Nite Cap with The Land Geek Guys—Little Successes Build On Each Other

Get ready.

Look at you with your back. Turn to me.

Speak to me.

I'm ready. Dude.

We are live.

Why can I never time that swivel? Why?

I don't know.

I have such a time in that swivel.

How you doing, Mike Zano.

I'm doing great. Scott Bosman.

How are you?

I'm doing well. And I like your attire, Mike.

I like your choice of attire.

Yeah, right. Great minds.

Listen, how do we even come back from last week's episode?

It's gonna be very difficult to bounce back. I'm gonna have to say. I think last week was a lot of fun. It was. We put ourselves out there.

Yeah, we did.

We were vulnerable.

We were very vulnerable. And I think we hit some good notes, and I think we may have hit a few iffy notes, but, hey, as long as the Land Geek community was having fun, that's all that matters.

Exactly.

Exactly.

You know, I think there is one way to kind of. To come back from that. We probably should have. We should probably have what if we.

Know we should do.

We should bring a special guest on that might be something we could do to kind of come back from that.

Not just any special guest, though, because.

Who would you have in mind?

I think there's only, you know, just a couple people who could maybe live up to the aura that Nightcap was, that the musical was.

Right.

And were we bringing them on already?

Well, I don't know.

All right, you want to give a little? You want to tease the audience with a little?

Well, let me say this to the audience first. For those of you watching Jeannie Engelmorm, she said she had a blast last week. She said some very nice things on Facebook today and this week. So we loved having you. But for anyone that's watching tonight, feel free to drop us some questions, because not only will the wise. The wise and wizened Mike Zanel be answering your questions, so will Scott Todd.

Is that it? Bring him up.

Sure, let's bring him up.

Here he is. We promised him and that we'd bring him back without an interpreter.

Let's see if it works.

Let's see if it works. Drum roll.

There he is.

Wait, don't even.

Oh, I can't hear you, though. Yes.

Oh, yeah. I'm like, look at him. He's pulling a joke. He's acting like he can't talk. No, no, no, don't do that. Don't do that.

You can't hear me.

That's the same one I pulled when Mark asked me for the tip. Of the week on the rad.

Yes, yes.

And I bought it, too. I was like, wow, something's wrong. Mike, you're on.

Scott, we've been waiting for you.

Back on here.

This is. You know, we had to do something to follow up from last week, so we figured the best thing will be you.

Well, okay. Well, I'm flattered, but, like, I gotta tell you, you know, like, I've watched the musical. I've watched it a few times. I enjoyed some of the songs. I wasn't quite sure, you know, you guys did, like, the Brady Bunch theme version.

Oh, no, no, no.

I was slightly offended by that one because, you know, you had Mark and then where Carol Brady would be. You went to me and I'm like, man, are they saying, like, I'm the Carol Brady of the land? Like, I don't know, like, that's what you guys did. But in a land. Moto Song, I mean, how can you go wrong with that? Like, you know, like, Scott said, there were some high notes, some good notes. Like, I will tell you that the end. The end was by far like Scott Bossman hitting Queen's song. Like, I want to come on tonight. Just one to hear that one again. And two, like, Garth, like, from Wayne's World, you know, like some licorice.

Oh, my God.

Well, you know the reason. You know the reason that Brady bites? Cause, you know, when we do the podcast, you see the squares. How do you.

Yes.

You know, we'll redo it now.

No, it's okay. It's okay. I'm okay. I was just like, man, this is where Carol Brady would be. But now here I am.

Carol Brady was a beautiful woman.

Thank you. I'll take it.

No problem.

Oh, man.

Do you like my new sign, Scott? Do you like my sign?

I do like your sign. You know, it's funny because I just got done with flight school. Today. We went from 9, 9 o' clock Eastern. We always go 9 o' clock Eastern time. It's supposed to go till 10. And I always blow through that. Like, tonight we went. Typically, we get to, like, 10:30. Sometimes it's content, sometimes it's Q and A taking us there. But deal flow, tonight we were talking about sales. In this flight school group, we're talking about sales. And really, the thing is, Mike, like, your sign right there is just so, so dead on. Because deal flow does, in fact, solve everything. When you have. When you have mailings coming back or going out and then them coming back, well, then your anxiety about, like, is anybody listening to Me, it goes away. When you're marketing and you're connecting with the market and you're getting leads, then all of a sudden your anxiety can go down. And I mean, it's funny because I know that when one of those things is off in my business, well, then you feel it, right? Like it's, it's. I always say that mailing and marketing is like the waves of an ocean, right? It's bringing in new shells all the time. It's bringing in new leads, new deals. It's the lifeblood of the business, the mailing and marketing pieces. And it's dead on there. It's. It solves all problems.

Yeah.

Well, thank you. I've been waiting to have that sign.

For quite some time.

Yeah, I mean, it's the best way to get rid of this whole. I love when you talk about gotta have landitis, right? And the worst part about it is if you just mail a little bit because you're tentative and you get a couple of. Or maybe one accepted offer, now you were at the mercy of that one offer, and it will torture you.

It will torture you, right? Because then if you don't get it, you're like, oh, man. It's funny because I, I was kind of. I was kind of. One time I was looking at some other, Other types of real estate, which, if you've ever dealt with any other types of real estate, this is by far. To me, it's a lot easier to understand. Land is a whole lot easier to understand. But I was looking about, I don't know, about two years ago at some other types of real estate, and these were bigger deals. I'm talking like a million. It's multifamily. It was million to million and a half dollars to, to buy a multifamily property. And, you know, the deal flow is important, but, man, let me tell you something. You start to invest your time on one of those deals because when you go to do your due diligence, you're spending time and money of due diligence. And then if for some reason the thing falls through, which I had two of them fall through, man, it stings. And the thing is is that it really is hard to keep that deal flow coming when you know that you're. What are you going to do, right? Just write checks for a million and a half dollars? I mean, maybe some people could do it. For me, I was going to have to, like, under. Like I could only do a certain amount of deals at a time. It was a hard thing to get Kind of get going. And I had two deals fall through on me and I was just like, let me go back to land. Because land is so much simpler. Right. You know, it's, it's these things just keep coming through. They just keep coming in. And when you get the systems in place and you get everything flow flowing, it just flows for you.

It really does. You.

Know, I always cut Scott off, so I wanted to let him go.

I have.

So nice of you. See, you conditioned me to the point to just wait for you because that's how it is. No, it's all about numbers. It's all about consistency. And as long as you are consistently mailing, all of your problems will be solved. You'll have deal flow coming in, you'll have deals to be done. And now that we've done it so many times, we've rinsed and repeated so many times, it just becomes second nature. And then, you know that that's a perfect scalable and automated business. So.

Yeah, but you know, that's what I think. That's one of the, the tricks here is that. One of the tricks is the fact that what you just said, Scott, you have to understand something. Like if you went out and bought an apartment building, you know, as a land, as a, as a real estate investor, you go out and you buy this apartment building, well then, you know, essentially you're going to have a management team there. You're, you know, probably already in place, or you're going to change it out and do some stuff, but then you can just walk away from it because the thing just kind of runs itself in a way. I mean, I know there's management components to it, but you know, it's there, it's kind of established already. When you start land investing, you are building a business, right? Like you're having to build your business and you are truly like the entrepreneur here. You've got to wear all of the hats. You gotta, you gotta be the mail clerk, you gotta be the due diligence person, you gotta be the marketer, the ad writer, you gotta be the salesperson, you gotta be the bookkeeper. There's a lot of plates spinning in there. And unless you go out and you build a VA team to help you and you get really good at delegating, it will become overwhelming. Like it's easy to manage just a few notes. But man, let me tell you something. When you have like, I think like even 30 notes, 200 notes, it becomes kind of not even manageable anymore because you got to have really good Systems, Right. You got to have the good systems in place and you have to build it because, look, nobody's selling their land business. So I can go out and say, I want to buy a land business. You got to create it.

You know, speaking about all the different processes, I'm wondering personally, yourself, we talk about this paralysis by over analysis. Typically we talk about that when people are looking to do their first mailing. Right. They overthink this process. But for yourself personally, building your systems over the, you know, over time, were there certain areas that you suffered this paralysis by, you know, more than others? I mean, a lot of people we know it is in the mailings, but just, you know, building this overall system, are there any areas that just you in particular, you know, had a hard time maybe letting go of or just, you know, again, just looking at this, I think everybody at some level has that type of challenge, right? This paralysis by over analysis. And just curious, you know, to the point where you're at now, but building to that over the years, were there certain areas that really struck you with this paralysis?

Yeah, you know what, what's funny is that even in flight school, like the flight school for August, they're at the point where it's time to mail. And I'm having to like, you know, pull out the drill sergeant on some people and say, you gotta mail, you gotta mail. Where's your mailings? You know, it's like, I've gotta get that done. Because easy to let other things jump in the way. So, you know, like, it's easy to say, oh, man, I can't mail because I don't have a company set up garbage mail. It's easy. I mean, someone even said to me, like, oh, man, I can't believe that I know nothing about land investing. And two weeks in, I'm having to mail offer letters. Yeah. Because you can overthink it. And that's why I'm pushing you. I'm pushing you into the deep end. And you will swim. I promise you, you'll swim. But like, marketing, Marketing was hard for me to give up. It really was. It was, you know, like I felt like it was the lifeblood of the business. Mailing was easy. I got rid of that very quickly. Due diligence was, Was. Was out mailing. I'm sorry. Marketing, marketing was, was a hard thing to get rid of because without the marketing, without the ads, no one's going to know you're there. Right. Like, you can have the, the greatest properties in the world, but you still have to market Them, you still have to do it. And, you know, it all comes down to getting people's attention. But, you know, essentially once, once you let that go and you realize that it's all replaceable, and all of a sudden your life just becomes so much better because you're. You're doing the things in your business that you enjoy. And honestly, that's the only way that you should have a business, is to run the business of doing the things that you enjoy.

Right?

It's interesting. I would say this. Our business has two gas pedals. You know, the mailing, the marketing, and you get a throttle them both up. You know, it's. They got to have equal measure. You know, if you just do one, well, that's good. But get a throttle on both up.

So that's really good. It's so funny that you mentioned that, because in flight school tonight, I use the two gas pedal analogy. I use the exact same thing, Mike. And what I. What I said was, what I said was like, like, just imagine you do have two gas pedals and two brake pedals. And just imagine, like, you start your land business and you're like, the gas pedal, you're like, let's go. And you floor it, right? And you're like, all of a sudden, let's go. And then you start to get some deals coming in the door. And like, instead of taking your foot off the gas a little bit, you know what most people do, they hit the brake and they go forward and they stop their mailings. And then they do the same thing with the marketing. Like, so now they're slamming on the brakes on the gas, on the brakes, on the mailing side, coming to a complete stop. Then they floored on the marketing, they take off, and they don't have that equilibrium. And really this business is about the equilibrium in the mailing and the marketing. It's about buying properties and learning how to sell them, Finding your voice, finding your marketing voice, finding your sales voice. It's really about, you know, like in the Navy, you know, it's about getting your sea legs, okay? Being able to walk on the boat without falling over or getting sick. In the land business, it's about getting your land legs. You know, like, literally, it's about finding that equilibrium between I got a male 100 a week so I can buy one property a week, and then I'm going to market every single day so that my target is I'm going to try to sell one property a week. And then you start to get equilibrium in there, right? It Becomes a dance, a beautiful dance, but you find the legs.

I feel like we should. Brooks, the dance should have been one of the songs.

I just set you guys up. You guys should now, like, he said, dance. I set you guys up for, like, the song. Where is it?

Like, oh, we kind of saw it.

We got a running list now, Scott, we have a running list of songs that we're going to present at the next musical. It'll be there. Yeah, I just thought. I just thought of another one when you were speaking. Because you have to be a jack of all trades, you know, to do this Lane business. You go from one role to the next to the next to the next. And we want to learn those roles first before we delegate. So. You know the song, Come a Chameleon? Karma Chameleon, right, by Boy George. There's another one. You know that one, Mike?

I know the song, but I'm not.

Sure where you're going with it.

I love that song.

You got to be a chameleon in this thing. You gotta. You gotta change colors. You gotta transition from one thing to the next. Songs I see in form, but you're a different color.

That's one of the songs that I sang in the 80s, but I really didn't know the words I was singing. What does he say? I don't even know what.

It's My Boy George.

Yeah.

It'S coming.

Oh, my God. So when is the follow up? When. When's the next musical? Like next week?

I don't think so.

Yeah, I think. I'm thinking maybe quarterly.

Quarterly. Wow.

Wait a minute now. What was your favorite song of the night then? You said it was.

I know.

The end.

I like the Land Moto song. Like, I'll be there for you.

I'll be there for you.

Yeah, yeah, yeah.

I'll be there for you. These five plates I'll tease to you. You don't may. I'll swing a bat at you. I'll be there for you. I built LG Pass for you. Land motorway accounting, too. I gave up my nights for you. I'll be there for you.

That's it. That's it.

I mean, that was just impromptu.

I'm sorry. We didn't plan that. I loved it. I loved it.

You got that memorized? You've been singing it just constantly.

What was the one for? Come on, Eileen. Like, oh, Scott, you got that one.

Well, so, yeah, that was for Eileen De Augustine. That was how we enticed her to get into flight school.

We sang to her at boot camp this Is how it all started. The whole Nightcap musical is because we were like, come on. And we just like, wait a minute. And then we were mispronouncing her name, by the way.

I want everybody watching this to see what I've just done. I've got you guys singing again. Like, forget quarterly. This is every week. I mean, I'm looking right now. Where are the dang comments? Like, you got him singing. I mean, like, I'm doing this for you guys. There's the love.

Oh, we actually got a question in here. This would be great.

It's from Michael Alon. All right, Scott and others. Do you prefer to throttle your mail or do you like to send out a bulk mailer? A bulk mailer might allow you to pick the best deals when all the responses come in about the same time. Thoughts?

Trying to interpret the question. They saying, like, send out, like, a few thousand at a time as opposed to a consistent few hundred per week. Is that what the thought is?

That's what I'm thinking. It is.

That's what I think he's getting at. Yeah.

Yeah. So I'm a big believer in consistent mailing every week, Whether you want to do it every day, every week. I don't like the thousand at one time or the five thousand at one time. Because there's a couple reasons. One, I see what you're saying about choosing the best ones, but, you see, the deal is, for me, it's making me choose deals because of a cash flow situation. It's saying I don't have enough cash, so I'm gonna choose the very best deals as opposed to I'm just gonna mail every week. And by being consistent, I'm gonna sell every single week, which is going to create more cash. Okay, so now what's happening is I have an abundance mentality on the cash side, as opposed to I only have a certain amount of cash that I can deploy into more deals. So I'm a big believer that I'm just going to be consistent. The cash will be there. I can tell you, Mark. And I like to. I remember I asked Mark one time, like, when I got going, I think it was at my very first boot camp. I said to him, I said, hey, mark, I've got one. I bought five properties. I've got one left. I've sold them all on terms for $99 down and $99 a month. That means that I've kind of, like, blown through, like, $10,000. He's like, yeah. And I'm like, how do I make a sale happen for cash. He's like, you don't like the market will do it? He's like, but if you want a cash sale, well, then maybe in your brain start thinking about a term sale and. And the cash will appear, right? Like, the cash always appears. And Scott, you know, like, not to share too much private information about our call, but I remember your very first, like, coaching call. You and Aaron were on it. And I said to you, I said, because that was a concern you had too. And I said to you, I'm like, scott, crazy story. Whenever you need cash, start thinking about it, and the cash will appear. And Aaron was like, yeah, I believe that the cash will appear. And it's the weirdest thing. The cash always appears. Do you agree?

I do agree. Now, it always appeared during that first year of coaching.

I can't explain it, right? Like, I can't. I can't explain how or why. I'm just telling you that when you need cash, the cash will appear and someone will pay off their note. Someone will pay it off early. Cash. You'll make a cash sale. I mean, like, they just come at random times. And what happened with that property is I went. I left my first boot camp, and I'm like, do I want cash or. I'm not sure what I should be asking for here. You know, vague. I'm like, I just need cash, and I put it out in the marketplace, and I just said, hey, you know, I'll sell in terms of I'm really looking for cash, and I got a cash buyer on it, and for. From there, it just kind of starts to kick off.

That's awesome. You know, I think that the great thing about this consistent mailing, and eventually you are just surrounded in deals or potential deals. It's like you just. You reach this critical point, and all of a sudden, even of their own accord, they start coming to you. Because people recognize now you've developed a name as a buyer, as a land investor, and deals just stop surrounding you. They really do. So it's a. It's a wonderful environment to truly get.

Yeah, it's funny because people will see that you're. By marketing in a certain area and being consistent, people will see that you are a land investor in that area. And I always joke in flight school that, look, people won't show up to your door to throw the land at you, but at some point in time, they do, right? Like in the beginning, people will bring you bulk deals. And it's funny, Mike, because Scott, last year, I Actually had a guy bring me a bulk deal. Like, I didn't even know this guy. And he came to us, and he's like, hey, I got a property I'd like to sell you guys. And we're like, oh, okay. And we're buying in this area, and he gave us, like, here it is. And so we bought the deal from him. And the deal was that he wanted to meet me. He was like a local guy. Like, he was local to me, and the land wasn't local, but he was. He's like, I want to meet. I want to meet you. And I'm like, oh, okay. So we. They. We set up an appointment on a Saturday at a Cracker Barrel. And so I'm like, man, this is really kind of strange that the guy wants to meet me, you know? Like, this is really, really weird. And so I drive the 30 minutes to the cracker Barrel. I drive up there, and I'm not sure what the heck to expect with this guy. The weird thing, though, was that his last name was Todd, so same as me. And his first initial was K, which happens to be the first initial of my wife. And what's weird about this whole deal is that we did one transaction. He sold me one property, and he brought his own notary, which is a friend of his. And I was just like, this is weird. They're eating breakfast. I give them the money. They notarize it, talk to him for a little bit, and I'm like, all right, man, thank you so much. Thanks, and we'll see you later. He's like, yeah, no problem. About a week later, he calls, and he's like, hey, I've got five more properties I'd like to sell you. And his pricing wasn't necessarily the cheapest, but it was. It was like a wholesale deal, if you will. So I started buying them, started buying them from him. And then he introduced me to his buddy, and his buddy sold me, like, a boatload of them. And then all of a sudden, Mike, they started selling me the really good properties, Stuff that you couldn't even get, like, on the lake and other stuff, like, in this area. And they were still a little bit more expensive than what I was accustomed to paying. But at one point, they came to me. They're like, hey, listen, we got this. We got a big deal, and we want you to buy. And I think it was. I want to say it was like 50 properties, but it was like $100,000. And I'm like, holy cow. I can't imagine spending $100,000 on this one thing. And we, we did, we bought them. And I can tell you that like that relationship that we built has really been very profitable. And like literally the guy, he's a good friend. He's out of the land business now. Cause he sold me all his stuff. But here's the funny thing. He was known in this area. Like he was the land guy in this area and some other people. Like he's basically passed the torch on to me. And so I'm like, okay, that's really cool. But along the way he also created some enemies, right? There's some people that didn't like him because his initials are the same as my wife's and our company name is my initials and my wife's initials. They think that he's part of my business. Okay? And so like the haters came after me too. So there was like a mixed side of it, but I'm like, I'm not affiliated with the guy. But he shares your same name. Yeah, but I don't even know the guy. Well, his initial company. I'm like, no, it's my wife's initials. I actually had one person tell me like, because they thought the guy was a scammer and I'm like, no, I can prove it to you. Look, here's my wife's, you know, like here's her name, here's my marriage certificate. Like, okay. I'm like, it had nothing to do with that guy. So you got to be careful. It's kind of a mixed bag.

I love the fact that, you know, what you're pointing to too is another greater point is the fact that building the relationships. And you know, in the beginning I always worried like, what am I going to tell them if they ask what I'm going to do with the land. I was all nervous and then I realized the truth, the honesty, the transparency. And when you actually speak to someone honestly, you tell them the whole situation, you develop a real sense of trust. And I built some really good relationships with people similar to what you're talking about, where you can end up buying more land from them. They refer you to other people. It's just building that trust is so huge and just being, I mean we're in a business that is sometimes looked at as unscrupulous.

Right?

A lot of people that just take advantage of people. But we are ethical, we're transparent, we're honest. I always said about the land Gate team as you know, we attract like minded individuals. All of us that work in this group, we're all the same. Ethical, honest, transparent. And, you know, that really does go a long way to build these relationships. And it's really interesting how it can progress.

It's funny, Mike, because a lot of people, like, if a seller says to you, what are you going to do with this land? I think it scares people. They're like, they don't know how to answer that question. And I always say that the only way to answer any question is to be honest with them. People tell me, like, well, man, I want. I want $30,000 for my land that you offered me 3,000 for. And I always tell them, like, okay, look, good luck. It's not going to happen. But if you want that, here's the very best way for you to go get it. You can post it on Craigslist. I walk them through the sales process. Like, they're like, wait a minute. You mean you just told me how to sell this land? I'm like, yeah, because first, you're not going to get $30,000 for it. Second, you know, but if you want to maximize what you can get here, I'll even tell you how much to sell it for. Sell it on Craigslist. And then it's funny because they're like, well, when you do that, do you have to take it back? I'm like, oh, yeah, about 30, 40% of the time. You know, people stop paying and, you know, never know who's gonna stop paying. And then they're like, really? 30, 40%? I'm like, well, it depends, you know, like, it depends on how much you get down and how much you don't. I mean, like, if you get nothing down, yeah, it's gonna be 30, 40% of the time. And so, you know, you walk them through that, and they're like, well, I don't want to take it back. I don't want to do that. I don't want to collect money. I'm like, well, then the very best thing to do is to sell it to me. Well, not that price. Okay, well, what price? But people get scared of telling people, I'm gonna go make more money off of it, right? And, I mean, I get it. I understand it. But at the same time, I think that, you know, when. When you. When you're not honest, people pick up on it. When you're not honest, people, you know, they know, like, you're holding something back. You're shady, you're slimy. Like, just look, sell to me. Sell to somebody else. The reality is, is that if you don't Sell it. At some point, you're going to hold on to it for a long time. And then, you know, like, if they say to me, like, well, I'll just give it to my grandkids, I'll leave it to them. And they'll. I always tell them, like, hey, listen, if you're gonna do that, you better make sure you have it in a trust. Or you better make sure, you better call an attorney and talk to them about putting in the right deed, because otherwise your grandkids aren't going to be able to sell it. And then the county's going to get it back. So, you know, there's different ways that you can spend that as well.

Very cool.

Awesome.

I see we have another question. Oh, we got about selling the land with a very low down payment.

Ah, Scott. Todd, do you always sell your land with a very low down payment? It seems that would lead to a high default rate. Do you sometimes require 20% down or more? Good question for Scott.

That's a great question. So look at flight school. In flight school, I talk about the capital strategy, okay? Like, we have a whole module on managing capital. We have. We have a whole module on, like, building your mindset around the financial aspects of this business. And in that module, I explain the capital strategy that I use. And it has nothing to do with the down payment of the property. It has to do with my ability to get my capital back. So my own personal goal is that I want to get 20% of my invested capital back on the down payment. So If I spend $1,000 on the property, ideally I'd like to get $200 down. I don't always get it. Sometimes it's 100. But I try to get that. Then what I try to do is I try to get the remaining capital back at a 10% rate, meaning that, remember, I paid $1,000 for this land. I got 200 down. That left me with $800 of my money back into the deal. I try to get a minimum of 10% of that money back every single month. That means I. My monthly payment would be like $80 a month. I'd probably round up to 100. And that, that gets me my yield that I want. It gets me my capital back. And guess what? If, if for some reason I take these back, I see it as a godsend. I love getting property back. It's like found money for me because they have paid down my principal a little bit. And next thing you know, you have a lot of notes that the return is infinite.

Nice awesome. Yeah. I mean, a successful deal we talk about all the time is getting your money out in 10 months. Right. And what do we all learn from Scott Todd at boot camp? Mike? We all learn. Or what do we all learn from Mark Podolski at boot camp about the down payment? You may publicize the down payment as 99 down.

Right.

But what are you gonna say to the person when you're on the phone with them?

Yeah, how much can you put down? Yeah, how much?

How much do you want to put down? Right, right. How many killer deals have we all had where we may be maybe advertising property at 149 down? You know, I just had one couple months ago. I can't remember. I think I was advertising it for 500 down. I bought the property for $3,000, and he paid me 3,500 down.

Down payment for a property.

Yeah.

I mean, it's amazing. So always ask that question. How much do you want to put down?

Yeah, I'm glad you brought that up, because if any of you were in flight school tonight where we talked about sales, I forgot to bring that up. So, Scott, thanks for bringing that up. So if you're watching this and you're in flight school tonight, when you ask about the down payment, make sure you don't just say, Well, I want $99 down. It's not what you want, what they want to do. So, hey, how much were you thinking about putting down today, Scott? It's funny because I got some sales numbers for this year last week, and I was really kind of excited to see these numbers. So these numbers reflect my company sales through the first eight months of the year, and we had sold $1 million worth of land. That's total enterprise value of land. Doesn't mean that we've collected it all. It will come over, you know, anywhere from anywhere from 12 months to seven. I think the longest we've done this year is 100 months. So we'll come at some point in the future. We've staged that for later, and frankly, some of it we won't get because of defaults. That $1.18 million worth of land was sold on land that we paid $248,000 for. So we invested $248,000, and we turned around, sold it for $1.18 million. The down payments that we collected in the same time frame was $215,000.

Oh, that's phenomenal.

So essentially, we have floated about $35,000. And that's a little misleading because I have A big inventory. So. So I keep buying land. Like, I just keep buying land. Like, I just. I kind of have a land. I'm like a land hoarder. I just keep buying land. And so, you know, I've actually got more money invested in land than what that number perceives. But from what we've sold, we've gotten almost our investment back on the down payment, with the exception of $35,000. Not bad returns, right? Not bad at all.

That's phenomenal. That's awesome.

But that's how you, like, literally. I don't know of another business. I mean, like, you know, you go to another real estate investor, like, oh, wow, we sold $1.18 million worth of, like. Yeah. Was that two houses? You know, three houses?

Big deal.

Ten houses, big deal. Yeah, it's about. I think, so far, it's like 170 properties somewhere in that range. Okay. It's a lot of work. But that said, man, the passive income that gets generated from that is larger than what I could ever imagine that this business would be.

Yeah, that's amazing, Scott.

Okay, so I have a question for you guys. All right, so one of my. Like, do you have a morning. Like, do you have a daily ritual of, like, your goals or you do anything to write out your goals every day? Like, what do you guys do? You just, like, kind of say, this is what I want to do, and you just kind of hope for, or do you have a morning ritual that you follow?

I do have a morning ritual. I don't know if it's land specific. It's life specific. You know, I think that I want to win the day in many ways, and one of them is obviously my health and longevity. I want to be around as long as possible and enjoying the benefits of what this land brings. So I do have a daily ritual in the morning, getting up and certain walk that we do and. And then just priming for the day. You know, I think it's important to start the day because it's so easy to start the day with concerns. Right. To wake up and then think about all these different things that could go, you know, that just plague our mind about, you know. But, yeah, I do have. I do have a kind of a morning ritual routine that I do every day. And. But it's more than just land, I'd have to say, to be honest with you. It's more about. It's more about, you know, my experience of life in general.

Yeah. Okay. Hey, while you're talking, keep. Keep talking, because I want to get something. I want to share something with you guys. Okay. I've never shared this before.

I would have to say that my morning ritual at this point in time, well, let's just say in a few weeks it's going to change because I am resigning from my job. And that's pretty exciting. Pretty exciting stuff. So thank you. So I'm going to be able to create a routine that really maximizes my time in the business, my time with my family, my time with hobbies that have gone to the wayside. And I'm really looking forward to establishing those routines. I would say what I do now mostly is I get up in the morning, spend a little bit time with the kids, and if I can walk the dog in the morning, it kind of clears my head and gets me ready for the day. But it's gonna be interesting to see all that changes here in about two weeks and two days, because that's when it starts.

I can't wait to get an update on that. All right, so look, here. Here's what I want to share with you guys. And I've never shared this with anybody.

This is awesome.

This is. This is like, you know, like, this is real stuff. Okay. Like one of my daily routines, and it's been this way for a while is one. I mean, this is one of them. But I get up every day and I write down, I got this from Grant Cardone. It's not my idea, but it's. You got to execute on it is every day I write down my five goals. And these are not like my goals for the day. These are long term goals, right? Like a long term things. Things that you can't even imagine that would come true. Like paint. Paint your ideal picture. Like your ideal life. And I remember I was talking to my wife one day when I started this, and I said to her, I'm like, hey, if you could pick a house that you wanted to live in, where would it be? And so we came up with this part of Florida that we really both like, and we imagine like this house on the water. And we actually went. And I don't know if I. We actually went and we went to realtor.com and we found that type of a house that we would look at. And we're like, okay, I'm looking for my phone because I was gonna see if I had it, but you know where my phone is right now. So essentially we went out and we're looking and it turns out that this house was like, I don't know, it's like $1.5 million. I was like, that's crazy. We can't. You can't afford that. How are you gonna do that? And I said, look, dreams are cheap. Dreams are free. You can dream all you want, right? Like, let's just put it out there to the universe. Let's see what happens. So every day I have a routine that I was going to write down what I want. Big, big, high level goals. And in this book right here, this.

Book.

This was my book that started in 2016. So January 2016, I started this book and I found this book because I have them. I found this book the other day and I'm like, oh, 2016. I wonder what my goals were from 2016. Like, this was the year that I lost my job. I lost my job in February. I called the day that I found out that my team was being outsourced. I call that move your feet day. Because that's the day I really had to start hustling. I mean, I was already hustling, but that's the day it all came through. So I look at my book and I kind of chuckled because I went back and I'm looking and I'll just share with you. Like, from the beginning of that year, I changed my goals. And I just want to tell you, like, where these things are. Okay, so let's see goal number one. And I'll share with you what's on these pages because I think that if you get into a routine like this, you'll be amazed at what you can produce. Okay, goal number one. I have a passive income of $50,000 a month. Okay. Like, that's. That's a number that I could never even imagine as being achievable. But I figured, why not ask for it? I have an awesome family dynamic, and I can spend unlimited time with my family at will. I live. I live on this island in my dream beach home. I don't. By the way, that's not. That has not come true. See, I have raised. I have raised a million dollars in capital. I did kind of raise it, but then we gave it back because the multifamily deal didn't go through. Long story. Not for today. And I weigh 170 pounds, which I don't. I'm over that. Okay. But what you'll notice about these goals is that they're not just all money motivated. Right? Like, there's a money component to it. There's a relationship component to it. There's a lifestyle component to it. There's a family Dynamic component to it. It's the big, complete picture. It's like a solid wheel to me. And every day I wrote down these goals, and they can change. You don't have to write down the same five goals. Maybe you have 10 goals you write down. Maybe you alternate. It's whatever you're thinking about that morning, like, this is what I want. Boom. This is what I want. I can tell you that the passive income number has. Has been achieved. It's kind of, as you guys know, passive income goes up and down. But at one point, it was there. It's gone down a little bit, it comes back again. It flows. But I can tell you that that number has been there, and it's amazing because I never thought it was possible. Like, in a way, I did. I wanted to be true. But you have to put it out there. You have to believe that you can get something, and then you start working toward it. It has to be big to motivate you. It has to be a big goal. Because if these little goals. Who wants to do it? Like, if you just said, I want a $3,000 passive income and $3,000 doesn't move the needle for you, you're not going to be excited about it. You got to have something big that you're working towards. Awesome family dynamic. I mean, that's kind of a vague goal in a way. But, you know, to me, I just imagined at the time that I could just decide I'm going to spend the day with my wife. Just, boom, just going to spend the day on my wife. I don't have to check with anybody. I can clear my own calendar, you know, like, clear my calendar today. Today. What made me think about this was today my wife says, hey, you know, I'd like to go to lunch and maybe go look at some landscaping for our house. You know, we're going to do some changes in landscaping. So we spent the day at a nursery, like a tree nursery, you know, like a plant nursery, looking at plants and having fun. And we went to lunch, and the only meeting I had on my calendar today was the mastermind call. And I always try to make that a priority. But you know what? I'm like, spend the day with my wife today. That's it. Okay. That creates an awesome family dynamic. When you don't have to worry about the money component or you don't have to worry about the stress of the job. I mean, all. All that stuff becomes like a rock in your shoe. And when you have the money, you take the rock out and you're like, okay, I'm walking better today. It just makes life a little bit better. It doesn't necessarily mean that you're happy. You have to create those other components to it. I don't have my house yet. I'll get there. You know, that's still one of the goals I write down every day. I'll get there one day. I don't know when. And the weight, you know, I'm a little over it. Okay, I'm a little over it. But maybe. Maybe I'll get there. Maybe. I don't know. It all depends on. Okay, the last thing. And I know I'm going along here.

But no, this is good. This is awesome.

The other thing that I always did was at the end of the day, I wrote down five successes, okay? And you might think, man, I don't have any successes today. That seems lame. I can tell you that when I look at some of these things, okay, like, you'll be amazed at what you would identify as. As a success on a given day. I mean, it can be small. It can be big. Some days are small. Some days are big. I'd like to. I'd like to share with you guys these. Okay, so here we go. This was from. This is kind of embarrassing, too. Like, this is. This is from Tuesday, January 5, 2016. Here's my successes for that day. Ready? I had Craigslist because I was still trying to work through posting domination at the time. I tweaked it, and I was having some success. No one knew about posting domination at the time. And I put down that I had Craigslist automated. Three ads stuck. Okay? Like, three ads stuck. That was my success for the day. Well, I was tweaking this whole thing. I did two bulk deals. Now, what's a bulk deal? The bulk deal was that we sold more than one property on one sale. So we sold two properties of our two transactions with two properties. That was a good day. We had two of our own properties listed on landmodo.com, like that meant that we bought two properties and we got them listed on our own website. Look how lame that one is, right? I got one accepted offer that day, and we made one accepted offer and we moved one out of due diligence. That was my success back in the day. And when I flip through these things, some of these things today don't seem like they're that big of a deal, you know? Like, the next day, we had five ads that we placed. We got one accepted offer. I made a slight Improvement to land moto that day. All of these little things that you do, they're all successes, and they build on each other. And if you can just stop at the end of the day and write them down, just write down, figure out five things. I don't care how small they are. And they don't have to be business related. Maybe it's related to your goals. Like, man, I was able to save a dollar today towards my house, or I lost a pound or I ate 300 less calories today. Whatever it is, identify those five successes, and I promise you that when you look back two years later, you'll be like, man, these successes sure seem lame from what I'm doing today, but they build on each other, and it's what keeps the motivation going. It's what keeps everything moving forward. I'm telling you, this book is kind of comical for me to look back at, because when I look back at it, I'm thinking like, man, this was. This was definitely in a part of my life where I mean, like, I literally look back at this, this one book right here, and you start to really relive some of the emotion that you were going through. Like when. When I found out that my job was being outsourced. That was November, February 10, that day. And you'll see, like, here's. Here's the day from that. I don't know if you guys can see or not, but I wrote right here, like, it's move your feet day. That February 10th is forever move your feet day for me. Because that was a day where the world moved in one direction and I had to go in another, and I've never looked back at it. And successes from that day was that I sold my 22nd lot of the year that year. 22nd lot that year I sold it, added $120 to my passive income, and my passive income on that day had moved up to $9,620. That's where it had moved to. In that case, I mailed out offer letters, and I got three deeds out the door that day that I was going to buy. Properties. Little successes, little successes. They build on each other. I highly recommend that you take that and incorporate this into part of your morning routine or your daily routine.

Thank you so much for that, Scott.

That's awesome, Scott. Thank you so much.

Extremely helpful.

That's amazing.

All right.

I think on that note.

How do you top that? Can't top that.

Well, you told me that you wanted this to top the musical. I hope I've Delivered.

You just did it.

You just did it.

That is.

I think we had our most. The highest number of live viewers ever during your speech there. Honestly, we did. Oh, really?

Really? How many did we have?

Well, with live, we got. We had about 23 or 24 live watchers. We live a lot in the reruns. But that was probably some of the top numbers, Scott, that we've had right there in that you grabbed them. I think that.

I just think if you sing, next Time will double that.

Listen, I've got something else, like, you guys invite me back sometime. I've got something else, like, I will continue with that morning routine thing, because there's one thing that I started doing. There's one thing I started doing, I don't know, about six months ago that I can tell you that. It seems counterintuitive, but, man, oh, man, does it really get you focused in. And it's part of the daily routine. So I'm gonna make everybody wait until. I'm gonna save it.

Just come back. Don't worry.

He's coming.

I'll be back someplace. And when I do, I'll bring back that story. Right?

That's awesome.

And, oh, by the way, it looks like Jeanne Morum is watching. And, Jeannie, I hope that you have not added Facebook back to your phone, because I told you I'm going to keep on Gia for that one. So.

She was on Facebook quite a bit today. So I don't know if that. I don't know if she stuck to that.

But we do have a question here from Michael Alon. Scott, if we could cap what you were talking about. Can you recommend three goals that every LAN ambassador should have? Is this something you think that. Now, I know you were saying that personal, but do you think there's some general goals that everybody should have in particular?

Look, I just think that when it comes to goals, I think there's a difference between a goal and a routine. The goals should really be personal to you. They should be meaningful to you. And I can't tell you that whatever your passive income is, whatever your number is, look, the number's the number, right? Like, there you probably have heard that, like, money doesn't make you happy. And like I just said, like, money is, like, to me, it's like a rock in your shoe, okay? Like, once you get your expenses met, literally, you know you got the rock out of your shoe, you know you're going to eat, you know your house is going to be okay. You know the insurance is going to be paid Medical bills are covered. You can walk easier, right? Like, it doesn't just mean that you're happy now. It just means that now you can start to enjoy the other things in life, you know, like the family and et cetera. I think that when you write the goals, I think you have to have a well rounded goal, right? Like a set of goals. So, like, you should have a financial component to it. I think that without the financial component, you lose the kind of the motivation because like I said, you're going to hit the number. It might take you longer than what you think, but you will hit the number that you want if you just keep working at it. And then what? Right? Like it's. It's almost like it just reminds me of like the Truman Show. Anybody watch the Truman show, the movie, you know, Jim Carrey at the, you know, at the end he's like, sorry, it's an old movie. So I'm going to tell you the ending. At the end, he discovers that it's just a TV setting. He walks off and everybody's like, what do we do now? What do we watch now? Like, what happens now? And the reality is that you've got to have the next goal. So what's the next money goal? What's the next target to keep moving forward? I think that you need something for your family. I think that you need some sort of goal about whether it's your family dynamic. Maybe it's a charity that you want to. Maybe there's a charity goal there. I want to be the biggest contributor to this charity. I want to donate X amount of money to this charity so that you can give back to the community. I think that should be a component there. You got to think about your health. Maybe it's your weight, maybe it's your jumping jacks, maybe it's how many hours you walk a day. I mean, there's different ways that you can kind of calculate that. And they have to be meaningful to you because I can give you three goals, but you could be like, well, those don't mean anything to me. And then they will be useless to you.

Good point. Awesome. All right.

He's not answering the question about Facebook, but she just wrote haha. So I'm gonna assume that. All right, Jeannie, I'm gonna leave you to be tonight because I think we came to the end of Nightcap, haven't we?

Yeah, we have to bring.

We'll bring.

We should do a refill with Matt. We'll bring him for the outro. God, thank you so Much.

This has been incredible.

You didn't have to share some personal things like that. You did. And it's really. I know it's truly helped. It's helped me, and I know it's helped people that are listening. So I thank you for that. That was really, really nice that you did that.

Yep, no problem.

It was awesome. We look forward to the next. The next tidbit of info you can give us.

I'm going to save it just for you guys.

Awesome. All right.

Did you want to.

Scott, you had a little. Scott Bossman, did you want. We ended with that little.

Yeah, well, okay. I can do this for Scott. So, you know, Scott voxed us last week and he said how much he liked the nightcap. And there was one song that I had mentioned that I had not sung. But even though I mentioned it, he had said that he was out to dinner with his wife and just. The song just kept going through his mind over and over and over again. So I thought we might, you know, end nightcap tonight with this song so you can replay it over and over and over in your head tomorrow. Scott time. All right. Islands in the stream. You love that song.

Land investing version. Bring it on, Scott.

Land investing version. All right, here we go. I gotta think about this. Here we go.

You ready?

Investors with a dream that is who we are no boss in between how can we be wrong? Sail away with us to another world and we rely on each other from one another to another.

That'S awesome.

All right, That's. Thank you.

All right, on that note, Scott, you can say that. On that note, I brought Matt for Matt. We didn't have a refill, but you're back with the outro. We. I'm sure you like everybody else.

I was drinking the whole time.

It was just like being in flight school back in the day. I miss Scott. Todd.

Scott.

I'm just going to watch the reruns every Thursday from now on just so I can have more inspiration from you.

All right.

That was really good.

Sounds good.

All right, I'm going to share the screen. Here we go. You guys see that? Scott. Scott Bossman. Thank you so much, my man. I always love the show. We have a great time on the show. And you didn't disappoint with that song. That was phenomenal.

And.

Matt Forbes, sorry about the refill, but we were not going to interrupt that soliloquy. Todd, that was imp. Amazing.

No, thank you.

Parting words. Scott Bosser.

What do you got?

What's that?

Parting words.

What do you got? Parting words.

Keep moving your feet Move your feet.

Move your feet day, every day Is that the toast?

Cheers. That's the cheers. Move your feet day, every day Move.

Your feet day, every day Cheers. Get to dance to the outro.

It.