ROUND TABLE—2018 Kaizen—There Is Change On The Horizon

Hey, it's Mark Podolski, the land geek with your favorite niche real estate website, www.thelandgeek.com. and for today's roundtable podcast, we got a full crew here. We've got Eric. No nickname Peterson. Eric, how are you?

I'm good.

Looking forward to boot camp here coming up this weekend.

Same here, same here. We got Tate, the Big Papa. I love it when you call me Big Papa Litchfield. How are you, Tate?

I'm great. Happy to be back.

It's great. It's great. Good, good.

New Year's, fantastic.

Yeah.

So the fireworks woke up the baby. It was great.

Yeah, look, it's her world. We're all living in it. Yep, just the way it goes. Mike, the Zen master. Zeno. Konichiwa. How's it going, Mike?

It's going very good. It's going excellent.

Did you breathe in the mailing and breathe out the marketing today?

Yeah, we've been breathing in a lot of mailing and breathing out a lot of marketing. 2018.

Hard.

2018 is my year of never missing a day of meditation. I am now 2 for 2. And then last but not least, you know him, you love him. Six Sigma. Scott Todd from Scott Todd.net landmodo.com and most importantly, if you're not automating your Craigslist and your Facebook postings, hostingdomination.com thelandgeek Scott Todd. A little birdie told me there's a new course coming out very soon.

Yeah, this is the final week, man. Like final week to red. Just for the live class. It's the Accounting for land investors 2018 version. I did it last year. I do it one time a year. I kind of walk you through the entire accounting program, end to end. It's recorded, so if you can't attend live, no problem. But it's going to give you everything you need to make sure that your accounting is up to. Up to snuff. I'm going to tell everybody exactly how I even put $14,000 tax free into my pocket. $14,000.

Mark.

Yeah? You know, I said, last but not least, I should have said that about the Bearland. Aaron. Bearland Aaron. How are you?

Hey. Hey. Pretty good. I was wondering if you're gonna skip me.

I would never skip you. I would never skip. No, I know, I know.

Hey, I gotta say, I'm excited for that accounting class. We're already signed up.

Yeah, I'm very excited about it as well. And, you know, it's. It's one of those sort of unloved things. That's so important. Like, it's like my last thing that I like to think about with business. But then come tax time when you have those nice, clean books, there's like, no better feeling. You know what I mean? It's like waking up every day to a made bed. It just feels good, right? Scott's like, you're comparing my accounting class to a made bed?

Well, how do you wake up to a made bed? Well, you make your.

Well, you got to make your bed. You go to the class, but you don't know how to make the bed. You know, hospital corners and all that good stuff.

Got it, got it, got it.

Okay. You go to Tate's house, you can, you know, you can bounce a quarter off that bed. So it's all good. It's all good. So before the podcast, we were talking about the improvements that we're making to our software systems, to the community. I thought it'd just be kind of cool to talk about the concept of Kaizen continuous improvement and the things that we're doing in the community to continually improve. And Eric Peterson had a genius idea of how to improve our roundtable podcasts. So, Eric, go ahead and talk about your thought that we're going to execute on next week.

Yeah. So, you know, to bring some more, I guess, diversity to the. To the roundtable in terms of topics and so on, we want the listeners to submit their questions. Hopefully. We're going to set up a voicemail box where you can call and leave a voicemail with your question, an email address, and we'll also put it in the Facebook Mastermind, so, you know, you'll be able to submit questions, comments, um, whatever's on your mind. You know, if you want to stump the coaches or whatever it is, we'd be happy to address it on the roundtable.

Beer land. Aaron, what would you want to see as. As far as, like, a theme? I like stump the coaches for. For the roundtable. Anything else? Marketing Tip of the day.

Pretty cool.

Yeah.

How about that? Because we're working on a little thing. I'm not going to tell you too much about it, but, you know, if people have some good reads that are kind of relevant, drop those in, too. We can mention them on here and we can add them to a thing where we're doing that's going to kind of collect all that in one. So. Yeah. Do you have a book you love? Let us know about it.

I love it. I love it. Zen Master Mike. What. What continuous Kaizen things are you working on for 2018.

Well, first I like to jump back because I thought it'd be kind of cool this if it, if we take over the next few weeks, the roundtable or maybe we could do it at one time, but where we kind of like. People probably wonder what we do all day, right? If we, if we, if we. We're not doing the land investing all day long, what the heck are we doing? Like, you know, Scott's flying planes, but he's not flying them all day long. We know that. You know everybody. So I thought that that's kind of neat. I think people would be interested to say what are you doing with all that time that you now have? Because you've automated you systems, you've delegated. So anyway, I thought that that would be kind of neat. What do you think the people would be curious as to what the heck.

We'Re doing working on magic. And you're fairly good at it. You want me to show you a little magic star in Florida? It was some good stuff.

Very good.

It's good. I'm pretty good sleight of hand, you know. You know what, I'm. I really. In all seriousness though, I'm working on finishing Dirt Rich, which should be out in about 60 to 90 days. And then after Dirt Rich, should I tell you guys the title of the new book? Yeah, yeah. Now I'm not. I'm not married to the subtitle, so you guys can help me. It's coax the cat 10 principles to cultivate Happiness and Meaning and Fulfill the Promise of Passive Income. Oh, nice. Do you like it? It's like the companion brook to Dirt Rich. So it's like, okay, you've got all this money, you've got all this passive income. Now what do you do? Right, right. Because I'm gonna make the argument all that money ain't gonna make you happy. And so Here are the 10 principles that I think will add to that. Scott Todd's like, that sounds pretty woo woo.

I like that. I think it kind of relates to what you asked me about Kaizen, Mark. I mean, you know what the opposite of Kaizen is really, right?

Inertia. Dead.

I mean, if you're not constantly changing, adapting, improving, then you're, you know. You know, to me that's just, you just, you just, you know, you're going in the opposite direction. Right. So I think that that's something that we all embrace this idea of continually improving and changing and. Sorry, Scott was just giving me, but I didn't mean like we're all going to die. Scott, I was just saying that if we, you know, that it's like stagnation, right? We got to keep moving, keep our feet moving. And, you know, it's happiness, right? Looking at identifying problems and then solving them, you know, so it's. We take a different approach to it. I think when you look at it from that perspective.

Yeah, absolutely. And I know Tate is like, I'm going to 10x it, but, you know, how are we going to 10 exit? Tate, what kinds of continuous improvements are going to make?

You know, we're just going to. It sounds we're doubling down everything we did last year. We're trying to double it, basically, as far as marketing, as far as offers, as far as we're taking the training wheels off this year. And we're just trying to go big, bringing on maybe some additional help, looking for more VAs, get more automated, new approaches to doing the same thing. I don't know. We're looking for ways to improve within our own business. And the only way I know how to do that is to do some serious reflection and map out your entire process and basically look for the chinks in the armor. So we're spending a lot of time this year becoming bulletproof. That's our number one goal. I want to be able to walk away from the business for weeks on end and still have it run.

Absolutely. Scott, Todd, what's your Kaizen? I know you're going to unveil a lot of it this weekend, but if you want to just kind of tease everybody.

Oh, well, for first, for like LG Pass, you know, like LG Pass, we just recently released a new update. You know, we are redesigning LG Pass to actually bring everything in so that you're working right there with one property. And it's a pretty cool design which we'll kind of share at boot camp. Some of the development that we're making and kind of some of the roadmap. But LG Pass is high up there. Land Moto, Landmoto is. Lanmoto continues to grow. That's a big platform for me. We continue to grow that mark page views In December, about 35,000 page views in December. So that's a nice flow. I see the amount of inquiries that are coming in from the properties, and every week they're going up and we've got a lot of. Of external kind of advertising. So literally, with Lanmoto, every dollar that comes in in terms of revenue goes out in the form of some sort of advertising. In fact, it's About a hundred and about. A hundred and about 150% of revenue. So that means I'm going, I'm paying out, right? Like, I'm building that platform. And it's kind of cool because right before our call today, I got an email from one of our sellers that said, sold a property on Land Moto. So it's kind of cool when you, when you get that. And so, you know, like, Landmoto is a big platform. LG Pass, a big platform. And some other cool things coming down the pike for 2018 that I'm not yet ready to talk about.

Yeah, I know that we're making some big improvements into GeekPay IE and speaking of losing money on software, but Eric is going to be helping us with that as well in San Antonio because ultimately, what keeps me up at night is, does Eric Peterson like Geek Pay? And when. When, when he's like, you're not. You're not developing fast enough, I start to sweat. I have anxiety, hurts. My relationship with my wife, she's like, what's wrong with you? I'm like, it's Eric. It's Eric.

Eric's fault.

Geek Pay Eric. And she's like, look, you got to get more than two hours sleep a night. You're getting sick, and it's a whole thing. But I can tell you that 2018, we're really going to vastly improve all aspects of Geek Pay and include the integration with LGPass as well, which, you know, isn't insignificant, right, Scott?

It's the year of the Jotnaught.

It's. It's not insignificant. That's right, right, right.

The Mastermind community, we're going to start improving. I put out a survey there. We're going to start doing monthly themes. So, you know, this month might just be the theme of closing the sale and adding a lot more content and some other little surprises here and there to help with that theme throughout the month. The next theme might be, you know, Deal Flow. Right. Processes, the due diligence piece. And, you know, and some of it might be based on, you know, more, you know, internal metrics like, you know, mindfulness or gratitude, those types of things. As far as a monthly theme, as far as just, you know, not just the nuts and bolts of land investing. So I can get a little woo woo, right. Tate's, like, shaking his head.

No, I love it. I love it.

Right.

Bear Land. Aaron, too. Woo woo. Bear land.

No, no, no. I'm just giving you hard time.

All right, all right. So we've got lots of Improvements down the pike. Anything else before we move on from Kaizen? That's. See, in the podcast world, that's just dead air. It's not good.

That's dangerous, Mark. That's really dangerous.

That's a pregnant pause.

That was intense. People, people were grabbing for their phones, they looked down at their radio or podcast, you know, listening device, to wonder, like, did it stop work?

Eyes back on the road. Oh, no.

Yeah. I mean, the last time I was really panicked by any type of dead air was the very end of Sopranos. Do you guys remember the end of Sopranos? And it just went dark and you're like, what is the cable out?

That was a. That was actually a good ending.

It was. No, it was a great ending, but it went. It was. It was kind of like a. An artsy ending. So. Alright, well, I think, you know, we're all ready for 2018. We've got mastermind improvements coming down the pike. We've got software improvements coming down the pike. We've got land Moto platform improvements coming down the pike. We've got our own land businesses being improved down the pike. And all of it is going to, you know, basically spread out and ripple out through the whole community so everyone can work on their continuous improvement, no matter if they're at a Padamon level or they're getting close to the Scott Todd Yoda level, you know, and everything in between. So. Oh, my catastrophe. Skywalker.

Skywalker. Luke Skywalker.

Yeah. Yeah. Every time, you know, Eric gets another deal from my seller, he just. He just writes Skywalker on a piece of paper. So. All right, well, let's. Let's move on to tips of the week. Mike Zaino, what's your tip of the week?

Well, ironically, it's quote.

Go figure.

Go figure. But it's not gonna let. Scott always says it's not gonna be reminding anybody to breathe. This is. In fact, I'm gonna just put my screen over Scott's face as I read this. There we go.

You may shut off my video for you, Mike.

I don'.

I went dark for you.

All right, thank you. So this is a quote from the Buddha. And this relates, I think, to the new year. I love it. There are only two mistakes one can make along the road to truth. Not going all the way and not starting. So I think it's a call to action. Right? We're all setting goals. It's going to come down to follow through. Right. It's going to call actually being brave enough to take that first step. Some people, it might Be the beginning where they're going to start with the toolkit. Or they may be taking that leap into flight school or coaching. It could be people that may doing it for a while. They're gonna really embrace massive mailings. Whatever it is. Just you have to start and then, of course, follow through. It's all about follow through. So I think that's a great quote that works well with our business. And, Scott, you can come back now. I'm fine.

No, I think it's. I think that's a great quote.

All right. Did you like it? Scott?

It's beautiful.

Thank you.

Yeah. I mean, speaking of. Speaking of flight school, we got some big improvements coming down the pike which Scott has not yet approved, but I need a brainstorm with him on. But, you know, Kaizen. Kaizen. Not that flight school as of now, isn't amazing. Right. But there's a. There's gonna be a few sort of wrinkles that we're gonna be adding to it, I think.

Awesome.

Maybe I shouldn't be publicly saying it until I talk to Scott this weekend. Now I feel like I'm in trouble. Now.

You gotta tell me now you can't get off.

I can't tell you.

Not gonna be dismissed from this call.

Can't tell you. We had to talk about it in San Antonio after your third margarita.

Talk about before. I don't need alcohol.

All right. All right, Eric Peterson, what's your tip of the week today?

We're going with a book. I'm not sure if it's been mentioned on the podcast. I think probably a lot of people are aware of the book the Art of Less Doing by Ari Meisel. Been going through that again recently. And, you know, it's just a great book about building automation and building systems, and I really enjoyed it.

Yeah, he was actually on the podcast and I was on his podcast. That's a great book. I love that book. That's a great. You know what? I hate to say it to start off 2018, but Eric Peterson's got a good quote, good tip of the week. I don't know. Mike's shaking his head. One for one, one for one. It's a long year, Eric, this year. What's that?

I should keep some stats this year?

Yeah. Yeah. I did have as a New Year's resolution, a kinder, gentler approach to Eric Peterson's tips of the week. We'll see how long it lasts.

So you really don't like it? You just pretending because of your New Year's resolution? I get it.

No, no, I like that book. I mean, it's a pretty safe tip of the. I'll give them that. Here we go.

I mean, that's just the way it goes.

Yeah. Bearland. Aaron, what's your tip of the week before we start to devolve?

It's an iPhone app. I've used this for a long, long time. They just changed the name of it. It's called Toolbox Pro. I think the Pro is obviously the paid version. And what it is, it's not necessarily for business or anything, but it's got all these tools in it that you kind of can use on throughout your daily life that utilize kind of some of the hardware that your iPhone has. There's some basic things like a level and a plumb bob and a decibel meter. There are probably like 10 or 12 different functions of this app. It's kind of like a digital multi purpose tool in your pocket. And you know, I've used this thing. I had to install a new oven in our house and I couldn't find my level and I used this thing on my phone. And you know, the eggs stay in the center of the pan. So the, the oven was pretty level. It's a pretty cool little device. You'll find various uses for it, you know, here and there. If you just remember that you have it in your pocket. It's, it's a pretty, pretty neat little tool that uses all those gyroscopes and levels and microphones and everything else that your phone has.

I know for me personally I'll be telling my handyman about this, but.

I.

Can'T even change the light bulb. He's like, he's like a level. I'm like, what's a level, Mark?

The problem is, is that where Aaron lives, they don't have handyman.

No, no, they gotta take.

This man is handy.

It's a three day buggy ride.

Yeah, See, he's gotta. And he's gotta get his eggs from his chicken in his backyard. I'll tell you what, those things crack, man.

If things start going bad, I'm going to Bear Land's house. That guy knows how to survive.

He knows how to use a level.

Man. He's living off the land.

He's living with a level in his pocket.

I actually had this as a real conversation with my wife today. We're talking about lunch and one of the lunch places that we like to go to, they have a horrible parking lot. I'm like, why don't we just take an Uber like that was literally like the conversation. It was like. So we don't actually have to, like, look for parking.

We do now. We Uber to restaurants. We lift. Actually, after the debacle in. In Florida where we were late for the appetizers, there will be no more Ubering.

Yeah, Lyft. I meant, yeah, Lyft. And Lyft is less money, too.

Pictures from Scott of devoured food. No more Uber.

Yeah, Lyft.

Mark, Mark, Mark. Why are you not taking your paramotor to lunch? You and your wife, like, you get.

I'll be eating that lunch by myself. That's why. Right? And then, you know, calling Tate and up, like, what's it like to have 100% of your assets intact? So that's why. Okay. Speaking of Tate. Tate, what's your tip of the week?

Alrighty. So I'm going on a dangerous route here, following Eric, but I am actually reading a new book. It's called Grit the Power of Passion and Perseverance by Angela Duckworth. Anyone read it?

I've heard of it.

It's in my reading list.

Melissa's read it, and she said it was fabulous.

It's really good. I'm not done with it yet. In fact, I only started this week, but I'm really, really liking it. And I'll just share a quick little excerpt from it. It says, enthusiasm is common, endurance is rare, and that can be applied to our business in so many different ways. You know, everybody comes out of this, comes out of the gates full gas, ready to do whatever it takes, get their mailing, and then they taper off. And then slowly their Craigslist marketing kind of goes to the wayside, and everything else falls out of place. And so you got to remember, when you're starting a land business, no matter where you are in this business, it is a marathon. It's all about endurance. You don't want to sprint too fast coming out of the gate because you will wear yourself out. You got to think long term and measure success on your daily accomplishments. Right. However small they may be. So this is a pretty cool little read. I really like it. It's just about being stubborn and persevering through the hard part. So check it out. Grit by Angela Duckworth.

It's awesome. I'm gonna quote that in my chapter called Embrace the Suck. Does she ever use that term?

I haven't seen it.

Okay, that's awesome. Angela Duckworth grit.

Yeah, it's really good thus far.

All right, that's a fair to Midland Tip of the week.

One of One or one of.

One. I mean, you know, very safe, but no good. No, it's good, it's good. Let's see who's last. Oh, that's right.

Scott.

Todd, what's your tip of the week?

I mean, are we letting Mark judge these tips of the week? Like he's the one passing us?

I mean, all I can say is he better have something really good this week because.

My tip of the week is a solid three. It really is. It's useful three.

We'll be the judge of that, don't you worry.

All right, all right, here we go. Here we go.

He's looking for already.

One of the things that people struggle with is like when they're trying to create like things documents in HTML that are. It's a very clean HTML. They'll people like. Look, HTML is not that hard to learn, but you know, who wants to learn it unless you already know it, right? So you can always go hire someone to go do it. But look, you have Microsoft Word on your computer, something like that. You could just convert it to an HTML file and be off to the races. But an HTML file from Microsoft Word is like very dirty. It's like not cleaned up, it's messy. So check out this free tool called HTML washer.com HTML washer.com, you can either upload your document or paste in your document. And what it does is it removes all of the excess not well formatted crap. It washes it and makes it nice and clean so you can use it on the web without a lot of bloat or anything else that will bring down your HTML documents.

Wow. I like this tip. Am I the only one? I like it.

That's a home run.

Cool.

That's good.

Okay, it's not a home run, it's a double.

It's solid.

Man on base. Man on base.

I mean, you know, is it a. Is a quote from, you know, the Buddha? No, but it's good.

I don't know. I think Mark's being really nice because he wants those new changes to flight school. That's what I sense.

I don't know.

Wow, wow, wow.

Flattery will get you everywhere, Mark.

Mike, I will. Mike, I will not. I will not be hiding my camera next week when you go to do your quote of the week.

Come on, please.

All right, Mark, what do you have?

Show your cards. Alright, so for all those of you in my email list, thank you for being on that email list. But occasionally we get somebody who doesn't really want to be on the email list, and they will email back something kind of nasty and then say unsubscribe, even though at the very bottom of the email you can unsubscribe. But, you know, I know that everybody listening to this would never dream of unsubscribing from our email list, but probably other people's email lists, you know, they. They're probably, you know, just signed up, and then it's all. It's all crap. And then they want to up subscribe. So why not automate it with a little robot? It is called unsubscribrobot.com and you forward spam emails to unsubscribe.robotmail.com and you get automatically unsubscribed. Get you to inbox zero, get rid of the spam and make life a little better. Unsubscribe robot.com. i think that's solid, Eric Peterson.

Well, like, nobody's even saying things, so that tells you enough right there. Like, it's just quiet.

Like, I mean, that's quiet. It's good because Tate is like, I.

Mean, I've done it.

He's really foaming at the mouth, you know? Wait a minute, wait a minute.

Trying to think of lame unsubscribed.

Yeah.

As tips of the week.

So this is lame.

Better than those. I mean, that's the question, right?

The real phone at the top says unsubscribe. Why would I need to even forward? It's a wasted step.

It's muda.

This is lame. Lame.

There must be a reason it's not lame. Hold on.

Hold on. He's got to download it real quick and try it out.

It requires no specific access to your emails. Other alternatives require granting full access to your email account or full browser access. With hundreds of unwanted promotional emails, a small amount of time and frustration adds up. Saves time deciding which option to take. We always unsubscribe all. And typing repetitive info, easy to use and super helpful. I don't know. I think it's solid.

Well, maybe if you could use it with, like, inbox and then you could at once, because it collects all those in one folder and send 25 of them at once. That would be kind of cool. Maybe it does that. Could.

And by the way, it's free.

I'm just gonna hit the unsubscribe link on my. In my phone, it just says unsubscribe.

Yeah, me too.

I mean, can we unsubscribe to lame tips or.

That hurt. Boy, when. When Bearland Aaron cuts. He cuts deep. I love it.

Well, Eric Peterson taught me.

He's been giving me a hard time.

The bear has been released.

There is a line.

We don't. I'm gonna start preparing, like, oh, I'm sorry, Mike.

Did I.

Did I cross that line?

Like, an unwritten line? We don't. I mean, that was Mark.

I mean, he went.

He.

He went for the throat on that one.

Aaron, just remember, you got to bring a tip next week. I hope you're ready. Like said, there's kind of this, like, we do haze each other a little bit, but. Not me, boy.

We put you the test.

I'm not sure if you passed. We just gave you the.

Hey, man. I guess.

I guess I need to ask for newbie forgiveness. I don't know.

It's open season now.

I'm surprised that you haven't been removed from this call yet. At least muted. Like. At least muted or something.

Why is my screen black?

Yeah, you know. You know, it's funny. Is like, Mike Zano loves it because this is, like, his world in the fire department. He's like. He's like, aaron, you need to come out to Haverhill and hang out with me for a day. Haverhill.

Come on, Haverill.

You can't wear this.

Shirt.

We're gonna save lives together. Haverill. Haverhill.

Do I have it?

Mike Haverhill.

You have. Of course.

Lights on in your room.

Oh, yeah, I got.

That's just the ambiance.

Yeah.

My new work. My new workspace for 2018.

If you listen really quietly, he's got Barry White playing in the background. No, no, no.

I got the Hawaiian.

He's a blue one on the other side.

Yeah, I could do that. I can control that.

I want to thank all the listeners for putting up with our shenanigans. And look, if you're enjoying the Roundtable podcast, the best compliment you can give us is by doing three things. You got to subscribe, you got a rate, and got to review the podcast. Send us a screenshot of the review to supportthelandgeek.com and we're going to send you for free the $97 Passive Income Launch Kit. Start emailing supportthelandgeek.com the topics and discussions that you'd like Eric Peterson to discuss for the next roundtable. And, you know, I just want to thank everybody again. We're gonna have an amazing 2018 of kaizen. Continuous improvement. Lots of great things coming down the pike. And with that, you guys ready? 1, 2, 3. Let free. Oh, my gosh. That was horrible. We'll work on it at boot camp.

Our new year goal is to be master that. It needs to be the roundtable collective goal.

I can't wait.

Record it.

I can't wait to tell you guys the story of my trip to New York. Insane. Mike, are you cold there?

Feel cold anymore? I'm Wim Hof.

Come on, man. Even Wim Hof. It's cold there, isn't it?

It's cold. Yes.

Yeah.

Are you taking cold showers even in this weather?

In the morning, I do. I. The Titans. And I love his little morning routine. And just 30 seconds. Just a quick.

Yeah, I don't think I can do it.

I. I did it in New York, and I did it in.

It's a different.

On my ski trip, it was like. It was like, negative 20. And I'll tell you what I got out of it. I mean, I did it for, like, a minute, and I was invigorated. And then my wife. No, it feels good. When my wife looked at me, she's like, why is your. Why is your chest all red? Like, Wim Hof. Wim Hof. Crazy. But. All right, well, I'll tell you guys a story, and when I say you guys, everyone except for Barely and Aaron, because he won't be in San Antonio.

Sorry.

It's okay. I get it. Family.

I feel shameful.

No, no, don't. Just, you know, it's okay. You'll be there in spirit.

I will be there in spirit.

Yeah.

Spirit and love for Mark.

Was there something you wanted to say to Mark here?

I. Mark, I sincerely apologize.

I just did it for the show. It was all for show.

It's like that one person who just takes it too far, and everybody just.

Looks and goes, what, Man, I didn't know.

Oh, man.

I'm gonna try this.

Can I unsubscribe from bad tips?

No, it was like, you know, it's the. It's like when. If you had to go to prison, you jump the biggest guy so that you get. You know, that was my thing. So now. Now we're all good. Hopefully.

Now we know the hierarchy. Yeah, the hierarchy.

Right? And now we know the. Yeah, yeah, exactly. Now we know the analogy of roundtable podcast in prison. Aaron. Oh, man.

I'm gonna get a tip shiv next week, I think.

Yeah. I don't even want to say what I'm thinking.

Well, I am. Mark, I am sorry.

Don't. Don't be. It's great.

No, no, it's all fine.

Look, I've got thick skin. It's no big deal.

Now it's the grovel hour.

I think for punishment, he has to go first from now on with tips.

No way.

First person to go every week, man.

Do you really think I'm about the hashtag Team Scott thing ever go? Oh, no. Eric Peterson. This is a year long adventure. Bearland. Aaron is in my good graces no matter what. Scott, we got to talk about our numbers for 2017. I think they're pretty close.

You mean number of sales?

Yeah.

You got them. I don't lay them down.

What's the enterprise value right now?

Shut up. Shut up.

Yeah, that's. We're gonna work off of enterprise value again.

Again? Aaron, you didn't learn the first time, did you?

Now he's going after Scott.

Geez.

Number two, right?

Yeah, yeah, he's. He's going down.

Man, oh man. I better cut this off.

All right, Margaret, let me see.

I can pull my numbers right here.

Right.

Like I know what I did. And let's see what we got here. We did. Total number of deals. Oh, something's wrong because. Oh, no, I got it. Okay.

2.

We did. In 2017, we did. 243 deals.

And last year was 198. Correct.

198.

Yeah.

So why, why, why the bump in from 2016 to 2017?

Just why the bump from 17? 18. Yeah. 16 to 18.

No, 16. Yeah. 16 to 17.

Like 16 to 17. Yeah, we got better.

Just got better.

1.1 million in enterprise value.

Wow.

1.137. 101,137,000 in enterprise value. Not bad.

So technically you're a millionaire when your net worth is over a million. Correct?

Yeah.

Am I thinking about this, right? Yeah. Yeah. Well, I know we did more than that, so we'll talk about next week.

But see, I pull the numbers, you just talk.

Yeah, that's true. That's true. I'll get the numbers. I'm not a numbers guy like you. I gotta analyze it, scrub it. But that's a. I mean, are you happy? That's a good year.

Yeah. Yeah.

So how are you gonna grow that for this year?

See if we do 300 deals. Yeah, it's a nice pace, right? You know, like it's, it's, it's a. It's a leisure pace in a way. You know, like it's. It sounds aggressive, but when you've done it once, it's not necessarily that aggressive.

Yeah, I think what's, what's, what's more Interesting. Is the ROI on time because you've. You did more deals with less time.

I did. Yeah. Less time invested in it.

Yeah. Less time invested, so I think that's impressive. Yeah, I know from.

I think there's a balance.

Did the same thing, Mike. You did more deals, and then you did it last time, right, with the vas.

Yes, yes. I don't have the exact number. I think we did, like, over 170 deals last year, so I don't.

Nice.

But it was not the same enterprise value.

Okay.

This is a new year. And that's why. Hey, I always say it. Why do I go to boot camp? First of all, you surround yourself with people that are successful. More successful than you and Scott. Todd's always that big brother I'm chasing, so it's worth it. Gotta have someone to motivate you.

Yeah. Unfortunately. Unfortunately, I won't be motivating Bear Land anymore.

Not that slapped.

You're my sensei. Come on.

Bearland's getting. Getting glitter in the mail. Oh, my goodness. It's just a warning. Speak no evil.

That's my quote next week.

Unreal.

I will no longer be speaking any evil.

All right, guys, I'm gonna go get a breakfast burrito. I'll see you guys in a few days. See ya. All right, thanks.

You mean a sushi burrito?