing 20 over here, 20 over there, 20 in a new state. They're making this hard, harder than it already is. Become an expert in one area. Dive deep. Get as much information as you can in that one county. Not just a county, in one specific region within a county, and get every deal possible out of that area. And if you do that, you're going to understand what's the most you can pay for a piece of property. You're going to know ahead of time what you're going to sell that land for. It's going to take a lot of the risk out of this business and you're going to feel confident in investing your hard earned money on vacant land in the middle of nowhere.

Yeah, you'll have a pre sold, actually. Right. The way you work, you talked about your buyers list, you talked about the fact that begging for land, you're the expert in that area. You have people waiting for it. So as soon as it comes, it's pretty much gone. Right.

I mean, we pick up the phone, we call a few people and it's like, listen, I need to know right now, Mike, are you buying this property or not? Because if you don't, I'm going to the next person on the list who's Scott. And I know that guy's got big old budget, so he's gonna buy this. Yes or no? Five seconds. Four, three, two. All right, moving on. Hanging up on you. We will genuinely will do that. Because our property sells, we've created a sense of urgency.

Huge. We get some viewers here, including the Godfather himself, Mark Bernalski.

Mark is here.

Mark's here.

Thanks for joining us. Yeah, we got a lot of people. Steve, comments.

We got.

Steve, Nicole Capellino is here. A lot of greetings from a lot of different people. Barbara Thibodeau said she had to stay up and see Tate Litchfield. It's past her bedtime for sure.

Pressure's on then.

Yeah, right. Pressure's on. So we have a lot of people in the audience. So please post some questions for Tate and we will elaborate on those. Barbara Thibodeau. Tate kills me. I don't know if that's a good thing or bad thing.

You take these things out. There's so many comments. Sometimes one comes across, you look at the one by itself. It's context is kind of like, you know, there's probably other things that lead up to that. Matt Forbes, Tate, I love you. Oh, wow.

The feeling's mutual, Matt. The feeling's mutual.

See him in the refill? Sure. Shortly enough.

Shortly enough, yes.

Abundance mentality. Now that's something that's huge. They bring this up, you know, Mark talks about this whole scarcity versus abundance. And, you know, I find that that, that is something that needs to be revisited multiple times along this whole process.

Touch on that. Can I touch on that real quick?

Want you to. That's why I want to Hear you talk about it.

That's important.

Because here's the thing. If we didn't have an abundance mentality, this show wouldn't be happening. Right, right. If you didn't believe that there was room for people within your county, Scott, would you be telling people to come invest in land?

Absolutely not.

I mean, this show is the epitome of that.

Yeah, right. You're right. You're right. And all the content we put forth, I mean, you look. You look at this Facebook group and you look at the content that comes out every single day in this group, not only from the leaders in the group, but from the members in the group, because the members sense this too. The members are freely giving forth information that they don't have to give out to newbies. So, yes, it speaks to the abundance of the market, for sure.

Go try to find that anywhere else. I mean, if you entered any other real estate Facebook page and you asked for help. Crickets. Crickets. We're here. Everybody's really kind, and everybody will share, and they'll take time. I mean, I don't know. This show speaks to that. Right. Our community speaks to the abundance. I'm not afraid of running out of land to buy, and I'm not afraid of running out of people to sell land to. If I was, I'd protect my own interest, I'd protect my family, and I'd stop helping people. Right?

Yeah.

You wouldn't wear your Land Geek shirt to the grocery store.

Yeah, I know.

Like, I was. Like, I was afraid to do three. Three and a half years ago.

You've got one of the OG Land Geek shirts.

I got a boot camp Land Geek shirt. Yeah. In 2015.

Those are OG at this point. You gotta hang on to that. Stop wearing it. Stop washing it. Cause at some point, it's gonna be worth some money, man.

I should frame it. I'll bring it to boot camp and have everybody sign it.

Do you remember Mark? Mark, back in the day, he used to have one, like, pinned up on the wall behind him.

Do you remember?

I remember that. Yeah.

Yeah, that was. That was a good shirt. It was Vegas edition.

Go back to the T shirts.

I think we gotta bring the T shirt. As long as they're the soft cotton. I don't like the itchy cotton.

Well, my wife is a. Is a supplier of T shirts, so we can take care of that.

Get the right kind. Nice. You know, Tate, you know, we're talking a lot here, and it gets to me. I'm. I'm always thinking, geez, what would be like to be a little fly on the wall, watch you do some of what you do.

Right.

I mean, even just to kind of like spy in a little bit, you know, and see, because your day to day activities, I mean, that'd be really interesting. I mean, this is something you've got down to a science and geez, I wish there was a way we kind of peek in on that.

Yeah. You know, ask and you shall receive, Mike. Ask and you shall receive. But it's funny, you know, there's the plug, obviously. I'm working on a new series and it's something exciting I've been working on for.

Oh, there it is.

Wow.

Bringing it out just like that. It's called Lots. It stands for looking over my, you know, looking over Tate's shoulder. And it's a kind of insider access to the way that run the land business, the what I do on a day to day basis. And, you know, it's not a mastermind call. It's not one on one coaching. You know, I'm not your guru. Basically, I allow you to step inside my office and watch my screen as I do things. And so it might be something very simple from, you know, working an ad on Landmodo to get the best results possible. It could be something as complex as reviewing the numbers for the week, which all goes down to our weekly reports. Or, you know, we just had an amazing, amazing time filming for my intake manager. So basically I get on there and I go over the numbers and the happening with my intake manager and got some bad news, unfortunately. But you'll have to tune into the episode to see what I'm talking about. But it's a pretty cool idea. It was, you know, Mark talked to me about it for a long time. He says, you got to do this, you got to do this, you got to do this. And I said, nobody's going to want to watch that, Mark. I mean, my day to day life is so boring. It's so boring that my dearly beloved wife, I finished watching, creating an episode. I was like, baby, watch this. This is amazing. It's all about me converting a deal in real time over text messaging to one of my clients, my VIP clients. And we did all this cool filming for it. And I'm like, okay, honey, watch this. What do you think? She watched it within like three minutes. She's on her cell phone, you know, scrolling on Instagram or something. I'm like, what? She's like, no, it's great, it's fantastic. And I'm like, you're not a land investor. You don't get it. You don't get this. So it's not for the Bradley geek flicks. I mean, get your subscription now, right? Because it's going to be good. People are liking it.

Very cool.

Love that pick, too.

Yeah, it's, like, out my backyard, like, just to the left of here, is one of my favorite mountain bike trails to ride.

This is not you superimposed on an environment?

No, it's like, welcome to Vegas, man. This is it. This is the backyard.

Very cool. No mowing needed?

Nope. None at all.

Well, I'm excited for that program. So tell us a little bit about the format, Tate. So they're gonna be multiple episodes, and people get access to these and just kind of follow you. Is it like an on demand thing or people getting weekly access or how's that gonna work?

So it's gonna be, I want you to think it's like a series being released on Netflix. We're releasing all nine episodes at once, so you can binge it at your viewing pleasure. It'll be nine episodes. Each one will be somewhere between 15 and 20 minutes long. So the entire season will be two and a half hours of contact content, approximately. We're looking at a release date of either end of February, early March. But if people want to find out more about this, my advice would be, I'm going to put you guys on the spot here. Contact these guys right here. They'll give you some insider access, maybe hook it up with a little bit of a discount code there. But the great thing about it is all flight school students, starting January 2019, are going to get access to it for free. It's going to come with their package, and it's something I want to do, you know, give back a little bit. And if you're not in flight school, well, we'll make it available to you, obviously. But another incentive to get it going, get those feet moving. Join flight school, right?

Absolutely.

That's awesome. That sounds really cool. I think. Very valuable. Speaking from having. Having started out with the toolkit and not having a lot of guidance initially, I think that would be really valuable to have two and a half hours of content, seeing someone who has been doing this for a long time go through the motions. So that's gonna be awesome.

I mean, the reality is this is all I do. I don't have another job, right. I'm just a land investor. I sit here, I look at GPS coordinates all day. I stare at topographical maps, I look at dirt in the middle of nowhere. And to me, I live the greatest life. Some people, I don't think I'm gonna win an Oscar, but I think some people will really get a kick out of it. It's gonna be fun. You're gonna learn something. I can guarantee that. And, yeah, hopefully it inspires some people to take action.

That's awesome. Someone had a question here. What's the first thing that you would typically look to automate Tate?

Well, that's a great question for me. First thing I got off my plate was the mailing. I hated it. Right. The second thing was due diligence. After that, you got to get that part of the business up and running. You got to trust your team, make sure that you're covering, you know, all the bases, and then you can start introducing more automation on the back end.

Right.

There's so many tools and tips out there. It's. It's pretty easy. But getting that mailing off your plate, I mean, we're mailing 20 a day. Right. And if you're using LG Pass, it's taken you, what, five minutes, maybe?

No.

How long has it taken? I haven't even mailed in so long, I can't even tell you, but.

Five, ten minutes.

All right. Well, five minutes to me, when I was getting started was very, very precious, and I didn't want to spend that time, you know, second guessing my numbers, second guessing my area. So when I got it automated, boom. It actually freed up so much of my mental capacity that I was able to focus more on parts of the business where I could really see results and really see those sales rolling in. So getting that off my plate was huge.

Very cool.

I think, you know, advice that many have given. I know. Scott Todd told me you need to automate the biggest pain point. So, you know, some people to this day still love doing. Doing the mailings, so maybe that won't be their first priority. Maybe due diligence is their first priority. But you got to really analyze, I think, what your biggest pain point is. The thing that just sucks the life out of you, and see if you can automate that to, like you said, unload to be able.

I mean, make the love hate list, Right. Write down every aspect of the business and put it in a column. Do you love it? Do you enjoy like it, or do you hate it? And if you hate it, find somebody to do it out for you for free or for cheap. You know, you can. You can outsource a lot of that stuff.

Yeah. Or delegate first and automate later. Right?

Yeah.

You know, and here's the thing that, you know, there are going to be parts of the business that other people love that we don't in reverse of that. But it's five steps over and over again. So, I mean, it's repeatable, redundancy. Any part of it can be, you know, outsourced. So it's. It's just really where, you know, where you don't want to be, you know? And where do you love to be? We, like at the boot camp, we always have a few people love Excel. Right.

I was just gonna say that.

Raise my hand. But they're there, right? Accountants, like the people that love numbers. Like, but. So, hey, you know, go ahead, do it. You don't have to outsource it. There's no rules here. Do what keeps. Keeps you happy.

Exactly. I mean, and you'll know pretty quickly once you get into this business what you enjoy doing. There's some things that you can't automate, though, right away. Right. And that's the marketing. I mean, how are you going to teach somebody how to market if you don't even know who your audience is?

You got to know first. You're right. You got to know the inside and out.

You can't outsource your sales either immediately, because how are you going to train me, Mike, to be a good salesman of land?

Right.

Remember, we're not selling Xboxes. We're not selling bikes. We're selling property in the middle of nowhere that most people haven't even been to. I mean, I haven't been to a majority of my properties, so how are you going to teach me to do that if you haven't figured out who our audience is? Right. What they want, how to present these properties in a way that's not threatening or pushing?

Yeah.

You got to learn this business first. You don't. You don't want to just outsource it too quickly because you don't even know what you're outsourcing.

So.

Most, most definitely need to get your feet wet. Get in there, dive in, as we like to say. Not just dip the toe in, get the full experience. And then from that point, you can definitely begin to, you know, outsource, delegate, or automate. So, yeah, great point.

Just, you gotta take your time.

What do we have for segment, Scott?

I think aren't we about halfway through? We should bring up the big mail.

A little dry on the drink there.

Get a little dry on the drink. I have only had one tonight, unlike you.

A couple things Going on tonight, right?

Some things. Yeah, we got.

Yeah.

Yeah, we got a few things going on yet. We got another segment or two.

All right, without further ado, then, let's bring up the Refill Master.

Refill Master.

The Refill Master, gents.

Look at that. Oh, my God. When I grow up, I want to be Tate Litchfield.

I swear. Checks in the mail. Checks in the mail.

He knows what he's doing. It's $100. Thanks.

All right, Mike. Take care.

I'm in Arizona at a big executive retreat at this Ho Di Todi Resort. My CEO of my company and 100 other CEOs are hanging out, drinking, and I'm here with you clowns, and I couldn't be happier.

That's love right there.

I felt a warm hug right there.

Yeah, it's powerful.

I got the fire going because they.

Have that in the room.

Makes no sense whatsoever, but it doesn't make any sense. No.

I mean, it gets cold. It gets cold in Arizona.

It's. It's warmer in Boston. What the hell? I had to play golf today. I mean, do you have any beers? I had to drink just to be able to swing the golf club. It was like, 10,000. But I did it because I'm a team player, David. So raise the glass for all the people who are working hard. I'm gonna throw myself into that mix. Been a long week, and. Yeah, sell some land. It's tough.

Cheers. Cheers.

Thanks, Matt. Thank you for coming, especially, you know, I missed your trip and whatnot. You like talking about that George Clooney movie Up in the Air? That's you.

I gotta go. I gotta go see it. Well, you know who I harassed into lunch the other day? Big Dog himself. I'm like, I'm coming to Arizona. We're gonna go eat. So we had sushi.

Nice, nice.

I'm like, I'm a big deal. Look at me. And he's like, what are you talking about? I'm like, I'm with you. And you didn't get it a little bit.

Did anybody ask for his autograph?

I actually had him sign my back, which he was pretty uncomfortable with in Sharpie. And I'm like, I'm gonna get a tattoo out of it.

Good, good, good.

So that was good. So, Mark, thank you. Great to have lunch with you.

Yeah. One time.

You gotta get him on here. You gotta ask him about the time he got recognized and in front of his family. Have you heard that story?

No.

Could you tell that right now?

I don't know if I should Tell it. All right, well, I guess Mark was. I'm going to butcher this, but I remember he told me it was so funny. And, you know, Mark's got a bunch of teenagers at home, and I don't know if they think he's as cool as he actually is. I mean, that guy's cool, but I don't think his kids think so. And I guess he was getting on a plane, and somebody came up to him and was like, hey, are you the Land Geek? In front of his kids. And his kids were like. He was like, yes, I am. I listen to your podcast all the time. Great stuff. And he was like, thank you, thank you, and just walked away all cool. And I guess his kids were like, dad, who was that guy? And he's like, I'm out of here. Carry my bag.

Oh, that's awesome.

I actually asked him because one of his kids called him when we were having lunch, and I was like, just for giggles. Humor me, right? Do your kids understand who you are and what you do or not really? He's like, they just think I'm a geek, period. They don't get it. I'm like, but you, like, you help a lot of people. Like, you're kind of a good guy. I don't want to say that to your face because I don't do compliments, but maybe in another alternate universe, you're kind of a cool guy. You're helping me. This is great. He's like, yeah, they don't get it at all. I'm like, you're just a giant dork and a giant geek to them. Like, okay, that's cool.

Yeah. I mean, my neighbors think I'm like, you know, my neighbors have no idea what I do because I'm just home all the time, Right? Like, I leave in the morning, I go ride my bike. I come home, and they're, like, leaving for work. I'm waving donut.

Waving with a donut. Tate is the fittest drug dealer they've ever met in their entire life.

I tell everybody I'm in shipping. That's what I tell them. Yeah, I'm in shipping. Yeah. Nobody understands it. It's the greatest business ever.

No, you know, it's interesting.

Doesn't understand it.

So I'm at this retreat with a bunch of, you know, CEOs who have started companies who are, you know, one of them got 40 million last week. Like, real. Like, you know, these are real startups in Silicon Valley. And of course, I'm me. So I'm like, I'm better than you. And I'm doing this land thing on the side, and I talked to him about. About it, and I've never met a group of people who are more interested, right? They're like, huh? They're like, oh, so tell me this and tell me that. I spent like two hours talking about the land business with guys who spend, you know, 21 hours a day working on their. On their business that they, you know, are going to build and probably sell for $100 million down the road. And they're still like, yeah, that makes sense. Like, this is logical. Like, I get this. And I'm like, yeah, whatever. Just go build your software, dude. No one likes you. Get out of my face.

Oh, that's awesome.

Well, Mike, ready for a segment?

Should we have another segment? I think it'd be fun to have Tate included in this. We've gotten into opening some letters on air, see what we got. You got a couple over there, Zano?

I got two.

All right.

I didn't bring any mail. I have it all delivered digitally, so. All right, well, I can open one on my app.

Okay, we'll do one for one. I only got two, so we'll do it twice. What do you got there? Go ahead, Scott, because Scott. Last time. Scott crushed me last time. He won.

Okay. This was an offer for a 2 3rd acre parcel in an area that I've worked in for quite a long time. Offered 1777. And I just. She just crossed out the price and put not for sale. Not interested in selling property. So that was a nice shove it segment. She did put a received. A received stamp on it right there, which is kind of interesting.

I could win this one.

Who the hell is that laying around? They're like, oh, you know what? Received.

Let me. Let me mail this. Going on the do not mail list.

Well, as the guest, Tate, do you want to go next or last?

I'll go last. I'll go last.

Okay, so here I go.

I gotta beat Scott. Gotta beat Scott.

No, I don't think I'm gonna win.

This is a. So a large, attractive land. I was looking at some larger tracks. So my offer was $6,300 and the counter was 18,000. That could, you know, we're at bigger numbers. I might be able to educate them.

It's pocket change for you, Zaino.

I might be able to educate him.

I don't know. Phony up, renegotiate that thing and let's move forward. Close that deal, man.

Yes, we'll have revisit this one Next week.

All right.

All right, let's build. What'd you get?

Well, I got one, and it's actually an offer to buy my land, and it's insulting, man. $670 for this property enterprises.

670? What'd you buy? A Forte.

Like 2,200 bucks.

Oh.

I mean, that's rude, man. Do your homework.

Some people don't have the offer matrix down. That's not, you know, unless they learn correctly. It's difficult.

This is from a seasoned land investor. I'm calling this guy, man. I know this guy.

He's trying to start a fight. I can feel it.

Three pages long. It's three pages.

Is this a future segment where Tate calls the guy and just, you know, crap some out? Like, that'd be great.

Hey, I want you to buy my land. Huh.

Can you imagine? Our viewership would, like, skyrocket, but my, like, approval rating in the world, like, in life, would just tank. Hey, Litchfield. This segment is called Crushing Dreams and Breaking Hearts.

Oh, my gosh.

All right, Bosman, you ready? Here we go.

Okay. This is for 5 acre parcel. I offered 1127, and it is accepted.

Really nice.

I knew I was gonna lose.

What was that?

I knew I was gonna lose tonight again.

Looks like Erin Bosman's gonna sell her five acre parcel. Fantastic.

Let's see. Oh, oh, oh.

There it is. Nice job, Scott. Good job, dude.

He's not just making this up, people. He's not making this up.

You need to preface this, Zano. People may not understand. This is real. These are the actual letters. No one has any idea what's going to happen. Scott just made money. He just opened the mail and he made money. Just like that.

Awesome.

Just like that.

Well, I just apparently bought a property for $150. Cause here's the deed. That's all I got. I didn't even know.

Boom. Oh, well, nice feed in the mail. That's a good thing.

Yeah, it's already. It's notarized. Like, I actually bought. Like, I didn't even. Like, I bought it.

Wait, did you not know this?

No.

I mean, I guess my intake man. I don't know. I bought a property. $150.

So. Yeah, I mean, that's the thing. Whoever. Who. Who would ever think that you could buy a property for 150 bucks, right?

Well, you know, it's like that four minute. Can people run four minute miles? It's just a number I'm making up. It's that quick. It's that quick.

Four minute mile.

Yes, they can.

Now, is that actually possible? I don't even know.

But, you know, I've seen Watt Forbes do it before boot camp.

Yeah, that baby, if one person does it, other people can do it. Right? It's like, you know, that's the thing is, like, sometimes. And this is actually again, why. You know, we were talking earlier, Tate, you dig into one area, you start to realize, hey, I can stop pushing my numbers. I can stop buying. You know, the area. You're the expert. So when people talk to you, you don't bat an eye on. You tell them it's 150 bucks. That's what your property is worth, and they believe you because it's true. Our wholesale pricing that we paid for it, that's what it is. And they believe it. And they're like, okay, and we buy it for $150.

Yeah. And, Tate, what about talking people down? The king of talking people down is that guy right over there. How often do you talk people down from your original offer and say, hey, listen, my original market analysis was wrong. I can't. You know, my original offer might have been $900. I cannot give you any more than 600.

Oh, yeah, I actually have. I did that the other day to somebody. It was funny. It was. Hold on. We're gonna let Tate pull this up, and I'll get that. Cause, Tate, you have one more. I do.

Well, mine's one of these questions.

Okay.

We offered 7.1 acres. We offered $3,124. They counted at 4,500. This is doable.

That's doable, right?

$1,400 difference. We can make this work, but as far as renegotiating deals, I mean, Scott, rarely do I. Is my market analysis wrong? I mean, I know what this land is worth because I bought it 10 times over. I'm not overpaying for it this time. But we do renegotiate. I don't want to say 100% of our properties, because then people wouldn't believe me, but we renegotiate a majority of the properties that we buy from a direct mailing. And, you know, it's simple and simple. We get you on the phone, we highlight some of the flaws in the property and things that we think are going to make it a little bit more difficult to sell. And it's not like we're going through the jugular here. We're going for 100 or $200 off our original offer price. So it happens. It happens all the time. And when you've got somebody who's ready to sell the difference between $1,000 and $900 to them. It's not that much money. They just want this gone. At this point, they probably give it to you for free.

So true, so true. And I found this email thread here. It was basically, I'd offered someone close to 600. And, you know, you know, like you said, Tate, we're digging into an area and I'm realizing that although I can make money at that price, I know I can buy them cheaper. I just kind of. So, you know, we spin it. And I told them that, sorry, actually I can only buy it for 250. Then I wrote, no, actually it's 150. And I actually wrote both. And I said, 150. And the person wrote back and said, I've done my homework. Based on my information, I won't accept anything less than 500. I was like, well understood. And I just said I could put him up. You know, basically the market value, how we look at it. I said, I said, if you ever want to change your mind, contact us. I knew he was going to come right back. And he said he researched some stuff in there. He was telling me that he sees them listed around 1500 or 2000. And I'm like, yeah, that's right. I go listed comps. A listed comps. It doesn't, you know, you got to take into mind there's other costs to that person.

And.

And I went through this whole thing about benefit of working with us because we're quick cash, right? You don't have to list it with somebody. All you gotta do is deposit the funds after we do the deed. And went through this whole thing. I said, but I'm not trying to force your hand. Just let you know and that we're staying on a number. I appreciate all your clear, concise, you know, praise. Correct praise. And I knew what I wanted to settle at. And he says, fine, I'll accept 250.

Nice takeaway clothes.

Very nice.

So, yeah, it was just an education for him, that's all. Free education comes with every offer.

I had one this week. I talked to this guy last week, offered him 1200. He's like, I'll take it. I'm like, well, there's something wrong there. The guy has $1,000 in back taxes. I try to talk him down to 50 bucks. Total disaster. Doesn't work. And I said, look, whatever, you know, if you want money later, if you want this off your plate, you know, call me, let me know. I Have an intake manager. Now, he goes, what do you want me to do with that one on the spreadsheet? I said, why don't you. Why don't you call him? I'm busy in Arizona. Go ahead. Calls the guy up, he goes, look, well, you know, he'll take 500 plus 1000, which is the back taxes, so 1500 all in. We'll close that transaction Monday or Tuesday of next week. And I'm going to wholesale to take for probably 2,500 bucks on Thursday.

Let's do it.

Let's do it. And Tate's going to turn around and sell it for probably seven or $8,000 because that punk has people lined up.

But, Matt, I don't want you telling everybody how. Don't go telling everybody how my gig works here. I mean, now everybody's going to want to buy this land from you, and we're going to have a biddy. Warren, I'm going to end up paying more than we. More than we had discussed on this property.

Well, okay, okay, not your problem.

You gotta take care of that buyer who's consistent. Absolutely. Great question. This is perfect. That Tate on here, we're talking about giving people, like, lower offers. What about the sales side, Tate, what if a buyer tries to lowball you?

He doesn't want to pay what I want them to pay.

Yes, that's what you say. Exactly. I mean, so he's trying to negotiate you the way we negotiate other people, I think is what she's saying. Could it happen? Sure, it could happen.

But I honestly can't remember the last time somebody was upset with that. I mean, on a cash, like a retail cash deal, you might see it a little bit more frequently. But I would just tell them, listen, if you don't like the pricing, put more money down initially, right? Everything's negotiable. But I have numbers that I need to hit, you know, within our business. And when I buy a piece of property, I know ahead of time what we're selling it for. And so that number factor factors into my cost associated with this property and everything else. So if somebody doesn't want to pay what I'm looking for on a property, I'd tell them to, you know, call Eric Peterson. Right? He'll negotiate.

Eric, you out? Yep. You out there? Yeah.

I mean, you know, this isn't. This isn't an open marketplace. I'm the boss here. I say what the price is, and if you don't like it, there's somebody else who are willing to negotiate. You're dealing with Needham Marcus.

Right.

My stuff doesn't go on sale. It's always full price all the time.

I love bitchbob. There's a word for that.

No, Exactly. No.

Yeah.

What's up, Mitch?

Take a hike.

Right. Thanks for joining us, Mitch. And Everybody. We got 21 live viewers right now.

Oh, we're cranking it.

Plus 50 or 60,000 in, you know, review in the next few weeks. Come on, let's go about that.

Right?

Any other segments tonight, Scott?

Well, you know, we need to have this segment. It's our favorite. The Boston leg is segment.

Ah. We could compare how Tate would say the word to how I say the word. That'd be fun.

That would be fun. Yes, it would be.

We do it right over here and then you guys do it weird. I don't know, you guys have these accents out there. Tate.

Yeah, yeah, yeah.

Tate, you know the segment. This is the segment where I spell a word and Mike says the word.

Yeah, yeah.

And it's a favorite Bostonian word. But here's my favorite. My favorite.

The cheetah. Never play cards with a cheetah, Mike.

There's not a. There's only one A in there. It clearly ends with an er.

How do you say cheetah?

Cheater.

I don't even know what you're saying right now. Is that English?

Yeah, yeah.

I can't even hear what.

Cheater. But that image is deceiving. That image is deceiving. You've got the word cheater, but it's a cheetah behind it. So maybe, maybe you just. Maybe Mike's had one too many already.

You know, he's got a point there, Scott, you've been saying.

I mean, Mike, I think you rewind the tape here. I think so, man. He's out to prove that you're not as smart as him.

Cheater. And you show me a cheetah.

Yeah, exactly. I mean, it's like asking somebody what color do you see on the screen? But it says the word green, but it's written in blue.

Right.

You might as well put a Cheeto guy back there.

Yeah, exactly.

You know what? Colorblind Lingo Blind. We'll just call you lingo blind.

Look at this.

Cheetah is a cheater.

That's a cheetah. Are you ready for the word of the week?

Yes, I'm ready.

I don't know if I've ever done this one, Matt Forbes. It's a. It's a pretty. Pretty straightforward one, but. But I want to hear you And Tate, say it W I n n.

E R. Winner, winner, chicken dinner.

Winner.

Yes, I did that for you, Matt.

Hey, how do you say. Do you have that phrase out there? Winner, winner, chicken data?

Yeah, yeah, yeah. I mean, can you say it for us? It's still America. It's still America over here, Mike.

How you say it?

It's America.

Winner, chicken, winner.

How do you do that?

I've never heard these ers before.

Winner, winner, chicken dinner.

I can't even say it. Look. It hurts, Matt. Does it hurt?

I mean, it's simple phonetics, Mike. It's simple phonetics.

It's easy, though. Look it. Winner, winner, chicken dinner.

That was better.

Yeah, you're enunciating better when you speak faster.

Perfect. Yes. We have. We have another comment here from Kenneth Green, talking about someone trying to talk him down on the. On the sell side. He says I use the line on the buy side or. No, on the buy side. Sorry. I use the line on the buy side. I have to pay less because I will get beaten up on the sell side. Yeah, that's good, too. That's a good comment.

What's mishmalam Want me to say? Carne asada.

Carne asada?

What am I even saying, Mitch? You sent me up.

Carne asada.

It's a delicious meat.

It's just like C, A R, Mike. Say C A R, ka.

So now we're giving Spanish lessons too.

That was better. Carne asada.

I want to add the what is song and take a picture of it with the caption. Carne asada.

Let's do one last. I got a Facebook quote of the week here. This. This will be a good one for a short discussion.

Okay, let's hear it.

This is from a new member on our group, and I think many of us can appreciate where maybe she's coming from. So can you give tips to someone who has no money at all in starting this business?

You know, I keep hearing this song, Making love out of nothing at all. Making money out of nothing at all. You don't. Making land out of nothing at all. I'm thinking. You know that song. Come on, you guys. It's a favorite group of the 80s went over this, and it was. Was really the 70s.

I wasn't alive.

Mike, you talk and I'll come up with the song.

So basically, I started off 40 grand the hole. And, you know, you could buy. You can buy land. Tate was alluding to earlier, this micro environment, right? You could literally buy land for a couple hundred dollars and double your Money. So now you have $200 that you turn into 4.

400.

You could take 400 and turn it to 800. Then you could buy another 200 turn. You could keep rolling with it in short order, make a lot of money. I mean, that's how I paid my debt off of 3, $400. Purchase price of land. It's. It's very real.

Yep.

Go ahead, Tate.

I was gonna say, you know, you're gonna need some money to start with. Inevitably, you're going to need a few hundred bucks here and there. But if you price your mailing correctly, you're going to have the opportunity to buy land. And I've done deals plenty of times where I've worked with somebody who didn't have the money on the buy side, but they kept mailing, and they simply sent me an email or a message or phoned me and said, hey, I've.

Got this amazing deal, short discussion.

All right?

But they kept mailing, and they simply sent me an email or, what's going on?

Is it me?

That was me. I fixed it.

Okay.

Anyways, moving on. We'll just leave everybody hanging there.

No, I do a comment and I unmuted my Facebook, which leads to this back. My bad. Sorry.

So I say, like, I've had people plenty of times get on there, and they've messaged me and said, hey, I've got this great deal. If you want it, your price is, you know, $1,000. Okay, great. Your return will be. You're gonna make three, 400% on the deal. It's like, yeah, sign me up. I'll do that all day long. I simply cut them a check. They use that money to buy the property. They deed the property from the seller to themselves, and then from them, you know, they're the new owners, and then on to me. So, yeah, you don't have to have a lot of money in this business. I mean, let's. Let's match.

Yeah.

What's match?

End of story. Right there. Those people on my Facebook feed. Right. Can you see them, whoever they are?

That's Chloe and Evan.

Nice stack.

Yeah. Done deal.

You know, I didn't. I started with 5,000 bucks, which I was buying property. Honestly, I was picking up these lots for, like, anywhere between 60 and 100 bucks. And I was wholesaling them to Mark for, like, seven, eight hundred dollars. And I was making them buy them in groups of 10. And I was selling to some other investors. And then that's when I really learned about the passive income side of the Business, I'd sell Mark. I was taking my money and running. I was super happy, you know, 23 year old kid making a bunch of cash. And then I saw Mark selling these properties that he bought for 1,000 bucks and he was getting 120 bucks down, $120 a month for 45 months or 48 months. And he was like, whoa, I'm doing something wrong here. And that's when I learned about the passive side of the business. And that got me hooked. So you can do it with next.

To nothing, but it's next to nothing.

It's okay to do what Zano does, right? It's okay to wholesale deals. It's okay to flip for cash like in the beginning. Like that's what I'm doing. I don't have a lot of money, so I'm wholesaling the properties out. I'm flipping for cash, and every fourth one I take and I'll sell them on terms. It's a great.

Doesn't matter where you are in the business, you're always going to wholesale. I mean, to this day, I'm still wholesaling. Why? Because cash is king, man.

Yeah.

And Kenneth, I get what you're saying about too much work for making $200. However, a lot of these areas, while I'll pick them up for 200, I'll do like 10 at a time, you know, and for someone who's starting out with no money, it's still quick, easy cash. You look at what your hourly rate is when you move a piece of paper. So, you know, yeah, you could definitely make a lot more money at 2000. But when you're cash property, you can buy like five properties for 200 and you can wholesale them to somebody and double your money. $1,000 for a couple pieces of pavement move. That's, that's, that's huge money for somebody in the beginning.

So I might. Mike, what about those 10 lots I bought from you the other day? Maybe a week or two ago, Right? What did I pay for them?

Yeah, and cheap money for you and great money for me because I buy them, right? Look at all about the buy side. You can buy properties so cheap that you can give them to somebody where they can make a ton of money and you make your money and it's a volume deal. We're not talking. So it's one thing. I think it's a good point too, Tate, you bring it up here. Is that just because I'm buying a property for a couple hundred dollars, I'm not just buying one. I got people out there that line up. Like, when you mail into these areas, we have smaller properties. These areas that are out there, whether they be in New Mexico or in Arizona, they got small properties, and they own a whole bunch of them. You turn around to someone like, hey, Tate, I got 10 of these, right?

So, yeah, you gave me a discounted price. You were like, hey, normal price is like 600 bucks a piece, right? But if you buy all 10, you can have them for. What was it, like, 475 a piece or 500 bucks or something?

One deal. Yeah, but you do 10 of them, boom, like that. That's quick money for anybody. I don't care. You know, you look at your hourly rate, I. You're making really good pay for your hour. It's not an hour really either, is it? Especially when it's automated. But even if you were doing it all yourself, you're just moving a piece of paper, literally.

Couple hours. Couple hours. So I would give one last piece of advice to the person who posted that question, and that is, find yourself a success partner. You know, we talk about accountability partners all the time, but find yourself a partner that you can maybe do this with. A friend, a co worker, a family member, whatever, and commit together to something like this and find someone who's driven, and you guys can do this together. So that's something else that I would maybe recommend to that person.

Awesome. Awesome. This has been a phenomenal show.

Phenomenal.

I mean, how do you go wrong with Tate? I mean, what the hell?

You really can't tell him, Spike. So we had to get him on here.

Yeah.

Did you tell everybody? We're gonna do a joint. Me and I talked to Scott, and we're both assuming the invite.

It's gonna be doing banjos. It's gonna be Scott and Tate on the same show, and it's gonna be.

Have like a showdown or something.

Yeah, we'll figure something. We'll come up with something creative.

We'll have a game. That'll be it. We'll come up with some sort of little contest on the show.

That'll be fun.

Yes.

Yeah, we'll come up with something. Something creative for that, for sure.

Yeah. So. Oh, I just saw David Holmes.

Come on.

That's a blast. In the past. David, how are you? He's a great guy.

Oh, Mitch. Milan said he 100% agrees with me. There's a book called the Power of Two. Never heard of it. Check it out.

I think he's agreeing with me there. Scott.

They agree with Scott.

Yeah, but I. I know Mitch. I know he's talking to me.

I know Mitch, too, and I think he was talking to me, man.

He's also concerned about the amount of gin I'm drinking, which.

So are we. So are we.

No, he called it vodka, not gin. No, this.

This was a gin and tonic at the, like, awards banquet that I ran out.

He's looking at you. He's wondering why you were drinking straight vodka.

Yeah, no, it's. That's the gin and tonic. At this point, it's. I gotta go back to the bar. I have to go, you know, do my job and, you know, be funny.

I'm gonna queue up the outro. Who's gonna do. You gonna bring a toast up, Scott? Yeah.

What's the toast? What do you got?

We really appreciate it, and everybody look forward to lots looking over Tate shoulder. Coming to a Netflix special near you very shortly.

Flicks.

Eat flicks, dude, I will binge the hell out of that. I can't wait.

It'll be a good. It'll help you, like. It'll be that show you pop on right before you're trying to go to sleep at night. Help you get in the mood.

I think I'm gonna watch it to.

Help me get in the mood, but okay.

Anyways, thanks, guys. It's been a pleasure to come back on here again. You guys are awesome. I appreciate what you're doing for the community. It was too much fun not to get back on this show.

We'll have you on again soon. And I guess my toast tonight is to. To friendship and great leadership, Tate, which you are definitely leader in this community, and we appreciate you. And cheers.

I just heard that song Leader of the Pack. When you said that. Leader of the pack. Is it Big Mac? That should be the outro. Why did I not have that cued?

Why didn't you?

All right, thank you, guys.

Big girls don't cry now. Know why?

Oh, that's even better.

Next take, guys. I love you.