Passive Income Through Consistency In Land Investing - Nite Cap with the Land Geek Guys!

Scott Bossman.

What's up, dude? Buddy, we're live.

We are live. Probably no viewers yet.

No viewers yet. They're, they're pouring in slowly.

Yeah, they're pouring in like.

But, yeah, like butter. But what I, what I like though is that when people watch us on the rerun, see, then it's not awkward for them.

No, it's just. So we should, we should proceed as if we're being watched by the millions of people who are going to see in the rerun.

I really think so. Yeah. So I think, you know, we have people pouring in now. So, Mike, for those just tuning in for the first time ever, ever, ever, tell them who we are and what we're doing here.

Yeah, we're Land Geek guys. We work with Mark Podolsky, who is the Land Geek. And I always say that our niche is an inch wide, a mile deep. Right. We do one thing and one thing very well. We take. You know, I like you put it, you actually have a great way of putting it. Right. We show people how to use our software to create some automated processes to generate cash flow from a low cost asset. In this case, land.

Yeah, we buy land at a deep discount. And then, Mike, we should talk about as people roll in, say hello. Right. Say hello. Tell us where you're from. Tell us how long you've been doing this. Yeah, but those, those new to the business. Yes, that's exactly right, Mike Zaino. We buy land at a deep discount.

Yep.

And we sell the land in actually a number of ways, which I think we should talk about tonight.

Yeah, there are a number of ways. I mean, we are primarily, you know, trying to create that passive recurring income. But we don't, we're not land snobs. Right. We don't. How do you have a hashtag nightcap, by the way, where that is new?

Oh, this.

Oh, I thought that. Oh, that. I thought it was on the screen because it melt. It blends in with your black background so it looks like it's actually on.

Oh, it's on the screen. No, it's not on the screen.

So I got that too. Okay. It looks like it, though. When you watch the rerun here, you can see it. It looks like you've inserted it on the screen. Very, very expertly done there.

Thank you. I appreciate that.

Yeah. I mean, we're not land snobs. We'll take cash, you know.

Yeah, but, but Mike. Okay, so, so let's say you just found the business. You, you just found us yesterday. Let's, let's Talk about. We're gonna leave the buy side alone right now. Right? We're just gonna say we buy property. We buy land at 25 cents on the dollar. There are actually a few options that. To make money with that land. So let's talk. Let's talk about those. So one. One is what we talk a lot about in Land Geek. Because if you own or finance the property. Right. And you do that enough with enough properties, eventually your. Your passive income from your land deals will exceed your fixed expenses. And when that happens, there's a huge.

Yeah. So full stop right there. Because that's amazing. And that's not the number that people typically. People like, oh, I want to make 10 grand, 20 grand. And you can do that. Right. People regularly do that. But let's talk about that win right there. That's huge. And that's within everyone's grasp. Within, I'd say 18 months, 24 months, maybe less, depending on how quickly you execute and how, you know, how consistent you are. Right. I mean, that's. That's pretty awesome, Mike.

Even. Okay. Even if you did one deal a month.

Yeah.

And you sold it for 150 bucks a month.

Yep.

And you do. And you do that for a year.

1800 bucks.

$1800 past how quick I did that.

Math, by the way.

That was very good. Very good. That's one deal a month.

Yeah. Yeah.

That's a mortgage payment.

Yes, it is.

Right?

Yeah, that's. That's not even pushing yourself.

It's not even pushing yourself. You're exactly right.

We do. We do get spoiled by these numbers. We do. I'm not gonna lie. Because we're always like, you know, I want 10k, I want 20k. And you know what? That will come. There's no doubt. It's demonstrated over and over again that will come. But maybe that seems unapproachable to somebody who's first coming into this business and hearing us talk about it. Be like, it may just seem like daunting and almost per. Because you can have goals so big, I think that could sort of stagnate your progress. You'd be like, I can't even comprehend that. But if I said, hey, how about, you know, stick with this for six months and have a car payment.

Yeah.

Now that becomes like, whoa, okay, that's doable.

Mike. I got a new one. I got another one for you.

Yeah.

Let's say. Let's say. Well, it doesn't matter what age you're. I was going. I was going to go on Age. But you don't have to. Let's say I do. One land deal a month.

Yeah.

For 10 years at $150 a pop.

What is.

$18,000 a month? Passive income. If you can do one deal a month for 10 years. Wow. How many of us work for 10 years? And it goes by in a blink of an eye. And there's no reason. You look back, you're like, what the heck just happened?

Yeah. You know, you could, you get me thinking about this in a whole new light here, Scott, because you could take six grand and create a car payment that will pay for a car. So if you, you know, you could say, geez, I really want a new car and maybe you have enough to go buy a used car. But you got the six grand and you buy four. I'm sorry, three two hundred dollar deals, $2,000 deals, six grand, and then you bring in 200 to 250amonth on each one of those. And now that's going to generate enough to pay for the car and the car payment. You're going to. It's like there's so many ways to morph this. And that's real. That is like real.

It's real. It's real.

That's like right here. You can do that today. Because people often ask us when we talk to them, Scott, you and I have the benefit of meeting people as they begin their journey and you know, oh, what can, what success look like? And you know, I think it's good to reframe it that way. Like, would you like, you know, to have your car paid for in six months of just a little bit of work? Would you like to do it for a year and start basically coming close to achieving paying your mortgage?

Wow.

You know, I guess I'm going to say you and I, maybe we are, we do lose sight of that little goal sometimes ourselves. Right. Because we talk to a lot of people about the big numbers they're doing, but there's a lot of power in those little numbers. Even little. They're not even little. We say little numbers. They're not even little.

No, they're not little. I mean they, they're, they're little initially, but look what happens with consistency and just showing up, showing up, doing the work. Consistency. You do one deal a month. Now let's talk about time. Mike, how long does once you know how to do this? Right? There's a little learning curve, right?

Yeah.

But how long does one deal a month take you? Let's leave, let's leave. Systems out. Let's say you were doing it yourself. If you're going to do it yourself, one deal a month, how long would it take you, knowing now what you know, it's.

That's not. That's 10 hours a week maybe. I mean, one deal, you know, you're posting an ad here or there, you're putting out some letters, you're talking to a few people, you're hiring up. You probably just use something like land VA for you, for your due diligence. I mean, you, you, you're probably looking at about 10 hours a week.

Not even 10 hours for one deal, though. For one deal.

Not even 10, no. So no.

Probably two hours on the intake side, right?

Oh, yeah. If you look at ic, you're cumulatively looking at that one deal.

Sure, cumulatively. So like, let's just say it's going to take you two hours to buy the property, maybe three. Right. And then selling the property. Who knows? We'll just call it another. We'll call it 10 hours to sell a property. I don't think it's that much. Call it 5 hours to sell a property.

If we, we overestimate and say in.

20 hours, we're gonna overestimate. Yeah. So 20 hour. You need to dedicate 20 hours a month to buying and selling one property.

Yeah.

Five hours a week.

Yeah.

How many of us get lost in this for five hours a week?

Do you get those screen time notifications? Scott, on. I don't know if it's Sunday and you're like, I don't even want to look.

I know, right?

I don't even want to look. Right. I mean, I know as long all the rabbit holes you've gone down on YouTube or Facebook or Instagram or TikTok or Snapchat, you could be building some serious passive income.

You really could. All right, okay. So we talked about passive income. We're going to talk about another way to sell land here in a minute, but we have some people to say hi to. Okay.

All right, let's say hi.

Adam Stouffer's here. What's up, Adam? Adam's in Ohio and he just finished week 10 of flight school tonight.

So that's seeing. That's getting close to seeing Scott's. That's week 11. When you see the whole thing play out.

Next week 11, Adam, be prepared. Be prepared to have your mind blown. Yeah, it's good stuff. Luke Block is here from Texas.

Yeah.

Week, week two of flight school.

Yes.

Thought there was a zoom call where we asked questions. There is a zoom call at 9pm Eastern on Thursday nights. Luke.

Yes.

If you didn't see that, talk to Mike or Mike or I tomorrow.

Yeah. Reach out to me. We'll make sure you get that. This is also a place to ask questions, but in a different format. This is a. This is not dedicated to the flight school specifically. That 9 o' clock Eastern call is.

Right. Right. If it's. You feel like it's a general question that everybody could benefit from, shoot it. Shoot. Shoot us the question.

Yeah, that's the thing. This is like another resource. Like we'll answer questions here if. If they're asked.

If they're asked. Exactly. Justin, Cody Ellison is here. Hey, guys. Flight school is going great and well worth the investment. Me and the business are growing daily. Scott, Todd really does a great job at getting you off the ground. Awesome. And Larry Merle's here. And this is a really great question, Mike.

Okay.

This is from Connor Hamilton. Okay, you ready?

Okay, let's hear Connor's question.

He's got a question about the podcast. I think he means us, though. I think he's talking about this. He's not trying to be rude, but he's been watching for a year and he's seen almost. He's seen minimal growth despite great content. Does this podcast have a dedicated budget for marketing and ads?

So he's talking about ad growth.

I think he's talking about Nightcap. I think he's talking about why are there still 40 viewers today when there were 40 viewers a year ago?

Yeah, this is not heavily promoted, number one. This is really just Scott and Mike getting together and having some drinks, talking about land investing. And then we decided to put it on the air, so. But hey, I'm with you. I don't know why there's not 4,000 people here.

Yeah, I don't know. I don't know. I guess maybe we gotta up our game, huh?

Maybe we should robe and swivel again.

Maybe we should. Maybe we get more viewers that way. Maybe this. Maybe you haven't even mentioned my shirt tonight.

I'm getting there. It's like so much. We've been. You know, we went right at it.

We did go right at it.

And you should drink Wisconsin. And I think someday I will. When I actually come out to Wisconsin, I will definitely drink Wisconsinably.

Yes, yes. It's very, very appropriate and polite to drink Wisconsin in Wisconsin.

In fact, with. On Wisconsin. I think you should. Why don't you give a shout of good luck for tomorrow night?

Oh, yeah, I should do that Adam says we need more drinking. Maybe that'll make the viewers come. There's more drinking.

Let them all know what's going on in your neck of the woods, Scott. Cause you have two boys that are doing something pretty cool together, which is, you know, that's unique. Right. I get that. But that doesn't happen a lot.

No. So, you know, I didn't have a brother to play football with in high school who was my best friend. Right.

So, yeah.

So my. My junior and senior in high school this year are on the football team. And they are.

Football team. The football team.

They are on the football team, the high school football team. They both play offensive line, right tackle, left tackle. But it's been really an amazing season because we're still undefeated. 12 0. 12 0. And tomorrow we play in the semifinals. And if we win against our crosstown rival, which is kind of crazy because.

Intense game, huh?

Because these. These playoffs, they start quite broad on kind of, you know, different areas of the state.

Right, right.

And it just so happens that our crosstown rival was in a different division or a different region, and they were the one seed, and they made it to the semifinals. And we were the ones seed in our division made semifinals. So we're playing a crosstown rival tomorrow night, the semifinals in the semifinal to decide who goes to the state tournament next week in Madison, Wisconsin, where the boys will be playing at Camp Randolph Stadium, which is the Badger Stadium, which is pretty big deal. So good luck to the Hilltoppers.

Yeah, the Hilltop is.

They're on YouTube tomorrow night. Look up the Onalaska Hilltoppers, Salem Panthers. Yeah, you're on. You. They're on YouTube. The game's on tomorrow night, Mike. If you want to watch, you're gonna.

Have to share me the link.

I'll show you the link. So good luck to my boys. Here's the Boston boys and the analyst Hilltoppers. And let's get her done.

Get her done. Okay, So I don't know why we don't have more viewers. Hey, you know, it waxes and wanes.

It does wax.

You know what? Bring more viewers. To my mind, if we had a good intro song now, we used to, folks. We used to have a killer intro, and then we got so big that Facebook shut it down.

Yeah, we shouldn't have probably used that song we used to sing. You know, maybe that would bring some viewers. I don't know. Maybe it is more drinking. More drinking might do it. Here's a question, Mike. I'm just getting started and have my first list to scrub. But finding this piece of the business painfully slow. Where would you recommend finding Vas to help scrub a list?

Oh, okay. Well, the obvious answer is you can just go to a group of VAs that are already been built. We have a couple of guys that I think they, they specialize or did specialize anyways. They probably still do in home study course development. And they built a VA team. Yeah. Out of the Philippines. And Pete and Anthony have. I thought it was Land Vapu.

It's Land Va for you, for the number four, you, the letter u dot com. But Mike, they're so. They're so popular right now. They're a little backed up a couple weeks.

Yeah, yeah. So they've got a, a great product. So that's somebody. Or you could just go on to upwork and post an ad that basically you're looking for someone who's good at working with data. I mean, we're talking about scrubbing lists, right? Yeah, so there's that as well. Or you could use software. You could go and use the data tree route in which, you know, I mean, arguably you're paying for this one way or another. Right.

Right.

You do it yourself. You're paying with your time. If you pay somebody else, you're just paying them. I think, you know, using software is the best, probably the most easiest route to go with right now.

You know, the Datatree option, it's really building a list. Right. And I. You know what, Mike, your, your, your famous video is viral on TikTok. So we should probably just share that in the comments.

We could do that. There's a TikTok video out there. It's still on TikTok. And perhaps we should go back to the old TikTok. What do you think?

Yeah, it's just, I don't know, it's takes a lot of energy to do the TikTok.

Yeah. You know, you're really going to be in there every day to get the algorithm working for you. But we had a few, we had a few good videos in there and you know, you had some great videos in there and there was one that does pertain to scrubbing the list. And so.

Here, check us out on TikTok at Landgeekguys. And there's a great video of Mike talking about how to build a list on datatree. An awesome video. All right, we got more questions. But before we get to questions, so we. So we're talking tonight about how we sell land. We already talked about the fact that we owner finance a lot of Our parcels. Right.

Yeah.

Because that creates a passive income stream for us. You know, Mike, some people out there think that owner financing is a pain and it's a lot of work and, you know, they got to chase their buyers every month and that type of thing. So what are your thoughts on that? Quick, before we go to the next. Wait.

Like anything else, it can be automated. There are people who are going to miss payments, but we have in our team, couple of people that their job is just to go in there, monitor that and send out appropriate notifications depending on what payment, you know, if they missed their first, second or third payment. So if you're doing it all yourself and you build a huge note portfolio. Yeah, that portfolio, that could be a pain in the butt. Right. But like anything else, it can be outsourced.

Yeah. And I mean, it's really not very difficult to set up. It's not difficult to manage, especially with geek pay and, and even, even with geek pay where everything is automated. You know, I would say out of, out of 10 automated payments monthly, maybe one fails. Right. So maybe a 10% fail rate. Maybe not even that, maybe 5%. And then you can either follow up with them or maybe have your bookkeeper follow up with them or that type of thing. So awesome. All right. So Mike, what's another way to sell property?

Well, if you buy at 25 cents on a dollar, another investor who works that area would certainly be willing to pay 50 cents on a dollar. So you can double your money on a quick wholesale deal.

Love it. How difficult are wholesale deals, Mike, in our community.

They'Re not difficult at all. You know, I would say as long as you are buying them right. And pricing them right, you know, you're going to find someone who's going to want that property. Right. My advice, if you're wholesaling a property, don't try to get more than that. Right. Don't try to really not gouge, but because you want more than a one time customer. Right. You want to have a repeat customer. So if you treat them right, that's what's going to happen.

Yeah. I think there's kind of an etiquette in our community with wholesaling, Right. You want your buyer to have a positive experience to come back to you in the future for more wholesale deals and to be able to double their money. That's kind of the etiquette.

Right. You can build relationships, right. Where people are going to want to come to you and buy your deals. Right. So you don't just want that one off awesome.

JR is here. Went to boot camp in 2015. That's when I went to boot camp for the first time. And he's still going strong, so that's awesome.

Hey, junior.

Luke says he thinks everyone could benefit from land moto. Is it weird that the exact same property is posted twice but with different pictures, not to mention seemingly priced higher than the rest? So sometimes, Luke, on land moto, a land investor or the person working for that land investor will post the same property twice with different pictures to maybe increase exposure. Or what we typically do is kind of is delete and repost, but sometimes we forget to delete before we repost. But here's a good question, Mike. Like, Luke thinks that the property in this area is priced higher than other properties in the area. Any thoughts on that?

Well, it's interesting. With land, it is what we say, Efficient, inefficient. It's not like when you go buy houses, right? If you had a bunch of houses for sale in a cul de sac, you're not going to typically see one, you know, 500, 500, and another one for 300 or 700. But land is different. It's not. The people shopping for it are finding it from a variety of ways. And so there can be that situation where, you know, people, you'll sell property for X and somebody else will sell for Y. And that does happen. So not that you. You can't just make the pricing crazy, but you do have some flexibility in how you do price it.

Right. Yeah. There might be something on that property. Right. That makes it more. More valuable.

Right? Right. Yes.

Oh, boy. Lisa Wanamaker's in the house. And of course, she's got to take a dig at the packers because the packers suck right now. Yes, they do, Lisa. But she says we should be drinking for the success of my boys football team, and that's what we're doing tonight, Lisa.

But I think what we should do is, first of all, we should publicly thank Lisa because we had some great. Some great drinking over at the boot camp because she brought us a nice bottle.

This is her psych. This is her second public.

Oh, we already did.

No, it's all good, man.

We. We could have. We would drink it on the show here live. But we drank the whole bottle there. But what about the other bottle? Should we drink that out? Do you have yours right there?

I don't have it with me right here, but I've been sipping at it this week. It's really good. From Lance Elliot. That was so nice of him.

It's not within striking distance.

It's not within striking distance. Sorry.

Okay.

You could bring it out and. You could bring it out and show it. I won't be offended. Look at that thing. What do you think? It's smooth, huh? Laura. Hi, Scott. What's up? Laura? Hi.

Yes, you can. Laura just brought it down to me.

Nice. Thank you for bringing the bourbon.

Yes. And thank you, Lance. So this is definitely a sweet surprise.

Yes. It was awesome. Luke Black, what's the link for the VA? So, Luke, you can find VAs for the land business at www.landva for the number 4U, the letter U dot com. You can also go to Upwork. You can find VAs on Fiverr. You can find VAs on Hire My Mom. You can find VAs in your local Facebook group. All sorts of options. All right.

People out there looking to do. We call it a global gig economy. Right. I mean, there's people around the world that are looking to do work, and you can work them, you know.

Another place I found VAS is on Craigslist. When you said gig, have you ever posted anything on Craigslist gigs?

Yeah.

Yeah, it's like $4. You pay four bucks and you can post an ad on there and you get all sorts of people messaging you, data entry, marketing, all sorts of stuff. Jonathan and Carissa Hyman are here. Mike. They just started coaching.

Yes. Which is awesome, guys.

And they sold a property and bought 14 properties this week. Lots of movement and having a good time with it. 14 properties in one week. That's a pretty good week, man.

That is awesome. Was that one seller?

Yeah. Jonathan, Carissa, give us details if you want. Is it one seller and then what? What are the numbers? If you're so inclined to share with the community, you don't have to share either. But it's kind of exciting when we look at the numbers. Jared. Hello, fellow land geeks. What's up, Jared?

I should be monitoring the text line. Is that being publicized?

Lisa has a question. How do you find out if your area is being sold more on terms or more on cash? That's a good question.

Yeah, I mean, it's sometimes difficult with the sole comps in our business because a lot of them aren't recorded because they're on term sales. Right. So you're not going to be able to go to the assessor site or whatever part of the county may have some data because these properties are just between, you know, people such as ourselves, investors and the end users. And those agreements aren't recorded. But I don't think, in my experience that there's an area where you're going to say, this is a cash area, this is a terms area. I think that all areas will serve well for both.

Yeah, I think so, too, because that data is a little bit harder to find for sure.

Right.

Now. Some county assessor sites are nice, Mike, because you can go there and pull data and I mean, you could pull data from a time frame. Right. So maybe there's a subdivision you're looking at, Lisa, and you're wondering how many cash deals are being done there. You know, sometimes you can go there and pull data and see. See transactions in the last month or the last quarter, the last six months or the last year, that type of thing. But again, it. It may be hard to decipher because just because a sale shows up on the assessor website doesn't mean it's a cash deal. It could be a terms deal. Right, Right. So. So, yeah, I.

You see a sale and you see a number, but that number could be associated with a multiple. With a.

With a. Yeah, with a.

With multiple properties.

Properties. Yeah.

So it can be misleading.

Yeah.

But the more you work in an area, which is what we really tend to stress, is that work in these areas over and over again, you begin to develop a really an innate understanding of the values there. So that. That's why one of the reasons we focus on, you know, specific areas.

Yeah. All right. Well, that kind of segues into the. Into the other way to sell property. So there's multiple ways to sell properties once we buy them at a deep discount. One is owner financing, another is wholesaling, and then the other one is a retail cash deal. Right. So I'm going to buy for 25 cents on the dollar, and I'm going to sell to the buyer for market value. Right. And those deals are sweet, and those deals move the needle, and Those deals happen 10 to 20% of the time. Right. And it just all comes down to marketing consistently. And you will find those deals. And there's going to be a little ebb and flow in those cash deals. Right. Depending on what's going on in the market. From what I've experienced, sometimes that, you.

Know, you hear that people want to, like, hey, I just want to get a cash. It's hard to force that. Right. It's like the markets, you know, because there is a. We could talk about another way to get some cash as we go on to these different ways of doing deals. Right. There's still a way to put it on cash. But, you know, you can't sort of force it. Right. You know, it's going to come as it comes.

Yeah, yeah, for sure. And, you know, I think. I think it just all comes down to consistency again. Right. Like, if you can. If you just. If you just work the business. Right. If you do what you're supposed to, if you follow the recipe like Scott Todd teaches, if you're mailing consistently, you're going to acquire properties. If you're marketing consistently, you're going to sell properties, and you're going to sell properties for owner financing. You may strategically want a wholesale property to infuse some cash back in your business, but you're gonna get an occasional retail cash deal that is gonna. It's gonna significantly change things for you. Right. Because. Because you're being consistent. Right. Like, I'll never forget the first time I sold a property. I bought it for 700, and I sold it for $2,800. That. That. That's a huge impactful thing for a healthcare guy who's never done anything like that before. And then as the years go on and I'm consistent, oh, I buy this property for three and I sell it for 12. Okay. And then I buy this property for six and I sell it for 20. And then I partnered with this guy over here, and we buy a mountain. And we had to sit on that for a little while. Right.

Was a mountain, but.

And we invested pretty heavily in that. But it took a year and a half to sell. But in a year and a half, man, that was a huge deal.

Right.

It's just all because we're consistent. So the consistency will bring the cash deals, consistency will bring the terms deals. Right, Right.

So we still have a few more ways, but let's go to the hotline. I have a comment from Jonathan powering through the toolkit. I understand a lot about the business. As I'm going through, however, county research is kind of eluding me. I'm struggling to understand. What I'm looking for are counties that have a lot of ads on land, moto hot markets or that I should pursue. What other things should I be looking for also? Go Hilltoppers. Enjoy every moment. It comes and goes quickly.

Yeah, it really does. It's crazy. It is. It is crazy. It's a lot of fun right now. The other thing, too, Mike, is it was 65 degrees here today.

Yeah. You know, unseasonably warm. Same here.

You know what it's supposed to be in the morning? 20.

Ooh.

It's gonna be Cold. Tomorrow night.

Tomorrow night's gonna be cold. Wow.

It's gonna be cold. Yeah. So anyway, back to.

Jonathan's question about county research is eluding him. Scott trying to understand what he's looking for. If there's a lot of ads on land motors, that mean it's a hot market. What else should I look for?

Yeah. So, I mean, let's just keep it simple. If there's a lot of lands on it, if there's a lot of ads on Land Moto and you're seeing a lot of land investors there.

Right.

There's a lot of deals being done there. Right, Right. And one of the things you want to do in this business is not reinvent the wheel. When you're first starting out, you want to follow the breadcrumbs. You want to follow the breadcrumbs where people are having success. Right. You don't want to go to a county where you can't find any data. So, you know, if you're seeing a lot of activity on Land Moto, you're going to get a lot of data, and that's going to help you with your county research and your pricing. Right. If you decide to go off the beaten path to a county where nobody's doing deals, it's going to be more difficult for you to get data, and it may be more difficult for you to gain traction in that area with buying and selling, because you're not going to know the market.

Right? Yeah. I mean, county research is the bedrock of this business. And uncover every stone. You know, Land Moto. Look at other sites as well. Like, really dig in, Google, search the subdivision. You really just want to get a comprehensive view of that area.

Right. Anything else on the land view hotline?

Let me see.

You know, what I did, though, Mike, just for you, is at the bottom of the screen now there's nightcap. What brings you to land investing?

Nice.

Yeah.

So I like it.

Justin. Let's see. Oh, this is a great question. This is from Justin Ellison. Mike, if you had to choose a land geek podcast from the past that you think would be the most helpful or the most fun for everyone to watch, which one would it be? There are like 109. Nine of them, and I've only watched five.

I bet there's more than 100 table.

There's more than 109. I. Well, yeah, I would say Roundtable podcast.

I don't know what episode, but there was one we talked about, what will we do different? And all of us, we'd started again.

That one yeah, that was what.

It's labeled, probably. What would you do different? Something of that nature. And that was about a year ago, maybe and a half.

Maybe. Maybe a little longer. I'll maybe see if I can find it. But yeah, so that one's really valuable, Justin, because, you know, you have seasoned land investors on the call, and most predominantly Mark and Scott Todd. Right. Mark, who's been doing this since 2001. Scott Dodd, who's been doing this since 2014, who blew this thing up. And they come on and say what they would have done differently. So that's a. That's a really great podcast to listen to.

Yeah, totally.

So I'll maybe see if I can. I'll see if I can find that here. All right.

Where we talked about a few ways to sell property and generate some income. I think we have at least two more.

Yeah, well, I did the last one you want to do. You want to do the next one?

Yeah. So you could wholesale, but you also could land arbit. You could sell it to another investor for a monthly payment, creating that recurring cash flow. They'll turn around, sell it, and make the spread. So all you need to do is make sure that, say it sells for $200 a month. You know, $100, $120 a month. You sell to them, they make the spread, and all they're doing is covering the payments they make. So it's a very low risk for them, very little bit of very small amount of money involved with them. So there's highly advantageous to someone who's looking to get onto a property without a lot of risk.

You know, when I love. Do you know when I love doing a land arm deal, Mike?

I think. I guess.

Guess.

Thinking you're going to say, you better get the card ready.

I got it.

That after you have a property that someone's been hating on for several months and they default, so your cost basis is literally nothing, and then you turn around and land on it.

Mike Zanel, you complete me. It's the you complete me segment on Nightcap.

That's Jerry Maguire. I love story.

Yeah. So, you know, hit up us if you're looking for land on property. If you want to own a property and control property for 100 bucks a month, 75 bucks a month. Here's a tip of the week. Hit up a seasoned land investor, because somebody who's been doing this for a while, they might have a default come across the desk. Right, right, right. And if I've already made money on the property, why wouldn't I help somebody out and land orbit so. Including my nephew Cole who I land.

Armed him a property but he sold it, didn't he?

Well, he's had multiple sales now. He started in August flight school and he bought a property land arb for me. He sold that on terms? I think he sold a couple on terms. Then he just recently got a cash deal as well. And for a young 23 year old kid to make three grand on a cash deal, that's a pretty big deal, man.

Pretty big deal.

Right.

He's hooked, huh?

He's hooked. Hook, lion and sinka.

Do you think he's gonna inspire the boys?

I hope so because the dad hasn't been able to. I'm just kidding.

Well, it's tough working with your own kids. You know how it is.

Yeah, I mean I think he's very entrepreneurial minded. So he was a business major in college. Right. So I think it, I think that does help when you're, when you're looking at this business. You know, my, my kids are a little bit. Maybe more science or math oriented, that type of thing. So.

So yeah, that's a whole nother topic.

Your kids dabble. Kids dabble in it a little bit.

A little bit, yeah. It's tough being the parent. Trying to. But I think what the. What qualities make someone a good land investor? Could be a whole topic we could talk about one night.

Let's do that next week. Yeah, I like it.

So we got the land Arb. There's at least one more way to cash flow.

Yes, there's another way to cash flow. We got more comments coming in. We'll get to those in a minute. So here's another way to cash flow.

Okay.

Mike Zano. I buy property for 25 cents on the dollar. I sell it on terms. So I'm owner financing that property.

Yeah.

And then I'm going to sell that note to another land investor.

Yeah. Either all of it or a portion of it.

Right. So I can infuse cash back into my business and move on to the next deal. Right. So that's another way. Did we miss any?

No, I don't think so.

I don't think so. I think we got them all.

So anybody thinks we missed one, send it out to us.

5 Ways to Sell land.

That's why I think we should have a song. 50 ways to leave a lover.

We could say 50 ways to lose your lover.

You mean what's that song? You know what I'm saying?

Yeah. 50 Ways to Lose your lover.

Get out the back, Jack.

Larry Merle is here. What's up, Larry? Larry, it's gonna be tracks next week. It's not gonna be trashy weather tomorrow morning.

So, Larry, you want to come back on because, you know, what's the policy? How many visits and he gets a tracksuit?

Yeah, I think we said three, didn't we?

So, yeah. Larry, you ready to come on for round two? And then one more, and it's tracksuit time.

I'll do a coaching update with Larry. Mike, you'd be very jealous. Aaron got me a new, new tracksuit.

All right, So I didn't know that was what we were doing. So I am a little upset. If you showed up tonight with it, I would have been really upset. I think that's why you did.

And you probably know.

Is it velour?

She actually did give me a. She actually got me two tracksuits. She got me. I know. She's in retail, though. Like, she's got connections.

I need a new sweatseedo. Make it three.

Let's see here. From Five Blind Mice, my Florida land would sell in one week for $10,000 per lot. And now it has been two months and nothing. So I guess what they're maybe saying is that. They've been trying to sell this property for two months. Excuse me, two months.

And they're saying they're selling it for 10k.

My Florida land was selling one week for $10,000 per lot, and now it has been two months and nothing. Five blind mice. If you could just maybe clarify what you mean by that.

Elaborate.

Yeah, that'd be nice. Luke Block. So what is needed on Land Moto to post a property? Can people manipulate the average by listing properties for way higher than what they would normally go for? I mean, they possibly could, but I don't know why they would want to do that. Because, Mike, if I'm listing on land Moto and 90% of land investors are posting a property for around $10,000, why would I want to inflate my property to $15,000 on that site?

Yeah, I mean, we talked about this in flexibility, but there's a certain point where it becomes like, what's going on here unless there's something really unique about it.

Right. Larry says consistency is the key. He finished flight school last December, so he's 11 months in. His goal was to sell one property a week in 2022. Guess how many he sold so far, Mike, in 2022. So he was looking to get 52.

Oh, I don't know. What is it?

He sold 54 already in 2022.

Oh, Larry. Larry, you're coming back on the show. Come on. We're going to be our first one to do three episodes and get the sweat. Cedo.

That's amazing, Larry. Larry, that is. That is phenomenal. A deal a week in 2022 was his goal. He's already surpassed that goal. So, Larry, I think the next question. What's the 2023 goal? That's pretty awesome. Lisa says she thinks we'll have more viewers if we go back to 9pm Oh, 9pm Eastern.

I think Mike will be more awake.

Yeah, right. Looks like he's struggling right now.

Third person. I don't talk about myself in third person that much.

Marie Ruiz. Ruiz is here. How much is flight school, Marie? We have a few options. What I would do is maybe just text us at the land geek hotline right there next to the hashtag nightcap. Text us at that number, and then Mike or I will get in touch at the end. We'll talk a little bit about. I mean, you know, Mike, here's the thing. Like, flight school isn't for everybody. So it's nice for you and I to have a conversation with people to determine if it might be the best path. Right?

Yeah. To kind of find out what they've been doing, what they're looking for, and if this might even be a good fit. So it's always a good conversation.

Yeah. Let's see. So, Justin, six. Rent. I don't know what that means, Justin, but that's not really selling. Also, there's probably something fishy. Unless it's a large hunting property, recreational use property, or something like that. Just thinking outside the box. Oh, sorry, Six. He's thinking of a sixth different way to sell, and he's saying rent. Rent the property. So you could rent the property, let's say, Justin, like here in Wisconsin, right? Hunting is huge, and people rent property all day long here in Wisconsin. So you may come across an opportunity like that to rent out your property for a hunting season or whatever. Yeah, for sure.

Right.

So that's the sixth way to sell land, Mike. Rent.

All right, six.

Rent it out. Here. He's here. Five blind mice. I sold 10 Florida lots at an average of one per week, and now no sales in two months. Okay. All right. So you sold 10 Florida lots and an average of one per me, one per week. And now no sales in two months. So could be any number of things, right? Could be just the market right now. And maybe people are nervous. Maybe it's the pricing, you know, if you have some flexibility, maybe play with the pricing a little bit.

Yeah. Maybe the leads aren't coming as fluid as they were before.

Yeah, Alex has a good point, too. Maybe because we've had two hurricanes come by in 45 days that could affect the Florida market for sure. Right. Yeah, I agree. Good. Good point, Alex. Nice to see you, Alex. Hope things are going well for you. Well, jay, Brian says 9pm Central is perfect, so I. I kind of like the 9pm Central. I don't know.

All right, we split the middle before.

Let's do one more question. Mike, because we had a successful nightcap, we talked about six different ways to sell property.

Six different ways to sell your property.

And people. I mean, you know, there's some content in this show. Yes. There's some drinking beer, but come on, whiskey or bourbon? There's some. There's some pretty. Pretty good stuff on here. All right, this is from Julia. Can you talk about your approach to a down payment? Is it just a certain percentage of the price? I've seen some people not ask for a down payment, and I'm just curious about the strategies that people have. Ooh, that's a. That's a great topic as well.

I mean, you don't have to have a down payment. Sometimes it's nice to say zero down. That could be a special you have for your buyers list. So the down payment, really, I mean, you don't want to. If it's a. You know, you have a $2,000 property, it'd be nice to get $2,000 down. But you got to be sort of feasible, I mean, reasonable about it, you know? And so, you know, there's a few ways to go about it. You could just have a down payment equal to the monthly and just sort of have that extra payment. There's no real rule behind it. I mean, Scott has a. I think he does, like, a 20% number. Right. Is that what he does on the down? So if he bought for 2000, that would be, what, 400 that you would have down. Thousand. You'd have 200 down. So there's something that's there. It's a good number to sort of have as a reference point.

Yeah, I mean, there. You know, there's. There's all sorts of ways to creatively market the down payment, too. Like, you could do $1 down with a $249 dock fee. Right, right. And so. So. But I think. I think, really, what's the overarching theme here? The overarching theme is that we want to get our money out as soon as possible. So if you can structure the deal in a way where the down payment is affordable, the monthly payments are affordable, and you're able to get your money out in 10 or 12 months, like, that's ideal, right?

Yeah.

Maybe even 18 months. Right. Depending on the numbers. So. So yeah, you can be creative with the down payment. I think Black Friday is coming up. A lot of people are kind of creative with the down payment around Black Friday time as well, so.

Right.

Awesome. And then Marie has a question. She joined late. Will this be recorded? We live in the rerun, Marie. You can go to YouTube. It's actually the landgeek.com. no, it's not. It's YouTube.com thelandgeek and click videos. Stand up. Oh, look at you getting all tall all of a sudden.

You've been standing up the whole show, haven't you?

I always stand up. I have better energy.

Yeah, I feel like maybe I should match your energy with a little stand up.

I mean, maybe you wouldn't fall asleep if you were standing up.

I'm not falling asleep.

I love you, man.

I was at a wine tasting early. I think I just had a little bit of alcohol tonight, folks.

Oh, and then you drink bourbon after. That is not good. I'm going to hear from you in the morning. You're going to box me and be like, oh, I have a headache.

Plus, we're growing mustaches at the fire department this month. That's in support of. I think it's generally all types of cancer. It's like a support thing we do every November.

Oh, that's cool.

Yeah. Well, the girls don't think we look cool, but it is a nice thing.

I've tried the mustache before. It did not go over.

I think you should go along with your dude buddy.

Yeah, yeah, yeah. It did not go over well at all. Actually. It's kind of funny. We'll leave it at this. Back in the day, probably seven, eight years ago, I had a pretty thick beard and it was Thanksgiving Day and I shaved it all, except for the mustache. It was the day before Thanksgiving.

You looked good. You like the 300 look?

Yeah, yeah. It was kind of funny because I was working at the time as a physical therapist, and I filled in at the nursing home that day. And about half of the people that saw me said, hey, that looks really good. And half of the people saw me.

The beer or the mustache?

Mustache. And half the people saw me thought, dude, that looks creepy.

Yeah, I'm getting the creepy.

So, anyway. All right, everybody. Well, thank you for joining us tonight. It was a fun show, Mike. We had. Yeah, A nice, nice number of viewers chime in and, you know, spread the word. Spread the word about Night Cap, because I think we sometimes have good things to say. I'm not tooting my own horn.

We do.

We try to help.

And here's to be answer questions. So that's a resource.

Yeah, very true. All right, everybody, have a good night. Are we coming back next week? Because, Mike, I think the following week is Thanksgiving, and that might be a little iffy unless we do the night before Thanksgiving.

I would say next week we could do Wednesday or Thursday.

All right, let's do. Let's pick one. We'll pick one, and we'll let everybody know.

Let's. Let's. To the Hilltoppers.

Thanks, man. To the. Alas, Hilltoppers beat the West Salem Panthers tomorrow night, and let's go to State. Cheers.

You should probably share that YouTube channel. I bet the whole land community would like to watch that.

You know what? I will do that tomorrow in the Facebook group. That'll be fun. All right, thanks, everybody. Have a good night. We'll talk soon. And text us if you want to talk land investing.