Nite Cap with The Land Geek Guys—Scarcity vs Abundance

God.

Oh, you're killing me.

Killing me softly with this song.

We might be alive. Shut up.

Hey, Spot.

Hey, what's up, buddy?

How's it going? Oh, I didn't know you noticed.

Yeah, I noticed.

I know, because you hooked me up.

I hooked you up. It's pretty fun stuff, huh?

It might have been Erin. So I want to give a shout out to Erin. Is that okay?

Yeah, she's the one that hooked us up. She hooked us up with that. And she got us some stemware, glassware. It's kind of exciting. Oh, and look, she got us these. Okay.

Clock cat.

Yes.

All right.

The community, rest assured, community, these will be given away in the future.

That's right.

So that's kind of exciting. So, Mike, how's it going?

It's good. Yes. I wear glasses now.

Well, you know what has started to fail me, and I'll join you.

All right. Clack.

These are from last week.

How many people saw our show last week? The Halloween.

The Halloween show, Yeah. I don't know. We had a few hundred views. 400, 500, something like that.

I thought it was pretty epic myself.

Yeah, it was pretty good show. We had Eric Peterson on. We had Kevin Waymire on. Eric Peterson was the heat. He was the goat in that costume.

Yeah, he was. He was pretty good.

He was awesome. So, Mike, who are we and why are we here dressed goofy?

That's right. Because every week probably have a few new people that join us on this. So we're the land geek guys. We live by the model that everybody that we have in our community, right? We take our businesses serious. Ourselves, not so much. Right. We come on here. It's 10:30 on the East coast right now. 10:34. So we have a little cocktail. We talk about land investing. We've done a lot of interviews. We've had some. Really? We've had everybody on this show. Right? This is awesome. And we're just here to talk about land investing and try to assist those who are burning the midnight oil. Is that how you say it, Scott?

Burning the midnight oil? Yes.

Yeah, I like it. That's right. You've said that many times. And I believe them.

Leave it. Yeah, it's fun. It's fun to do this. It's fun to interact with the community. We have some people watching, and it's fun to answer questions in real time, and it's fun to have a drink or two. So that's why we do this.

Absolutely. So we bring a little topic, right? Something that's relevant. Real. Real. That's Scott and I have been talking about this a lot. Real and relevant is two words we love.

Yes. It's good to remain relevant and real and real in all aspects of life, not just land investing.

Yes.

Anyway, Scott, so tell me. That was profound.

I'm new to this business per se.

Right.

Someone that's new to the business. And I'm wondering, is this market saturated? I mean, you guys have been teaching people for a few years now, and I'm worried that I'm just going to come to a market that's saturated. Is that a valid concern?

Well, I tell you what, I think it's a very common concern. And I can speak from experience because three years ago when I went to boot camp for the first time and Mark Podolski gave us T shirts that said Lane Geek Boot Camp on them, and Aaron, my wife, got an extra four T shirts for our four boys because Mark had a bunch left over. I did not want to wear my T shirt anywhere because I was afraid that if I was broadcasting that I went to Land Geek Boot Camp, people would be like, what's that all about? Well, I want to get into land investing and I want to buy land. And I was like, I'm pretty sure I told my kid not to wear the T shirt to school. Which is what a controlling father.

No, no.

But. But I think that's the fear of a lot of people getting into this. Right, right. Is that. Is that the amount of land out there is. Is. What's the word I'm looking for, Mike? Finite?

Limited. Like.

Like limited.

Mark calls this the scarcity mentality.

Right.

This is the scarcity mentality we're talking here. As opposed to the abundance mentality. These are the two. Right? Scarcity, abundance. And they're going like this. Which one's going to win?

Exactly. And as you, as you go on in this business, you find that you are less and less fearful that this is going to happen. And we just wanted to talk to the community tonight about this and give you some concrete examples as to how we know this to be the case. So we have like four or five things we want to talk about regarding this issue and hopefully at the end of this episode, which will go viral.

It always does. We're basically, you know, we got about a million views on YouTube right now, so.

Right. So at the end of the show, when this goes viral, all the land investors on earth will feel at peace because there will be enough deals to be had for everyone. Even Matt Forbes. Even Matt Forbes, the refill expert, the Refill expert. So I'm gonna. Let's. Let's move on to my. Anything else? Would you like to.

No, I think you have the floor.

I have the floor. Nice. So my first example of how this business is still has a lot of potential. Okay. Is in the last month I have done. In the last two months actually I've done a ton of mailers and I can't tell you how many people it's got to be. Gotta be 15, maybe 10 people have told me outright. 10 to 15 people told me outright. You know, this is strange. I've never ever gotten an offer for my property before. I'm confused. Explain this to me. Why am I getting this type of offer?

Right.

And I'm thinking to myself, you know what, this is really amazing because this is an accounting that land geek investors and land investors in general commonly work in. So that's the first data point. Now it's not necessarily concrete data because it's spewing forth. For me it's subjective. But Mike, can you expand on that?

I agree that, you know, it's a common misconception that we are going to saturate this market. Right. Let's look at it reality wise. Right. Land investing is a very small niche. We have these boot camps four times per year and we have about 70, sometimes 80 people that attend each one. That's across. Not just the country, that's across the world. We have a few international investors. Right. So if you were to go to a local real estate meeting from some people. You know, Scott and I are very fortunate. We talked to a lot of people that come to the business. Myself, I've never been involved in traditional real estate, but the people that are to tell us that a local meetup in their own town could have over 100.

Right.

Nevermind across the country. So first and foremost, recognize it's a small niche. You want to know if it's a small niche? Go mention it to your. One of your friends say, hey, I'm thinking about investing in raw land. And watch them look at you cross eyed like what? That's crazy. What are you talking about? Right, right there then and there. I should show you that, you know, this is not a very common practice. Also, don't let that sway you from it. Here's the thing, we were talking about this in the roundtable the other day is the fact that you know, people are going to look at this and be like, what are you talking about? Right. So make sure you surround yourself with people that are actually doing the business. On a routine basis, look for the proof of concept to come from those who are succeeding in it, not from those who have never tried it.

Right.

This is a real business mod. I always say that there's a progression that people go to in our business. First and foremost, they hear about land investing and they have to realize that it's not some late night infomercial. Right. It's not something that's just like some pyramid scheme. It's a real model. Once you recognize and you grasp that, the next step is okay, does it sing to me? And I mean that.

Right?

Just because this model is incredible doesn't mean it's going to sing to you. Do you see yourself getting involved in this? And if you do, the next step becomes, well, how do I do it? What's the quickest and best, most efficient way to get up and running? So, you know, it's just, it's a micro niche. There's really not a lot of people doing this. Right. So there's no way we're gonna saturate the market. When I first learned about this land investing from a friend of mine, Jeff, that was one of Mark's first students, and he was like, hey, you gotta check out this land investing. I'm like, why is Mark teaching everybody? I don't get it. This is crazy. He's gonna create all this competition. He's like, no, no, come on, Mike. Look at all the realtors in our town and look at them in our small town and look at how they're all doing so well. We're talking. There's no way that you can, right up front, no way you could saturate this market. And it's true, you can't saturate this market. Now you can definitely limit yourself and take minor action because maybe you perceive this to be a saturated market, but it's not going to help you. Right, Scott, you're going to be willing to take the massive action and then, like you said, you'll start mailing out offers. And people like, I've never gotten one of these before. What is this all about? And I'd love to sell my land. How many people have told you that, Scott, that you've. Have you had anybody say, not only have I never gotten an offer letter, but actually, I really need to get rid of this headache.

Yeah. I've had multiple people say to me recently, this came at a perfect time. I'm getting up in light, up in age, and I have these properties here and elsewhere, and I don't know how to get rid of them. So I welcome your offer letter. I welcome your offer. And let's do this. I had another lady today tell me that she was so excited to get my offer in the mail. She'd never gotten an offer before, ever, for her property because she wants to take a trip to Texas at the end of November and be able to stay in a hotel when she goes there. She was planning on staying in her car. I felt so bad for her. I'm like, oh, my gosh, that's crazy. So I know, right? She's like, yeah, I was planning on staying in my car, but now I may be able to stay in a hotel for the three nights I'm there. I'm like, that's just crazy. But glad I'm going to have a hard time saying no to a counter offer from you. But. But no, we had a very nice conversation. So. So that's really cool thing is that. Your offer letter shows up in the inbox of people oftentimes at just the right time, and they want to take advantage of it.

Yeah. Let me explain this in case anybody out there hasn't grasped this yet. We're in the dream business. I know Mark spoke about this. Scott and I may have probably have spoken about this on past nightcaps. So picture that somebody has bought this land years ago, right? They bought it for a reason. In their mind, they pictured themselves RVing, camping, tenting, going there, go hunting, whatever it may be. But as we all know, life takes over, right? Things happen to everyone. And dreams go unrealized at times, whatever they may be in these people's circumstances, the dream unrealized is the land was not utilized for what they had hoped and intended for what happens next. Every year they get a little reminder that, hey, by the way, your dream that never was fulfilled. Yeah, pay us some taxes on that. Right? They get that every year, right? This little reminder, this tax bill in the mail, and it just stings and reminds them of the fact that their dream is unrealized. And then comes along, someone like Scott Bossman sends them out an offer letter, and it's like, hey, I'll take that pain away. And believe me, they are happy to be gone with that pain. And then what do we do? We find somebody who has a dream, an aspiration, a hope that they could go out, rv, tent, camp, use it for hunting. Now, will or will they not use that for that purpose? We do not know. But what we do know is we provide them the opportunity to do that.

Right.

At a very affordable price. So we're right in the middle of two dreams. So we have happy people when we buy property from them and happy people when we sell property to them. I don't. It's fulfilling on both sides. Scott, how many times you have people. Thank you. On both sides of the equation.

I love what you just said. You have, like, 10 of these a day. Do you know this? We are. We are right in the middle of two dreams. Seriously, I love it. It's true. It really is. Every once in a while, there's the hard sell, right? You get someone who. They don't want to let their property go for that cheap, and you negotiate, and they may meet you in the middle. But a lot of times, it's a fairly simple transaction because we are there to solve a problem for these people who want to get rid of their land.

So, by the way, you don't always have to. Someone today I was talking to on the phone, they're like, about. They want to get involved in land vesting. They're afraid to talk. Not afraid, but they don't really look forward to having phone conversations. How many times, Scott, Todd, have you. I mean, Scott, Todd. Scott Bossman.

Whoa.

Brody and Slim.

That ballast. That hurt. No, really? That hurt.

Come on.

Todd is gonna love that. He's gonna love that.

That may have been planned anyway.

That's hilarious. What were you gonna say?

Oh, my God.

How many times have you talked to somebody on the phone, Right. And they actually were super excited to sell you their property?

How many times? Many.

Right.

And then you tell them two simple things. There are two things you have to do in order for this to happen. You need to get a deed notarized, and you need to deposit money into your bank.

Super simple.

That's it.

Super.

And they're like, oh, my gosh.

How many times have you never had to talk to them on the phone? Only via mail.

Oh, okay. So, I mean, I've. I don't. I can't count. I've sold via email. I've sold via Facebook messenger. I sold via text without ever talking to somebody. What's that?

You've gone full cycle? I guarantee it. Several times. Bought and sold with no phone compensation.

Yes.

Which is so high for someone to wrap their head around this new list. But, like, really, like when I first got involved, like, really, like, this can happen. I don't have to talk to anybody, and I can actually buy and then sell a property. That's the power of what. Of what we're in today with the Internet.

Yeah, exactly. You Know what? I think at Bootcamp, Mark was actually surprised to hear that because. And I will notice. I have noticed since I've been doing this three years, and you probably notice this as well, that I am on the phone less now than I was my first year in the business because people prefer to text, they prefer to message. They don't want to get on the phone. So I don't know, it's crazy. So you need to match that with your customer. If you're purchasing or selling, you need to match their communication style. If they want to talk on the phone, great. They want to email, great. If they want to text all day, great. That's just what we got to do.

Yeah, totally agree. And here's the thing. This is why at a high level mailing, you need an intake. Man, that cup is huge. I just watch you drink that. It just looks massive.

It is a huge cup.

What you get? You gave it a couple of. What's another name for it? No, you said something else earlier in the show. You called it something different. I want to hear it again.

Glassware.

No, something else.

Mug.

No, it wasn't Stein, was it? Stein?

I didn't call it a Stein.

But you had another name. We all come to you. I want to hear it again. I'm going to rewind this. Matt, can you rewind that, please? Matt's in the background.

He'll probably throw it up in the chat. Where were you going with your most recent thought?

What did I start with.

Here? I want to give another example of. Can I. Of.

You can.

The myth of scarcity.

Yeah.

Because it's a myth, so. Well, not an example of the myth of scarcity. I'm going to give an example of the reality of abundance. Here we go.

Wow, I love that you just flipped that coin right over heads to tails.

I flipped it over on last week's roundtable and it was just published in the Facebook group this week. It was a really good roundtable. And we were talking about this to some degree, not quite in depth, but Scott Todd happened to mention that he has data from LGPass. Scott's been working on LG Pass now for two. Going on three years and. Or maybe two years. And he ran a report recently and he looked at the busiest county amongst land geek land investors. Okay. There are a couple counties out there that I will admit and Mark will admit and Scott Todd would admit that are kind of getting nailed with offers. But you know what? He sat down and he's like, let's look at the metrics. On this. So what he did was he ran a report, and in the last two years, in the busiest county, there was not one parcel of land that got more than three offer letters. What are you laughing at?

Come on. Why can't I be happy to listen to you talk?

You're laughing at me. No, not more than one. Not more than three offers to a parcel of land in these counties that are getting hit heavily. You know what that means? Mail the counties. Yeah, it's all a numbers game. It's craziness. There might be fifth, there might be 25. There might be 50 people in a county in the Landee community. But if there's 5,000 vacant land parcels, that's 100 parcels each.

I love your math. I always say there's three kinds of mathematicians. Those who can add and those who can't. Clearly you are not the third.

Right, right, right. Yes. Let me show you some other numbers. Can I?

Yes, please.

So Mark talks about in his book Dirt Rich, and he also says in his passive income blueprint that there's a website out there, tax sale list.com, that states that they're. Now, I don't know. I'm a healthcare guy and I'm a research guy, so I'd like to see the evidence. But let's just say this is true. We know this to be true, that there are 23 million parcels of land in the United States that are delinquent on taxes. 23 million.

Do this when you say million.

23 million vacant land parcels in the United States.

That's a lot.

Mike, do you buy from people who are delinquent on taxes?

Yes, I do.

You buy from people who are not delinquent on taxes all the time. We could probably double that number.

Triple it.

All right, so at the minimum, 23 million.

Oh, look at that number.

Let's just say there were 10,000. You're overestimating land investors, but that's a good thing. I'm sorry. Let's just say there were 2,000 land investors. I'm going to go with 3,000 first.

Still overestimated, but let's go.

Let's just say there were 2,000 land investors in the United States that are. That are working this business hard.

Right.

How many parcels of land per land investor is that, Mike? 11,500 per land investor.

How much is that? They sold each one for $99 a month.

Let's wait. I got one more number.

One more number.

Now let's. Now let's say there were 10,000 land investors in the United States working this business hard, which is nowhere near the.

Number we clearly know that.

2,300 per person.

$230,000 a month per investor. If $100 a month per deal, my math's right, because I love math.

Go get the land, dude. It's out there.

Yeah.

There's no limitation for all of us.

There's no limitation. There really is no limitation.

There's no limitation.

You know what?

I just dropped the mic.

You just did drop the mic. I don't want to drop my mic because it's new and I love it, but you drop the mic.

Right?

We got a question out there.

What's the question?

Hey, guys, how do you deal with the people that want to meet over a small deal? I have a property about three hours away, and everyone that's interested wants to meet. I'd hate to drive six hours for a prospect. Okay, so I've never, ever been to a land parcel that I purchased, sold.

And.

There'S really no need to go there. What comes down to clear communications, like, listen, we don't. We don't go to the land. We don't need to go to the land. I would definitely find a way to convey that to them. Alex, you know, the fact that. Here's the reality now. This is going to sound kind of silly, but it's the reality of it.

Okay?

The first year I was involved with the land investing, we paid off our debt. $40,000. A lot of it was in Arizona. And I knew Arizona was somewhere out there, west. I'm in Boston. I just didn't know quite where. Like, I probably couldn't have pointed on a map. Right. It didn't matter to me. I was flipping it. So not only you don't have to go to it, you don't really have to know where it is either.

Oh, my gosh. That's hilarious. Now, Alex, I would tell you, we have had people in this community, including Scott Todd, who have met people in person, if it is convenient for you. Three hours away. That's not bad. But what I would do is say to the guy, listen, bring cash. Pay me a hundred dollars, show me you're serious. I'll draw up the paperwork and meet me halfway across the sky.

That's from halfway. What year is that, Scott? What's the name of it? Who's in it?

Stallone is in it.

That's right.

With Dolly Parton. Name of the movie with Dolly Parton.

Correct.

The name of the movie is over the Top.

Oh, man.

Nice. And I'm gonna Say that that movie was from 1988.

I think you are spot on.

Really? That's awesome.

Yeah, I'm thinking that's right there, because I. That's awesome. Anyway, guys.

Oh, Matt Forbes. Dolly is not in it, and it's 1987.

If it's not Dolly, who is it? Matt?

I thought. I thought Dolly Parton was in it. All right, fine. I was close, though.

I think that's the Gambler.

Okay. Oh, Barbara Thibodeau says she met her first seller in person.

Yeah, you know what? And that brings up a great point you said about putting money down. Because here's the thing. If somebody wants to buy a property from you, I don't drop documents. I don't do anything until there's some sort of payment made. Too many people have flaked out. Oh, I want to buy. I want to buy it. You go. You go with documents. Ready. They back out, take some sort of payment first, some sort of confirmation of their intent to buy.

Totally. That's awesome.

Can we have a segment? I'm craving a segment.

Yeah, let's do a segment.

Wait a minute. Should we bring.

I got one.

Should we bring a man on that segment?

Let's. Let me do a segment first, and then we'll. And then we'll bring him on. Okay, so first segment we're gonna do. Boy, I'm getting a lot of handouts here, by the way.

By the way, somebody said I look like Clark Kent. And I'm sorry if that takes away from your glasses, but somebody said.

I said that.

I don't know. It looks to be. Let's scroll down here.

I am Clark Kent.

Yes, I know you're Clark Kent. I don't want to pull the. Anyway, sorry I brought that up, but you just.

You're just wanting to hurt me tonight. This is. This is the Facebook quote of the week.

Nice.

I'm gonna. I'm gonna go out of bounds here tonight. I'm actually not going to do a quote of the week, but I'm going to do a picture of the week. All right. One sec.

Well, I'm going to go.

Here is the Facebook picture of the week. You ready? Yep. Who's that?

It's Mark in a scene from the Departed.

That is mock Podolski. He's not drinking. Make his mock. But he is impersonating our very own Mike Zano during the Halloween edition of the Mastermind Call.

Yeah, he did a great job. He really did. He's getting better at his accent.

Yeah. I mean, it's years in the making. It'll get there.

That's awesome.

I loved that. I don't know if anybody else saw the Mastermind call, but Mark was in costume and Eric was in costume and they were like the only two. Scott Todd was himself. Everybody else, Carl Webb had his big beard and that's it. Come on, Carl. You could have done so much with that beard.

Scott, I got a question here.

Okay, what's that?

Logan Swanson, how do you negotiate with older folks that bought the property years ago for much more than the current value of the property? I gotta tell you myself, I love dealing with older people. Right? They are awesome. Because here's the deal. They will, Logan, sell you that property, but not until you hear their story. They want to tell you why they bought the property, the hopes and dreams they had, the reasons why it didn't work out, and they will sell you that property. The reality is that we work with the current macro value, right? And there. And it's not always represent or equal to what they purchase it for. So, you know, I think the way you win those people over is with complete honesty and transparency. And I do that all the time. You know, there's no reason to try to make up a reason as why you're buying the property. I tell people outright why. Outright why I'm buying it. I tell them the reality is that there's. There's the taxable value, there's the assessed value, and then there's market value. And the market value is what we have to work with. So be honest with them, be upfront with them and listen to this story, Logan, and you will buy that property.

Yeah, for sure. And you know what? Tell them you are. You are in a unique situation. And honestly, we do very careful research getting into this. We analyze the market. We are wholesalers and, you know, we're trying to flip the property for cash or. Or sell it on terms. And people appreciate honesty. They really do.

They do. It's not really common in land. Not land, but real estate in general. And I think that when we bring that to the equation, it brings a sense of relief. You can hear them almost exhale with a sigh of relief. And it just brings believability. And you can close deals. Exactly. Just be honest.

Be honest.

What's the quote? Wait, did you do the quote? Oh, the quote.

Picture of the week. Picture of the week.

Oh, that's the Boston Lagger.

No, it's not.

It's not. I don't know what it is.

It's the refill segment. Pull him up.

I'm pulling him up.

Without further adobes.

Without further ado, we're bringing up the refill expert. There he is.

I think Laura's gonna have to take away Michael's alcoholic beverage here. Oh, my goodness.

It's just a little bit of Clooney. Matt.

I have to.

I'm gonna add to what you guys were talking about to Logan. And I've said this on the show before, right? Let them confess. It's exactly what Mike is saying, but a slightly different spin. Let them confess. Right? They're calling you. They're calling you for a reason. If it's to, you know, to bit you out to let them and move on, Right. But most of the time, they just want to tell you their story. Let them confess. All the details you need to close them are in the confession.

They're in the story.

Exactly. Just let them tell you. It takes a little bit longer, but, you know, you're good to go, so. All right, let's do a refill here.

Speaking of that. It takes a little bit longer. Logan responded. He said, thanks, guys. That's what I did. And she had me on the phone for an hour. That's too long.

That's why I have two words for you. Two words for you, Logan. Intake manager.

Control the conversation.

Intake manager.

Intake manager.

Yeah, don't be afraid to have a hard stop, as they like to call it. So raise a bottle of scope.

You're in boarding school.

Have yourself a cocktail. I already reported mine while I was watching you guys fight like cats and dogs.

Oh, we never fight.

And cheers. If you're out there doing deals, if you're working hard, if you feel like you're spinning your wheels like me, have a cocktail. Mail and market tomorrow. Cheers.

I poured too fast. Yeah, yeah.

You know, obviously don't drink beer very often.

From Wisconsin.

What are you drinking tonight, though, Scott? Can we see?

Well, I switched up my first bottle. Where'd it go?

Can all the people at home just watch? Zano, every time he talks now is like, let me lean into the microphone.

I'm having a thresher wheat India pale ale out of Decorah, Iowa, where I went to college.

Wait a minute. I wanted to parlay off of the first beer.

Yeah, I know. I can't find the bottle.

Just tell us the name.

It's called the pseudo Su. I'll drink it again next week.

But it's got something that I want to utilize as the parlay. It's got what on it?

It's got a T. Rex. Why it's called Pseudo Sioux Pale Ale.

Who's Pseudo Sue?

Sue refers to the most complete ever T. Rex skeleton that's ever been found in the state of South Dakota. I believe it was 1989. What's that?

That's the year I graduated high school.

That is the year I was a freshman in high school.

What year?

89.

89. No. You know what? Might be 90.

Forgot how old you guys are.

Scar, right? Yeah. What's up?

So that you talking about fossils? I think we should hear about your son's discovery. Your son is basically famous now.

My son is famous? Yes. All right. I wish Ben was watching right now.

Well, he'll watch the rerun. Let's tell the story.

Yeah. Okay, quick story. This was a year and a half ago already. Actually, two and a half years. I don't know. It was Father's Day of 2017 or 2016. Okay, think about this. And my sons and I went for a hike. We went for a great hike. There's this beautiful trail 30 minutes away from La Crosse where you hike up a bluff, and then you get to the top, you eat lunch at this little shelter overlooking the Mississippi River. It's absolutely beautiful. So we packed lunch, went up there, had a grand old time. And on the way down, we were hiking away, and my youngest son and I, Sam, we found a frog on the trail. We were looking at the frog. Oh, dad, look, it's frog. Okay. And behind me was Ben, and he was 11 at the time. He said, dad, look at this. And he bent over and he found this kind of jagged rock sticking out of the ground. And it was about three and a half, four inches long. And it was a perfectly preserved spear point.

Nice.

And we turned it into. We turned it into the ranger's office. And turns out the spear point is thousands and thousands and thousands of years old. They carbon dated it.

The oldest one ever found there.

The oldest artifact ever found in the area.

Nice.

And it's now called the Ben Bosman spear point, and it's on display at the state park. And there was a. There was a scientific article written about it, so it's kind of cool.

I think after the show's over, you should put a link to it in the comments.

I will post the scientific article in the comments.

No, it's actually really cool. Like, when I saw that and I realized you didn't tell me, I was, like, mad. Like, why didn't you tell me this, Scott? I didn't really care. Like, I found this out on my own by Researching you.

Yeah, I try to keep things from you.

What was that creepy part at the end there?

Researching research again. Does everybody.

Anybody else on the show hear that?

Or is it next?

Matt Forbes?

Was it just me or you guys? Keep going, because that was creepy.

That was creepy.

Oh, I found it out when I was researching you online.

Let's change the subject.

Nightcap Pakhaton.

It was spelled wrong, though. Who made those shirts? Aaron, it's night.

No, no, no, no. A with a K. Yeah, I know. I know you like spelling it that way.

Lucky Erin is so awesome. And we'll forgive her.

So.

All right, we're talking about the reverse of the scarcity mentality, the abundance mentality, and I think. Scott, do you have some more detail?

Yeah, I have one more visual. One more visual aid here I'd like to share.

And by the way, folks, it's not a Packers hat on Matt's head.

No, it's my. My moving company. Shout out to Perry Long.

Does look like he's going against the Patriots.

I broke down at the Patriots game versus the packers when the goat is just killing them. I broke down. I did something I never do. I bought an NFL hat. And it arrives on Friday. The army hat, Patriots and the American flag.

Will we see this next week on the Nightcap?

Yes, you will.

Excellent. Let's have NFL hat week. I don't have one. What's that? Favorite hat week.

I like it. It's just cold in my basement.

I've had it with that.

You've had it with that? All right, here's another visual aid for you folks. To what do we got to support. To support the abundance mindset of land and land Abundance. Right. So we've. We've seen this map before. I think Scott Todd showed it in my first boot camp. Nobody lives in green areas. Is that why we invest in land in those areas?

A lot of green on that map.

Arizona, New Mexico, Oregon, California, Western Texas. Wait, what about this state? Anybody work in this state?

Put that away. It's a secret.

Oh, it is a secret. Sorry. That's for Zano and Bossman to know and for everyone else to find out.

If you watch the Nightcap.

Oh, Matt, I can't hear you.

When they start buying Canada.

Hey, hey. Take off, Eh?

You know what they said in the South Park? Blame Canada.

Blame Canada.

Yeah, that was a good episode.

So anyway, we hope that these were some good examples for everybody to show you that there is an abundance of land out there. And you know what? The. The other thing that tells the Story behind all this is. Is time. Time tells the story with this. Because Mark Podolsky has been doing this for 18 years, and he has seen no slowdown in his business. You're such a goofball. His business is only. His business has only improved. Right, Scott Todd. His business has only taken off.

Yes.

Tate Ledgefield, killing it. Eric Peterson, killing it.

Look at Chris Crassman.

Roberto Chavez, killing it. There are people killing it.

I'm throwing away all my mails in the trash and printing Alaska ones now.

Nice secrets out. No one lives there. Chris Kraus.

This scarcity mentality is nothing more than something that limits you for massive action. Don't let it be another excuse not to succeed. Just mail.

Just an excuse. That's all it is.

Just. All right, let's do one more segment. Can we?

Let's do it.

I trust it's the Boston LAGA segment.

I've really screwed up like this. Dunkeys. It's. It's not. We don't call it Dunkeys.

No.

Who'd you get that intel, Scott? Where'd you get that intel?

That's just wrong.

Matt Forbes provided it to me. No.

Dunks.

Dunks.

I lost my Boston Lego sheet. It's time for the Boston Lego quote of the week segment. Word. Whatever you want. Word. Whatever you want to call it.

Show all the words.

This is my favorite, favorite Boston Lego word of all time.

Cheetah. And Matt and I both know we're in New England. You never play cards with a cheetah.

Yeah. Yes, that's exactly cheetah. So tonight. Tonight for how to speak Boston. Well, you know what? This is kind of an easy one, but I think we should do it.

Because I hope I get it right. I feel a lot of pressure.

No, you'll be fine tonight. You really will.

That's the word. Pressure.

We did it.

It's over.

Pressure. Done. Pressure. Beer. Under pressure.

Under pressure from Vanilla Ice.

And this is really. This is really. Shout out to that off from Lord Zano uses this word all the time. Instead of saying very awesome. What do you folks say?

Wicked awesome.

Wicked awesome. Yeah.

Well, is there any other way to say it?

I had never heard wicked awesome until I met you two.

Have you heard the word wicked before?

I've heard the word wicked. Yes, I have.

Not the Wicked Witch of the west, but wicked.

No, no, I've heard wicked, but I've never heard wicked awesome.

Scott's like, yes, I enjoy musical theater, and I went to New York City that one time.

Hey, why do you mock Me?

I don't. I have a degree in musical theater.

I've been there twice. I went to the Phantom of the Opera and Miss Saigon. Oh, you missed me.

All right, Logan's got something to say.

Hold on.

Putting it in the chat for you monkeys. There we go.

Logan Swanson. Here it is. He said, four weeks ago, I had my first call with Zaino. After fooling around for months with the Toolkit, I had not sent a single offer. I have since mailed 400 offers. It feels great. Wait till you start buying properties.

I'm going to say one thing, Logan, that's wicked awesome.

Yeah, that is wicked awesome. Hey, you know what? We were just talking about this last night, Mike, on our flight school Q and A. We had a Q and A last night for people who have not been through flight school. And how many times, Mike, have you and I spoken to people who. They have been. They have been paralyzed over the process of generating offers for months.

Paralysis over analysis.

It will take them months to get out their first mailing. Hey. It will take them months to generate their first list, and then it will take them another month to look at the list to make sure everything's right before they send it out.

It happens sometimes. People are very analytical.

Why is net 4th blushing?

Because secretly, that's what happened to me.

Right?

That's. That's. It took me forever. I finally got into flight school, and I, like, executed, and I was mailing, and then I froze.

I feel like that packers hat's a little tight.

It's not a pack. God. Here's the thing. Here's the thing. Logan experienced. Here's the thing that Logan experienced, and I've experienced it, and, Mike, you probably experienced it as well, is that when you have some mentorship and some leadership in this, you accelerate much more quickly. I gotta go. Logan, you're awesome. Good work. Time.

Time on the field.

Hold on.

Time.

Hold on. I'm gonna do the toast. No, no, no. Tyler.

What is it?

And liquor.

And liquor says it's a Jets hat. Tyler, you don't know me and I don't know you, but I'm 6 foot 8, and I don't fight about a lot of things, but I weigh 340 pounds. I don't know if you're going to boot camp, but I just signed up today. But I am no jets fan, sir. Not happening.

He's a Pats fan.

I'm a Patriots fan through and through, boss man.

Yes.

Bottom line, it's all about massive action, is what you're saying. And I agree with 100%, 110%.

And the advantage also about what I was trying to get at is it's also about having accountability and leadership and mentorship.

What does it bring? Accountability brings, develops the discipline, creates the habit, and delivers the results.

Perfect. Whoa. Cheers. I made that up.

Forbes.

Wow.

I haven't heard that yet. That's quite good, actually.

It came from someone who's cranking out.

The business right now, Roberto Chavez. It came from him.

We're going to have him on here.

Yeah, you got to interview that again.

I got another shout out from Michael Crook by saying my first call went well. Thanks.

I will tell you, being that I'm now in coaching that as an analytical guy, I don't know if I could ever get this business off the ground without, you know, having like, you guys on standby and having Tate on standby where I can just box him and be like Tate, blah, blah, blah, blah, blah, and have him hit me back and be like, you're an idiot. Just do this.

Right. The jets hat.

It's not a Barbara. It's not a Jets hat. It's. It's cold in my basement.

Snowing in there.

It was cold. Look how cold it is back there. But you know, for people like us, I don't know if there's other people who are watching this call. I mean, if you're like me and you get stuck on those things. I mean, I literally. I had a call with Bosman.

What?

Yesterday. It was like, hey, I did this entire fancy spreadsheet. And Scott's like, uh huh. I'm gonna let you talk for about another 10 seconds and then.

Zip it.

Zip it, Forbes. Here's what you need to go do. And he sadly is. And he's exactly.

Zip it.

Yep, Another Powers reference.

Yeah, we should play that as the outro. That actually could be the legitimate theme music.

Yeah, that'd be a good outro. What was that?

You want to do that again?

Boswell?

What was that?

No, no, no. We should let these people go because.

Oh, it's 11:15.

Yeah, it's getting late.

Okay.

I can't believe Barbara didn't like my hat.

What's so funny, Mike? What's so funny, Mike?

I can't say. Why can't it let me chat with Matt Folbs? It's saying I can't.

Oh, nice. Okay, good.

No, I just did it. There you go.

We can always chat.

I was trying to chat and it was stuck on The Matt Foes 1. It wouldn't let me do it. It was to all of you, basically both of you, listen, this has been a phenomenal show.

It's been a good show. Yeah, it's been fun. If anyone is interested in our land geek programs, email Mike or myself, Facebook message us. I'll put the email in the comments and we would be happy to talk to you at any time, but in the meantime. Are you pulling up the outro there, Mike?

I'm pulling it up.

You got the Austin Powers music queued up?

Don't have that pulled up. Oh, Scott Bossman.

Yes, sir.

You're awesome. Matt Forbes. I'm glad you changed out that jets hat. I'll see you at Santa Pio.

Yeah, you let me know. Let's go.

I would go.

I'll drive to Boston.

And an iPad with Bossman.

Nice.

Everything with the iPad sounds great.

We'll be pouring the cheap wine on the iPad. There you go.

Nice. Nice. I like it. All right.

Wicked cool.

Wicked awesome. Thanks, fellas. Good night.

Bosman. Boston, you complete me.

Yeah.