Nite Cap with The Land Geek Guys—Consistent Cadence

Sam, That swivel was perfect.

I actually think it was extraordinary. Is that the right word?

Synchronized? It was synchronized. We were both at the same rotational velocity. It was awesome.

Yeah. You know, that could be like the new Olympic sport. Synchronized swiveling.

Synchronized swiveling. I love it. How's it going? Mike Zano.

How are you? Scott Bossman. And what are we doing here? And why are you wearing that robe?

Yeah, well, you know, I'm new to the group.

I'm new to the group. Who are you? Who is he? What are you doing?

Yeah, what are we doing? What are we doing at 10:30 at night on the East Coast? 7:30 night on the West Coast? Well, back in the day, a little over a year ago, we thought it might be fun to get in the group here at nighttime and talk land investing and thought we'd have a nice laid back theme or laid back presentation. And what's more laid back than a smoking jacket?

That's true. There's a lot of people that are very laid back at 10:39 on the east coast or even 7, what is it, 7:30 in the west coast right now and 9:30 in Wisconsin. So it's time to chill out and talk land investing tonight. Something that's important in that business we talk about a lot is deal flow. And another thing I think is really important that goes along with deal flow is not trying to go too big too soon. You know, why does Scott taught in flight school talk about 20 a day?

Because we don't want you to get overwhelmed. It's a great, it's a great cadence to begin. Because. For a couple reasons. Number one, if you start out and you've never mailed before, let's just say you decide to go crazy and send out a thousand mailings. Right? Well, when you're first starting out, that's not a best. That's not the best idea. Because you need to test the market a little bit with those first mailings. Number one.

I love that.

Number two. You love it?

Yes, because that whole topic right there, I love that.

Number two, let's say you send a thousand mailers to a certain area and you get lucky, which people do get lucky. And let's say you get a 3 to 5% response rate. Well, you think you might be a little bit overwhelmed with due diligence two to four to six weeks after you send those thousand mailings out?

I'd love it. I love two things you hit upon there, Right. Why not just send 1,000, 2,000, 10,000, right. When you're new to the business when you're getting rolling, right? Because, you know, for two really good reasons. One is you're gonna be overwhelmed. The intake is gonna be insane. Number two, that is the. That is the. That is the measure by which we, you know, utilize to judge our offer pricing. If that's the feedback from that, the market or the marketplace or people that we're buying from. So you send, if you throw them all out a thousand or ten thousand, then you just rid yourself of the opportunity to adjust as need be as you go through it. And also, it's going to be a nightmare because you haven't really, in the beginning, gotten down. What we're really good at in addition to land investing. The micro niche. Niche. Our niche trick. Which is what? Niche, Niche. Niche. Nichier.

The niche trick.

The idea that we automate, we delegate the whole idea. I call it the niche or the niche within our niche. Right, the niche within the niche. Not only do we land invest, but we don't do all the moving parts. And so when you get to that point, go ahead, send out 2000, send out 5000.

Yeah. It's a team sport. Eventually.

I love that. Somebody once said that too.

Somebody once said it's a team sport. I added the eventually on there. I thought that was clever as well. Because it's not a team sport initially. Because you need to. You need to learn these processes in and out so you can teach your team later.

It's not eventually. You're right. I love that. Not initially. Eventually. And a lot of people want to get there right away. What's that. What's that word that Mark loves to use when you try to outsource something too quick before you even know how to do it?

Abdicate.

Is that the word?

Oh, abdicate.

Yeah, I love that word. First time he said it, I was like, okay, hold on, Mark.

That's two times now tonight I have not completed you.

That's okay. You know, we're gonna get in rhythm.

Embarrassed.

I had, you know, that's me.

Rhythm.

That's me going through the digital dictionary. Abdigate. Oh, okay. Yes, that's correct. No, you can't give it away too soon. You know, give it away, give it away, give it away now. Not too soon.

Red Hot Chili peppers. Blood Sugar Bleep Magic 1991. Matt Forbes.

And what you don't hear him say under his breath is give it away, give it away. Get away now. Not too soon. He says that.

That's right.

It's not really in the lyrics. It's kind of a hidden.

It'S a subliminal message.

Anybody watching us tonight?

So we have, we have a few watches. Yes, we do.

1991. Is that what you said?

That's what I said. I remember listening to that album for the first time and about 50 times thereafter in my basement bedroom on Orchard Drive in Brookings. So, yeah, we have some, we have some people watching. Please ask questions tonight. We would like some interaction with you folks. Whether it's a newbie question, seasoned question. Let's have some interaction. Yeah, because we're all, we're talking all about rhythm. If you're just tuning in, we're talking about coming up with a consistent cadence.

It kind of reminds me of a John and June Cash song. Is that rhythm? What's that song? I got the rhythm, you got the blues. Is that, Is that right? Is that the one?

Johnny and June?

Is that right?

Now that's before my time. That's when you were in Forbes. Sophomore in high school.

No, no, no. But the whole idea is rhythm, cadence, and to develop that rhythm. In the beginning, it's slow, right? It's just like metro. It's like click, click, click. What's this? This is 20 a day. Click, click, click. Deal flow starts coming in. Now you're starting to have that deal flow pile up and you're like, what do I do with it? Organize it, Keep going. Click, click, click.

But don't slow it. Yeah, slow and consistent cadence.

Yes.

You know what? There's, there's no syncopation. You know what I mean when I say that?

Oh, there you go, throwing out a word, that syncopation.

So syncopation is a music term because I, I actually, I, I, I've sung my entire life. I played my trombone all through college, so I really enjoy music too. What's that?

I did, I played, I played the trombone in freshman year in a parade.

You did not.

I swear to God that I was, for one parade in this town, a trombone player. But then, you know, it just wasn't a great experience for me. I wasn't good at it. And I hate to say this, but I gave up on it. But I, I used to carry that trombone on the bus every day as a freshman. Absolutely.

How is it, how is it even possible?

I probably have one in my parents basement. I'm gonna give it to you.

How is it even possible that we could connect any more? You're gonna give it to me?

Yes, I guarantee. It's still in the basement. My father wouldn't throw that away. It's a trombone dude.

Those old trombones that have been sitting in cases forever, they're like the most. They're the perfect jazz trombones.

Maybe Laura would like me to pick that back up again. She could listen to it. It'd be kind of like listening to the soup song.

Sure, she'd love that. So back to. Back to syncopation. Syncopation is fancy in the music world, right? It is playing notes not on the beat. But when you're starting in land investing, you don't want to do that stuff. You need to stay consistent on the beat at a slow tempo. Tempo, sorry. And as you perfect that song, then you can move forward and get a little louder, get a little faster, get a little bit more fancy with your rhythm.

I like that. I like that. It's like add the half beat in, right? Adding another little beat in there. But yeah, but you gotta stop. So what's so great about the flight school is Scott gets you in that initial.

Boom, boom.

20 a day. 20 a day. @ the same time you're constructing your systems, right? You're starting to get everything in place. So very cool. Someone just posted a question here. Who is.

It? We just got JC Deal. Jc. He and I've talked a couple times or one time for sure and have messaged a few times. He's. He's a new land investor and is taking massive action. So that's awesome. But he has a question.

Too. This is a great question. I wonder if he's the one that posts. I saw someone else posting in the group of asking Mark a question about. I'm not sure if that was you, J.C. but I think it was him. But honestly, we buy land.

Question.

It's. It's all about the recession and how do you prepare. Now you say Grant Cardone is sounding the alarm to prepare for the recession. A lot of things here, right? One thing, number one is we don't have to use outside people's money, right? We don't have to use. Now some people may choose to, but you don't have to. You can pick this business up by your own bootstraps. So these are your own investments and you're not, you know, you don't have to borrow outside money. So you're not like leveraging it that way. Not necessary. Some people might choose to, but you don't need to. Remember, on market, 200 to $2,000, a very micro market and we're buying 25 cents on the dollar. So even if those assets were to depreciate, I Doubt they're going to depreciate so far below 25 cents on the dollar that we couldn't restructure those. As Mark talks about back when the market did take a downturn, yes, some of the notes did foreclose, but he was able to quickly get those back out there and sell them again, just reframe them. I talked to somebody else. I know someone's been doing the business for a very long time and that's the same exact thing that happened the notes came in. But owns them so. Right. That he could restructure and still make them extremely irresistible in the market and sell them again. So we're in a very.

Unique. Yeah. The house or didn't. Didn't mean.

To.

House. Yeah, try it with house. Exactly. And yeah, I mean, we're going to be able to buy land, you know, more cheaply during a recession. And as you said, you know, currently you may have a 10 to 15% default rate. Mark said he felt his biggest default about two years after the recession began. So the first year he wasn't hit too bad. The second year he wasn't hit too bad. It was more at that two year mark where his default rate when I think he said like 40%. But guess what, like, usually when people default in our business, the land is paid for. And therefore as we turn around and sell that land again, like you said, Mike, we're going to make it an irresistible offer to someone and we're still going to be able to move forward in our.

Business. Right. And we'll be buying land even cheaper than ever at that point, you.

Know, so yeah, that's a great question. And I also, there was a, there was a response to that question JC tonight from someone because I think you had, you know, you'd gotten this conversation kind of sprung up from a Grant Cardone interview or podcast or whatever. And the response to you was Grant Cardone would say that if you can sell, you aren't going to have any issue. So, and there is some truth in that because if you're an effective salesman of land, if you know your customers well, you're going to be able to find the buyer. But within that, I think you're going to be able to restructure that deal in a way that makes it irresistible and you're going to be able to sell that land. So hopefully that helps. Mike, you okay? You look.

Confused. No, I'm looking at the next.

Question. Lined up another.

Question. Philip Davis, I had a question regarding purchase agreements. Why do we ask people to Notarize the paperwork. Is it really necessary when you have signatures? I don't have people notarize. I don't know. Is that something that maybe it was a misinterpretation or maybe. Did he hear someone talk about that? Did I miss.

Something? I mean, I think he could mean deeds there. Really. The deed is the only thing we need notarized in this business. When you're buying and when you're selling, when a. When a note is completed and you're. And you're transitioning that property to your customer, that is, you know, that's what needs to be notarized. Now, I have heard of instances where maybe a seller wanted a notarization because they felt it was a little bit more legitimate. Yeah, legitimate. That type of thing. But. And I do know that people. People do get some of their terms documents notarized. Is it necessary? No, it's not. And it is not occurring very frequently. I would say 90% of us or more are not getting those documents.

Notarized. If we didn't answer that correctly, Phil, just repost it a little bit clearer and we'll go back into.

It. He said, sorry, LG pass. You have.

Signatures? Well, we'll.

See. I think, Phil, all. All it takes is you just explaining to the person, you know, these are. These are legal documents. It specifically states in the paperwork that we are the lender and you're the purchaser. And that, you know, there. There are some. There. There are some. I don't want to say bylaws in the paperwork, but there are some. There are some stipulations. Sorry, in the paperwork that say, you know, if you don't get the payment to us on time, you default, we reclaim the land and we sell it again, that type of thing. But I. I have never gotten a notarized signature on any terms deal on any purchase agreement. The only time notarizations are needed are in.

Deeds.

Nice. Awesome. Hi, Kay. My stepmom's watching. Thanks for tuning.

In. Love it. What's this sound? What's this sound? Can't hear.

That. Yeah, I can hear.

It. The sound of our next.

Guest. Sound of our next.

Guest. It's coming in. It's time. I need it. You know what I'm talking.

About. I need it, too. Matt Forbes bringing the energy. We don't have enough energy. What's up.

Buddy? Is he still muted? He's trying to take.

Control. It killed the audio. What's up, Quiet land geeks? What are you. What happened to all you guys? Y'? All sleepy after last week. What's.

Happening. I know our attendance is down a little bit. It's because we don't have. We don't have the stars on.

Here. This is true. We.

All. If anybody. I mean, if anybody wished. If anybody missed our one year anniversary episode last week, go back and watch it because it was a phenomenal episode. We had Mark Podolski on for the first time. We had Scott Todd. He snuck on again. He always sneaks on. We had Roberto Chavez, who was our first guest a year ago. We had Michaela Soresny. She's 21 years old. Killing it in this business. We had Matt Forbes on the airplane. Who else? I'm missing.

Somebody. And in a.

Cot. And Evan and Chloe. Yeah, Evan and Chloe, who have done eight cash deals since.

November.

Jealous. I'm jealous of the two of.

Them. I haven't done.

Anything. They started flight school in.

November.

Yeah. It was a good.

Episode. It was a good episode. Yeah, I was so I watched part of it because I'm like, I wonder what I look like when I'm driving with the lights on in my car. And the answer is not so.

Good.

Creepy. Yeah. No. Super creep show for all the people on 195 in.

Massachusetts. That was.

Me. And my lights were on. People thought I was hammered, so. All right, we raise a glass here. Let's pour a little cocktail. Action. Right? Get ready to.

Go. How about you guys run to the fridge? Can I run to the fridge quick? Yeah, sure. I'm out. No.

Jackie. Jackie's on. My wife just joined. That's. That's not.

Good. That's not.

Good.

Scott. You know, this would be a great time to talk about something new and.

Exciting. Ooh, yes. Should we. Should we. Should we share some letters first or should we. Should we talk about that.

First? Ooh.

Easier. Matt likes letter.

Game. Let's go. Letters. I'm in for letters. Let's go. What do we.

Got? We ready lined up all right here? Yeah, hold on. Let me. I'm trying to invite someone to the nightcap. They're trying to get on. Not a guest. He's just trying to. He's trying to get on. So I'm trying to help him out here. So what we're gonna do, though, is we are going to. A few weeks ago, we started opening some letters online, which was kind of fun. Mark used to that a lot in his coffee.

Talks. I watched.

Those. Yes. And it was fun because Mark would open. He would open the mail. He would look at his accepted offers. That type of thing. So I do have a few that I can share with people. Matt, do you have.

Any? All mine come through Traveling Mailbox. So I actually don't get letters at my house anymore. But I will tell you the funny one that I got from last week. This one isn't it. But it was signed and it was like, I'll give you 49 cents for your property. And then the woman counteroffered with the exact same amount. So it's like 798 63. And she wrote 79863 and signed it. I'm like, that's not that great of a negotiating tactic, but I'll buy that land. That sounds.

Great. So awesome. Good for you.

Dude. Yeah, I had a bunch, actually. I've gotten like, I gotta go get more hours with the land geek vas. Because they're. They're running about an hour a day. I'm buying a bunch of properties. So it's crazy. It's.

Good. Awesome. Well, I have a few electronic ones I can show you. I haven't gotten any physical letters here, but let's see. So here's, here's the first one. I offered 1177 on this 4.7 acre lot. And there's a little scribbling here and there. So he countered 1700. He set up here. Okay. My final acceptance is 1700.

Cash. This guy wasn't sure.

Huh? Due to me on closing taxes are current property values 3200. So you cannot lose. Well.

Wow. Watch.

Me. This. Yeah, this was, this was a good one. Because you know what I did? I emailed him right away and I said, roy, thank you.

Huh? Cannot.

Lose. Yes, cannot lose. I said, roy, thank you for your signed purchase agreement. We're definitely interested in purchasing from you. I do need to tell you that we need to keep our numbers tight on these deals. And knowing this area, I'm not going to be able to go any higher than 1250. Yeah, baby. And guess what? He emailed back and said, I'll do 1280. So basically he said, I'll split the current tax bill with you. I'll accept your 1250 offer, and then I will split the taxes with you that I just paid. So the $60 in taxes that he just paid, he wanted me to pay $30 of that. So we agreed to 1280. So that shows you right there. What's.

That? Good.

Deal? Yeah, it was a good deal. It was a great deal. That shows you right there that you should not balk at these.

Counteroffers. One problem with that deal. Yeah, this is just me. So, you know. You know, you're. You're better at this than I am. But anybody who's got an email that says, let's go shootingmail.com offering that guy. It's just me. I don't know. You know, he's. He's in wherever, Texas. But that's not. That's not the email handle I'm looking for. That's all I'm.

Saying. I just emailed.

1800. Maybe you did.

Huh?

Yeah. Too bad. I already purchased it, so you.

Better email me, I think. Look at. We got Tate, who joined the. The audience. Look at.

That. This just happened last week. All right, here's another.

One. Here we.

Go. This is from a trust. 1.17 acres. I offered him 600 bucks. Yep.

Nothing. Nothing but a stand. We call that the.

Stamp. No.

Signature. Love.

It. No phone number, no nothing. So this is one of those instances where I may need to either look them up on Ben Verified or Intellius and try to give them a call that way, or maybe just send them another quick little letter in the mail that says, yeah, I'd definitely be interested in purchasing from you. So that was a little frustrating because I think it would be a good deal, but not. Not a loss.

Necessarily. The Pincock family.

Trust. Yeah. Now everybody quit. Quit looking up my. Quit looking up my.

Buyers. That's what he's doing. Look at Zano's face. He's already purchased that from them. That's what he's doing right now. He's frantically buying properties. I love.

It. You're a.

Jerk. Do you say Tate's out.

There? Yeah, Tate.

Joined. He said, hey, boys, thanks for joining us. Tape. We're just, you know, letters. And then I did have another. I did have another one that I won't throw up there because I don't want Zaino trying to swoop in and steal the deal for me. But I offered. I offered 1227 for a 5 acre parcel, and he countered me with 1500. Firm. And he is firm on that. I've spoken to him multiple times, but I think we're gonna be all right with that price.

So. That's.

Awesome. Yeah, I think.

We. We should do this too, while we. Tate's watching. Not. Not next week. I know Tate is not gonna be available the week after. We gotta get tape back on here. Tate, we're gonna publicly invite you right now. Not this week. Coming up. I know you're not available the following week. We need you on the nightcap. We'll bring him.

Back. He has to come now. I love.

It. That's why I did it.

Publicly. So it's all about.

Public. People love watching tape. In fact, if you want to watch Tate. Where can you see.

Him? Yeah. When is that coming out? That's what I want to.

Know. It's just about.

Ready. Yeah, let's.

Go. Looking.

Over. Let's go over to his.

Shoulder. Does that. Let me ask you, point of parliamentary procedure. If I watch Tate over his shoulder while he's bike riding, do I get the credit on my peloton for watching.

Him? He's a real.

Biker. Yeah, I know that. Like, look, I'm just trying to get the credit without doing any of the.

Work. I don't know. That could.

Count. Come.

On. All right. Not gonna happen. Anything.

Else? No other questions out.

There? No other questions at this point in.

Time. Back to the idea we were talking about cadence, rhythm, and syncope. Isn't that like passing out.

Syncopation?

Syncopation. It's very close to the word fainting, isn't.

It? That's pretty. That's probably the same from the same derivative. I don't know. We'll have to look that up. Matt Forbes looking it up right.

Now. I could tell he's digging into.

It. Syncope.

Syncopation. I don't hear you guys use words. I'm.

Unfamiliar. I love the Scott. He hit upon a really good topic there, too, is the idea of the retrade, as Tate likes to call it, and the idea of, okay, you have these numbers that, you know you want to buy, and the sellers over here, some kind of conversational. If you're going to talk to them on some email. How do you go about, you know, kind of nudging them? Or I call it the dose of reality. Right, where they want to have this amount, but the reality is we can buy from this amount. Do you have any tips for our viewers? Because that's an important subject.

People. There's a. We did a whole nightcap episode on devaluing the land, and that was. That was a good one. But, yes, there are all different conversations you can have with these buyers, with these sellers. You know, number one is, you know, I. I've been working in this area a long time. I'm buying lots for this price. I really don't want to be into this property for any more than this. I'm likely doing one of a couple things with this property. I'm either flipping it for a quick, small profit, or I'm selling it on terms it's going to take me a long time to get my money back. And so that's one method, right? You're just being upfront transparent with them about what you're going to do with the land. Other methods are maybe in your due diligence, you find out that, hey, the road access is not the best. Down the block, it is. But this particular lot, the road access is not good. Or maybe there's a storage container that was left on the land, or Maybe there are $500 in back taxes. So this, that and the other thing, there are a lot of things that could sway that person down from their original counteroffer and make them realize that, hey, I have a buyer on the line and I don't want to lose them because we are doing these people a favor. And when you. When you play that card as well, listen, Mr. Smith, I can make this really easy on you. I can have a check to you in the mail in a day, and this will be off your hands. So that's another strength, I.

Think. I think it's important that people realize that, you know, we come upon a number, that's the number you're going to receive, right? There's no other hidden fees, no other hidden commissions. This is like, this is the number you will receive. And I thought it was interesting how you had just talked about reasons to devalue the property, but it's interesting because Mark used to talk about this a lot, is the idea of something that you use on the buy side to devalue, but when you sell it, you add value. So, yes, it's got no dirt, it's got no road access. You tell the guy when you buy it from, then you tell the person selling to, yeah, look at this. No one's gonna bother you. It's so hard to get to. You're gonna get. There's gonna be like, no. No traffic going by you. It's gonna be just so, you know, remote and so relaxed without traffic everywhere. Like, you can play it on both sides.

Right? So I'll tell you from a sale, you know, from a sales perspective, right? What Bosman you're talking about is always the takeaway close, right? And the reality is if somebody emails you back or faxes you or sends you a letter, takes the time to actually send. Sending a letter. Like, who sends mail? Yeah, they're pretty interested, right? The only phone calls I've gotten recently where someone like, you know, was just way out there is because I screwed up my offer letter. And, like, I offered them like, $637. 4, 5, 9, 8 7. And they're like, what the hell is that? And I'm like, yeah, sorry I screwed up the Excel. I'm sure it's just the first two or three digits, right? Anything to the left of the. Excellent of the, you know, the period. But other than that, you know, people who are coming back to us, they're coming back for a reason, you know, like, it's not that complicated. They have this, and they overwhelmingly don't want it. So when you go to them and you say, you know what, Scott? This is all I can afford, and it's okay if you don't want to buy. I understand it's lower than what you could get yourself if you wanted to put all the work in. You know, if you want to go do that, go right ahead. That's fine. You know, you just take that right away from them. And the number one thing that new salespeople in general don't do, and I'm sure a lot of people who are new to this business don't do, is they're afraid of doing that because they're afraid they're going to open the door and the guy is going to walk out. And I've got news for anyone who is in that boat. Open the door. If they walk out, no problem. There's a hundred thousand lots you can go buy in other.

Places. Most of them.

Won'T. Most of them don't want to keep paying taxes. Right? Most of them don't want to sit around and. And own this land that they hate that their mother gave them when they died. They don't want.

It. Let.

It. Let it go. It'll like most of them, come back, right? Am I.

Wrong? No, you're not wrong. All you got to do, Matt Forbes, is keep marching to the.

Mailing. Marching to the.

Mailing. Like.

That. Oh, look, there it is. There it.

Is. Look at that. Keep marching. Keep marching to the.

Mailing. I love.

It. That slow, steady, consistent.

Cadence. Yep. Yeah, it.

Does. Right.

Left. I will. I will tell you that I haven't. I've been a super inconsistent.

Mailer.

Right. And I'm like. But I'm. But I'm mailing the right amount. Like LG passes. I mailed 437 in the last 30 days, but I haven't been consistent until the last few months. And now it's. It's starting to pick up. It's starting to go like. I was talking with John Burnett, who's. Who's in the coaching program. Or as I refer to him, Handsome Rob, because I didn't know his name one night when we were out to dinner. So I called him Handsome Rob all night. I don't do names for everyone out there. Like, you know, if you ever meet me for some reason, introduce yourself with your name the first 25 times we meet, because I will not remember your name. I don't do names. And, you know, and he's like. He's doing hit. He's like, doing this. It's going for him. It's really, really going. It's awesome. And I'm like, when I grow up, I want to be you, Handsome Rob. That's all there is to it. But it's that mailing. It's that mailing of just consistently doing it. And we were talking about how much the intake with my wife today, like, how much, you know, we're spending an intake. And I'm like, it's the best. A hundred dollars I spent in the last month was this week on someone else doing all of this, because I never could have done it, because they're working just an hour a day, hour and a half a day. I'm just on that. So that flow, you got to stay in flow, you got to get in flow, and you got to stay.

There. Yeah. You got to create the deal flow, you got to stay consistent. And then I. I think the, you know, the idea of cold blooded thinking is critical.

Thinking.

Right. You got to know your numbers, stick to them. And I love what you're saying about taking it away, Matt, because one of the things we'll do, we're talking to someone is like, listen, just, you know, sometimes I need that dose of reality. It's like, I know, like, we've had instances where people will mail them, say, 1500, and then they're looking at 2000. And then we'll call them back and be like, you know, everything looks great. Unfortunately, probably not gonna be able to do this deal. But it's not on my end. It's your end, because you're just gonna not like. You're not gonna like the number. Unfortunately, you know, it's actually less than what we even offered you in the first place. And, you know, I go in and we just tell them why. The reason is that we've, you know, when we start out milling an area, we do a, you know, kind of a generic number to kind of. But then when we get the actual deal, we dig into that deal, we dig into the comps, and unfortunately, the comps in the situation just don't support what you're looking for. You know, you tell them, I advise you, you know what you should probably do? Go work with a realtor. Then you tell them about how the fact if you work with a realtor, they're not gonna want to deal with this property. What realtor is gonna want to sell a $1,500 property? Right? That's not really motivating. But I can tell you, if you do decide to work with us, it's quick cash. Like, you know, this never works out, and you really want quick cash. We're the guys to talk to. Call us, we'll take and act like. Almost like, basically act like we know we don't want to want the deal, right? And then all of a sudden, it's like, whoa, how much can you give.

Us? Right? Dana, what you just said, like, that is the answer. So when you're a sales guy and your VP of sales is breathing down your neck to hit your quota, you almost never hit it, almost guaranteed, because you're just gripping the bat too.

Tight. You're.

Going. You're chasing all the wrong deals because of the deals that you see when you're the number one sales guy at a company and you're slamming quota and, like, you know, deal starts to fall apart, you're like, £.

Sad. Go.

Ahead. And then they come back, and they come back much stronger than they were, as if you were chasing them. Like, that's just the way this thing goes. Like, you gotta. You can't grip the only mail.

A couple letters a week because you don't have enough deal flow to support that.

Process. That's why you need the flow. It gives you the confidence. Look, we had a guy. We had a guy this week, a guy and a gal, and we screwed up. Hey, look at this. I'm not perfect. My VA wasn't perfect. We sent mail. It went out. They got the offer. They came back and accepted. It magically went. It went to the wrong address in the wrong town, but still ended up at the person. They came back. We said, great. We mailed the D. I even mailed him a check. Guess what? They never got it. Why? Wrong address. We go back, we fix everything. It goes back out. Guess what we did. We had the wrong address after that. Then they had to go to the post office to pick up. And the woman's like, you know what? I don't know. This is no good. I'm out. Like, I don't want a piece of this. And so I left her message. I was like, hey, look, I get it. Just wanted to call and apologize, you know, I'm really.

Sorry.

We're. You know, my intake eye is new or whatever. I made something up. Like, no big deal. And, like, I would. I would bet you money that tomorrow she calls back and goes, yeah, you know, okay, yeah, let's. Let's do it. Because it's either me or it's nothing. Like, do you want fifteen hundred dollars or do you want to go pay taxes? We already both know you don't want this land. You already sell it, so what's it gonna.

Be? And when we're like that with truthful people and we're honest, not front with them, they recognize that, and they appreciate that, and they're willing to work with you because they know you're not trying to just blow smoke at them. Right? You're really being. This is, like, legit. This is. I tell people I'm looking for truth and transparency. That's what I, like, I think is important here. So I'm gonna tell you exactly what's going on. And, you know, I tell people what I'm gonna do with their land, too. I used to worry, well, what if they know? What if they ask me what I'm gonna do with it? Are you gonna enjoy that land? You know, and, like, what if they know I'm gonna go now? You tell them the truth. And the truth is really what conveys that kind of trust and then allows you to buy it at the right price, too. So, you know, it's.

Important. You guys know Mitch. You guys know Mitch.

Right? Mitch.

Mylon. Yeah. So for anybody who didn't watch the Monday's call, right? Eric was running the call Monday. And, you know, Mitch is like, so I. So I bought this woman's property, and then I accidentally, like, added her to the buyers list. And so. So, hey, she's the deal of the week, like, right there. And so I'm sitting there, like, on the call, and I'm like, oh, this is not gonna go well. And she goes, she called him and was like, I'm so happy for you. I'm so happy somebody might buy, you know? And you're like, that's. That could have gone a different way, but it didn't.

Like. Like, she's.

Excited. She was happy with what she got with whatever that was. I don't even know the deal.

But, yeah, it shows what a burden that property was.

There. Exactly. Exactly. And that's why. That's why people who get back to you, they. You know, they're not getting back to you because they want to go talk to someone who sent them a letter.

Right? Yes. It's awesome. That's amazing. Keep marching to the mailing. Mike, start out. You start that because it's.

March. You're saying.

That. Yeah. You start out in this.

Business. Mailing.

Madness. You start out in this business as the third trombone player, Right. And as you go along, as you continue to march to this march, to the beat of the mailing, and you gain a little bit of experience. You became. You become the section leader, and then guess what, you become the drum major. Later, you're leading that entire.

Band. When do you get to become the person who rides in the car? Because that's the person I.

Like. So this one time at band camp, this.

Girl. That's not appropriate at all. No, I know what you're talking about, Officer Anne Marie. Anne Marie, turn his camera off. All right. We're going to do one other.

Thing. He's in.

Bed. Mike, I think we should share with the community what we're up to. We're going to do a new.

Thing. What the new surprise.

Is. Should I play the.

Opening?

Yes. Should we save.

That?

No. Play it, play it, play.

It. All right. So we got to talking the other day back when Mike and I got into this a few years ago. Well, one of my favorite things, anyway, was listening to all of these student success stories on Mark's Best Passive Income Model Podcast and Matt Forbes. You can attest to the fact that it's really cool to hear stories of people at boot camp, right. Who have had success in this business. And we kind of wanted to bring that. I mean, we touched on that a lot in Nightcap, but we thought it might be time to show a little bit classier side of Mike and Scott. So we're going to start doing a show on YouTube live. Nice. YouTube live. And here's what it's all about.

Ready? Play.

It. All.

Right. I'm going to share my screen. I'm going to optimize. Optimize my sound.

Ready?

Ready. You see.

That?

Yes. That's what this.

Was. I saw. Here we go. The Land Geek programs have changed many lives. On this show, we talk to Land Geek students live. We are Scott Bossman and Mike Zano. And on behalf of Mark. Mark Podolsky, Land Geek, we bring you the Land Geek Spotlight. Get ready to be inspired. That's the intro to our new show. I know, I know. You could have done.

Better. I. No, no, no, no, no. I don't do stuff like.

That. That was gonna be a YouTube.

Live. YouTube Live? What is that? Coming.

Out? First.

Episode, Friday morning. This Friday, March. March 30th. What time we doing it, Mike? 10:00pm Eastern. 10:00am.

Eastern. That's.

It.

Central. But it'll be there for all to watch. There'll be a link. Will we post the link in the.

Group? We'll post the link in the group for sure. So we're going to be featuring Land Geeks, and we're going to be asking them questions about their journey, and it's going to be a lot of fun. And you know what? You know what's really cool about this, Mike, is that we have a lot of people to talk.

To, a lot of stories to share, and that's where the magic.

Is. So the magic is. So we're excited to do.

It. That's.

Awesome. Melissa Stupor says, what is YouTube.

Live? That's why I was.

Laughing. Live is so mark has a YouTube channel. For those of you who don't know, there's a ton of stuff on Mark's YouTube channel, YouTube.com the Land Geek. You will find a ton of content from Mark Podolski from even five, six years ago when he's first starting to teach. And so we're going to be posting in there. You now have the capability of broadcasting live on YouTube just like you do on Facebook. And we're going to see how that.

Goes.

Awesome.

Cool. All right. What do you.

Say? What do you say? Kind of a tame episode, huh, Matt.

Forbes? Well, you know, sometimes we're going to lay back a little bit, but recovering, that's.

Okay.

Recovery. Last week was pretty. That was a long.

Episode. Last week was a long.

Episode. Started that episode when I was literally on an airplane and I had pulled into my house when the thing was.

Over. No.

Way. Yeah. No. Like, you guys were like, wrapping up the call and I went to my profile picture, Tim. Like, I need to go into my house.

Now. So that was a long.

Call. That's providence all the way to my house. It's a lot. Yeah, that was.

Good. All right, so, Scott Bossman, you can bring up one of your famous.

Toasts. Just. Just keep marching to the rhythm of the mailing. That's. That's what you got to do when you're first starting out. You will become the drum major of your own band someday. Your own land investing Ban.

What? No, I was just thinking of trombone. And back in the day, the parade that I was in. Gap lips. It was a really nice.

Experience. All right, guys. Thank.

You. All right. That's.

It. Signing.

Off. Here we go. We're gonna do the outro. Join us Friday, first.

Ever. I'll watch. We'll post it in the Facebook group as well. Yeah, we'll be live on.

YouTube. Land Geek.

Spotlight. Come. I'll make call calls and watch at the same.

Time. YouTube channel near.

You. Remember, it's.

Classy. That's.

Acceptable. Lots of.

Drinking.

10Am what.

Happened? What.