Nite Cap with the Land Geek Guys!

And this is the place representing. That's where you're coming someday, boss man.

The peddler's dada. I'd love to go to the Peddler's Data with you.

You're coming. You and me and the fish and chips.

All right. I can't wait. That's it. I love the hat, by the way.

I'll get you one. I'll wait till you go there, then I'll get you one that night.

Yeah, for sure. We gotta wait, so. Well, we should tell all of our listeners who we are and what we're doing here.

Yeah, we are the Marmot Twins and we're Land Geek guys. We come on every Wednesday or Thursday night now, depending on scheduling. And we talk about land investings. Land investing. We work with Land Geek. I like to say that we are Land Geek. So Mark used to be the Land Geek, and now there's like a handful of us who are now Land Geek. And I think that's pretty awesome. So we talk to people about how to invest in raw land, how to develop passive income, how to buy an asset for 25 cents on a dollar and sell it for 3 to 400% or more ROI, how to make a greater than 70% yield if you want to get Scott Toddy. And toddy, by the way. So it's a pretty cool business.

I love the Scott Toddy. That is awesome. It's like the hot toddy that I like to have at Christmas time. But it's the Scott Toddy. We get it every day.

Yeah. So it's a pretty cool business. A firefighter, a physical therapist, pretty much anybody who applies himself to this recipe can do the business himself or herself or collectively. We have couples doing this business. We have fathers and sons and daughters. We have just an array of people that have just taken advantage of learning the recipe and creating passive income. I, you know, what I love about is the fact that we continually have people that, you know, get their. Themselves, their wives or both of them out of a business, out of working a job that they just don't love.

Yeah.

They can be home, work together. This happens over and over again. So we're just here to talk about tips, tricks, tactics, I don't know, struggles.

We got, hey, we got a lot of people. We got a lot of people chiming in. I. I gotta say, we gotta say hi to a bunch of people. So Darren, Nick, Darren Nichols, Keith Forche, Chad Swanson, Kevin Pierney, Ben and Sandra Jensen, Frank Leah, Peter Zerios. We got quite an audience. So Far here, buddy. And those are just the people saying, hi.

It's a wide array of people there. Look it. This is. Listen, I don't want to paint this big, rosy picture. You know, you got to have grit. Get ready. It's time, as Scott and I like, say, and we're writing the book, so please don't steal that. Get ready. It's tough. You got. You know, there's going to be some ups and downs, but that's any business model. But if you stay consistent, guaranteed, with mailing on one side of the business and marketing the other side, you will buy property, you will sell property, and eventually you will get this thing down to a science, scale it out, and start growing it.

So, speaking of science, can I. Can I say something before we get to our topics?

Yeah.

So I don't know if anybody saw today, but Scott Todd released in the Facebook group, and, well, mostly I think via the Facebook group that he was having, he had. He now has Process Moto Thursdays. And I don't know if you can. I don't know if you folks have heard about Process Moto, but Process Moto is Scott Todd's quarantine project. He sat down in May or June or whenever it was, and he's like, you know what? There's so many little parts of this business where you have to move data from here to there to there to there, and it's really inefficient. So I'm gonna sit down, and I'm gonna figure out how to create this software that will help me create all these different workflows in my business. I tell you what, this guy never ceases to amaze me. He is the professor. He is the he. Well, and I think Eric the technician has helped him out a little bit on some things. But I tell you what, Tonight he walked 15 or 20 of us through how he's going to create a workflow for paying property taxes in his business. And you know how it is, Mike. You get tons of bills in the mailbox, and it's a little bit cumbersome to go through and pay them all and keep track of them all. And, you know, if you're the bookkeeper, it's a lot of work. And, you know, it's all about creating workflows to get to the point where all you have to do with that tax bill is scan it into your computer and it's done. Because there's a system that has been created for you through Process Moto to help you get to the end point where you don't have to do anything. And it's absolutely phenomenal. So you think of all the processes in our business there. How many of them? Who knows? I mean, there are processes with mailing, county research, intake, due diligence, the processes all aboard across the gamut. And we're going to be able to create processes within the software, share them with each other. It's going to be really phenomenal. So I recommend anybody go to Scott Todd's process moto thing next Thursday night. He's having them Thursday nights.

Yeah. You know, that reminds me, this business, we often say, is about creating problems and solving them, but they're always. I love when Mark used to tell me in the beginning, new problem, good problem. You send out a lot of offer letters. You get a lot of potential deals. New problem, good problem. You buy a lot of properties now. You get a market up. New problem, good problem. You own these properties now. You get to pay the tax bills. All the people that buy them from you do, but. And you're gonna organize how to do that. New problem, good problem. These are all good problems to have. These are all problems that you should be happy to have and then obviously even more excited now to have a solution to.

Yeah, it's really exciting. We're just on the cusp of all this new stuff. I do have a question I forgot to ask. Could somebody throw in the chat how our audio is tonight? Because last week it was all wonky, tinny, tinny, tinny. I was loud, Matt Forbes was medium, and Mike Zano was this little, little voice that nobody.

Scott, you're always drowning me out. Maybe that's the reality of the situation. You are just more sort of present. You are taller than I am. You're a bigger man than I am. And maybe you're just overbearing and drowning me out.

I. I learned from the best. That's all I can say. All right, so we have three topics tonight we're going to get to. Thanks for throwing in. Everybody says the audio is awesome, so that's good. Before we get to the three topics, one word of congratulations to Chad and Haley Swanson. They had a whopper of a boy this week. Mike. They've been waiting for this little boy to arrive, and they, they had it this week. And congrats to them. They've had an amazing 20. 20. 2020 has been a rough year. Right? But really, Chad and Hayley, you guys have had an amazing few months. So congrats to you. Looked like he was a pretty, pretty awesome little kid. So, all right, we got topics. This is our new format. We're coming up with the topics.

Wait a minute. Did you just say format? Where is he?

Yeah, where is Format Forbes? I don't know.

We're gonna call him 44 Matt Forbes. That's his new name.

Format Forbes. All right, so we have three topics. Here they are. Well, here's the first one. This came about, Mike, this week because I was having a conversation with a gentleman who is currently in flight school. And you'll remember back in the day when you had a conversation with your first potential seller and how nervous you were. The butterflies are moving around in your stomach, and the potential seller is a little bit. He's a little bit wary of the goings on. He doesn't necessarily trust the process. He doesn't know why you received an offer in the mail. He doesn't know why this guy wants to buy his property all of a sudden. He's never gotten an offer before. It just so happens he has two properties side by side that he's interested in getting. Excuse me, getting rid of. But this guy, the seller, was very timid. He's very skittish about the whole process. So how do you, as a new land investor who you haven't really done this very often or you haven't done this at all, how do you convey confidence? How do you make the seller feel at ease when you're first. When you're doing your first transaction?

Great question. And it's actually a very simple answer. And everybody should take a deep sigh of relief when they hear the truth behind. The answer is to be honest and transparent. Don't pretend this is something you do all the time. If you come across with that sort of narrative, it's going to be probably pretty apparent that it's not true. And that's going to create some hesitation in the seller. I would say, Listen, Mr. Smith, I want to be honest with you. I just started this business. I'm a little anxious about it. I'm excited to buy new properties, but this is like literally my first transaction. So I really want this to go smooth. I want this to be something that works out for the two of us. And it might be a little sort of, you know, unorganized, but I'm here. I'm going to be transparent. I'm going to communicate with you, and we're going to get through this. And I'm really excited. I want to make sure that you're protected, I'm protected. And just be straight up legitimately. This goes along with people used to say, all right, Mike, yeah, sure. So what are you going to do with the property? And I would like, oh, going to make a whole bunch of money with it. And that just didn't sound right. But I was like, wait a minute. The truth sets you free? We don't want to. We want to be truthful. See, listen, I'm a land investor. I'm looking to invest in land. I'd rather do that than the stock market. I am going to sell this to somebody. Typically, I work with another investor. Well, I'll make a small amount of money just sort of wholesaling it, or I'm going to use an end user, but they're going to pay me a small payment of, you know, maybe 50, $100 a month over extended period of time. I'll make some money, but it'll take me a while to do that. In fact, that's an option. If you don't want to sell to me, you could do that, too. And then every single one of them would say, no, I'd rather take the cash. Now, that sounds pretty complicated, which it's not. But if you just heard about that idea first time, you'd be like, well, that sounds a little not normal. And I'm not sure how I can handle that. So they want the money. So transparency, Scott. Transparency will set you free. Take a deep breath in, take a deep breath out, and just be yourself. This is not something where you got to button that shirt up and be like, yes, well, you know, I've been buying land for the last 50 years, and I want to make sure you understand. You know, they're gonna sense that you're not being honest. It's like, hey, listen, my name is Mike. My first time buying land, but I can't wait to buy it. And I'm hoping that this can be really smooth and easy and safe for the both of us.

And I love. I love all that. What? I love everything you just said. And I would just add a few things. The know like. And trust factor exists with sellers. It exists with buyers. If this is your first land deal and you need to have a few conversations on the phone with this gentleman to get to know him, to hear his story, to hear what his pain points are, to help him solve a problem, to help problem solve for him or find a diagnosis for him, what's going to help him? It's all. It's all worth it to have an extra conversation or two or three or five. I remember on my lunch hours as a PT, I had a conversation with, I probably had 10 conversations with a lady, Mike, because number one, I show up in her mailbox and she doesn't know who I am and what am I doing. Number two, she has this land that she's had for a really long time that she's listed with a realtor, but the realtor in the past, it's not currently listed with the realtor, but a realtor in the past has never helped her sell it. She doesn't know how to get rid of it. Number three, her husband is deceased and she doesn't know, you know, doesn't quite know how to go about the process of the husband's deceased. And we just went through an entire journey of a few conversations where I helped her problem solve these things. And honestly I was probably teaching myself at the same time as well. But it's about becoming, it's about developing a relationship with these potential sellers. Now you don't have to do that with all of them to that degree, but when you're first getting into this, it might be a good idea for you. And then one other thing I would just say is that, you know, people are afraid of scams, right? So I'm just transparent with them. And I say, listen, my name's Scott Bossman. Google me if you want. You'll see that I'm a physical therapist in Wisconsin. You can probably see that I'm married and I have kids. I don't know. And maybe some people don't want to do that, take that approach. But that is a tactic I've used in the past to help with legitimacy.

Well, I also like the fact that, you know, look at, you got this woman who is on her own now and you're actually really helping her. Right. And you're very ethical about it. And you think about if that was someone in my family, someone I loved and or my wife if I was gone, like I'd want someone to treat them the same way. So we really are solving problems. We really are the right person at that time to solve that problem. And so it's kind of awesome, right to especially now. Now's a wonderful time to be buying land in my opinion because people are looking towards the holidays, a couple thousand dollars, $3,000, whatever. Thousand dollars, that's real money. And they had this non performing asset to them, right? It's something they own that's just sitting there. It's more of a burden than a, it's more of a liability than an asset because they don't even want to pay the taxes. So now they can have some hardcore cash around the holidays. This is a great time. So mail away. Everybody mail away.

It's a good time to mail. We got a few comments. Other people saying hello. Dean McDonald saying hello. David Lamentilla had a sale today.

Great job, David.

Yeah, David, we want to hear the numbers. He's tipping and sipping today. That's awesome.

Can you throw out the yield for us? If you just don't want to go to numbers, just calculate. Do the Scott Todd yield calculation. Throw it up in the comments.

Keith Forshay has some exciting news. So, Mike, I don't know if you remember, but Keith Forshay is, he's a photographer. He lives and he lives in I believe Kansas or western Nebraska. I think it's Kansas.

And he travels over, was taking photos and then learned about the business that way.

Yeah, he's taking photos for but for some of our land geeks and he's like, what's this land investing thing? Well, guess what, he's bootstrapping this thing. He sold his first property today, driving around taking pictures and found a faded for sale sign. He bought a five acre in Castilla county for $1,400 and he sold it three days later on Facebook. Really making no money in the end, but got one. Hey. Two days later he sold. His second paperwork was a mess. So I need LG pass info. I mean, talk about learning on the fly.

Is his name Keith? Is it Keith?

Keith Forshay. Yeah.

Keith, it's time. Look at you. Got proof of concept. You know this works. Just iron out the rough edges. I don't know what you're working with. Tool kick a toolkit of flight school if you're bootstrapping on your own. But listen, this business works. And I can tell you that the sooner you build some structure, the sooner you build some scale, the sooner you build a model that can remove yourself from the business, the better you're going to be off. So you see this works. Now imagine doing that on a 10x level. Really invest in yourself, man. You're going to crush this business. So awesome, awesome story there. And I love how you came to the business from helping others with photos and so on and so forth. So that's very cool.

Yeah, talk about the business falling in your lap, right? Which it does with so many of us. It just kind of falls in our lap one day.

Fell in my lap.

Fell in my lap. It's, it's so cool. I love that because we all have our own fall in the lap story. Fall in the lap.

That should be a whole segment. The following the lap.

The fall in the lap segment. Had my first sale today. Who's that? Darren Nichols. We just talked last week on the phone. Darren's had a good week. We. We talked last week on the phone. He won lots on Friday in Coffee Talk and he had his first sale. So give us the numbers.

It's fair to say lots of good things happening for him.

Lots of good things. It's fair to say that. Yes. Let's see. The annual yield, Mike, is 75% for David Lamar. Tia, right on point. Pretty please.

We'll take it all day long. Do those day in, day out. Do those.

Awesome. Awesome. This is good stuff. All right, you ready for our second topic?

Bring it on.

All right, we're going to the second topic. Oh, here are the numbers for. Who's this for? Was this Darren Nichols? Yeah. Oh, man. Wait now. Is this a cash. Cash deal? Darren, he bought wholesale for 4800, sold for 10,100. Is that a cash deal?

Nice job.

Awesome. So second topic of the night here, Mike. Let's see. I gotta remember what it is.

What's the new format? Forbes.

The new format, Forbes. Oh, crap. Hold on. I'll get it. We're gonna get it. Oh, yeah, I remember now. Let's see here. I got it. Oh, yeah. Oh. Second topic is. I've seen some chatter lately, Mike, about people. They're a little bit nervous about getting about even getting into the business because they don't want to be stuck with a property.

Well, there's a simple way not to get stuck with a property. Here's how you get stuck with a property. Let's go over that first. So I've heard some people in the past teach things by teaching the inverse first. So I think that's important. How do you get stuck with a property? This is how you get stuck with a property. You send about 50 mailers out one week, 25 out the next week, 30 the next week. And you get one, maybe two potential deals because you're not staying consistent. We know that it takes about four to five weeks, four to 500 offers before you start to really build some traction in this business. So the consistency is key. So then you got a couple of potential deals sitting in front of you, and you're like, everybody's buying land. I want to buy some land. And this isn't exactly what I offered, but I only have two potential deals. And so you go ahead and you buy one, you pay more than you should, and that could lead you to, you know, actually the reality is you'd probably still only be like, even if you did that, you probably be like 50 cents on the dollar. So you wouldn't really be stuck with it. But that would be like the worst case scenario that, you know, inefficient mailing leading to inefficient or a small amount of choice and then buying something that you maybe should have negotiated a better deal. So here's how you don't get stuck with it. You don't have to worry about it. You consistently mail 100 offers a week. Four or five weeks in, you're going to have a stack flow of potential deals. You just sift through them. You take out the best deal that you have that is definitely 25 cents on the dollar and you go and purchase it. Now you own this asset at a quarter for what it's worth on the market right now. You're not getting stuck with it. Now here's the thing. People might say, I've been advertising this property for a month, I'm stuck with it. No, you're not stuck with it. How much advertising have you been doing? Have you been consistent? Remember, to buy a property, 100 offers a week going out, four or five weeks. To sell a property, you might need 10 ads a week, 20 ads a week. I don't know, it depends on the area, depends on where you're advertising. But for four or five weeks. So if you think you put an ad here or an ad there and it hasn't sold in a month, that man, I'm going to get stuck with it. No, no. You just have to dial down, dial into the process of marketing and it's going to sell. I think sometimes people feel like, hey, I must be stuck with this property. But they really haven't dedicated themselves to a serious marketing campaign. Just like the mailing campaign, it's all about consistency. So mail consistently evaluate your deals, use the pricing matrix that Scott shows in flight school, or just make sure that if you look at all the comps out there, you're 25 cents on the dollar based on maybe the lowest comp or the average of three or four. You're not getting stuck with it. You're not. It's just not going to happen.

It is not going to happen. One of the first things I ever learned from Mark Podolski is what Mike, what's one of the first things you learn at boot camp? First time you go about time you go to. About properties. About properties and potentially getting stuck with A property. They all sell.

Yeah, they all sell.

I mean, they all sell. And there's a, there's a, there's a phrase, there's a saying that Mark has, that has stuck with us for years. There's a what?

Yeah, there's a pig for every barn.

A pig for every barn.

This property. Like, here's the thing, I. And she may be listening, not got throwing names out, but there's someone that was just. That has been or was at the time crushing a certain area but didn't really like, didn't like. I don't like these properties. Like, here's the thing, we don't have to love these properties, right? They may not be properties where you could see yourself going, parking an RV and spending the next 10 years, but there are people that do. So I always said it's like if you owned a bagel shop and you had blueberry bagels that were just going off the shelf, but you were just. Your stomach would turn when you thought of eating a blueberry bagel, would you take them off the market? Would you say, I'm not selling blueberry bagels because I know there's somebody. There's a pig for every barn. There's a. There's an eater for every bagel. I mean, there's things.

There's an eater for every bagel. And we're not calling our buyers pigs, by the way. Here's the thing. It's just they. They run the gamut, don't they? The buyers run the gamut. You have. Yeah, you got your recreationalists, you got your gun shooters, you got your four wheelers, you got your. Scott Todd had his. He had his swamp buggy guy that bought a swamp from him. You remember that swamp you got, Mike? Mark sold. Mark sold to some movie production guy that, that needed the side of a mountain. I sold to an astronomer one time who needed land that didn't have any light pollution so he. So he could go out and look at the stuff.

Didn't you have the light chart for this? For the country?

Yeah, for the, for the tip of the week, I had the light chart. I'll see if I can find that. I think I got made fun of for that, but it's fine. But anyway, you got your dreamers, right? You got.

They like you, they make fun of you.

Yeah, yeah, you got the dreamers, the people who want to build a home someday on the property. You got the off grid homesteaders who, I don't know why, but they want to live in a desert. I don't but they do. I mean, seriously, they run the gamut. They're all. You got investors. You have people. I have a guy who's bought land for me in three states. Why? He just wants to keep adding to his land portfolio. It's. And how did I find those people? By doing exactly what you said. Being consistent with the marketing. And not only consistent, but high volume marketing. High volume mailing and marketing. Breathe in the mailing, breathe out the marketing. Anyway, I digress. Any questions? Any comments? Listen to us. I feel like I'm a. Feel like I'm a preacher.

Not with that mama hat on.

Marmot. Marmot. You know what a marmot is? Mama, do you know what a marmot is?

It's a Wisconsin groundhog.

It's. It's like a little rodent that lives.

In the mountains and it's a Wisconsin groundhog.

You know what time it is?

We. We have woodchucks over here and you guys call them mobbits. I'm gonna start. I'm gonna go over my dad. So I'll say, hey, hey. You seen the moment lately? What? Yeah, the moment. Yeah, the woodchuck.

The mama. Oh, your dad is a woodchuck?

In Massachusetts we got woodchucks. He's got a little sanctuary in the backyard. All kinds of cool. Couple koi ponds, all kinds of flowers. He takes day lilies and he makes new breeds of them. Or that's not even the right word. Hours. But yeah.

Oh, that's funny stuff.

And it's got some woodchucks. You know what, Scott? How do they do that? What's the. They always say how much wicked woodchuck chuck. If was woodchuck could chuck, which I could chuck. What do they say about mammoths?

Oh man, that's a good question.

Vomits don't get phrases.

Mamas need a refill for Matt Forbes. Format Forbes. It's time for a refill. Where are you our friend? My friend? Do you remember when Matt Forbes was the refill guy?

18.

Do you remember that?

Remember we had set. We had. Oh, Scott, the other night I had a make his mock drink. It wasn't just make us market a bunch of stuff mixed in.

Yeah. Do you ever go to the liquor cabinet and open it up and. And think to yourself there's no way that I just bought this two weeks ago. That's what I did.

A liquor wall.

That's what I did tonight. You do have a liquor wall. Yeah. Any comments, questions, concerns?

Topics from discussions? Answers. We love answers.

Oh, you know what? I love questions I think we should drink to. I think we should drink to someone who. He's had an impact on so many of our lives in maybe just a small way. But I spent a lot of time with my grandparents with this guy. So here's to Alex Trebek. Did you know he passed away this week?

Yeah. Great guy.

Oh, my gosh. How many hours have you watched Jeopardy. In your life?

Yeah. Made people feel like they don't know anything for years. Watch Wheel of Fortune. You're like, oh man, I'm so smart. And then you watch the next show comes on Alex Trebek, and you're like, this guy's like a genius, even though he's reading off the cards and I don't know anything.

Do you remember the 80s stash he used to have? I think I'm gonna grow one of those. We have a question from Ben C. After, after picking and pricing an area to work, what do you like to do to dig a little deeper and learn more about the area, the details that make a property easier to sell? That's a good question.

Yeah. You know, you could always start with the win and you could have, you know, we do this on. I have some people on my team that actually do this. If I'm looking at a new area, do a pre due diligence, contact the county, see what kind of use the property has, investigate to see if there are any HOAs. Just, you know, think of yourself as the end user and if you were going to use a property, what questions you would have. So you could easily do that. And that's starting with the win. Right. You have all this information ahead of time that's part of a good county research sort of program, you know, where you dig into all that and then it really simplifies the process when you start doing intake. So, yeah, I would do that, you.

Know, and you know, here's something that I think is helpful is if, let's say you find an area and you think you might want to work there, there are some areas out there. They're not. It doesn't happen very often, but there's some areas out there. They look like good areas, but they're actually not. Because maybe you can't do anything with the property. Maybe for some reason there's been some clause that's been some law that's been passed in the last few years that has rendered this property not usable. Right?

Correct.

And there are little areas here, there and everywhere that are kind of like this. Maybe you need an acre for a well and the property is only half an acre, but it's still zoned residential. What are you going to use that property for? Camping? What if camping is not allowed? Oh, well, then you can't use it for camping. You can't build on it. What are you going to do? So maybe practice your due diligence on a couple of these properties before you send out your mailings.

Yeah, totally, totally agree. I ran that recently where there was a property that. And this is something you and I were talking about recently. It just happened, actually today. It's like, oh, yeah, this. It was buildable, but they did some rezoning and, like, a couple years back, and now it's not buildable. Right. So you have to know these things, and you could do that ahead of time. And that goes back to dialing into a very specific area, being very laser focused, as Tate likes to say. Tate Litchfield, our epic coach, he really, you know, hits home on this point. Be laser focused, and, you know, when you go into one specific area, one specific subdivision, you know everything there is to know about it. Now you've really simplified the process before you even start. It doesn't take a lot to do that.

No, it doesn't. Really doesn't. Whoa. We got a comment. Holy buckets. Hold on a second. Stop the presses. Jason Hoffman. Nice to see you. Nice to see you. Listen to this news. You ready? We had four sales last week.

Yep.

Two cash and two terms. Three leads came from Facebook, one lead came from my favorite new. My favorite platform. Not necessarily my favorite, but. But Zillow. Scott Todd used to make fun of me for posting ads on Zillow. I sell land on Zillow, Nana. I'm just kidding. Anyway, first was. First was cash. You bought wholesale for 1100, sold for 3200.

Nice.

That's two grand in your pocket, Jason Hoffman. Second was terms. Bought for wholesale for 2000. Sold on terms for 600, down 250amonth for 14 months. So 4100 total. So you're doubling your money in a year or in 14 months. 185% yield for the yield snobs. Zaino. Third was cash. Bought for wholesale for 2,200, sold for 4,900. That's $2,700 in your pocket. Fourth was terms. Bought wholesale for 2,000, sold on terms for 198, down 199amonth for 20 months. 109% yield. Flight school is paid for. One month out the door. Damn, it feels good to be a land gangsta.

I love it. That Points out a few different things. It points out the power of wholesale, too. This person Jason, bought wholesale, which is like, from another investor who made some money, but doesn't matter. He knew how to go out and resell it to a retail customer. So, you know, lots of way to get land around here.

Jason, did you buy from Mike? I think you did.

I don't know. It could be.

But. But listen, that's four sales in one week, man. I mean, tell me, Jason, is that gonna move the needle in your life for sure, right now, you just rinse and repeat. You do it over and over and over and over, keep doing it over and over. And one to three years from now, five years, it doesn't matter. One, three, one year, three year, five years. They're coming either way, right?

That's right. Five years is coming either way. Either you're gonna sell land or you're not.

That's awesome. All right, I gotta give a shout out to Mike. There's been a lot of success stories coming through lately that are just. It's a lot of fun. You know, you and I are in a very fortunate position. We get to talk to a lot of folks, right? Right. As they're on the cusp of their journey. And we get to talk to a lot of folks as they're coming out of flight school or maybe as they're coming out of coaching or whatever. And I had a call with James Buttermore yesterday or two days ago. So. James Buttermore, if you remember Mike, he went through flight school, I think, last December somewhere around there. He's at seventeen hundred dollars a month passive income in one year just from flight school. He's. He's turning, burning. I can't hear you. I lost you. I lost you. So anyway, Jason Hoffman, congrats to you. There's so many wins out there, and here's what it comes down to. Comes down to just taking action. Just take action. Spend an hour or two a day on. I can't hear you. Spend an hour to a day. This business, and there are so many resources that can help you go from the point of newbie land investor to doing four deals in a week. I can hear you now.

Can you hear me?

Yeah, I can hear you. I don't know why I lost you, but it's okay. All right, loud and clear. Just so everybody remembers, if you leave a comment tonight, you're automatically entered into the Coffee Talk drawing on Fridays. And tomorrow, Mark's. Mark's doing Coffee Talk with none other than Eric Peterson.

Wow.

So that'll be good.

Yeah, that will be good. And tomorrow's a giveaway.

Tomorrow we're doing a giveaway.

But you do the big giveaway once a month.

The big giveaways at the end of the month. Big giveaways. $1,997 credit.

Any giveaways coming up besides that?

Well, listen, I think there is a giveaway. We'll give a little teaser.

Wait, give it a teaser?

We're going to give it a teaser. I was going to do a segment, but it's fine. Here's a little teaser for the audience. So if you haven't been through flight school, we're doing a flight school Q and A on Monday night, November 23rd.

Ooh, right before Thanksgiving.

Yeah. At 9pm Eastern. Scott Todd will be present. He's taking a night off from his processes and creating all these workflows on process Moto. He's gonna spend it with us. Maybe he'll have a margarita, I don't know. But he. We're doing a flight school Q and a Monday the 23rd at 9pm Eastern. And there's gonna be a pretty big giveaway on that. On that call.

Ooh, a pretty big giveaway teaser. Might be something tangible.

It's tangible. You can touch it.

Can you get dirty on it?

You can get dirty on it. Yeah. Oh, I love it.

We don't want to give too much away.

No, don't give too much away. Any other questions, comments? Mike Zaino, before we go to our last topic, any, any wins in the last week. You want to celebrate, big or small?

3 sales. Not 3 sales we're working on that came through and a number of acquisitions. I think. Sometimes I think the winds are when we refine the system. So I've been doing a lot of refining on some of our processes. Is that how you say it?

Processes? Yeah. Yeah.

Just feeling very grateful. It's a wonderful business. Got. Got a. Got a whole slew of Landau packages I'm about to release to the community. That's going good. I got, you know, just a bunch of stuff our whale might be selling this week. You know, the dolphin, winnow male, Dolph.

Dolphin widow, mail the dolphin, winnow male.

Lots of things happening. Yeah. Lots of good stuff. It's pretty cool. Very fortunate, very grateful. How about yourself?

Some guy went to the Dada's peddler tonight, didn't he?

Yeah.

I mean, the pedest data. Oh, I don't know. Things have been. We had a little slow. We had a slow September, bounced back a Little bit in October and the last week. It's been a decent week, I think. We've had three term sales in the last week. We've had one cash deal. So, yeah, things are. But. But we're crying. We're acquiring properties. We have a good response rate right now in our mailings. Interestingly, it's in a county where a lot of other land investors work. And it just continues to kind of amaze me that, you know, I continue to mail these areas and you just.

Put the doubt aside and you just do the work.

Put the doubt aside and you do the work. It's all in the numbers. It's all about just. It's all about numbers. That's it.

Yeah. It'd be like going out into the batting cages and putting a couple quarters in the machine and being like, I'll never hit that ball and walking away. Now you gotta bring a. You gotta bring a whole rack of quarters and you gotta swing away. You'll hit the ball.

You'll hit the ball. That's exactly right. All right, this is our third topic of the night.

All right, shoot.

Hold on. I'll find it. Oh, here. Here we go. Ready? It is. Oh, here we go. This is a great topic.

All right.

So how do you deal with the Facebook jerks? There are Facebook jerks. They're just. They're. They're all over the place. So it's just kind of interesting. So I. I mean, I've had conversations with people recently about this. I have. We. Our team has experienced this recently. Like, we are. We have an area that is maybe a little bit new to us, and we're finding comps that are, you know, that are like 15,000 for one acre. Right? So. So we list that in Facebook groups and, man, we are just getting hammered. Like, people are like, that land's not worth more than 750 bucks an acre. And there's one comment, two comments, 20 comments. People just hammering us, right? And it's happening to other people, too. So there's a lot of Facebook jerks out there. How do you deal with the Facebook jerks?

Mike Zanel, I think you'd be extra cut. Look, look, it. It just use it as a. Someone says, blah, blah, blah, whatever that might be. Right? Great. Thank you so much. It is an incredible deal. We'd love to work with you. Let me know if you need more information. Are you. What are you talking about? That. That. That thing's only worth 750 naked. Oh, great. Thanks so much. If you need any more information. Let Us know, because it's just what. There's no reason to fight with anybody. Ever tried to engage in a. It doesn't matter if you're left, right, center, whatever you want, a political discussion on Facebook or anything relative to anything in the world, there's no winning that conversation. So to try to get spiteful and one up them, it's just like concede. Be like, yeah, I. Thanks for your comment. We appreciate it. Hope you have a wonderful day, you know, and just be done with them. It takes away all of their fight. They're looking for someone to come back and get aggressive. They're trolling. That's the word I believe people use when they go into Facebook and just looking. They have nothing better to do than to sort of critique our ads, critique our pricing. But that doesn't detract from the potential sale. In fact, it's. It doesn't affect us at all. You just. So you just use it as a point because when someone goes down, they're going to see you. You know, a person who might eventually buy from you isn't going to want to see you getting flippant or coming back at somebody else who's. They're going to see that you're just a genuine person and they're going to. A real person will see that, like this person's trolling and not being nice and, and how you handle it with respect and dignity and as a business person. So don't worry about it. It's like when people send you letters, when you offer them thousand dollars for the property and that you. I would never sell this thing for less than 25,000. We don't call them back and yell at them and all this. We just mail again, right? And mail again and mail again. You know, I remember when I was offering $100 for the properties in a certain area and get a call and the guy was freaking out. I can't believe I would sell this thing. Nothing less than $10,000. And I was like. And I was relatively new at the time. And I was just like, oh, man. Phone rings soon as I hang up. Hi. Yeah, I got your letter in the mail for my property. You offered me a hundred dollars. I'm like, yeah. And I almost started saying, I'm really sorry, man. I just held my breath and goes, well, how do I get my hundred dollars?

I love it.

Just, it's just, just consistency. Don't let them bother you. Come on.

Come on. You do have to have thick skin. It's. It's pretty crazy. Some of the people out there. I mean, some people are really extreme. Like, you just gotta block them. You gotta block them. You gotta report them.

Yeah.

Like, seriously, sometimes you got to report these people.

Like, well, you can. That works too, Scott. Like, just be polite. Report them to the group. And they say, hey, this guy is being really adversarial. He's. You know, he's not. And they will. A good group monitor will. Will remove that comment or the individual.

And you know what? This kind of speaks to what we were talking about earlier in that there's a pig for every barn. So I love this. I love this story. I had. We had an ad out on Facebook, and we were just getting killed by people that lands not worth more than 50 bucks an acre. What are you gonna do out there on, you know, desert land? There's nothing out there. Blah, blah, blah. This land is worthless. $0 an acre. Do you have a bridge to sell in New York? Do you guys. Do you ever see that one? Oh, do you have a bridge also to sell it? I see that one all the time. And this. This is what happened. A former customer of mine, a former buyer, chimed in on the chat, and he said, listen, I bought property from Scott a year ago. We love it. We're building a home there. And he posted a picture, this most beautiful picture with, like, flowers blowing in the wind and sunset in the. In the west of his property in Colorado. And everybody shut up after that. But it was so awesome. I took a screenshot of it. It's like the best testimonial ever.

Yeah, I love that.

And it just. It just proved to me that, again, there is a buyer for every piece of land out there. And I don't know to this day. It's really cool. And he. This guy continues to like all of my face. All of our Facebook posts, when we post on Facebook.

So I love it.

Thick skin from Boston. The trolls are real. Kill them with kindness. That's exactly right. Kill them with kindness. All right, we got. Okay, we had. We have two questions, Mike, and we're coming up in an hour. You ready?

All right. Yep.

So here's a question from. See if I can find out who it is. And by the way, because you posted a question, you will be. You will be entered into the drawing tomorrow. I don't know. It says Facebook user, so I apologize. There's. There's an issue with the platforms we're using, so I can't see who you are. But your question is, do you consistently work the same areas repeatedly or cycle through them with different time frames. So that's a good question.

Yeah, we had a podcast on this, a roundtable, and by and large, well, the question was, if we were to start over, what would we do differently? And the answer was, we really focus on certain areas. You know, it doesn't mean you have to be in one subdivision, but one think about people that live in a geographic area building your buyers list up or potential buyers for an area, and you're becoming an expert in that geographic area. So it doesn't have to be the exact same subdivision, but the same sort of geographic area is advised. And that's sort of what we do as well. Now I may mail and acquire properties in a variety of other areas because I wholesale a couple hundred properties a year. So that's. So I want to have land in a variety areas for people who like to buy wholesale. So that's a different ballgame. But if I were just to be doing this business without the wholesale aspect, I would definitely be focusing on what I do. A few good areas for retail.

I love it. You know, it's so much about consistency. It's just about hitting the person on the right day. And I told this story recently, right? Like, we just recently bought a property from a guy. How many times have we mailed him in the last year and a half? Five. Oh, yeah, we've mailed him five times in the last year and a half. And he finally emails us and he's like, I'm ready to sell. And he's the. Just an awesome guy. He's nice. No issues. I mean, no hard feelings, nothing. He's just, he's ready to get rid of it. And consistency is key. Consistency is key. And you know, the fifth time around, what was the offer a little different? Was it $200 more than what we originally offered him? Yeah, but, you know, mailing and marketing, remail, remail every hundred days, you're gonna hit them on the right day. Like you said, Mike, the holidays are coming up. Holidays are coming up. Who needs a 1500 bucks for Christmas? Who. Who needs 1500 bucks for Christmas when they have this piece of property, you know, that hasn't been performing for them for 20 years. And it's a dream that unfortunately has gone by the wayside. So let's convert it.

Digging into an area means. Digging into an area is about consistent mailing. It's not a couple hundred offers. And, you know, because you really want to get to know that area and you're going to get to know the counteroffers. And the value of the properties and the accepted offers. And so it takes good, you know, several months of consistent mailing and to really dig in and figure it out. And you got to be ready for the long haul. This is a. This is something where you got to have the grit. As we talked about earlier in the show, you got to be willing to put the time in and adjust as necessary to dial into the right pricing.

Awesome.

And you can't be willy nilly about it.

You can't be willy nilly about it. Somebody says about the. The haters on Facebook, ignore them. Yes, please be an ignorer. Be an ignora.

Well, I don't like when Scott talk. Scott bossman's an ignore. Sorry, Scott boss. When he ignores me on. On voxer and he gets. So if I don't hear from Scott for about 24 hours, I really less. I send out a text.

Really?

Voxer says ignora.

Ignora. Yeah.

And he does the same thing.

Yeah. Pretty sure that we know who the ignora is. Here. Here's a. Here's a question.

We always have a word of the night. Foxy proxy. Tonight's marmot. Tonight. Marmot. Otherwise known as a woodchuck of Wisconsin. The Wisconsin woodchuck.

The marmot. This question is from. Oh, I haven't seen this name before. Dino Dano. I pronounced that right. Dino, what are the real tricks on how to get out of Facebook marketplace jail to be able to use again? So here's the interesting thing. Yeah, it's time. And here's the interesting thing about Facebook jail. Like, pretty sure we go into Facebook jail once a month for a couple days. I don't know. I think it's one of these haters reporting us, saying, this guy's full of crap. Whatever. I don't know. But we were just recently in Facebook for a couple days. What's that?

This guy's a moment.

He's a mama. So it really is time, right?

It does. And, you know, that's why you have multiple marketing platforms. That's why you should have multiple Facebook accounts. Your Palestine from. I mean, this is a. This is about finding workarounds. It's not a problem. It's just something that requires a new solution.

You could always send the Facebook marketplace people message Sometimes. Sometimes there actually be a message in your Facebook marketplace inbox or there's like a support inbox that you can check. They'll actually tell you what went wrong. But the other thing I would do, Dino, hopefully I'm pronouncing it correctly, is just Delete all the ads in that account. Delete them all and wait. Could be a day, could be two days. I was in Facebook jail in one of my accounts for like a year. Like, it was a long time. So what did I do? I used my wife's account, my teenage son's account. Get your hands on other accounts. They're out there.

And.

And use them.

Yeah.

Awesome.

Wow, that went by quick.

It did go by quick. What do you think of the second week of the new format? What do you think?

I love that format, Forbes. I love it. Let's see. Did he reply on box this?

He didn't reply to my text. He didn't rep here. I'm calling him right now. Any other final comments or questions? We do have a comment from Jason, Jason Hoffman. He says about the Facebook haters. Haters. What'd he say? Oh, where'd it go? Oh, my brother and I almost turned the trolling thing into a game. We get a kick out of telling each other our trolling tales throughout the week. I like that. Trolling tales. It could be a new segment, Mike. Facebook trolling tales. Yeah, I'm calling Forbes right now. Ready?

It is 11 o' clock in New England.

I don't care. I'm calling him. This will be fun.

Not on speaker, huh? Oh.

Here we go.

Oh, no, it may not be a good idea.

Really? Come on.

On speaker. You don't know what this guy's gonna say. Listen, this is children watching this show over in the California.

He's not even answering. He's totally ghosting us tonight.

That's all right.

It's okay. Everybody needs a night off.

So tomorrow, Eric Peterson will be taking the reins with the coffee talk. Show up and see if you win something from all your wonderful comments tonight. If you guys have some questions you like us to cover next week, you can always send us an email. Or you could post it in the Facebook group since we do monitor that and that's where we get some of our topics and certainly appreciate all of you coming tonight. And I don't know. That was a pretty good show, boss man.

It was a pretty good show. We were missing format Forbes. It's your new nickname, by the way, and I'm leaving you a message right now. We missed you. We hope you. We hope you had a good sleepy time tonight and hopefully you come next week, you know, ready to give advice to Land Geek Nation. They need it, they want it, they love their Matt Forbes and we miss you. So we're gonna hold it against you. We know Life is crazy. We know you need a night off every now and then. It's fine. I never get a night off, but it's fine. It's okay. We love you. We'll talk to you later. Anyway, so that was fun. So please tune in tomorrow for coffee talk. Come next week to Night Cap. This was fun tonight. You know what I mean? Honestly, Mike, you've been doing this a while. I've been doing this a while. I wouldn't call myself an expert by any means. I am. I don't know. I've. I've just executed. I've done a lot of deals. Right.

You're just a high level executor. Right.

But we have, you know, I think we can impart some advice to people. So if you're getting this business from.

Experience, well, we're all doing the same business model. It's like you go around this, this, this circle enough times, you get some good tips. Tips. Tip, tips. Tricks, not ticks. Tips, tricks and tactics. You can share them here. We share them here. You know, it's, it's a, it's a great business. It just takes the consistency and to follow that recipe. And I can't. Like, those are words that just. There was like a tongue twist of that. Tips and tricks, tactics.

And go to Scott Todd's Process Moto workflow Thursday night, next week literally blew my mind. Tonight I'm very excited to implement Process Moto into my business. And it's going to be a game changer.

Change. Yeah.

Change up.

All right, man.

Thanks, dude.

Thank you, dude. Everybody have a great night and we'll see you next week.

All right? Sounds good.

Time. Same bat channel as they say.

See you, buddy.