Nite Cap with The Land Geek Guys—Anatomy Of A Land Investor

Here we go. Dude, I'm gonna hit the song. One second.

Okay.

Wow, that was a long five minutes. Jesus.

Yes, it was. Hello, sir.

How are you?

Good. How are you, my friend?

I'm doing well. I apologize, everybody, for the late start this. We had a couple of technical issues. Haven't had those in a while. So I guess it's just like homecoming or something, right?

Difficulties.

Yeah.

Happy Oktoberfest.

Happy Oktoberfest. What are you drinking tonight, my friend?

Oktoberfest is a big deal here in La Crosse, Wisconsin.

What was that little thing you tell me earlier about your area?

Well, La Crosse claimed for quite some time that we had the most bars per capita. Wow. In the United States. That's an old claim. Maybe back in the 90s, but there are a lot of bars in La Crosse, Wisconsin. There are a lot of German drinkers. This weekend brings multiple hundreds of thousands of people to La Crosse to do just that and parade and prance around in their lederhosen. So this is what they're lederhosen.

I don't know what that is.

You know what lederhosen are?

No.

Yeah, it's the German outfit the men wear. They got, like, green shorts with suspenders, and they wear socks.

I wear a funny red robe, so I'm not gonna make fun of anybody for wearing that.

Yeah, exactly. So I'm drinking a Franz Escaner tonight in honor of Oktoberfest, I'm gonna attempt to pour this live on Nightcap. There's a special way to pour this. Oh, let's see it. Because you want to get the yeast out of the bottom. And it'd be better if I had a larger bottle, but I couldn't find.

Is this gonna make a big mess?

No, it's not. And then. Oh, crap, I didn't do it right. You gotta swirl the yeasties around, and then you pour the yeasties back on top there.

Nice.

You get the yeast on top. It's nice and flavorful.

Well, that's the yeast you could do for us.

And Odiferous. That was not a good pour, but that's right. I got some lemon over here.

I'll let the head come down with some lemon. Oh, that's what that does. It reduces lemon.

Just gives it flavor. Nice. Anyway, happy Oktoberfest, Mike. Who are we?

We're the land geek guys.

What are we doing?

We come on here, we have a couple drinks, we talk about land investing. So a lot of fun, a lot of content. You know, typically have A theme for the evening. And by the way, I'm drinking shipyard pumpkinhead out of my chalice.

Out of your chalice?

Yes. Oh, we're gonna go on split screen.

Too, by the way.

We're gonna go change that out. Yeah, Amon's. It's a chalice.

Well, that's kind of exciting to have a chalice. I mean, we're almost Halloween.

Yeah, well, you know, over here in New England, we have this little town called Salem, Mass. You may have heard of it.

Yeah, so.

Yeah, so, you know, we do things like drink beer out of chalices.

Do you know, my uncle, my step uncle, traced his lineage back to one of the Salem witches back in your area. Back in your area there.

Really?

Yeah.

Little trivia.

I'm trying to find our live presentation online. And there we are.

But, you know, if it was all right with you, I thought that maybe I'd ask you some questions tonight. And, you know, I think if we would talk, I would like to call it the Anatomy of a Land Investor. How would that be?

I like that. Anatomy of a Land Investor.

It would be you, the land investor that we'd be talking about. Is that okay with you?

Why me? Why can't. We can talk about you?

Yeah, but I don't know. I wanted to ask questions, and I can't ask questions of myself. I can ask questions.

Yeah, but live in the woods.

What lives in the woods?

Yeah, Butts. You're like, yeah, but. Yeah, but you never heard that before.

Oh, that's awesome. Oh, my God. Scott.

I have to apologize for the messy office, by the way. I didn't realize how messy it was until I started looking around. It's not good.

Do we have any viewers? Because we're always open for questions. If anybody wants to start off this evening, remember, you come here, you have a drink, you talk land investing. This is originally started because, Scott, as you said, many people like to burn that quote unquote, midnight oil. And we didn't want to leave them alone out in the wilderness with nobody to hang out with them. So here we are.

So here we are, nighttime, content and fun. We do have a few people in the room. We have a bunch of people that just got out of the new flight school module, which started tonight. Michael Crook said he just got out of flight school. Wow. He said.

Yeah. It's a little mind blowing, isn't it?

What's that?

It's mind blowing.

It is mind blowing. Office is not messy. Thank you, Lisa. I appreciate that. Aileen de Augustine made it. Oh, we Have a treat for her a little bit later or she has a treat for us, but she just started flight school tonight as well. So for those people who started flight school tonight, give us your feedback. Tell us what you thought of the magic of Scott Todd.

And again, this may. A lot of people are new into flight school, new in the community. So again, Scott Bossman, Mike Zano. We are the Land Geek guys. So we're kind of geeky and we're all about land, and we wear these red robes because why not? And we have a few drinks and we talk about land investing, right? And just burn the midnight oil. I mean, it's just, we do it once a week.

So.

Scott. All right, well, we'll just chat back and forth here. Land investing. If I were to look at you and say, why land investing? Like, years ago, something happened in your life and you started to search and look and you found land investing. So, I mean, there's a lot of things you could have. You know, there's a lot of ways people can look to make money out there. Tell me why you even started with land investing. I mean, it's kind of an odd niche.

It's a very odd niche. And I knew nothing about it.

Why do you say niche, by the way?

Niche, niche, niche. It's a very odd niche. And I accidentally stumbled upon it and knew nothing about it at the time. So to me, it was a sign, potentially, right? Because I had actually been on quite a kind of a journey of self discovery for about a year before I even discovered Land Geek, because I knew I wanted to change my life. I wasn't where I wanted to be. And I just, you know, we had some debt, so I started reading some books. Like, first I like, was a big Dave Ramsey guy, right? So, you know, all about getting out of debt, but it's kind of. He doesn't really talk about, like, how to bring more income into your life. So then I transitioned over to rich dad, poor dad, and I just, like, gobbled up every single book there was. And that's when it dawned on me that I needed passive income in my life. And we started exploring different ways we could do that. You know, whether it was multifamily homes, apartment buildings, you know, different real estate models. And I just accidentally discovered Mark Podolski on a podcast one day and forever changed my life. I loved what I heard. First of all, Mark just sounded so genuine. I loved what I heard. And I thought to myself, it sounds really easy. I think I could do this. And I didn't have an ounce of business background in me or real estate in me.

Yeah. So this land investing, right.

What was.

Your first step into? Actually, you know, taking action. So you, I mean, you went to a boot camp, I believe. Was that your first? I mean, no. Toolkit, right? To boot camp then. Boot camp.

My first action step was ordering the toolkit. I came home that night after I heard that podcast, and I'll never forget, I was standing in the kitchen with Erin. The boys were gone, and I just leaned up against the counter and I told her all about this. And I said, this is what we're doing. It sounds amazing. So I got online that night. I looked at the website, you know, read some things about Mark. At that time, there wasn't a ton of stuff online. Three years even three years ago, I found some videos on YouTube and I just, I just bit the bullet. I'm like, let's just get the toolkit. So, you know, we had a couple thousand dollars to work with. More, a little bit more than that, but got the toolkit. And that was the first action step. And it was a huge leap, like, huge leap of faith. Like, I didn't really. I mean, I'd had just a couple days exposure to this whole notion of land investing and had known Mark Podolski's name for just a couple days before we purchased the toolkit.

Walk me through your first deal. So, you know, you get this toolkit. I mean, are you hitting a deal right off the get go? You know, a couple weeks in, three weeks in, a month in, did you have to go to a boot camp? When did this first deal come?

Well, first off, I mean, there's a. When you look at the toolkit, it's a little bit overwhelming. There's a ton of stuff in there. So I wanted to be. I wanted to do this right. So I went through it a couple times. I went through it and just listened to it once, and then I went through it and took really good notes second time and tried to keep it simple and just told myself, all right, let's just try to get some mailers out. So I went to work trying to get a county list. I mean, I worked hard at it. I was emailing a ton of treasurers. I was calling a ton of treasurers. I was looking at the secret county list and trying to determine where might be a good area. I had no idea there were like 40 counties on that list. I was like, overwhelmed. Where the heck do I start? Well, it just so happened that I was able to find a list for maybe 10 of them. And then I just kind of narrowed it down to where I thought might be a good area based on what I knew, based on what Mark had taught me about, you know, being within two, three hours from a major metropolitan area. And can I get a list of tax delinquent parcels? So I just, I took a chance and I scrubbed a list, I, I compiled a list, I hand wrote letters. Aaron and the boys and I stuffed the letters and we took massive action.

You were handwriting them and stuffing them?

I was handwriting the letters.

No, no mailing service.

No, no mailing service. I was handwriting the letters. A lot of people at that time, honestly were handwriting letters because in the Facebook group people would post pictures of their handwritten letters. I saw one the other day. It brought me back. I'm like, I did that for, I don't know, couple months before I switched over to mailing labels.

So.

Good question from Lisa Torres. How much time were you spending? Like walk us through how much. I mean, I've heard you talk a little about before. You know, you had your full time job, so how much time could you really commit at this point?

I was spending a lot of time with the toolkit. I mean, I was getting up at five in the morning, spending an hour and a half, two hours on, in the mornings and then I would work on it again at night. So three to four hours a day. And I mean I was just, I was motivated to change my life. I didn't know at that time that I was in the minority because I don't, you know, I think, I think there are few people that do succeed with the toolkit because it is. So it's time consuming.

Right.

There's so much in there. Taking, converting the, like we always say, not an information gap, it's an execution gap. How do you take that and convert it over? So you spending three or four hours, eventually an accepted offer comes back. Or did you get some hate mail first? Play it out. How did that all happen? I mean, did you get a lot of hate mail? Initially we are thinking, geez, no one's going to take my extended office. All these people hate me. Did that cross your mind?

I knew it was coming. Honestly, we didn't get a ton of those to start. We actually, I don't know if it was luck or what, but we probably got about a 3 to 5% return. And I started doing due diligence and didn't really know what I was doing and thought to, to the best of my ability that I was doing the Right thing. I think I did have. We did have a coaching call with Mark at the time. He was doing all the investor toolkit coaching calls. And that was like, that was part exciting and part nerve wracking all at the same time. Cause I'm staying there. You know, Mark is on Skype and his first time talking to him, he's got this big smile on his face like he always does. And you know, I said to Mark, mark, I'm just, just telling Aaron, I'm so nervous. Like, this is Mark Podolski. He's a big deal. And Mark's like, I am a big deal. Just be funny just to put us at ease. So we joked and laughed and he got to know us, which I thought was really awesome.

Right.

A little bit about the toolkit and county research and getting offers back and what the steps are and. Yeah. So we ended up purchasing, we ended up purchasing a couple lots out of that first couple batches of mailers. And I think it was six weeks after I got the toolkit, we purchased our first lot for $700. It was a two acre lot. And I started blasting that thing out on Craigslist. And by the way, everything at that time was through the mail because I wasn't using, I wasn't using any type of electronic signing service, Simply File or.

Write Signature or any of these things.

Wasn't using Simply file, wasn't using signnow.com so, you know, I did email a copy of the deed to the seller, the seller sent it back to me and then I snail mailed the deed to the recorder. But I started blasting the thing out on Craigslist. And two weeks later we sold it for 2,800 cash. And I was like, but you know.

$700 for a deal right now it probably you'd be like, oh, all right, $700. But back then, it's a lot of money to put out for a piece of land. I mean, it's perspective. Like, I know, you know, we do a lot of deals, right? So we look at $700. It's on the very low scale of, you know, on the lower side of things. But to you at that time, I'm sure your first property, that's a good chunk of change.

Yeah, I mean, it was a huge aha moment. Like, if I can do this one time, I can do it again. And I remember telling Mark at boot camp when I met him, I didn't tell him until boot camp. So we went to boot camp then a couple, couple weeks later, and he's like, you got your first deal. Why didn't you tell me? He was all excited and he's like, no, you just gotta rinse and repeat. And it was totally true. So, yeah, it was awesome. So going into boot camp, we had. We had had one sale and I think I had. We had acquired three or four other parcels at that time.

Nice. Were you, at the time, were you an llc? Were you just buying as Scott Bossman, how did you start in terms of, you know, your structure? I mean, what was the.

So here's the thing. We had interestingly set up an LLC prior to me accidentally discovering Mark because we thought we were gonna buy a duplex. Like, we were looking at DUP and potentially going that route. So we had an LLC set up and just so happened that, yeah, we were using that. But you don't have to. I mean, you start out as your own personal entity and go from there.

So we got a quick question from Aileen. Do you think it's important for us to do things old school at first? Can we use the new tools right away? So, I mean, here you are. We always talk about, quote, unquote, you know, old school, new school in this and that. What's your thoughts, Scott? You know, so should they be handmailing at first? Does it. Should they be not using any of these services just to kind of get a feel of the old school, or should they just jump in and take advantage?

That is an awesome question, and I will be candid with you and I will say, if I had the opportunity to do this all over again at this point in time, knowing what I know now, I. I would do flight school in a heartbeat. Because, you know, I was. What I. I didn't have any systems. I was a spreadsheet guy. I was, you know, keeping track of properties via spreadsheet, keeping track of some marketing things with. With spreadsheets, keeping track of my purchases and sales with spreadsheets. It was just. It's very time consuming and it's very, very difficult to generate those systems by yourself. Even your own mail merge systems. Like, I didn't know how to mail merge on my new Mac, So I'm watching YouTube videos on all this stuff. Very time consuming. So now was that valuable? Yes, it was because I learned a lot, but it was more some technical things. I learned that necessary that I'm not necessarily using right now in my business. So I learned how to mail merge back then, but I'm not mail merging now because I'm using LGPass, which is phenomenal. So, to answer your question, Aileen, I mean, I think I wish I had had flight school. I think I would have gone faster. I think I'd be farther along than I am now. Did I suffer from doing all that stuff in the end? No. I mean, it was great, but I guess that's, that's, that's my perception on it now.

What's the single most difficult thing for you? You know, you traveling through your first deal, what you think was the single most difficult part of that first deal? Just.

Just the sheer feeling of kind of being alone. Like I didn't have a lot of guidance, so not knowing if I was doing the right thing. It was a big leap of faith. There are all these little leaps of faith in this business, Mike. There's this leap of faith when you buy the investor toolkit. There's this leap of faith when you purchase your first property. There's this leap of faith when you sell your first property. It's just all these little leaps. That was the biggest thing, just not having guidance. And then when I got to bootcamp and I saw the power of mentorship, that was like my huge. That was another huge aha moment for us because we learned, I mean, we met really amazing people that weekend with really amazing stories. But what I gathered was those people who had amazing stories, a majority of them, not all of them, but a majority of them were using the guidance of the community to do it in either Mark or Scott Todd. So.

So did you go at that point from your first boot camp, did you go right into coaching?

Yes. So after our first boot camp, and it was exciting because we actually sold a property at boot camp.

You went to. You sold the property?

Yeah. So that was our second sale. We sold it at boot camp. It was really exciting. And yeah, we decided to put our chips on the table and invest in this year long opportunity with Land Geek. And that's what we did. So we went into one on one coaching and Scott Todd was my coach. And for those of you who are in flight school, he's amazing. I owe so much to him.

Yeah, well. So what kind of goals did you have that first year?

Did you.

We always talk about reverse engineering, how we're going to take, you know, where you're going to be in 12 months. Break it down backwards. Where did you want to be in that first year? You go into a coaching program, you went, you get the toolkit, you buy a property, you sell a property, you go to boot camp, you sell another property, you go into coaching. Now you're looking at the next 12 months of your life. What is the end game on that 12 months?

The 12 month goal was to have, I think a few thousand dollars passive income and to have a majority of our investment paid off. Okay. And we, we made that goal. We met that goal. You know, it was Scott, Scott Todd said in our, in our, in our first call that you need to have faith that the money will show up. And I followed the recipe and it always showed up at the right time. I don't know, it was crazy, but we did a ton of cash flips that year, more cash flips than terms deals. And I mean, we just had an amazing year. A couple of cash sales that were really big. One terms deal that was huge. That brought us in $500 a month. So, yeah, I mean, we met our first year goal. Our first year goal is to have most of our investment paid off. And I think we had almost all of it paid off and we paid some other bills besides and we had a couple thousand dollars passive income.

All right, so year one's over. Coaching comes to an end. You're going out on your own a little bit now. What's your mind frame your mindset at that time and what are you looking to accomplish? Like, how do you now you're going into the next year? And Mark always says, right, what, three years you got to give this business to really the chance it needs. Right. First year is definitely a proving point, but so you're looking at years two and three ahead of you. What are you thinking at that point?

First? Well, first off, coaching was over and I kind of felt alone again. It was tough. Like I had all this guidance for a year and then limited guidance and then, you know, having to rely more on myself to find the guidance needed. So I remember, you know, messaging people in the Facebook group and, you know, brainstorming with people about certain things and, you know, still had the mastermind calls to listen to and that type of thing. So it was just a matter of continuing to move forward. This has been a huge investment in our lives and I wanted to keep moving forward. And that's when I really. That's when we really talked about how we wanted to flip our cash and terms deals around and make some passive income. So that's what we really focused on our second year. And oh, man, we went from like $3,000 to. Well, no, we went from our second year. I'm trying to think we went from like 2,500 to like 7,500 passive income because I Was just, we were just bound to determine to get more and more and more terms. Deals.

Right, right. And so buying your results.

Yeah, yeah. And just, I don't know, it was, it was amazing because life started to get a little easier because, you know, we're able to pay ourselves out of the business a little bit here and there. Still buying a lot of land, but if something comes up, you know, it just, just made things a lot better. And, and I was able to post in the Facebook group on my two year anniversary that I had exceeded my income as a physical therapist. My monthly income as a physical therapist. That's awesome. So that was just awesome.

Was that now your original goal going into this again? Rewind all the way back. Going in, you're gonna see, Mark, you want some passive income. Was it to replace your income or is it just to augment it? I mean really, when you initially looked at this, did you think for any chance that it could actually replace your income or is it more like, hey, let's get our fixed expenses paid by our passive income and so on and so forth, you know, or did it go grow beyond what you anticipated?

It was all about augmenting initially because I just didn't know the power of it. But the longer, the longer we did it and the more amazing stories I saw in the community, I began to think bigger and I don't know, it just, that's when my mind, that second year, my mind started really thinking, you know, what if we get to the point where I can maybe quit my full time job and do this? You know, so, yeah, it's kind of one of those things. I had limited expectations going in and came out with not necessarily larger expectations, but there was larger realms of possibility later on.

Yeah, it seems like your capabilities grew with your. And then your expectations grew along with them and it's awesome. So how many years in are we right now?

We are, let's say September 27th. Yes. So from our first sale, worth 37 months. So three years, one month.

How does the business look today? Where are you today with this business in terms of. I'm not looking for numbers. I'm just looking for overall, just the effect it's had on your life. Like, where are we today? Bring me up to the current Scott Bossman situation.

Well, I have well exceeded my income as a physical therapist to the point where this last six months has been very difficult for me because I felt like I was spending 80% of my time in my job, which was yielding a small percentage of the results. And I was spending maybe 20% in land, and that was yielding more results. So we decided to take a leap of faith. And at three years and one month after our first sale, I did resign last Friday from my full time physical therapy job. And I am now very, very part time. We're planning on like maybe two afternoons a week, something like that.

That's awesome. Congratulations, my man. Can we have a toast to that?

Should we bring Matt Worms up for a toast?

Yeah, because I can eat something to toast you to. I gotta have a drink in my. In my. Here he comes. We gotta toast it. But I don't have anything to toast.

Him with you out. Nothing.

I gotta fill it. Are you ready?

We ready? Scott Bosman. Look at him, quitting jobs. Hey, Prost, everybody.

Ah, Prost. Good work.

This is the pot we poured in. Am I good to go?

Yeah, you're late.

Get going, you know, pick up the pace.

You are late.

Into my chalice.

You almost spilled.

Whoa, clown.

Uh oh. Uh oh.

Oh, my God.

Getting ugly, ladies and gentlemen. It's getting ugly. Who is Anybody else, like, want to start crying? Is it. Is it just me right over this story?

I got something to say.

It's kind of deep tonight. The freedom.

Did you not hear that?

I couldn't make out what it was.

We were.

We were talking over it.

I got another one.

There it is.

Nice. George Michael. That's the one.

That's Scott Bosn's favorite for sure. It's an inspiring. It's a little. You have like a little mini Scott Todd moment there. Scott Bosman. It was.

Oh, that's awesome.

Nice. Yeah.

No, that's a great story.

Yeah. It's been a phenomenal ride. It really has. And couldn't have done it without the mentors in this community. And it's hard work, Matt. You know? It's hard work. Yeah. Just gotta. Gotta keep moving your feet. And you'll do it.

I'm loving it. That's awesome, Scott. Really? Another one.

So I think we need to thank you again. I appreciate it. Thank you. I think we need to lighten the mood a little bit. Things are getting a little too serious.

Yeah, I'm getting ready. Little tear there.

I was getting misty.

I was.

I was gonna post that in Facebook and then I'm like, people are gonna think I'm a jerk, but, like, I'm like, oh, my God. That's like. That's legit. Yeah.

So how are we gonna lighten it up? What are you gonna do?

Well, we're gonna. We got. We need it. I think Matt should stick around for this segment because he is an east in a Boston laga.

Do it.

Boston la.

Last week was an epic fail.

Last week was an epic fail. Do you know why I was thinking about this? No. I was thinking about why. I was thinking about why you didn't say it right. It's because you've been talking to me too much. I'm wearing off on you.

Eh? Okay.

You start to see your R's more.

I don't think that everybody listening to this in rerun land understands the bromance that's going on between these two guys. But, you know, it's. What time did you guys first talk to each other this morning? What was that? Was that 7:30am Central?

Yeah. Yeah.

The wives are. The wives are getting nervous, ladies and gentlemen here. Nightcap. I can tell you that.

No, there's nothing to be nervous about meeting. This is my favorite one, Matt. My favorite.

The cheetah.

Don't play cards with a cheetah.

This is just a little fun for the community. It's time for the Boston Lag Award of the week, AKA what the bleep are you saying, Mike Zano segment. In this segment, the community will learn a word that is commonly mispronounced by Bostonites. By the rest of the world or you. Works like this, Mike. I'm going to spell a word and you're going to repeat that word back to me.

I'm ready.

Ready. You like that, huh? I think we're gonna do a classic. We're gonna do a classic one tonight that we haven't done.

All right.

I'm nervous because I messed up last week.

Do better.

Pac.

Pac.

That is Pac.

Pac. P. Okay. Pac. Yes. You didn't let me down tonight.

No.

Pac.

The car. Park the car. I get it.

We're.

God.

There it is. Yeah. For the world.

Anybody who wants to hear it, there it is.

Let's go. Let's go back and let's take some questions. And then we have a special. We have a special gift for the community. Remember?

And I do use profit first, Jeremiah.

Yeah. Yeah. So let's go back. Let's see here.

Dana has a good question.

Do you think It's. Sorry. Jeremiah McCann. Well, let's congratulate Jeremiah McCann because he says. Getting ready to write two checks totaling 1250 for nine lots. Nine. It's insane. The potential that is here. Jeremiah. That is awesome. Congrats. I've noticed that you've been very active in the Facebook group lately. So it looks like you're doing really well. Lisa Torres, is a landing page necessary? Mike, when selling.

You know, nothing's absolutely necessary. You know, certain things that help. I think the biggest thing that's when selling is just consistently putting ads out there. Right. You know, there's. There's things that can help. But.

Let'S. Let's talk about selling, Mike, real quick for. So let's talk about selling for people who are just getting started, like. Because I've seen some chatter this week in the Facebook group about how people are acquiring properties. Maybe it's because of the market or whatever, but they're having a hard time selling.

Well, I don't know, because they either knew. If you listen to a lot of our Roundtable podcast, we're talking 40, 50 leads before you sell something. So that's a lot of effort. Right? So I really don't know the people that are, you know, how many ads, how many people they've talked to. It could be like, geez, I talked to five or six people. Is this thing ever gonna sell? Well, yeah, this is a numbers game on both sides of the equation, so can't forget that.

Right.

We got two gas pedals. You know, I know. Scott Todd talks with us a lot, too. We do, you know, mailing and marketing. You know, you got to throttle down. You got to talk to a lot of people. That's why when it gets to a point, you're at a high level of really acquiring lots of properties, you need a sales manager. Because if you're talking 40, 50 leads per property and you got 10 properties, you don't have the time of day to be on the phone like that. You just don't have somebody else that can handle that. So I think first and foremost, I'd say, well, re examine. Like, are you saying that you've had 40 or 50 people you've talked to and nobody's bought it? Okay, well, let's relook at the pricing. Right? But, you know, it does take a lot. It's not. I mean, it's easy, but it's not. It's consistency. And consistency is difficult.

Consistency is difficult. And it's, you know, you really got to kind of be a jack of all trades with different systems. So you need to market on Craigslist, you need to market on Facebook. I've been marketing on Zillow and I've had good, good leads.

Different properties work different areas. Right. And if you only have one property and you're really focusing on, I mean, that could stress you out. That comes down that's where the mailing feeds into the marketing. Because if you had a few different properties and different, you know, I'm not saying go get three or four areas, but if you had two areas, right. You had a few different properties mixed in between those two areas, you know something's going to sell. Other things might take a little longer, but they'll sell. There's always going to be something moving. But if you have that one product, just like if you only mail a little bit and you only have one property to choose from, then that makes you, I got to have landitis. You can pay too much for that property because you feel that pressure. And the same thing will affect you when you go to sell. You have this one property and you gotta. I gotta have, I gotta sell. Itis, right? It's like, oh my God, I'm gonna, you know, and I can't tell you in the beginning how many times I kind of felt that way and I sold something, still made good money, but I could have made a lot more money had I been more patient and not really trying to rip it out.

Right, right. So advice for somebody who, who has gotten a lot of leads and they are marketing on multiple platforms, but the, the property is just not selling.

Yeah. Well, then, you know, maybe this time to re examine the pricing at that point. And again, look at how you're advertising. Are you advertising the cash price, the terms price? I mean really a great way to go about it is to, you know, Scott Todd talked about it, advertise the lowest price. Right. The terms price. And then you will find people that will also the cash. Scott again, Scott Todd was talking about this when he, when he was talking his first experiences selling land and he needed a cash deal. And Mark's like, the cash will come. It will, those deals will come. There will be people that will make you cash offers. But really you want to get them, get them in the door, get their attention with that low, you know, that monthly. Right. So how are you advertising? I'd still re examine that. What is the pricing? How. But how are you advertising? What are your terms? Are you expecting that you're gonna get a 499 DOC fee, a 499 down payment and 499amonth. Right. And they're gonna pay you all at once that $1,500 if you expect that. Well, that might take a long time to sell. Right. Maybe it's nice that you want that, but it doesn't mean you can get that. Right. I mean, we have the formula that we have. We want to get our money out within 10 months, but don't try to push your agenda onto the property.

Right. That's great advice. And I think we're all guilty of that because, I mean, I am, you know, yeah, I want to get my money out in 10 months, but boy, I'd really like to get out in three months. So let's put a higher down payment in, right? Put some higher monthly numbers in there and see what happens. But I mean, if you're not. If you're. If you're not moving the property, restructure, you know, get that down payment down as low as possible. Get the monthly payment down as low as possible to get your money out in even 12 months is a good deal. Right?

And remember, just like Tate always says, and I think he typically references this on the buy side, there's no land emergencies. Well, that transfers to all side. There's no land emergencies. These properties are going to sell, right? That consistent marketing. But don't just focus on that one, like hyper focus on it, right? It's just not going to. It's going to atrophy the rest of your business if you hyper focus on that one property trying to sell. And then all of a sudden you start to neglect the mailings and your acquisitions. You know, use that as a. As a bounty. You're not going to lose money. If you follow the way we buy property, you're not going to lose money. But maybe you need to buy them even cheaper next time, right? To make even more money. So use that as a. This is a reference point. This is you're learning from the market. You're continually adjusting and moving forward. So just keep hitting it, you know, and that property is going to sell, right? And change it up. Like you said. Try a different platform. Try it on Facebook. Try it Craigslist. Land Moto. There's been more and more people, I'll tell you right now, getting sales off a land Moto. I see it all the time. That, that is. That is very up and coming. That is Scott has put a lot of time and effort, a lot of money into that, and people are getting results from that. So I know that Jeff.

Jeffrey Pierce.

Got his first deal off of Lane Moto. So, you know, look at that. Get it out there. Make sure that you're in the right. Think he's got a few subscription rates. I don't know which of which, but you know, I go for the highest one because you want to get your deal the week out there. Get that thing Noticed. Just keep mixing it up. Keep mixing up. Ebay's there, right? But ebay is fickle. I know I made a lot of money ebay, but that's because I bought property. Right. That was good for ebay. Right. So you can't just press your property onto ebay and say, hey, I'm gonna make a bunch of money here, because that property may not be fit for the ebay flea market. You know, just. You have to examine it. You have to kind of look at what's going on.

Awesome. Another question here, and then let's play the. Let's play Aileen's gift to us. Alex Luna says, what's the average time a property will sit in your inventory before it sells?

Go ahead.

Well, I mean, so, Alex, this is one of the things that. That fluctuates with the market. It also. It also depends on what type of property you have. The larger acreages sometimes take longer to sell. So, you know, I think. I think it really depends. The ideal is 30 days. I mean, we want to get rid of that thing in 30 days. If you are marketing in all of the right areas at the first frequency that you're supposed to be marketing, I think getting rid of the property in 30 days is quite high. You can get 50 to 60 leads pretty quickly on a property if you're hitting all of the areas that you need to hit. But. But I think it really does vary to some degree. But at 30 days, if you haven't sold it and you've gotten a ton of leads, that's when you need to think about restructuring or if it's a parcel of land that you are hating to deal with. I've had these before. Wholesale it or sell it. Just sell it to somebody for a quick cash profit.

Can we talk about those leads? So a lot of new people coming out of flight school, you guys say 50 leads is what you need to sell a property. Is that 50 responses? Is that 50 conversations with people that you eventually can get on the phone? Is it 50 interactions? What does that look like for you two?

Yes. It's not the same person. Like, we're having, you know, 50 conversations. It's definitely just a numbers game, and I think they use 50 as a reference. But I know when I talk with my sales guy every day, you know, we get a. I don't want to say shit ton, right? Get a ton of people that call. You know, his motion starts, and there's officers start coming in. But it takes time. It's a critical mass point. You got to get to. Not all. Some properties are very like, boom, they're gone. But if you buy a property, like maybe buy a property for 5, 6, $7,000, which you don't have to, but I do because I like to get those big cash sales. Those take a little longer, but I'm comfortable because I got a ton of little ones, too, right? I got a lot of things happening all the time. But specifically, yeah, there's. We're talking, like, I guess I'm referencing 50 leads. Like 50 people that are 50 different people responding to these Craigslist ads, coming in, coming in as new. New people added onto our buyers list, coming in and talking to us. And eventually, you know, it basically 50 represents like a whole bunch. It's. Right. It takes a lot, you know, and they can say 50. But I think it's just really meaning you just need a lot, a lot more than I think most people think. Right? It's like, oh, my God, I just talked to this many people, and I remember I was talking to one of the guys in the community, and it was like two or three months, he and his wife were just like answering the same questions over and over and over again. Like, oh, my God, I'm sick. And then they sold like five or six properties a week. Like, that was like three months after that, Right? It was like it took them that long to kind of just go through this. And they were like, how many more times are we going to answer these questions? Well, yeah, the same people, different people can have the same questions. It's repentant. It's Groundhog Day. It's not the most exciting thing, but again, you're not going to do that forever. If you're going to be, you know, building your systems in your automation, you're going to end up farming that out to a few people or one person, and they can take care of that. But, yeah, it takes a lot of interaction. You got to kiss a lot of frogs, right? And then it's just. There's no easy way around it. But guess what? When it comes through, it's awesome. And then it comes through again, and then it comes through again and. And that really inspires you and motivates you. I know it does for us, and I'm sure anybody. It does.

Awesome. All right.

You got something to play for us.

Yeah. So, Matt Forbes, do you need to. I'm gonna have you post to the comments. To the comments some lyrics here in a minute, but here we go. So this. Today, Mike and I were surprised by Alien De Augustine, who just started flight school. And if some of. Some of you may remember from the musical episode a few weeks ago, August 30th, by the way, go check it out. Because there were some killer songs sung. We sang. There's no lip syncing going on. There was singing.

No, that was. That was clear.

August 30th, Matt.

Nobody misses singing next to that.

Oh, I couldn't be on that episode.

I'm so sorry, Aileen. Actually, she inspired the musical episode because at boot camp two months ago, Mike and I sent her a little video singing to her. Come on, Eileen. We said her name wrong, but we came up with a song. Come on, Aileen. And we decided to do a musical version of Nightcap, and we had a lot of fun. That was a good time, Mike. We're gonna do it again. Yes, yes. I'm already taking. I'm already jotting down songs that I want to use next time. So Aileen, to thank us for her for her song that we serenaded her with, she composed her own song and she sent us today. Sent it. Sent it to us today.

Let's hear it.

So here we go. You ready?

Yes.

Let me find it.

Land Geek omnipresent Mark Podolsky will reach you. Scott Todd takes flight and comes in to teach you. You will learn all the rest from the roundtable's best. With Land Geek. Mimi won't let you forget to price land right. Eric makes your system tight to the last bite. Bearland gives you a peek of land with lakes or with creeks through Land Geek. Then there's Tate. He'll help you research the right spot. Jeannie makes your land deals all sound hot. You're on your way with raw land. Cause they're all holding your hand. With Land Geek. Mike Zano helps you light the fire for deal flow. Scott Bossman gives you faith to know you'll grow. Even if you're green. You'll succeed when you follow their lead. The Land Geeks.

Yes.

You just can't go wrong. They might even sing you a song. The Land Geeks.

That was awesome.

Lots of hearts. Lots of hearts on Facebook for that.

Pretty cool. Thank you so much for that.

Very cool, Scott.

Yes.

This is a pretty cool show. You know, the fact that what you've done in that short period of time is. It's really amazing, actually. And just want to say again that how amazing I think it is. I think that's really awesome.

I appreciate it. It's, you know, it's a little bit intimidating and I mean, it's all these emotions. It's like you're excited, you're nervous, you're intimidated, you're like feeling free. Like when they're, when they're closing out my work email 5 days ago, they're taking away all my passwords, they're taking my badge away. Part of me is freaking out, but part of me is like, this is amazing. Like, it's so freeing. My responsibility in this other realm is really going down so significantly that I'm not going to be stressing out so much. And so to celebrate, Aaron and I went. We went up north for a few days. That's what we say up here in Wisconsin, in Minnesota. We went up north and we were up near the upper. And I went for a hike by myself, a three mile hike. It was the most phenomenal hike I've ever been on because not only was it scenic, but I was just kind of alone with my thoughts. And I hiked up one side of the river and this river is so picturesque and waterfalls just, you know, waterfall down and then goes for a few hundred yards, another waterfall down. So I'm hiking up one side of the river and then across and I hike down another side of the river and I'm hiking down the river and all of a sudden this, this narrow river with waterfalls opens up into Lake Superior. It was the most. It was like this hike for me was symbolic because, like, I don't know, we hike up and down, we go up and down all these hills over time and we feel like we're alone and we feel like we're not getting anywhere. And sometimes you feel so alone that you don't know if you're gonna be able to go any farther. And then all of a sudden you like, you meet new people and you. I don't know, it was just, it was really symbolic for me. I gained a lot of clarity on this hike. And then when I opened up to Lake Superior, it's like this whole very symbolic, like this whole new world is opening up to me. And at that moment in time, like, I felt all this, you know, all the uncertainty, the nervousness that kind of went away and I had this just feeling of peace, like I'd done the right thing, like I made the right decision and I don't know, was. It was a really amazing symbolism for my journey.

Very cool.

So I'll post some pictures of it.

Cheers to that.

Yeah.

So I think we can end, right?

Yes.

Here's what I want to do for a toast tonight. I got a special toast in honor of what's it called? Oktoberfest. In honor of all of the drunkards downtown tonight in lacrosse. So we're going to. I'm going to sing a toast in German, all right? And here, let me tell you what it tell you what it means. Ein Trosse der Gemutlicheit means. A toast to toast to cheer and good times. One, two, three. Drink up. Ready? Ready? Here we go. This is the best part. You ready? Thanks. Slay dry.

Awesome.

I gotta drink a lot more before we do that in real life. The new outro.

I got an outro. Shut that off. I got an outro.

I like this outro.

Orlando is gonna be a problem.

Oh, my.

But I gotta play an outro in honor of you, Scott.

Oh, you didn't like that? There are guys singing in lederhosen.

This is the outro. Can you hear this? Ready? Scott, you inspire me.

You inspire me.

Matt, great seeing you.

We're doing your story next, buddy.

Yeah, next week.

Oh, there it is.

Haha.

Is that Shania?

That's not Shania.

That's.

It's not her. It's. Go get there. I'm looking for it on my phone because I own that song.

What's your name?

There you go, my friends.

Independence Day. All right.

Cheers.

Martina McBride. Prostaggy sicky saggy hoy hoy Oi.