Nite Cap with The Land Geek Guys—Negotiation Tactics On The Buy Side

Sam.

Scott. How are you?

Hello, my friend.

We're back doing well.

How are you?

How does it happen so quick? How, how are we back so quickly? This is like. I thought we were just on here.

Oh, the weeks just fly by, don't they? It seems like yesterday. It seems like yesterday I was in my robe speaking with you.

We already got seven viewers just like that.

Seven viewers. Welcome, welcome seven viewers to Nightcap with the Landee guys. Cheers.

Bill Blanchard. All right. Cheers. Yeah. What are you drinking tonight, Scott, for the nightcap? What are you starting with?

I'm starting with a little bit of Maker's Mark. I don't have much in my liquor cabinet right now. So what do you got tonight?

I got a nice 15 year old whistle Pig.

What?

What?

But that's not it. I have another one, but I'll save that for our special segment.

So this looks phenomenal.

We got a big show, right? A lot of things happening tonight.

We got a lot of things happening. You're right. We, we have special guests. We have special give. Special giveaways.

Giveaways. We have a giveaway.

Giveaways.

We haven't really talked about how we're gonna make that roll. Hey, Kevin. Hey, Paul. Look at this.

Hey, guys.

Yeah. Eric, how are you? Barbara Thibodeau. Aaron Siemens.

Look at.

Everybody's coming here.

This is awesome.

We got who's a special guest? Laura, you're awesome for buying that. Oh, she's talking about the Whistle Pig. It is. I've been waiting for that. I had a little bit of a land deal go down today, so I said I'm gonna go buy the 15.

Year old whistle Pig and so. Yeah.

Yeah, I had a land deal today too.

Yeah. Awesome. I love it.

See, good, good terms. Deal today for me, for us. So that's good.

Cash. Mine was cash.

Well, hey.

I like cash. We're rolling in each his own. We can't even keep up with the comments. Wow, this is a good start to the show.

There's bear land with his claw.

Matt Forbes. Oh, yeah, Love it. Rope and swivel. Roy Kudla.

Hey, Roy.

So listen, we got a lot like we advertised that we were going to talk about something special tonight. So we'll probably do that. What was that? Negotiating tactics. Is that what it was?

Yeah, I think, you know, it's something that's touched upon often in the community is how to negotiate with folks on the buy side.

Yeah, buy side. So we came up some good tactics. You know, we didn't come up with them. These little real Tactics that happen. We're just going to talk about them. Right.

We may have come up with some special terms.

We may have coined some terms to make it easier. Loving it. Loving it. So Scott, what's anything big difference so far?

We're at Wednesday.

You had a deal that went through. Can you want to tell us a.

Little bit about that deal?

Tell you about the deal.

Sure.

So let's see. I purchased this lot for 2250.

Yep.

Got 500 down today with my 249 document processing fee.

Right, nice.

And we're gonna get 240amonth for 60 months.

Very nice.

I love it. I love it.

Yeah, it's a good deal. We'll have our money out in the first nine months, I think. No, maybe a little less than that. Seven or eight months maybe.

Scott Todd always talks about that ten month bar. Right. So you, you beat that. And hey Aaron. Thanks Chris. Great to have you. I was talking to Chris today. Great to have you on the show tonight. So yeah, I say it was a cash sale. It's like a two thousand dollar purchase.

For eight thousand something something. You know there's a cash sale.

So it was pretty good. Nah, I didn't do anything. It was handled.

My whistle pit, my whistle pig is in the mail then. Right, right?

Oh yeah, yeah, yeah.

Okay.

We're gonna meet Chicago, we're gonna meet.

In Chicago for some of this whistle pig.

So meet in Chicago.

So listen, I think we should bring.

Up our guests right away. We don't want to make them wait.

Because you know, the longer we ate.

The wait that we wait, the more likely we're gonna have technical issues. Right. I mean it's just been written with technical issues. So we're gonna, we're gonna bring them up.

You wanna do the intro or what?

What do you wanna do?

We'll bring the guests in and then we'll do the, the negotiating tactics after that.

Absolutely.

Awesome. Okay, so we have yet to have a couple.

They're coming up. Here they come.

So everybody welcome John and Valerie Burnett please. Hey guys. Hi.

So listen, I can hear you. Can you hear me? Yep, we can hear you.

Yeah, I'm good.

Matt Forbes will be proud. This is a proud moment right here. Everybody is on the show and we can all hear each other. This is awesome. All right, Scott.

Oh, so Matt, I'm sorry. So John and Valerie, we'd like to introduce you to the community. I mean I think you've been in the community a while, but we would like to hear a little bit about your Backstory, how you discovered the land geek community and how things are going for you and where you currently are in your journey.

Yeah.

Yeah.

So we discovered. So we moved to Jackson Hole, Wyoming about two years ago almost. And when we were heading over there, that's where Valerie's family is from. And we listened to the book Cash Flow Quadrant on the way over by Robert Kiyosaki.

Difficult.

And so listen to that. Kind of changed our perspective on the way we think about financial freedom.

And so it completely, like, switched our entire mind frame. We were in employee land.

That's a great book. It's a great book.

Yeah. Like both of us, I mean, I like, literally told Valerie, I never want to start a company. I always want to be an employee. I want to want anything different. And then we kind of listen to that book and it shifted our mindset to the point where we started thinking about real estate investing. And then from there moved to Jackson Hole and got involved in a relative, which was managing a real estate property management and reservations company over there. So which was. It took a lot of my time. We've got two kids at that time. They were both under two.

Yeah, well, actually we just had one at that time. And I was pregnant.

Okay.

All right.

So. And then John went back to that 40 hour a week job, you know, and the hardest part about the whole thing was that John was home about 30 minutes to an hour when Gideon was awake.

Yeah.

And, you know, it's just like, you know, and it just got us thinking. We're just like, we really need to change this situation. Really need to change it.

And then we were about to have our daughter and, you know, paternity leave, it's tough because it was a vacation area. And so when everybody else is playing and having fun, you know, it's tough to get time off. And so our daughter was about to be born. I was looking at a couple days of paternity leave. And so we kind of decided that it was time to.

Yeah, we were like, wow, this is like, we don't have flexibility. Yeah, we're seeing the kids really not very much, you know, and so that became our why behind the whole drive. We just really needed to understand why we needed to go forward with a plan.

Right.

So.

So from there.

So how'd you find Mark?

So we found Mark through. I was listening to a. I've been listening to Kevin Butts podcast a lot, and Mark came on as a guest. Val and I had already purchased an educational program for single family investing. And so we were really Digging into that and looking into wholesaling, it just didn't look like it would work remotely. And we had to do it remotely and it didn't look like it was going to work with two kids.

And so it just was a huge time commitment. We would have had to travel. We would have to like go pick out the houses ourselves.

Yeah.

It's just, it was, it was a lot. But we were trying to do it. We were trying to keep going with the program.

Yeah.

So.

And so I listened to Mark as a guest on Kevin Buck's podcast and it just made a lot of sense. Yeah. So I never thought about land investing. Land investing up until that point. I would have said if anybody was investing the land, that you're a crazy person.

Just found a lot of people who bought land.

Yeah.

Who like are underwater now and we're just like. It just.

Yeah.

Weird concept to think about land at all.

Yeah. But yeah, so we came. So I came home, our daughter was about three weeks old at that point. And I talked to Val and just said, you know, you should listen to this, we should think about doing this. And so we hopped on a call with the coach. After we listened to that. Just made a lot of sense. And then we took advantage of the refund for other educational programs, switched across to flight school and just haven't really looked back since.

Yeah, that's awesome. Yeah, we took flight school and that was amazing. We just were so, just in awe that people were willing to share this amazing system. We were like, this is. This sounds like it works and why are they giving this away? And this is so wonderful. And so, and it sounded like really doable for us. We're like, okay, we're in. We need to do this remotely. You know, we need to be able to do that. And so anyways, we get to the end of the whole program, which was amazing. And then got to the end in. Scott does this like really inspirational speech at the end. And really what it is is he's telling us how excited he is because our lives are about to change. And I mean, honestly, like, you know, and Scott was really, really genuine about that. You know, he's like, it has changed my life so much and I'm so excited to see what happens to your guys lives. And I just was like crying because I knew that it would change our lives too because we were going to work hard to get this to go and we were going to do this because we needed to, we really needed to spend more time with our family. We just wanted to do other things besides, you know, a 9 to 5 job anymore. We had so many goals and ambitions that really would be way too hard to accomplish outside of a business like this. So yeah, anyway, so that ended and we immediately were like, we need to go into coaching. You know, we don't want the momentum to stop. And so we were both in agreeance that we really needed to get into coaching right away.

Awesome.

So we didn't want to stop. We wanted accountability. You know, we knew not going to be an easy thing. You know, Scott talked about all the dips we were going to experience and we knew that was going to be a real thing and so we are so glad we did that.

John, how's it working? You know, the two of you, you both decide to take different aspects of.

The business, you know.

You know, working together as a couple, you know, can be challenging. Right. I mean, so how have you managed.

To keep things kind of just flowing smoothly with the two of you?

One take one aspect and one take another or how have you done that?

Yeah, so the way we started things, so Valerie took over kind of all of the sales side of things and she was also handling kind of the property intake aspect of the company as well. And then I was handling the mailing and marketing and a good chunk of the new deal was as well, so.

But the goal was to be honest, to get John to be the person doing the business. Because I have a small, small baby. I have two small babies and I really needed to just focus on the kids and I needed to focus on the house. It's just like keeping things together. And so we worked for about six months straight. Waking up at five in the morning. I would do the follow UPS at 5am Then we would get our day started. I would also like during nap time, do the leads. I would actually just like only have an hour to do the leads. And John was working during his lunch breaks to do marketing. Oh no. And at 5 in the morning too. So we're both working at 5 in the morning. Lunchtime naps. And then we would work after John got home too. But we knew it was gonna be worth it because we really needed to fast track this thing so that John could go to this full time and I could become just a full time focused mom.

Yeah, yeah. I think as a couple it's been really helpful for us because we've been able to a just like hold each other. I mean, keep each other excited about the business, you know, and as we go through depths, we're there for one another. Throughout that. And then I think the other thing is just, like, having another personality. You know, I tend to be the Mr. Paralysis by analysis person, and I always take action. And so between the two of us, you know, we kind of take action and we do it thoughtfully.

That's awesome.

It's been great.

Yeah. And I think it's really important that we started it together because we really did, like, experience a lot of, like, downs. Like, I was like, I haven't made a sale in, like, a week or two. And, you know, you just feel down about it.

Yeah.

And so John was just like, keep moving your feet. Keep going, going. And the other thing is that Eric, one time, we. We were really getting tired. We were like, this is getting too much. And Eric was like, I want you guys to keep going. Don't slow down unless it's going to ruin your marriage. And he's like, you're going to do this. So that was, like, awesome with coaching. He just kept pushing us and pushing us and, you know, keeping us on track. And so that was what really got us to where we are today.

Well, that's Eric Peterson. We want to make sure everybody knows we're talking about Eric Peterson yet.

That's a shout out to Eric.

He is incredible. He's been great to keep you guys on track, it sounds like, right? To keep.

Yeah. We begged him, like, we were like, can we just, like, you know, working at night, like, for, like, the last hour, we're gonna do it and stuff? And he was like, you know, keep going. You can do it. We were like, oh, we thought you were gonna let us off, you know, but he was just really good. He kept pushing us. That was really important.

I think it's a good point you made, too, that you can do this.

Business, too, at whatever odd hour you can fit. Right. You talked about having specific times a day that you would have an opportunity, Opportunity to do something, and you can.

You can fit it in like that. Right. It's not. It's not.

Doesn't have to be done at a certain time of the day. So you can fit random opportunities. You can take those random opportunities to bring things in.

So, yeah, because, you know, you think about it from the customer's point of view, and they're calling on Craigslist, they think they're calling somebody that. It's not like a business that they think they're calling.

They.

They think they're calling an individual person or family, you know, and so Sean had to keep reminding me of that because I really only had about an hour a day to work on it, you know, during times. And so I just had to pray that that would be enough time and that my faithful work would pay off, you know, so. But it did. And slowly but surely, I mean, we're not like this success story quite yet. I mean, I think we are success story. But we worked hard and we worked faithfully and that started just producing a lot of. And fruit and just consistently. Consistently enough to start building up our passive income to the point where, you know, now John's able to work this full time and now I'm able to. So we also had to make a decision though, another decision to move. We were living in a really expensive place.

So.

Yeah.

So we, so now I'm doing this full time and we basically we moved and in so doing reduced expenses by about 75% and so we're able to do this full time.

Part of that is awesome. Good for you guys.

It's great.

So, so I'm working on this full time. I'm able to do some consulting on the side if I need to. And so John, let me, let me.

Ask you from, from the time you started to the time use quit your job and started doing this full time, what time frame are you looking at?

So it was about six months from like starting flight school.

Wow, that's amazing. I mean, that's amazing. If you can quit your job in six months and work full time in.

This business, it takes a lot of like, just like cutting your expenses too. We learned that in the cash flow game. I don't know if you guys have ever played that.

Love the cash flow game. I play with my kids.

Yeah.

And you know, one of the things that helps you get out of the rat race is to decrease your expenses. That's what we're doing in our, you know, so that we're able to just. Our passive income is going to exceed our expenses pretty soon, right?

Yeah.

That's awesome.

Awesome.

You know what? I am really.

It's awesome to hear that.

I mean that's. We always talk about that being the.

First goal of anybody. We take the. Whatever your fixed expenses, have your, you know, passive income meet or exceed that and it just opens up a window of time, window space that can bring such a big change in people's lives. So that's, that's, that's incredible.

And the biggest success to the whole thing. And John and I had to calculate this out today, but John is went from spending one hour a day with the kids, maybe like it was a half an Hour to an hour. And now he's with the kids four to five hours a day.

Yeah.

That's awesome.

Yeah.

Yeah.

Good for you guys.

We got a lot of good comments.

Coming in for the tour, and our.

Boys, like, daddy's home, Daddy's home.

Before we. Before we moved, we. We all got hand, foot, and mouth disease, which was terrible. Oh, my gosh.

That's not a good way to start. Right?

We walked in the house for seven days. It was really special.

It was just awful.

But.

But I was home for a full week. And, like, the one thing that. That our son kept on saying, he said it, you know, like, dozens of time every day is, daddy's home, daddy's home, Daddy's home.

That's so awesome.

Yeah. And it's just like. That's. That's.

I mean, so. I mean, Mike, Mike, that's just an example right there of what this business brings you. It's not. It's not only. It's not only money, Right. It's time and it's connections with people that mean something to you. And, I mean, that's, for me, what this business provides. It's. It's. It's more than just the numbers on the spreadsheet.

For sure.

Yeah.

And I think. And I think Mark really conveys that, you know, through his actions and through his. Through his actions in this community. And I don't know that I'm really. I'm really happy for you guys. That's a powerful story, and you guys are. You guys are rocking it.

So awesome.

And, Scott, bring us to our first segment.

Well, okay. First segment or what?

What do you want to do?

All right, let's go. In the first segment, we're gonna do the Facebook. Ready?

Yep. Here it goes. It's real. Technically.

Facebook quote of the week.

It's the Facebook quote of the week. Here we go.

We're very high tech on this show, guys. Can you tell?

You don't. We spare no expense?

All right, so let me find it here. I think our Facebook quote of the quote of the week actually belongs to one of our viewers. He was on here earlier. Anyway, I saw his icon, Aaron Vernon. Okay, so Aaron posted this last week, and I thought we should give him some props. This was after boot camp. He said he wasn't at boot camp, but we always talk about boot camp magic, right? So he said, I don't know if it counts, but I closed on a $25,000 deal during boot camp, and I'm not even there. Cash in hand. Cash in hand. Down payment and signed papers today on a ten year contract.

Nice. That's definitely the Facebook quote of the week right there.

I love that. And then I will give an honorable mention to Sandy Marrero.

All right.

She posted a very inspirational picture on. On the Facebook group of a guy climbing a mountain that said, I will persist until I succeed. Wow.

Very nice.

Yeah, I like it.

I like it. Yeah.

So, Aaron, congratulations on that deal. That sounds like a monster.

Awesome.

If you're there, throw up a comment, but, yeah, we're happy for you.

John and Valerie, thank you so much for coming on and talking. We really do appreciate it. I think, you know, there's a lot of people, a lot of.

Look at this right here.

Great guest. Thank you for sharing.

We got a lot of positive comments here. I think that you guys really are inspiring to people that could maybe look to do this business and wonder how they could work together as a couple and look to see what kind of changes they could make. So thank you for coming on the show. We really do appreciate it.

Yeah, thanks for having me.

Yeah. All right.

All right, well, so we'll talk to you guys soon.

We're gonna.

We're gonna push you back down to the lobby now.

You'll still be able to watch the show down there, so don't worry.

Okay.

The two of you.

All right. Awesome.

Awesome. Huh? What do you think? Huh?

That was great. I mean, that's. That's a very inspirational story. I was. I was kind of yearning for a story like that. When we started talking about, I could.

Tell you, I could see the yearning all over you.

All I'm saying is that's what I was hoping for. When we called a couple on here, I just had a feeling that we would get that from someone.

So listen, my cup's empty.

I gotta bring up.

My cup is. My cuppeth is emptiest.

Right?

So I'm bringing up our next guest for that quick little part of the podcast. Okay.

I'm bringing them up because this segment belongs to him.

Yeah.

Our refill guys back in here. All right, Matt, how you doing today?

I'm great. How are you guys?

Oh, we're great. Thank you for joining us for the refill segment.

Yeah, the Maker's Mark refill segment here. So if you're out there in Facebook land like me and you're out grinding on this business because you're new and you're not those two who are amazing, then raise your glass, take your liquor, pour it in, and have yourselves another cocktail, and.

Oh, boy.

Oh, that happened.

Oh, that's unfortunate.

He wants all my 10 fitting.

I better get a land sale to pay for another one of those. There it is.

Cheers, boys. Question for you, Matt.

Yes, sir.

So I want a couple quick questions while we get you on the show. Just, you know, why not. Why not ask you questions? Take a sip first, though. I don't want to hold that sip up.

Okay.

Matt, I got a couple quick questions. Any. I'm curious. Favorite inspirational book, favorite motivational book, favorite book that you've read recently? Anything?

Oh, well, you monkeys have me reading the 12. The 12 week year. 12 week year right now. Favorite motivational book? I read a lot of sales books. I'm an enterprise sales guy, so probably Fanatical Prospecting. I think that was on as a tip of the week. But I was. I was with Jeb Blunt a few weeks ago at a conference with him, and that guy's amazing. So if a hard time. Sorry, go ahead.

Fanatical what?

Fanatical prospecting.

All right.

I got like 100. I'll send you a copy. So now I got a bunch of signed copies from. If anybody's having problems out there getting after it. You just read Fanatical Prospecting and you just want to just go to town on it. So it's a great book by a guy named Jeb Blunt.

All right, favorite movie? Any movie?

I don't watch. I watch podcasts of you monkeys all day long. I watch movies.

You watch movies, Matt, you're a geek. I got it.

I got it. Deadpool. Because I can't wait for Deadpool Tool or Super Troopers 2, which I haven't seen yet. But, you know, some people think I look like Farver. What do you think?

I can see that. I can definitely see that, yes.

All right, last question. Favorite live Facebook show on Wednesday or Thursday nights, depending on one of the hosts schedule.

Well, due to firefighter restrictions, that would of course be Robin Swivel, baby.

Come on. Matt, thanks for coming on for the refill segment. You bet.

I'm here for you.

We'll see you next week.

You go, Matt. Thank you.

Oh, man.

All right, you promised some content tonight, and it was all going to be relative to. What was it? What do you promise?

Negotiating tactics on the buy side.

Negotiating tactics on the buy side. All right, all right. So we did talk about this. Now it's coming back to me, right?

Coming back to you now. All right, good.

Talk about this one. What if I get an. We're going to talk. I get an accepted offer, right? An accepted Offer comes and I do the due diligence and everything looks great. What kind of. What are we talking about right here?

They signed the line. There was no counteroffer.

Nothing. Nothing. This is a straight up. This is a good deal. You get an accepted offer, you do the due diligence. Taxes aren't so bad. What are you going to call this deal?

You know what we call that, Mike? Yeah, we call that the Humdinger.

That's the Humdinger. That is the deal where it's like, it's good to go now, even if it's a humdinger, even if the deal is like so good that you're just like, oh, my God, I can't wait. You still might go back and retrade it, right? I mean, we don't want to look overly excited. So what might you say to them, this accepted offer, you know, the taxes look, okay, it's a humding of Scott, but I still want to retrade it.

What might be something you could say to them to kind of think facilitate that?

You know, I. I know I offered you this amount. I will tell you. I accessed the county records today, and, and I saw that the lot across the street and adjacent to the lot sold for $150 less. So I'd like to give you a hundred dollars less than my offer.

All right. Wait, you got it.

That's how good you are. Awesome.

Excellent. I don't want to be into it for more than this amount.

I find that honestly, like what Scott talking about right now, when you talk.

To people and you, you know, you don't have to get all uptight. This, like, you can just be a person talking to another person. And, and if you are transparent and honest and you tell them, hey, listen, you know, I'm a. I invest in lands, but I do. And you know, my numbers have to be tight. And you know, honestly, I think I overshot this.

And you.

Can you give them a number?

People will. People will move. That I've actually heard.

You can hear people take a deep breath in, a deep breath out and be like, well, I didn't really want to sell for that much, but if.

I did, I'd want to sell it.

To someone like you legitimately. People have said that because it's about to pressure a deal with someone that's honest and transparent, especially in the real estate world, was. Sometimes there's a bad name given to people, you know, in real estate.

So I think that that's a great.

Way to do it. Scott. Cheers on that.

One.

Cheers. Excellent. All right. Okay, so I'm going to quiz you now.

All right?

Let's say I send you a purchase agreement and you sent it back to me and sign on the dotted line. You're ready to sell that baby.

Yeah.

But you do a little due diligence on your end and you find.

What do I find?

You might find some issues.

Issues? The land has issues. What, like back taxes? Maybe a little bit higher than expected. It could be.

Back taxes higher than expected. It could be poor access to the land.

It could be.

There's an old abandoned camper on the lot. Right.

I've had that. I've had that.

So you.

You know what you're talking about? You're talking about the deflator.

The deflator.

That's.

The deflator. That's basically something comes back and it allows you the power to go to the person that you're buying from and say, listen, I'm really excited about buying this property and thank you for accepting my offer. But however, taxes or XYZ or there's a wash in the property or this or that, and because of that, I can truly only offer you this much money. Right. I mean, again, it comes down to.

Transparency, comes down to honesty. It comes down to just telling them.

Straight up, like, this is how it is. And if you do it that way, nine times out of 10, people, I mean, they know. People know. I mean, they've had this land for a long time. They know about the land.

They know that it's not, you know, value isn't there anymore. So it's definitely something that you talk about. The deflator.

So that's the deflator. I love it. We're deflating the offer.

Deflating. All right, are you ready?

I'm ready.

I accepted offer. And it's a due diligence fail. I mean, it's. The taxes are so high, I'm not.

Even sure I want to be into this one.

What. What are we talking about here?

I mean, it's just. It's.

I don't even know if I want to. It's just so.

I mean, really? Really, Mr. Smith, the only way I could take this land from you is if you paid me a dollar.

People.

No. Is it as if I paid you a dollar for the land? Really?

Here's the thing.

We call this. We call this the $1 Skittle.

$1 Skittle. Yeah. And here's the reality. The reality is, for those of you who listen and don't have an experience.

This, you truly can Buy land for a couple of dollars or have it.

Just gifted given, not gifted, but given.

To you because the taxes are so.

High, you're going to assume the back taxes.

I've had property literally given to me. So this is a very real occurrence, you know, when people realize, when the.

Taxes get beyond a certain point, it's.

Like the point of no return. They are not going to bring those taxes current.

They realize they're about to lose it. And so you have a lot of power and flexibility. So the $1 Skittle is actually a very true technique.

And I would tell you that the $1 Skittle, Mike, I've had, you know, there's some aha moments in this business. We've talked about mine before. The first one was my first sale. The second one was boot camp. My third one was actually probably about a week after boot camp, a lady gave me her hand for a dollar.

Yes.

And it ended up being a great deal.

Yeah.

I mean, it took me a while to sell. Took me a while to sell.

Not a lot of risk. Right, Right.

But I didn't have to, I didn't have to pay the taxes right away.

Right.

So I sat on it for a little while, ended up selling it, and ended up being a great deal.

Awesome.

Well, I hate to interrupt this, we.

Have to come back to it, but we're at the 10:30 segment.

What you think we're in the next segment? All right, I know there's so much energy right now. There's so much energy right now with the negotiating tactics.

All right.

I thought this was a laid back show and you're, you're like all regimented with the schedule, you know.

All right, all right, so we're gonna go the next one then. All right, I, I, I agree.

I think you digress.

I agree and I digress. All right, how about this? I mail you an offer. I mean, looks at, there's an accepted offer that comes in and not only do they have one property, they have 10, maybe they have 20, maybe they have 30 properties. What's going to happen now? How are you going to approach that?

10, 20 or 30 properties, maybe more.

You know, I'm talking, this is a belt deal. This is something to come across you. And this happens actually very frequently. Right?

It comes, it happens very frequently in our business where one person may have multiple properties.

So.

Right. So, Mike, we're going to call this the take it or leave it.

The take it or leave it.

I love it. Tell me how you play this out. How. What's a few Approaches.

Why don't you give me one?

One way of approaching this?

All right, so, yeah, we talked about two approaches. The first one is the takedown. Okay. Okay, Mr. Smith, I understand you have 20 lots. Here's the thing. I will buy five of those a month for the next four months. And you did your math wrong.

It'd be five months. You said 25, right?

I thought I said 20.

I misunderstood.

You're killing me.

There's three kinds of mathematicians.

Those who can add and those who can't.

Right?

Right.

Yes, exactly. So, yeah, we're gonna do a takedown deal, right? We're gonna buy five a month for four months, and I can guarantee you, if you do not have the capacity to do a takedown deal, that someone in this community will help you do it. Which is an awesome thing about this community. You go to the Facebook group or you message somebody in the Facebook group that maybe, I don't know, has left an impression on you. It's an amazing community for doing deals, Right. In a collaborative.

Method.

Look at this.

A great comment from Shannon Schaefer. Great scenario. We're dealing with it right now and don't know what to do.

Awesome. See, hey, our show is relevant. Not only is it fun, it's relevant. I like that. So tell me more about that. If you're doing a takedown, what up? What if I offered this? What if my offer was $500 for.

A lot or a thousand? Let's call 500, right?

And the guy says, Hey, I got 10 of them. Is that 5,000? Am I gonna pay the guy 5,500 times 10? What your thoughts on that?

No. I mean, no, I think it was. If it was a bulk deal situation, which we'll get into, I'd cut the price even a little bit more. But, yeah, I would probably decrease my. Decrease my offer by, I don't know, if it's $500 lot. I decrease my offer by at least $100 each lot.

Maybe 150 BJ's of all land deals, right? You know, BJ, Sam's Club, it's like. It's. This is the place where you get. You buy in bulk, right? You get a huge deal, right? So no one's gonna. No one's gonna, you know, get like.

You know, a 10 pack of, I don't know, cookies or something, right?

And they can pay the same.

Same price.

Exactly.

So what you do is basically tell them, hey, listen, I'm gonna buy them all if they don't want to do a takedown. And do the 5, 5, 5. Like you said, it's basically okay, well, guess what? I'll give you X amount of dollars because they're looking at a large amount of money up front. And maybe it could be half.

Honestly, it could be $250, 500 for 10.

So $2,500.

I'll give you 20 $500 cash today, and I'll take them all your hands.

So you actually really have a lot.

Of leverage in that scenario because you're bringing all. There's a lot of money coming to the table.

So.

Well, that.

That kind of segues into the next take it or leave it deal, right? I mean, we got the. We got the bulk deal. So, I mean. Yes, instead of taking them down. Instead of taking them down or over four or five months. Yeah, take them down all at once, baby.

Take it.

Take it down with the bulk deal. And the bulk deal means you're going.

To get a discount, right? You're going to. You're going to get these at a. At a sweet price because you're taking them all at one time. So that.

That's true. So taking a leave it is either a takedown or a bulk purchase, right? I mean, it's one of the two. That's really what you work with at that point, right?

Yeah. And I just have to say, I think we all know in this community who the king of the take of the bulk deal is.

Who's that?

You, dude.

No, you. You're too kind.

You like both deals. You like them?

Well, yeah. I mean, who doesn't? I mean, you get such a great price, right? I mean, you can buy lots at ridiculous prices when you buy a whole.

Bunch of them, so. Absolutely. Absolutely do love it.

Awesome. So what, do we got one left?

Well, yeah, we do. We have another. What if I'm like, no, I want.

This price for my land, Scott.

I want this price, and I'm not budging. Right. And, you know, say you're offering me 750.

I'm not taking less than a thousand. What are you going to do?

All right, Mike, here's what I'll do for you.

Tell me.

I'm going to give you 50 bucks and you agree to. To not sell that property for two months. I'm going to try to find a buyer for you. That's one option, right?

Oh, nice word.

Oh, that's because we call this the optionator.

Optionator, that's right. I love it. This is the optionator.

This is the option here. No, different people do options in different Ways, right. Some people, I think when I initially started a couple years ago, I said to a guy, hey, you know, I really don't, I really can't pay you this much for the lot, but let me see if I can, you know, potentially buy, potentially find a buyer for you. Right?

Right.

So can we make an agreement? If I send you 50 bucks now, can you, can you just not sell your lot for two months? And I'm gonna try, I'm gonna try my darndest to find a buyer for this lot. So. So that's an option, right?

I love it.

And look at this.

Shannon. I think she may be referring to, you know, when due diligence. Listen, honestly, I think the price comes.

First in my mind, Shannon. I think that if I'm looking, you.

Know, of course we need to do.

Due diligence on any property we buy, right? So If I have 50 properties or.

30 properties and I know the area.

Roughly for the pricing, I'm not going.

To waste a whole bunch of time.

Until I nail down a solid price.

So to me, the offer, the accepted.

Offer, the price comes first, right? I want to know that I got.

A, if I get a sweet deal.

And I get them to agree at half of what I offer for one lot for all of them, you know, so instead of 500 per lot, 250 for all 10 or 20 or 30, then I'm excited that I'm moving forward with the due diligence at that point. So I think. And the other option, the optionator, as.

You said, Scott, the reality is we do work with a number of investors. When I tell people, listen, I work.

With a number of investors, right? And it's a close knit community. Give me some time, I could probably find someone that would want to buy that property, you know, and they may.

Even be the one that closed with it.

You could have this deal taken over by somebody else. You could sell the option. So that's another possibility.

And the reality is two months come by, have gone by and nobody is interested. You can't sell it.

You go back and you have a very real conversation with the seller and.

Say, listen, I tried, reached out to.

My large investment pool of, you know, my pool of investors. I've tried to work with different people.

And it's no, they're not budget and.

I can't do that thousand, but I can do whatever that number, 750. If they don't want to move at that point, then you circle back to them another time. But a lot of times that can bring them to Move.

So that's the leave it dealers leave it deals too, right? I mean, you can't. You can't always give in to these. To these demands.

Refill your drinks.

Thank you, Aaron. I will do that.

Hey, Mike, can you. Can you throw that comment up for my wife a little bit ago?

Because. Okay, let me back it up.

I'd kind of like to. I kind of like to.

That's the one where she says I look better in the room.

No, she's. She's asking about my beard. She wants to take a little informal survey.

All right, all right, let's see that. Beard or no beard? I am gonna say beard. I don't want to say anybody, but I. I'm. I'm thinking he's got, like, this really.

Sophisticated James Bond look going about him.

You know, like, look how white it is.

I get that from my dad. He may be watching right now.

Wow. Nice.

Yeah. Let's hear the comments. Beard or no beard. All right, Mike, Mike, where are we at?

Well, for that 10:30 segment, we're gonna do it at 10:42. It's time for the 10:30, 10:42 segment.

Okay, I gotcha.

All right, you ready?

Ready for the shove it quote of the week?

What is this all about? Well, basically, if you mail in high volume, something's gonna happen. One of them is gonna be, you're.

Gonna get some yellow letters back, some returned addresses. Okay, no big deal.

And then you're gonna get.

You're gonna get some people, they're gonna call and they're gonna be really angry. And then you're gonna get some people gonna call Encounter, and they're gonna get.

The golden ticket accepted offer. But some people do get colorful, right? When they say, hey, they're not always like, no, thanks, and I really appreciate you offering me money for my land. That's really not. So we like to highlight the. The shove it quote of the week.

Or the, you know.

So what do you got, Scott?

Bring it in.

All right, I'm pulling up here. Okay.

It's a kid friendly show. Do I have to bleep you out? Because somebody's get colorful.

These are gonna be. Love you. Love you, honey. All right, so my wife's very excited about something. All right, so this is from Joey Chiarello.

Okay.

All right.

He published in the Facebook group this week my new favorite reply to offer letter quote, do not offend me, period. Keep spelled C E, A P. Keep your money, go to Burger King and buy you a burger.

I think that's the French word For.

Keep seep.

Keep your money, go to Burger King and buy you a burger. That. That is original.

So that came from Joey Chiarello. I love it. Joey, great quote. You know, that's a. That's a great.

Mark Panolski has joined us.

Mark, we are keeping it clean. I stay on top of Scott Bossman, right? Make sure. But you were live on the Nightcap at Boot Camp not too long ago. Two weeks ago, we had the Godfather on the Community on live Live at Boot Camp.

That was phenomenal. That was a great show.

That was a ton of fun. A lot of fun. Mark, you got to go back and listen to the negotiating tactics. There are some term. There are some terms that I, I can't go into it right now.

Looks like we got a lot of.

People going with the no beard, by the way.

And Mark, we're taking a little.

What?

No, the scotch.

You keep the beard or not?

So, Mark, what do you think?

Beard or no beard?

Sean Connery? I think yes, but I think most.

People are saying no.

So I think I look older with the beard.

So we went over a lot of tactics, a lot of good look at. I have all written down here.

Anybody wants the Cliff Notes, write me. I'll provide them to you.

You know, so we have a variety of tactics on. And that, again, was only on the.

There's two sides of our equation, right? The buy side and the sell side. We're on the buy side, what we were talking about. But pretty cool, huh?

Those are some good, good quotes. Good, good stuff.

We got a lot of good stuff going on this show. All right.

Hey, giveaway. Do you. You kind of had some talk about that. Are we doing a giveaway tonight or is it we?

Dude, we have to do the. Dude, buddy. We have to do the giveaways. We've been seeing. We've been. Thank you, Mark. We've been saying for weeks that we're going to do the difficulty, do the giveaway.

Okay, so how are we gonna do it?

All right, so, well, I got. I have this handy dandy little app on my phone that is. You pick a name out of a hat. Right? Well, we are giving away, first and foremost, a free one hour coaching call.

No way.

Yeah. With either you or myself.

All right, all right.

So I'm going to click the button here on my.

Who's in this? Who, Who. Who's in the running here? Who, Who?

Okay, okay. Yeah, yeah. Let me. Let me tell you. I painstakingly have gone through every comment of every Nightcap episode, which I Think this is number 10.

This is a big one. Let's do a few giveaways. I think that we can give away a free hour coaching call. And I think Mark just gave us the rights to give away one of his dirt rich books.

Then we have three giveaways tonight.

I'm sorry, Mark. I'm gonna roll with this. I think you're saying we can give away one of your books, so we're gonna do it.

That's all right.

Give away one of his books.

We're doing it. Okay, so here is the first name picked at random.

What? This is for the one hour coaching call.

Free one hour coaching call.

All right, let's go. Ready?

See if that comes up there.

Name picked it with Baba Thibodeau. Yeah.

Barbara Thibodeau.

She throws a lot of comments up. That's a good person to win because she's active on this.

On the show quite frequently.

So, Barbara, congrats.

And we had a. Unfortunately, we had some technical difficulties a couple weeks ago when we tried to have her on. So we got to have her on again because she, I think would have. I. I think she'd have a great time on the show and have a Shutting up.

She says, like, oh, my gosh, I love it.

She's excited. That's awesome.

All right, approved. We give away. Let's do the book now. Book giveaway.

Okay, we're gonna do the book. Here we go. You ready?

Here we go.

Got a couple. I don't know, we got like a 75 names in here. 80 names, something like that. Here we go.

Here's the book.

Free dirt rich book 4.

Can't see. You gotta back it up, Back it up, Back it up. Brandy. All right, there we go.

Brandy free. Nice.

Just one.

Good for Brandy Rich. I. I'm gonna go on a limit. Say that'll probably be signed as well.

Oh, nice. That's very nice.

You gotta sign it. Oh, all right. Awesome. So. So we're gonna wait till the very end for the last giveaway.

I think so, too, because we do have another segment.

We do. It was a time for that segment already with, you know, we had a.

Lot of talk about negotiating tactics.

So our segment, it's already 10 to 11 where you are. It's like, I'm surprised you're not sleeping.

Look at this. Love signed books. Nice.

Brandy must have lots of signed books. That's awesome.

Jeanne talking with Jeanne today. Jeanne, great to have you on the show.

Are you ready for the next segment?

I'm not. Oh, I don't even know if I'm ready for that one, But I don't.

Know if I'm ready either. But you know what? On night, this is what we do is the you complete me segment. What movie is this from, Mike?

I know that. It's not Mission Impossible. That's all I know. That's all I know. It's not Mission Impossible.

Jerry Maguire, Mike.

Jerry Maguire, show me the money.

I know you're not a sports fan, but it's. It's not a sports movie. It's a love move.

Ah.

Okay. All right, I gotcha.

So what.

What does this segment typically is about? One of us will start a phrase. The other one will complete it. Since Scott does complete me, and I'm.

Gonna argue, probably pretty convincingly, that I complete him.

So this is what you see. No, there was no fight there. Look at him. He's just agreeing. He's just.

I'm just. Yeah, this one is tough because you got to be quick on your feet. I'm kind of one of those guys, you gotta think about things a little.

Bit and then come up, think about it. We don't want you to think about it. All right. All right, Scott. I'm gonna make it simple.

I'm gonna go first.

You're gonna go.

Okay.

All right.

Okay.

So I. Let's see. You have a mailed offer up, right.

You mailed an offer up to somebody, right.

And they accept the offer. They accepted the offer.

Okay.

Yeah.

In your due diligence, you find out that there is a problem. Oh, we're talking about a deflator, by the way.

Yeah, we are talking about a deflator.

Yeah.

I'm going to parlay on to our negotiation.

Yeah.

It is not a humdinger.

It's not a humdinger. It's not a guaranteed.

Knock it out of the park. It's a deflator.

You find out that they have. Your offer was 500, right.

And you find out they have 200 in back taxes.

What do you do?

Oh, Mr. Smith, I really don't want to be more than 500 into this property. So I will send you a check today for $300 and pay your back taxes.

That's really nice of you.

My name is not Smith at Zaino.

Oh, sorry. How was that? Is that good?

You know, I know. You know, typically we don't send money without.

Without having a record deal.

But you know what? I'll be honest.

When it comes to 2, $300, I talked with a lot of people. I. I've sent it out many times and never, never had a problem.

I don't advise everybody, but I have.

A very good sense of, you know, talking to people. And if it's a couple hundred dollars and you're having a good rapport with somebody and you know that's gonna seal a deal and you make a whole bunch of money, I've done it.

So cheers. Cheers to you.

You're totally right, Mike. I mean, the longer you do this. And I'm in a profession where I deal with all walks of life, right? So I'm pretty good at reading people, at determining where on the spectrum they may be as far as honesty, truthfulness, whatever. So I don't know. When you're talking to people on the phone, as soon as you get. I mean, the more and more and more you're talking to people, you're able to decipher their personality. And yes, I've done the same. I have trusted people by sending the money first without the deed in my hand.

Well, you know, Eric Peterson just joined us. I think Mark's on. We should review real quick. We get an accepted off.

Eric, we came up with some very.

Simple terms to keep people kind of just on target. Accepted offer. Due diligence comes back, great. This is a. Knock it out of the park. What's it called?

The Humdinger.

The Humdinger. Now, you still might retrade the Humdinger, but that's. That's a nice one. Now, you get an extended offer and you find out that there's something going wrong. There's something that's, like, piqued your interest in terms of back taxes. Something's going on. So what would we call this one?

We're gonna have to do what?

We're gonna call that deal, The Deflator.

Deflator. All right, now, how about again, accepted offer. We're reviewing this for everybody now, right. And the tax is so high. Right. And maybe I got a $500 offer and the taxes are like $400. Right? $450. Do you have to walk away from it? Not necessarily.

Right.

We call what, the $1?

The $1 Skittle.

$1 Skittle. Just tell them, hey, listen, this thing has got so many back taxes owed on it, you know, they're not going to make it. Good. Say, I'll tell you what. I'll assume the risk. I'll assume the responsibility. I can pay you a dollar. And listen, we've talked about this. We've had this happen.

This is real. This is no joke. Property given to US property for a.

Dollar, property for $25.

This is real, so there's always money to be made.

The other one is you get an accepted offer and they find out not only do they have one property, they have 10, 20, 30 properties.

So it's a take it or leave it.

Take it or leave it. Two simple ways to go about this. One is a what if I Want to buy 2 or 3 or 4amonth?

A takedown.

Takedown. You just want to mitigate your risk. You take a few down, take a few down and that's fine. Or no, I'm only selling all of them. Great. I offered you 500 for one, you have 10 of them.

It's going to be $2,500. 250 each, right?

We really can get a smoking deal because they're looking at $2,500.

You can really make a great deal. So that's a take it or leave it.

And then we have. The last one we talked about was the optionator.

Optionator.

It's like, no, what? I will not take less than a thousand. You offer me 750, not taking less than a thousand, and you can say.

Hey, listen, I work with a pool of investors. I work with a community of like minded people. I have a buyer's list. Let me see what I can do.

I'll lock it up for a, a.

Couple of dollars, $10. You know, it doesn't have to be much, $25.

And if it doesn't sell, you go back to them and say, sorry, I've done my best, I've tried my hardest. Nobody's interested.

But I can still offer you now probably like 500, right? You really bring them down at that point.

So look at this. Eric Peterson just had a couple of those Skittle deals. I love it, Mark. I love the $1 Skittle.

He does not love sending money first though.

I know it's true, Mark me. That's why. You know, the other thing that's incredible about our business is the fact that.

We have Simply Files.

So you send someone a deed, they print it, they notarize it, they send you back a scanned PDF copy just.

To show you want them to show you that they've actually, you know, done their part and we're going to assume the risk now sending the money for the real deal. But that PDF is recordable on Simply File. We're protected. So Mark is absolutely correct. Love it.

All right, awesome. Let's go to our final giveaway.

All right, final giveaway.

What can I win?

I this. This is a very sought after item. I. I mean, as Mark Podolski would say at boot camp, this has at least a $250,000 value because the popularity of this show with 24 viewers.

Still. We're on. We've been on for 56 minutes and we still have 24 people watching live.

That's pretty good, though.

All right, so I'm not tooting our horn, but I think we're about to go Netflix Live.

So let's go.

We will be sending you a robe.

A robe. Get out. Who? Who is it?

Tim Kerrigan.

Robe.

Tim Kerrigan gets a robe.

That is incredible.

Love member of the club. We will be having Tim on for an interview very soon.

I don't think Matt Forbes is happy.

Because he's like, please.

I'm sorry, Matt. Hey, Matt. Here's the thing, though.

G.D. thank you, Matt.

Matt Forbes. I will. Matt Forbes, I will tell you there were three of these robes left on Amazon and the. Mike and I. Mike and I. Well, Mike and I got ours for nightcap and then there was one left and it was only a medium. So big Matt Forbes, that was not an option for you anyway, my friend.

I love this one here. Mark saying, eric, you probably stole that deal for me.

That for those you don't. You know, you go back to some.

Of the earlier podcasts we talk about, you know, Eric, Luke Skywalker Peterson and his.

Why does he get that nickname?

Because he is stealthy. I tell him it's like no country for old men moxie. Just give him a backpack full of.

Money and send a Colorado. He'll come back with hundreds of miles.

I know he will. He's incredible. No country for old Men. Eric says, no, I didn't.

I'm just jealous because I'm the biggest Star wars fan in the world.

Mark says he wants his cut. Nice.

This has been a great show. I mean, I'm not saying that because it's our show. I'm saying it because it's been a great show.

I'm glad you could join me tonight.

Oh, there you go. That goes back to earlier show. Listen, this has been. Any final questions for us before we. Before we sign off, Jeannie?

Yes, we love the robes too, except it is.

It's hotter than a nursing home in here, I'll tell you that much.

Tim carring a big winner. That's it. New England style. I like it.

Nice.

Oh, Karen, I'm sorry. Ken. Ken would look good in a row.

In one of these. No, we'll see what we can do. I know Cameron looked good.

All right.

There will be future giveaways. There will be.

It's a large. Oh, Aaron.

Oh, big math Forbes. It's a large. I'm sorry, it's not. It's not gonna work.

Shout out. Good to see you, Bill.

Awesome.

Great show. Baba Thibodeau. Bach. What's Mark say? I'm going to. Nice. Wow.

We're gonna get the Godfather back on the show. You know, we had him live in boot camp. We gotta bring him back on, you know?

Yeah. When the audio's a little better and.

Rumor has it we're gonna have a.

Whole show with Tate Litchfield. Nice. Yes. Yeah. Kenobi himself is gonna be here.

Awesome.

I know you.

Hey, Mike, can I. Can I make a couple plugs here?

Yeah, of course.

I'll just drink my 10.

I can't believe it's been an hour. We should probably let these folks go to bed. But. So, Eric Peterson, maybe you could do me a favor because I don't have typing capabilities here, but if you could go up and throw. Go ahead and throw up. This web address, www.thelandgeek.com training. Mike Zaino and myself would love to speak to any of you about flight school or one on one coaching. The next flight school starts May 15th. And flight school is an amazing program. It's where the Burnett started. I think they. I think as they went through that journey, it was a huge validation process for them. And maybe, maybe Eric's not going to do that for us. Sorry. I mean.

Well, actually I know how to do it right here.

Can you do it? Because I can't do it.

Yeah, I know. You know. You know, we keep talking about how.

We have to upgrade our tech. Let me try it.

What do you want?

Oh, there it is. He got it.

Eric got it.

Eric got it.

Eric's Eric with the. Come to that perfect. Flight school rocks. Team Scott. Todd is out there. I know Alex Trebek is out there watching this.

Alex Trebek. I know he is because he's a big fan of the show and he.

He's in the background usually.

We can. We can cajole him out with some comments.

You know, it'd be great to see him. Mark Wadowski put up there. Thank you, Mark.

Thanks, Mark Tate all the.

And then one last thing. If. If anyone is interested in flight school, Mike and I are having a live Q A session.

Another one Talk.

We love being live.

We just.

Yeah, but we. I guess we could wear the robes. We might scare some people away. We are having a live Q and A session on Monday, May 7th at 9pm Eastern. For anyone interested in our investor toolkit or flight school or one on one coaching programs, we're gonna have a little bit of a roundtable discussion about these things and, and chat with you. So. May 7th.

Nice. Oh, look at.

We got team Bossman.

Nice.

Nice. Thanks, Barbara.

This has been a great show.

That's my first team Bossman.

Ah, that's. That's a big moment. Let me do this for you. Let me do this. There it is again. We'll leave it out for the remaining time to show.

So John and Valerie, we want to thank them. We want to thank Matt coming on for the refill. It's been a great show. We gave away some cool prizes. This is, this has been great. We came away with some great new terms. I think the most probably remember memorable one with the $1 Skittle, but I love it.

And the humdinger and the deflator.

Right?

I mean, really.

And listen, anybody who wants us to talk about a certain subject.

Yeah, for sure.

Send us any comments.

We'll, you know, we're open. We will definitely, definitely. You know, we'll take any kind of suggestions. We love talking. As you can tell.

One of us more than the other.

I'm not gonna judge you for that.

All right. Hey, you know what? I'm. A toast.

This is a sad part of the show.

I don't really like to sign off, but let's do it.

I know. I have a toast. Are you ready?

I'm ready.

Okay.

Wait a minute. We should bring. I'm gonna bring.

I'm gonna bring John and Valerie, Matt, back up for the final.

Oh, they're all still in the lobby.

Of course they are. I don't let them. Here we go. They're all here for the final. For the final toast. Go ahead.

That is awesome. I'm glad you guys stuck around. All right, here we go. Here's my toast for the evening. In victory, you deserve whiskey. In defeat, you need it.

I'm totally out.

So sad.

That is a variation on a toast quoted by Napoleon Bonaparte. Just so you all know, he said champagne, but I'm not a champagne guy, so I took the liberty to change it to whiskey.

Remind me of Sean Connery.

That's what it is.

Yeah, yeah.

John Connery a la Saturday Night Live. Alex Trebek, Jeopardy.

Yeah. Thanks, Mike.

For a thousand. Trebek.

Thank you.

John and Valerie, thank you so much for coming on and sharing. Matt, thank you. We'll have you back next week. As long as you still love us. And we'll go first.

Sounds good.

Thanks, everybody. Have a great night. And cheers.

Cheers. See you next week.

Still live.

Watch out, guys.