Nite Cap with The Land Geek Guys—Swing the Bat, Take the Leap, It’s All About Massive Action!

Scott, how are you?

What happened?

I don't know. It was a weird intro. I'm not sure what happened there. You know it. Soon that technical advisor will be on board and we won't have to worry about this anymore.

How's it going tonight, my friend?

It's going very well, actually. I'm having a great night. How about yourself?

I'm doing great.

So, who are we? Why are we here? I'm feeling some people might be looking at us for the first time, wondering who these funny guys in the robes are.

Yeah, well, I mean, the robes are pretty snazzy if you ask me. Snazzy. That's a good word, right?

That's a good. That's a great part.

We are the Land Geek Guys, and this is Nightcap. And it's time to kick back with a drink and talk land investing. Near the end of a very busy week, I'm sure, for a lot of us. And we started the show a few months back because we figured there were a bunch of people burning the midnight oil and needed to take a break and have some goofy fun.

Yeah. So, you know, it's a content, a little bit of humor. It's a good mix. It's 10 o' clock on the east coast, so, yeah, this little nightcap, and we're gonna talk all things land investing. And for this evening, Scott, what are you drinking?

I am drinking a Hell Lager from the Surly brewing company in St. Paul, Minnesota.

Well, that sounds pretty manly. Not as manly as a. I don't even know, bae. What is this as a dessert drink? Bailey's Espresso. It's not. Not to be confused with a martini.

Bailey's. Oh, my gosh. That's not right at all.

Not to be confused with a martini.

Yeah, exactly. The martini that you gave me hell about for weeks after I drank that on Nightcap.

Yeah. Yeah, I'm sorry. I apologize. So, Scott, tonight's show, you posted an interesting topic. What was it again?

So the title of tonight's show is Swing the Bat, Take the Leap. It's all about massive action.

Okay, so why. Why is this about massive Swing the bat? Why?

Why?

What do you mean, why? What's this why?

That's exactly. That's exactly right, Mike. It's why. It's. What's. What's your why?

Oh, what's your why? Okay, so we're talking massive action. So what we're getting at here is you seem to be making a correlation between what your why is and the ability to take massive action.

That's exactly right. So a lot of. Lot of people, it hits them like a ton of bricks. They wake up one day and they're like, man, I'm not where I want to be in life. And they realize what their why is. Like that, like, they just, they want. They want to be free. They want to quit working for the man. They. They don't want a job anymore.

Okay.

Time with their family. So I think before you take massive action, you just need to identify that why. And you may have all sorts of whys, right? You may have this huge long term why, but you may have all these short term whys as well that will hopefully take place in a short amount of time. But so that, that propels people, I think, into massive action. And it's always, you know, I think in order to take massive action, you need that why to motivate you.

Well, that makes entirely a lot of sense. It really does. I think that, you know, you need to know why you're doing this, right? You need to have, you know, I guess it could be arguing, you could just go plugging along. Because I want to make money, right? But I think most people that do well at this business do have some sort of higher ideal, something they're stretching for, whether it is to, you know, assist their family or to, you know, there's a number of reasons, right, that can. I'm sure for many of us, it is revolving around family and making a better life for our loved ones and spending more time. I think that is something that has truly been at the forefront of my why is that I want to be available. I want to have a life that I can experience around my family more. And so I. The more that this land investing has kicked into gear, the less I have to do of things like overtime and extra work. And it's just. It allows things to settle back and relax. So it really is. I feel blessed to do this business. And I think that anybody who does this business for a long period of time and enjoys successes of it does feel the same way. It's humbling. I mean, this is. It's a unique process. You build it yourself, right? This is something that you. You lift yourself up by your own bootstraps. As I say, you create this. And having a why definitely makes things happen quicker and it can allow you.

To take massive action.

There's a you complete me section right there.

Done. What's that movie again, Mike?

It's Jerry Maguire. It's a her. It's a sporting movie or something like that. It's a love story. So let's talk a little bit about this massive action. Now we clarified that to make massive action occur, it's great to have a why, a desire, a reason. But let's talk about getting to the nuts and bolts of it. What would you have for me if we were going to talk about taking massive action relative to the land business in general? What's a good jumping off point here?

So I think a good jumping off point is you. In order to take massive action, in order to reach these goals, at some point you are going to have to step outside of your comfort zone. You need to push your limits, okay? You know, it's all about taking on a little bit more than you think you can handle, okay. And by doing that, you cause yourself to take steps in maybe a little bit of an uncomfortable direction. But in the end, when you reach a goal, it feels so amazing. So an analogy. I use patient analogies a lot, right, Because I'm a physical therapist. So even people with short legs can take big steps. Like I had short legs in all these areas of the land business, but I took big steps within those areas. Another one that I always tell my patients is, you know, we got to push your limits in order to get better. We have to push your limits but not go over your limits. So there's a fine line there. You need to realize where that breaking point is. But in order to get better, in order to move forward, in order to succeed, to get better at in all these different areas, you need to push your limits. Because if you don't push your limits, you're not going to get to where you want to get.

Yeah, that makes total sense. You know, one of the first brick walls people encounter in our business. And you know, Mark talks a lot about this is, you know, mailing, right. You know, county research mailing. And really that's where the first massive action has to happen, right? There's so many people that initially will get caught up with this paralysis by over analysis where they'll struggle to put that first mailing out there, trying to, you know, just get everything perfect. And we always hear what Scott Todd says, right, Done beats perfect, right? Get, get this done. And I always tell people too, when I talk to them, I said, really? You know, deal flow solves everything. And it's true, the more you, you know, you got to cultivate, you're going to take so much massive action, right. That you have literally just think about the bottom of a pond, right? And there's all these, you know, these think of them, like barbers. I don't know, something. These little bubbles of deals at the bottom, right? And what happens is slowly, after lots and lots of mailing, some of these start to rise. And then you're like, oh, these are the potential deals. Oh, this one's got a probate issue. Boom. That goes aside. This one's taxes too way high. This one wants too much money. But then slowly, some of these things begin to surface until one pops up to the top and it pops up like a bobber on top of the water. There's your deal. But to get to that point, you have to have a lot of stuff at the bottom, a lot of crap at the bottom going on, as I say. And one of my favorite flowers is the lotus because it's known to grow out of the mucky water, right? It grows out of all the mud and the dirt, and a beautiful flower comes out. So all that muck and all that craziness. It's an analogy to me, is mailing. You got to take massive action on mailing. Create deal flow, and that will solve all your wonderful. The wondering you have about, will this work? Is this going to happen? Deal flow solves everything.

Yeah, for sure. Deal flow solves everything.

I'm going to stir my drink now with my cinnamon stick.

You're so. For crying out loud, carry on.

Sorry, did I distract you? I'm sorry.

I'm so not impressed tonight with your. Just be prepared to get hell for two weeks for drinking whatever you're drinking anyway. Yeah, you know, more deals than you can handle. Mark says that all the time. It's an intimidating thing, but it's a beautiful thing. It pushes you forward. You know, I always tell my patients too, like, you know, when you're rehabbing your shoulder, when you're rehabbing your knee, when you're doing these low back exercises, you may experience a little bit of pain when you're doing this particular stretch or activity. You know, it's okay to experience a little bit of pain as long as you're not worse after. So I, you know, it's really analogous to a lot of things we experience. Like when. When I was first doing due diligence, I mean, it was a pain, right? But I got through it and felt better. When I was first learning how to sell people on the phone to, you know, sell a parcel of land over the phone, man, it was painful to me because I had never done anything like that before. But in the end, I was better, right? So I don't know. It's Just, it's just kind of one of those things. You got to step outside your comfort zone, push your limits and you know, you'll get there. You got just got to take on more than you can handle.

I love it. Scott, any comments on Facebook? You're the Facebook comment master. What do we got?

Yeah, we don't have a lot of viewers tonight. I don't know what's going on. We have our regulars, though. Barbara Tivodal is here.

You know, thank you, Barbara, for coming. You know, we live. Live pretty strong in the rerun world, so.

Yeah, for sure.

A lot of us. What. You know, it's a little late for some people or whatnot. Or maybe in that west coast is a little early at 7:00 for a nightcap. But, you know, it's okay. They'll be watching us on the reruns.

Maybe it's the time change we want to. We went to 10 o' clock instead of 10:30.

Huh? Could be it. Yeah.

Anyway, so any comments? Yeah, we got a comment from. From Jim. He says, I have found the buy side to be much easier than the sell side. For the sell side, it is a matter of just. Is it a matter of just keeping up on the marketing is steady posting, 80% of the battle.

Nice. I like it. It's like they say, diet's 80% of the battle for, you know, getting that body you want. Right. Is, you know, that's a great question. And you know, the buy side is the first brick wall you hit and so you overcome that quicker. Right. So, you know, some people are left a little exhausted when it comes to the next wall. But, you know, this is like some. One of those obstacle courses. Right. But you need to have your team around you and the team being in this case, our land geek community, to keep supporting you and keep encouraging you with their success stories. I think that the beauty of our business is conveyed in the stories of others succeeding. And that is going to allow you to get the stamina to keep hitting that next wall. So, you know, marketing. Yeah, we talked about the mailing and the massive action. The same thing we always say there's two things, right, Scott, the M&MS, the mailing and the marketing. So massive action on both of those is real. And I think that's kind of a. We're going to revisit that in a little bit because we have a. I think it's on our fourth point this evening. We're going to talk a little bit about that. I think it'll answer Jim's question a little further. So I think, yes, it's, it's, it is a brick wall. Yes, it can try to knock you down, but no, it doesn't have to defeat you.

So should I wait to comment until later on that?

No, I don't. Well, if you want to. Well, you know, we just hold off of there. Go ahead.

Jim. To be continued. All right.

To be continued. Jim, we promised to answer.

I think it's time for a segment, don't you?

Yeah, we're just trying to get Jim to hang on so we can keep our viewers. So, like, if we give too much out of the beginning, he may not hang on to the end. So, Jim, we're gonna answer that question.

Exactly. We'll be back in a few here, Jim. All right, so we haven't done a Facebook quote or question of the week for a couple weeks. So I thought we should do that tonight. We got a good, good quote from Aaron Williams, trustee. Aaron Williams here.

Bail end that. That Aaron Williams.

Yeah. So he was talking about VA hiring and he posted this on July 17th. He said, if you are new, don't fear hiring a va, but ask questions and don't be afraid to ask for a test. I just had posted a job to do, a simple scrub on a new list. As I was asking, take a look at the sheet and give me your best estimate of how long you feel it would take you to complete the job. While others were telling me two days, one week, 30 hours. One girl told me, already done. I had her send me a sample that matched my own that I had done as a test key. I hired her on the spot. She asked for $5 and I gave her $10. Boom. List scrubbed. Now onto offers. Who do you think I will invest to test as one of my offer vas?

Very nice.

So that's all about exactly what we just talked about. Pushing your limits, stepping outside of your comfort zone, taking on more than you can handle. Yeah, it's a little bit intimidating sometimes hiring a VA to do aspects of the business that you are so comfortable with, that you are maybe a little bit tentative to delegate, you know, that's awesome.

It kind of reminds me of something else that helps with massive action, having kind of. What's the next quote? Because this is where it's going to play. Mimi just did an incredible class for the, you know, the. Yeah. Intake manager. And so how, for some people out there wondering how come, how could they see that? Like, I think this is important to bring up, like, you know, how if I wanted to Be able to see what she did. Right. I want to be able to participate. We have these monthly calls to action that are awesome. We had Scott toss on the beginning with the crowdsourcing and marketing and then went over to Eric with a zapier and now Mimi did intake manager. These are going to happen every month. These are things that take your business and just going to propel it forward. I can't wait to see what Tate brings out. This is going to be amazing. Right? This, these are things that really. So how would I even. Let's talk about that. Because part of Massive Action is having the kind of confidence to step into these new realms. And that does come with, say it. The mentorship. I keep kind of like, you know.

Get me to answer.

No, no. But I know our next point. So let's, let's, let's parlay into that next point.

Yeah. So I mean it takes a lot of self discipline to step outside your comfort zone, but it really helps if you have a Jedi Master on your team. Right. If you have a mentor on your team.

Right. Everyone needs a Yoda.

When 900 years old you reach.

That was actually pretty good.

Not bad, huh? Look as good too. No, that wasn't as good. But anyway, yeah, everybody needs, everybody needs a Yoda. Mark Podolsky needed a Yoda. Right?

Right.

Mike Zano needed Yoda, was my Yoda.

Right, Right. So this is something that is huge. Right. The power of mentorship. So let's just talk for a second. Let me know. I want to know how I can get into and see these type of content classes. And obviously they can talk to us more about it. But can you give me a brief summary of what that's about as a name for that? What is this?

Yes. So what you are alluding to, my friend. Yeah, I'm alluding is first of all, let's preface it with this. There are some exciting things happening in the Landgate community and in about a month from now, you're going to see some major changes. But we've been talking about this for quite a while. It's been taking a little bit of time to roll out, but we are transitioning into top gun phase here in the Landee community. So there's going to be an opportunity for people to have access to some really amazing content rich classes every month here in this community. So as you had alluded to, Scott, Todd may talk about crowdsourcing ads, Eric Peterson may talk about using certain type of Gmail filters and Zapier. What are you, what are you Laughing at over there. You always distract me with your.

No, because I actually logged on to the comments and I just saw that Mimi posted something. So it kind of made me think we were just talking about her. And also I gotta give her a shout out. Didn't she just leave her job? She's full time doing the land investing. I think that's. So that's why.

Talk about stepping outside your comfort zone. Mimi. Cheers to you. I need to refill. Cheers to you. Good. I'm. I'm very happy, Mimi.

I'm stirring my martini for you. Awesome job, Mimi. And you know, it's great to have her as part of the team. She's awesome.

And. And she just left a geeky comment.

Oh, really?

Because she said a good evening. You must have. She's saying Yoda.

Oh, she's a Yoda fan.

Awesome.

Is this the refill segment? Because I don't. I don't see. He may not be able to make it tonight. Our typical refill guy, you spill your drink.

Matt Forbes, are you out there?

No, he's not. He's not in the attendee.

It's all right. He's. I think he's gonna be a boot camp. So that'll be exciting because, hey, we should talk about that quickly.

Talk about massive action again. How. Let's go. Let's hear it.

Two weeks from today, we're gonna be going to be toasting, toasting in the happy hour, right?

Yeah. It's awesome. Boot camps coming, you know, and I want to, you know, basically take a second and celebrate the people who took the massive action to go to boot camp. You know, it can be a little bit out of your comfort zone if you've never been to one to actually go. There's a group of people you're not completely familiar with and not sure what's going to happen and, you know, put yourself in a new environment, but it's awesome. You are going to love it. And we have many people that come back again because they realize the beauty and the power of it. But if this is your first boot camp that you're going to, congratulations. You forgot taking the massive action to go. You're going to love it. It's awesome. I mean, you're going to get to see Mark live. Scott's going to be there. Scott, Todd, of course, got Boston too, but Scott, Todd, you're going to have Tate there. Eric, I believe Mimi will be there. My wife and I go, it's just going to be phenomenal. It's just such a great Crowd of people. I love it because I'm surrounded by some of my best friends who happen to be virtual friends and I'm always inspired. I think you surround yourself with successful people and people that are really moving the needle in this business and it just inspires you to go to a high level. So that's massive action, isn't it? That's swinging the bat, Making a trip out to Arizona in 110 degree heat to go to a boot camp. That's swinging the bat.

That is swinging the bat. That is taking the leap for sure.

Yes.

I remember that coming up on three years ago, the nervousness I felt even booking the trip to Las Vegas to go to boot camp. I mean, you know that that's a huge step for some people. Just booking the ticket, just going there just.

It is, it is. You're right. I mean, this is a scary. For some people who've never been to something, I don't know what to expect.

But I always tell people, you know, it was a huge aha moment for us. You know, I knew after being in that room for just a couple hours that this was, you know, something I wanted to be a part of. And it, I don't know, it's a huge aha moment when you get to meet all these people with different gifts and different backgrounds and different stories and we're all doing so well.

I saw someone post. It was Jeannie, I think Moram. She posted about. I don't think, I don't. She may not have been there with Mark, but it's still, it's like turned into like a land geek kind of mythical story. Was awesome. Someone kind of called Mark out on something and he made a live phone call to buy a piece of land and negotiated successfully at the boot camp in front of everybody there. And they were like blown away because it was just smooth. It was masterful, it was awesome. It was inspiring. And these are the kind of things that happen. I mean, that's just one small example. But you will come away from this. As Mark always says, the clouds will dissipate. This is something that really is going to move the needle. Talk about massive action. Talk about boot camp.

Yeah, for sure. That's awesome. Very good. Okay. Hey, wait. I. I have a very special. I wish we, I wish we had a few more viewers because this is going to be awesome. I have a very special thing lined up here for the Boston Legacy segment.

Oh. Oh.

It's my favorite segment. I hope everyone else likes the segment as much as I do. I don't know, it's just give me some shout outs, people. This is funny, right? It's gotta be funny. The Boston leg is segment. All right, in this segment, the community will learn a new Bostonian word. Either a word that is commonly mispronounced by Boston. By Bostonites, or a slang word that none of us understand.

I think it's Bostonians. I don't think it's Bostonites.

That's what I meant. Mike, I'm gonna spell a word, okay. And you need to repeat the word back to me.

I will do my best.

Are you ready?

I am trying to be ready. I'm ready.

C H E A T E R.

Are you trying to say cheetah?

Cheetah.

Now are you saying, like, cheetah, like the animal? A cheetah. Like someone who cheats on cards.

C H E A T E R. Cheetah. Cheetah.

Oh, a cheetah. When you say cheetah, I'm think that guy's cheating. He's cheating at cards. He's a cheetah.

Yeah. He's a cheater. He's a cheater. He's not a cheetah.

He's not a cheeto.

He's not a cheetah. Seriously.

That's awesome.

That is awesome.

Could I have my segment then? Yeah, go ahead, Scott. Would you? This is a new segment we're gonna kind of bring out.

Oh, right, right.

This is the bubble gum deal of the week. So where we celebrate. Yeah, well, I have the bubble gum. I love bubble gum. I eat this stuff by the. By the box. And this is to actually celebrate, like a deal or something. And what I want to do is basically give a shout out. I already said her name. Jeannie Moram. Jeanne and Kurt. Jeannie is becoming quite the ebay master. She's really taken it to a high level. She's learned some secret tricks by digging in deep. She just sold another parcel on there, and I know she's gonna continue to. Continue to crush it. So this is the bubblegum deal of the week for Jeanne.

How about Bubba?

How about Bubba? Deal of the week?

Nice to you, Jeannie.

We didn't really think this out. Now it's you and gum. We're supposed to talk.

Whose idea was this to mix gum with beer? Let's just do the refill segment while we're at it, huh?

Jeanne, that was serious, though. Awesome job. I know that. And talk about someone that started out, I gotta take the gum out. Sorry. Someone who started out a little bit uncomfortable, but worked her way through that calling people and talking to people, Jeannie has come a long way and she's gonna really keep hitting it hard and she's gonna knock out the park with massive action. So awesome.

Bubblegum idea, dude. I like the segment idea, but yeah.

You gotta either swallow the bubble gum or get rid of it. It's just not working.

Eric Peterson is watching. Yep. See you in two weeks, Eric.

Eric's gonna be live in two weeks, I can tell you that much.

Is that my buddy from college watching, David Holtz. Nice to see you.

My friend Barry Warren made a comment on here, Barry, I'm sure because we're in your neck of the woods hoping to see you at boot camp. It's awesome to see you on here as well. So, wow. We went through a lot of segments there, but you know, we're rolling.

We are rolling. We're usually a little more organized than this.

No, but it's good, it's flowing, I think. Let's talk about that last point we just talked about. Everyone needs a Yoda and I think that. Let's talk about the last pot. Massive action, right? So what would it be?

Well, I think we alluded to this a little bit earlier, right?

Oh, is this the pot? Jim, we're answering your question now.

Is this the done is better than perfect, right?

Yes, this is the answer. This is going to answer his, this is going to indirectly answer his question about. He was like, is 80% of it, you know, effort or marketing? He was talking about how he first accomplished the hurdle, overcame the obstacle of the, of the, of acquiring properties and now he's hitting that second big brick wall, the marketing. So yes, go ahead, Scott. This is for him.

Alright. So you know, as we're moving forward hours, as we're stepping outside of our comfort zone, as we're taking on more than what we think we can handle, what we need to realize is that action is most important than anything. So in other words, to get something done, you don't have to be perfect. You know, done is better than perfect. Scott, Todd. Scott, Todd. For sure. So, you know, you need to, in order to climb Mount Everest, you need to move forward and you need to head up the mountain and take all the switchbacks and it's not going to be pretty along the way. You know, you might fall, you might have to get up and dust yourself off. It's not going to be a perfect journey. But as long as you're taking action, moving the needle forward, that's what's important. And those imperfect actions will still Move you in the right direction. How many of us have worried about getting comps for our purchase agreements and sweating bullets over whether or not we think we've offered the right price? You know what, it's just a conversation starter. If you're a couple hundred dollars off, that's okay, you can renegotiate that later. But how many of us, you know, how many of us worry about that before we send it out? But you know what, we may not be sending out a perfect offer, but it still gets us deals in the end because we are able to renegotiate with the knowledge we have about the market, with our, with our selling skills.

Absolutely. And so along these lines, with no need to be perfect, I want to talk about, and this is for the question about the marketing. Right. I want you to think of marketing as a parade. Okay? So if you, if you, yeah. If you, if you could visualize a mile long parade and you start posting a couple Craigslist ads, guess where your parade is. Just moved about five feet forward. You stop, post, and the parade goes. It comes to a stop, a full stop, right? Parade stopped. There's somebody in that parade, somebody out there in the world in this Craigslist community that's going to buy your land. Guaranteed. All our land sells. It always sells. So have confidence in that. It always sells. Now you have to keep that parade moving forward. The only way to move that parade forward is by continuing to market with the Craigslist ads. Going on to land, Moto going on to Facebook, using these mechanisms to get that moving forward so the rest of the parade can see your parcel. Because every time you stop, just pictured, everybody's sitting there, line up with their pup, going, they're waiting and where's. Here's all the horses. Wait, where the fire trucks, where are the horses? Where's the parade? Oh, the parade stopped. It stopped back there. It only went. It only went a tenth of a mile. That so. Yes. Having the kind of, you know, the perseverance to keep hitting it. Listen, I don't care if your ad gets flagged. It might be up for five minutes, but that's long enough for the right person to see that parade and buy your land. So your efforts are not for. Not your efforts are not in vain. If you get it up there for one minute, it could be the one minute the right person clicks on their season and buys your land. So I don't care if they get flagged. I don't care. Keep posting, keep going. Don't let it break you. It doesn't have to yet. Craigslist is a bear. I know it is. But guess what? You can overcome it. You know, we have Scott Todd's program that can enable you to take it to a higher level. You can get support from some people in the lanky community that do the coaching. This doesn't have to stop there. And it doesn't. You're going to keep hitting it, hitting it, hitting it. Just like mailing massive action.

Here's the other thing about massive action. You need to celebrate small victories. So you know what, Jim? I realize Craigslist is a bear. I realize selling is a bear. But you know what? If you get an email address or two out of it, you never know what's going to happen down the pike. That same person that completely, you know, went the other direction with this particular property may come back to you six months from now because they are on your buyers list.

Right.

So it is a success if you get an email address. It's not a monetary success currently, you know, maybe not. But down the road it could be. So that's just something to celebrate. I consider it a win. And Scott Todd taught me this a long time ago. I consider it a win when I'm speaking to somebody and I get their contact info.

Yeah, absolutely. You know, listen, this mark says it all the time. He says it at boot camp. The business, this business can kick you in the teeth just like any other business you're going to get. But are you going to get up, you're going to lay down there and no, you're gonna get up. I mean, this business rewards action. This. So if your ads get flagged, I don't care. Keep posting, keep looking, keep changing, keep. Maybe put it in the comments. Keep moving your feet. Scott Todd. Another great quote and another great quote down there. Another great comment was, you see that Eric, Eric Peterson saying we could use popcorn instead of gum. I love popcorn.

Eric Peterson, you are a genius. I go to the boo because the bubble gum idea was terrible.

I go to the movies with two reasons, the trailers and the popcorn. That's it.

What's it called?

The trailers and the popcorn. The popcorn and the trailers.

Yeah, I would spell that. P U P. C O R M. Exactly.

The popcorn and the trailers. That's the only reason I go. I want to be in a trailer. I love those things. So listen, I hope that answers Jim's question because it really is. It comes down to, listen, you took all that effort. You climbed over the wall. You're getting properties, you're doing the Deal. Flow. And all of a sudden, you hit another brick wall. It's like, oh, man. Well, get your protein bar. Go take your protein drink. Go take a break. Go take a cold shower. Do what you got to do, and hit that wall hot again. Don't quit. It's going to happen. It's going to happen. Every parcel sells everyone.

So many wonderful Bostonian words in that last. In those last few sentences. Seriously, I can't even handle it.

We gotta go to the Facebook. I know the Shove it quote of the week. We're gonna go to that.

Oh, that. What, this one.

There it is. Now, I was almost thinking that we shouldn't put this. But this has already been posted in the thing, so it's okay to reveal it, right? It's already been posted in the.

Nick posted it, I think. I don't know if he posted in the Facebook group or maybe in the coaching group, but one. One of the two.

All right, tell me if you can see it. Can you see this?

Yes, to a degree.

All right, well, let me see if.

You can zoom in or not. There, that's better. Okay, well, explain the show at court of the week to people, Mike.

So basically, listen, if you're new to this business, we talk about getting kicked in the teeth. Mark talks about it a lot. We send out lots of offers, right? Ours is a numbers game. Simple as that. That's why massive mailing brings deal flow, period. But 3 to 5% of the people are going to accept our offers. 1%, 2%, close rate. Guess what? That leaves like, 95% of the people who don't want to sell us. And a few of them might be upset. And some of them get very creative in the way that they tell us how upset they are. So we don't bring this up because somebody could mistake the fact. We bring up the shove of code. Louise, go. Geez, I'm a little nervous. I don't want to. I don't want to get people angry at me. Listen, they're going to send you a letter. You know, they're going to get your P.O. box, right? Don't worry about it. They're going to call you, leave a voicemail in your Google voice. Don't worry about it. You know, I used to have fun. I call them back because I like to. All these people can be converted not into necessarily selling, but they can be converted to happy people. That's easy. But anyway, this is the quote. We actually featured the front. Do you remember what the envelope said on the front? Oh, it was Something like bottom feeder. The front of this envelope was pretty creative.

It was addressed to Nick the bottom feeder or something like that, wasn't it? Yes.

So this is what was on the inside. He must have offered the guy 900. He's like 90,000 and a 2018. So if you want to buy my land, give me $90,000 in a 2018 Ferrari Lamborghini and 10 tons of marijuana and a real good bleep bleep. I'm not reading that. I'm not reading that. Sorry. And then down the bottom, it says, this is the shittiest offer I ever received. The Last offer was 3,600, so do your homework.

Oh, my gosh.

Ah, that's awesome. You know what? I love when you get those. Because, you know, you're in the right ballpark now. You know that, you know, get the popcorn out. It's ready for some action. You're about to get a deal because you'll get this. The very next one you'll get will be an accepted offer. You'll be like, okay. That's the way it works.

That's exactly right. I got a voicemail the other day. The other day, a guy says to me, hey. He sounded so nice, too. He really did. He wasn't. He wasn't like an angry person. But he's like, yeah. This is a message for Scott. I just wanted to let you know that I will sell my parcel of land to you today.

Oh, nice.

For $1 million.

Wait a minute. Did he do this? $1 million.

So give me a call and we can get that going. Okay, thanks. Bye. About it.

Well, you know, polite. That's good.

So it happens. Right? But then the next thing, the bottom line is this. There are people out there who are distressed, who are thankful to be able to hand this over to you, and who will send you thank you letters.

They will. Happy buyers, happy sellers. And happy on both sides.

Exactly.

Well, let's wrap it up with a review of your four key points. Number one.

All right, so it's all about massive action. First of all, you need to have a why.

Why?

We all have a why in this community. It could be financial freedom, could be time freedom, could be family. Could just be an overall sense of security. Could be a combination of all those things. Right, right. In order to take massive action, order to get a spark lit under your behind, to do something behind, a why.

Okay, okay, okay. Accent, Beehive.

Be.

So that's number one. Number two.

Number two, you got to push your limits. You got to take on More than you can handle. Right?

Deal flow solves everything.

Yes. You need more deals than you can handle. You need. You just got to push your limits if you're going to get better.

That means push your mailings.

You're going to reach your goals. You're going to push your limits and step outside your comfort zone.

Push mailings, push them, throw them out. That's your number one priority, is get massive mailings out so you can have deal flow. Deal flow solves everything. Number three.

Number three, you need a mentor like Eric Peterson, Scott Todd, Tate Litchfield, Mike Zano, Mimi Schmidt, Mimi McLean Schmidt. These are people in our community that will thank you, that will help you move forward, that will help kind of push you out of your comfort zone. Right?

Confidence. Confidence and assured. Like, just like, I'm doing the right thing is huge. Right? So everyone needs a Yoda. Oh, boy. Here we go. Okay, next one.

Like that. That was pretty good, right?

Most people I know do Chewbacca, but you do Yoda anyway. Number four, Chewbacca. Wrap it up for me. Number four. Wrap it up. I'll take it. Remember that song? Wrap it up. I'll take it. Wrap it up. Anybody around in the 80s when that came out was the best video ever. Anyway. Go ahead, play it for.

Anyway, the fourth. The fourth item we talked about tonight in regard to massive action is just take action. Don't worry about being perfect. Done is better than perfect.

Move the parade.

Move the parade. Like that analogy.

Listen. One, two, three. Craigslist ads. Great. Good job. Don't pat yourself on the back yet. Your parade went about 5ft. It's a mile long. Get those ads out there. 40 leads to get a sale. Listen to Tate. He talks the numbers. You got to get the ads out there. Do it, do it, and do it more.

But celebrate small victories. Seriously, you can. Do. You love lists, Mike? I love lists. Right on. Like, there's a Google task list. I like. There's a momentum. There's a checklist on momentum I like. You know, I set myself up, I type all these things down that I need to accomplish, and I'm able to put a check mark by them. And I celebrate small victories, and I know that I'm taking massive action.

Yes, absolutely. Kevin Waymiah turned me on to Strides this week. I haven't been using that, and it's awesome. You can, you know, it's just another way to track progress. Right? Absolutely.

Tell us. Wait, let's give a tip of the week. Tell us about it.

So Strides is a little app Again, Kevin Waymy and I were talking and I'm sure this came out in the community one time before, but I just never really paid too close attention to it. But you get it on your phone and mine might be, hey, I want to. I'll do one thing to life and one thing to the business. One could be, I want to drink eight glasses of water a day. So every time I drink a glass of water, I swipe left and it gets my numbers going up. And it has reminders throughout the day. Hey, you drinking your water? This could be strides could be very useful. Hey, I want to post 20 ads on Craigslist today. Every time you post a couple ads, swipe, swipe. And if you don't, it's going to remind you. So, yeah, massive action can be enabled by little apps.

Nice. Very good. I like that. Tip of the week, my friend.

All right. Well, what do you think? This has been a great nightcap, if we do say so ourselves.

I think it's been pretty good. I think it's pretty good. Thanks, everybody, for joining us. We got. We got one more show next week and then.

Then are we live?

We're live in Scottsdale.

Typically. That's a Friday night show, if I'm not mistaken.

Yeah, I think it was during happy hour last time, so I think that's a good time to have it.

Yeah, no, I think that. Yeah, it was, it was. It was during happy hour. You're right. Hold on, let me pull something up here for you because I want to make sure the outro is ready. So everybody, listen, thank you for attending. And if you're watching us in the rerun world, we don't blame you not coming live, but we'd like to see you live sometime. That'd be cool, too.

Yes. Spread the word about how amazing the show is, please.

I'll watch it on Netflix. Scott Bossman. Mike Zano, you do complete me. Thank you. It was great seeing you tonight. And with that, get ready for the outro.

Here's the massive action.

Oh, that's a tip of the week. I mean, that's the.

That's the toast.

Toast is the massive action.

Here's the massive action.

As I stir my cinnamon stick.

Oh, my gosh.

Could use it as a spa.