ROUND TABLE—Buyers Are Liars, Sellers Are Worse

Hey, it's Mark Podolski, the land geek with your favorite niche real estate website, www.thelandgeek.com. and today we have a smaller roundtable. Scott and Tate are not able to make it. But that being said, we're a solid three man roundtable today. I've got Mike Zano, Zen Master Mike. Mike, how are you?

I'm doing fantastic, thank you for asking.

And joining us is jotnot pro landopia.com, eric Peterson. Eric, how are you?

I'm doing well, thanks.

Alright, we got a lot to cover on this roundtable. Right, the first one, the first topic of discussion is, you know, like investment banking. The old saying was buyers are liars, sellers are worse, right? So we're sending out offers and we're doing our pricing and the offers come back and they say they want to sell and you can't wait, you email back or you call them back, say I want to buy, right, but you got to give me seven days due diligence or whatever it is, right? And then you're ready to close and then crickets, where the hell do they go? Right? So how do you deal with that? Eric Peterson, the seller that says they want to sell but then they don't want to sell or maybe, who knows what happened.

Well, I think typically the best way to handle that is to involve a mobile notary. In that case, I typically don't do that. Usually I'll just close directly with the seller by emailing them the deed, letting them print it, take it to their bank, sign and notarize it. But if they don't respond to that or they have hesitation about it, then the next step is, yeah, you know, bring in a mobile notary, let that notary make the arrangements with the seller to meet up and you know, prepare the mobile notary with the check as the payment for the land as well as the documents that need to be signed and let them kind of track down that seller for you and work it out.

I like it, I like it. Mike Zaino, what do you do?

Well, I'm going to lead off with something you said and Scott's not here, but he's here in spirit. Money loves speed, right? So you were talking about seven days and I think that could, it is very real to people new in the business. You know, they get the first deal or two that come across and it's time to do the due diligence, the time to close on it. And now we reach another place where you have that paralysis by over analysis. You you're going to start getting caught up in the details. And you know, there's only a few things you really need to know about this property if you're going to buy it. And these are the things that we teach our students so they don't get caught by that. You know, I run into that brick wallet, you might say. So the thing is, you have someone who wants to sell, just like you have someone that wants to buy. You want to close quickly. So how are you going to close quickly? Well, you're going to know if it's a good deal right away. You're going to know how to go through the steps, the due diligence. If it's a new area, you want to make sure that you cover what you need to cover, but you do it quickly. And we do that with our systems, we do that with our VAs and we make it happen. So the quicker it can happen on both sides, selling and buying, the more likely it's going to happen. I think it also parlays into something else, is that if you don't have tons of mailings going out, you're going to have maybe one or two accepted office come back. And then it's kind of like the scarcity mentality. You're like, all right, I have this one, you know, I got. Then you get into it. I gotta have Landitis, right? You got this one accepted offer and now you really want to make it happen and you just get hung up on that. So we had a whole stack of accepted offers. Like that's my goal. And every day, that's how it works. I have a stack of offers that I can accept and I take the most lucrative or the lowest lying fruit. And if there's things that if someone starts to, you know, drift away or they don't respond, that does not bother me. I'll put them in the queue. They'll stay in contact with my VA's and other deals will come. So I think it's really. You hit upon a few really probably pain points for people that knew at the business. But again, that comes with the training, obviously through coaching with us. But you know, experience and able to make things happen quickly.

Yeah, but let's, let's play devil's advocate, right? Let's say that I'm Eric Peterson and you know, I've invested all my money in jot, not pro stock and now I've got no more money, right. And this guy wants us to close. You want to close fast, just like Mike said. But I don't have the cash to close fast. Right. I want to lock it up, but I want to close, you know, once I go and maybe find, you know, a guy like me to maybe invest. Right. And give Eric money. So what do you do in that situation?

Well, we don't have the money like you. You just said you have options. I mean, one of them is to sign it, get under agreement and sign. Sell that agreement to somebody else. I mean, that's pretty straightforward and simple. Get somebody else's experience and have them close within a day or two. Because if you were to bring it to one of us and you wanted us to work with you, or you want to sell us the deal, if it's. As a example, then we would close very quickly because we have our systems in place, we have our VAs in place. So I'll bring it right back to that. Right. It's. You definitely have options. You don't. You really aren't limited in this business by not having money. I, Look, I started 40 grand in debt. I didn't have, you know, there was no money to be had. But you can do minor deals and one way also, you can partner with people, you can sell the agreement to somebody else. It's just so many things you can do. So, yeah, money is not the issue here at all.

You know, it's so funny. And Eric, I'd like to get your take on it. I'd almost make the argument that unlike any other real estate investing niche where you might have to go out and raise money or, you know, you've got to get a third party bank like these larger deals in our niche, money's never the issue. Eric, what do you think? Have you ever had a pass on a deal because you didn't have the money?

I haven't. I've been able to either come up with some kind of alternative way to lock up the property, whether that was through an option or finding money elsewhere. But yeah, I guess I've always found a way if I want the deal to be able to lock it up and close it one way or another.

Awesome. Tate Litchfield from FrontierPropertiesUSA.com just jumped on. Tate, how are you?

Good.

Sorry for the delay. I was closing the deal, so figured that's a worthy, worthy excuse for missing the start of the podcast.

Right.

I believe this is your second deal that you've closed today. Is that correct?

This is true.

All right, so we're talking about buyers are liars, sellers are worse. Right. So you know, you get the accepted offer on your top Your quote unquote, top dollar offer through the letter writing campaign. They say, I want to sell. They mail back, you call them, you're like, I'm ready to close. And then crickets. You never hear from them again. Right, yeah. How do you go about getting that deal closed? And because you came late, I'm not going to tell you what Mike said. Which was a great answer.

Well, I go with what Mike said, then. That's probably the tried and true approach. And whatever he says, I second.

Yeah, yeah. Money loves speed, right? How quickly can you close these deals and do due diligence? 24 hours. 48 hours.

I mean, we're closing a deal. We got the accepted offer in this morning. Due diligence went out today, and I think we'll probably have a deed emailed to them this afternoon, so.

Hours.

Yeah, I mean, like. Like Zaino probably said is money loves speed. It's.

It's.

It's all about being efficient. The quicker you can get them paid and rewarded for doing a job that you're asking, the more likely they are to live up to their end of the deal.

Well, is this a Tate Litchfield super, you know, superhero power to do due diligence in two hours? Mike, how long does it take you to do due diligence?

It doesn't take me any time at all. My VA does.

Okay, but how long does it take the VA to do it?

Oh, if I get accepted, offer it, it's done. Deal that day. Done and deal. I probably haven't sold that day too. So it's, you know, we'd like to be very quick.

You know, you have to be quick.

You have to be. This is what we do.

I know, I know.

You know, we do, you know, deals quickly, and that's.

We.

And we're not worried about one. We're doing lots of deals, right? And our systems allow that, so it's a quick process. The va, I don't, you know, if I gave it to her right now, it'll be done within a couple hours. All said and done. And then deals done. It's said and done.

Is there any competition? Have you guys ever run into, hey, got your offer. I got three others just like it. Yours is the lowest. I'm going to pass. Mike, anyone ever say that to you?

I have never had that happen, ever. I've never had anybody say that to me.

I've had people say that they've received other offers. They've never shared that offer with me or told me who it was from or anything like that. So when someone says that and they don't back it up with anything, you got to wonder if they're actually trying to bargain with you or if they really do have another offer. I mean, I believe they certainly could, but it hasn't been an issue. Nonetheless.

Yeah. Tate, how about you?

You know, I've had people try to use that as a negotiation tactic, and I always kind of flip the whole situation on them. You know, if they were to say, oh, I've got two other offers, I would say, oh, really? I didn't know that. Thank you for the heads up. Unfortunately, if there's people buying in that area, I'm not interested. And you take the deal right away from them and say, yeah, I want to buy land in the middle of nowhere. And if. If other people are buying and trying to develop out there, this isn't the right area for me. And I'll be like, yeah, I don't think this is what I want anymore. Good luck. Go with them. If they're offering you more, that's the right thing to do. And nine times out of 10, people are like, well, you know, you contacted me first, and you been most prompt, and it's like, no, no, no, no, I don't want it anymore. I don't want it.

I love the background.

I mean, is that crazy talk or.

I've had people, like, insist that I buy it. Right? Like, no, no, no. I know that yours is. You know, I have other offers, but I insist because I'm dealing with you. I feel like I can trust you. You say you're just told me you didn't want to do the deal. Yeah, I love that. All right, we'll do it. We'll do it in, you know, 12 hours.

Hey, Mark, I have a question, though, for the other guys on the call. Do you ever prolong that buying process?

Not Mike Zaino, but, Mike, what do you do?

Well, there are sometimes. If it's a. If it's. Maybe it could be a new area, it could be. If somebody. I'm buying land for them, then they have land somewhere else, you know, could be something I'm not familiar with. Maybe I just don't want to test the market out, and I don't want to. I'm not sure. You know, there are times. There are times, but that's only because it serves me right not to be greedy. That sounds greedy. I'm sorry. But if it serves the need of the business right, you know, there's reasons it may be. Yeah. But other than that, if it's a deal that, you know, we offer. Our offers are so ridiculously low. So if it's accepted, I mean, it's something we're probably going to jump on pretty quick.

So not typically Eric Peterson.

I do, yeah. You know, I'm. I'll do it from time to time just to make sure I've got the funds available. Or, you know, maybe I'm taking my time with due diligence because I'm focused on other things or what have you. You know, my BAs are still training in certain areas and they're not always the most efficient yet, so. So, yeah, I mean, I'll take my time with it, but generally I'll stay in contact with the seller and let them know I'm still working on it. And, you know, never been an issue.

I was going to get a kiss. I guess you didn't realize.

I mean, Laura can give you a kiss. I think this is video. Like, our views will go way up if Laura's on video. So from a marketing perspective, take that kiss, Mike.

She's already gone. I got the coffee, though.

You missed out.

Yeah, even better. Okay, so let's pivot. I think we've dealt pretty well with dealing with sellers. Let's talk about today's selling platforms. There's definitely some movement in the industry. I don't know if everybody knows this or not, but. But CoStar, which is a big public real estate company, has bought out Lands of America, I believe land and farm land. Flip. They've bought out the lands, so. And they're jacking up the prices. That being said, where are we getting our sales from? So let's start with Tate Litchfield. Tate, your favorite platform to skit sales.

My favorite platform is Craigslist by far, but I'm leaning towards working@landmoto.com.

Ah, a little plug.

Scott's changing the game up there a little bit. He's kind of taking it back because there's just some. Like you said, there's some big changes going on with the land.com, so I'm really liking his approach and haven't had a sale yet from there, but I know it's just a matter of time, like any good thing, but Craigslist is definitely my favorite place.

Craigslist, Eric Peterson.

Yeah, I mean, most my leads are still coming from Craigslist. I still have my Land and farm account. They haven't raised my price yet, though. They told me, I don't know, a month or two ago they were going to more than double it. And I'm just waiting till they raise it, and then I'll. I'll probably cancel immediately. But, yeah, Craigslist. And I'm also using Scott's website now. You just kind of opened that up last week. And I've been posting properties up there, and, you know, we'll see how that goes.

So.

Awesome. Awesome, Mike Zeno. Favorite platform?

Well, I don't know if you're gonna call us a platform, but I'd say like 90, you know, 80% of the sales I do on my buyers list. You know, and I think it's important that you often mention this, that we don't know what's gonna happen in the industry. We don't what's gonna happen with all these other private websites. So if you don't have. If you're not backed up by your buyers list, you know, I'm not building that cache of people that want land and want it where you have it, then you could put yourself at risk of when they do things like increase prices and change. I also love ebay. I know you're gonna wrinkle your eyebright. I mean, I took a piece of land for 150 bucks and made almost 2000 on terms deal. I don't know. I like ebay. I love it.

You're an island amongst yourself, the only one that loves ebay. I haven't liked ebay in years. I. I used to love ebay. I don't know why the Zen master is able to sell on ebay and I can't or I won't. You know what it is? I don't have patience anymore for the ebay buyer. Right. They want to buy, and then they back out, and then I have to pay the ebay fees. I just have no patience for it when there's no ebay fees on craigslist or Facebook and especially the buyers list. So, Mike, what's your. What's your deadbeat ratio on ebay?

It comes in. They come every so often. But, you know, I make the deals irresistible and good communication. When people are making bids, I communicate with them. I mean, yeah, there is a strategy, and it just works for us. I mean, this is a great. The one we just sold to this gentleman. He's. This is great. In an area where I have a ton of land and he's going to be using. He does a trucking business through there. I think he's a bounty hunter. If anybody goes defaulting on my notes, I got a great guy there now. So this is great. I got my muscle out there now. This is great.

I love it. I love it.

I said I may need you.

I'm there, man.

I should watch people move. Okay.

This is a great HGTV reality show. The Zen Master and the Bounty Hunter.

He paid promptly and he is now my favorite note holder. I like this guy.

Tate. The last two sales, where they come from Craigslist? They did come from Craigslist, but the buyers list is always steady.

I mean, yeah, I kind of left that off, but yeah, buyers list. You know, we do a deal of the week from the buyers list. So, yeah, it's definitely my preferred. And that's the holy grail, right, in this business, you know?

Yeah, absolutely. It's all about the buyers list.

It's probably one of the most valuable things that you can have and not. Not have other people kind of copy or replicate.

Right, right. Eric, how about your buyer's? That was quite a sigh, Eric.

Yeah, well, it can be frustrating. My buyers list is pretty big. I mail them weekly, and I've had limited success there. I certainly don't sell every property I send out every week, but I continue to work at it. I do believe that it's a valid strategy. I just myself haven't had as much luck as I guess I'd like to have in it. So I'm probably just under a thousand on my list.

That's great. I have to look at your. One of your deals of the week. I have to go in and opt in, and then I'll pick it apart because if I had a bet, it's either the offers week. There's not enough urgency, there's not enough scarcity. Right. Because it's going to be one of those three things, or there's not enough in the bank with those thousand people. So up front, the relationship wasn't strong enough with your autoresponder series giving the value. And it'd be like, you know, we're like dating, right? And you meet me. You're like, hey, you know you want to. Can I kiss you? You're like, whoa, whoa, easy. Ask me a question first about myself, right? Like, wine me and dine me and then warm me up. And then, okay, let's go in and be like, hey, do you want this 40 acre parcel? And I'm like, oh, yeah. But if that first step isn't solid, then I think it can make it difficult.

Mm.

Mike, what do you think?

I think that's interesting because you just kind of made me think about when people. If I, you know, if I were to get on the phone with somebody, and they were selling their property to me. Right. First thing when they start, they call me up. Generally, I don't jump into the whole sale. I'll just start. I'll key in on them. I'll just start talking to them. Something will come up of mutual interest, and we'll just. We'll connect. And then when it's all said and done, that whole might take a couple minutes, might take 30 seconds, I don't know. But I like to talk. And, you know, and although I don't do these calls now, my VA does. And I talked to her about this. But the thing is that you. You build this relationship. Okay, yeah, so let's talk about the land now. And it's like, oh, now it's not just the first thing. Okay, so how much for your land? And it's the same as asking for, like, kiss. You just said, you know, you don't. You got to build into it. You know, you got to get it. Build this kind of back and forth dynamic where you guys get a little chuckle out of them. They laugh, you know, now you know, you got them, and then you go right into it. So, yeah, I think that you brought up a valid point there.

Yeah. I mean, and that kind of leads us to the next topic, which is nobody wants to talk on the phone anymore. So, Tate, how do you kind of get over that issue where you've got a lead and, you know, the old saying is the secret to making money online is the phone, but nobody wants to talk on the phone. So how do you. How do you get that rapport going when somebody doesn't want to talk on the phone?

You know, that's interesting. And I have noticed that a lot of people are more hesitant to pick up the phone. I've done deals via text messaging. I leave voicemails. The one thing, whether or not they want to answer my phone calls is a different story. But I'm going to call them because that's professional. As soon as I hang up with somebody, the first thing that we do is we send an email and a text message, just, you know, follow up saying, hey, it was great talking with you. If you need more information, don't be afraid to reach out via text message, Facebook, me, whatever you want. We're available and we're flexible. So, yeah, I think that the phone is kind of the gateway drug to that community communication, to that trust. I don't know. I mean, you just got to do it. I mean, I don't love being on the phone either, but it's necessary.

Yeah. Eric Peterson, how about you with your actual the sale piece?

Yeah, I mean, I guess it. For me, it kind of depends on the buyer. Sometimes they don't share their phone number. Sometimes they'll ask for it, they don't give it. So then, you know, I'll just continue communicating the way that. That they started communicating with me, whether that was email or text message. And, you know, I just try to answer their questions, ask them questions, and, you know, try to build a little bit of a, you know, relationship there and. And go from there. But I. It's certainly not something that always happens. I don't always get the potential buyers on the phone, so. Or actual buyers. You know, sometimes I've done sales just through email or text message as well.

All right. Yeah. How about you, Mike?

I think it's interesting. I think it comes, you know, we deal with such a gap in terms of the age of the people that we're working with, right. So we have some even like, say, on the buy side. I mean, everything from an older person not having an email and only buying the property through written communication, which I've done, you know, because these people are just, you can see, you get that. I mean, you get that scraggly letter in the mail where you can know it's an elderly person writing on it and they don't have an email. And, you know, I've done deals that way. And then it comes down to their older generation, people might want to be on the phone. And then you start working your way down to the younger generation who's tech savvy and likes to use. So you really just got to, you know who you're dealing with and you get a feel from that right away. And then I think what Tate said is true. One time on the phone opens you up to. You've built that relationship and you've got the personality shining through. And now it can go to text messaging or whatever kind of messaging. You know, you've broken that barrier. So. But that being said, there's tons of deals that get closed without ever talking to anybody on eat through email. I mean, it's just. It's becoming a more and more accepted form of communication. There's so many positives to it. You know, people just don't like talking on the phone sometimes. So there's all those reasons kind of bundled in. But that makes us have to be flexible, right. And we have to be adaptable and we have to have an array of skills or have assistance with array of skills that can Handle any of those situations.

Yeah, yeah. And that, you know, Tate, like bae, your one on one coaching client just, you know, pinged you on basecamp and she's talking about, hi, tate. I made one cash deal, net sales, 10k. Made another two terms deals. One is 279 per month for 48 months, and one is 2,500 per month for four months. They are all in Colorado. You know, BAE is not a native English speaker. Right.

She hates talking on the phone.

And she hates talking on the phone. So how is she closing these deals?

First of all, she's gotten over that fear, right? She may not enjoy talking on the phone, but she understands that she's got to do it. Once she does it, that opens the door to other forms of communication. So then she's getting them on via text message or email, and she's closing the deal that way. So you got to present yourself, you got to introduce yourself. And I think that's something that everybody skips in this business. We'll get a lead, and the first thing you want to do is jump into what the property is and what the pricing is. But how many people actually stop and say, hey, let me introduce myself. Let me tell you about me. Let me give you some background information on who you might be doing business with. Because ultimately, if you don't trust me, then we shouldn't do business together. I mean, that's something that I do. And I make. Make sure it's how I start every conversation with a new client. Because I want to. I want them to know that, yeah, this is my number. You call me, I'll answer kind of thing. If you don't like me, then we don't. I don't want to work with you. Right. And it just kind of. It works. I mean, people get that sense of confidence. And I tell them, yeah, text me. I'll answer your questions via text. So I don't know. I think that's what she's doing. I mean, she hates being on the phone, but she made 10 grand yesterday.

Not bad. Not bad at all. Yeah, it's better than a sharp stick in the eye.

Better than my deal.

I think that. I think that sometimes people forget that it's not the, you know, you learn this, the conversations. It's not a.

It's.

It's just a relaxed conversation. Like we're talking right here. All you're doing is communicating the truth of what's going on. You know, you're being transparent. You're letting them know this is the, you know, Buy or sell side doesn't matter. You know, you're dealing with people and you're having a nice conversation. It's just like pretend you're talking to your friend about, you know, something. You know, it doesn't have to be very stiff and formal and, you know, in fact, it's better if it's not. It's just like Tate said, hey, this, you know, I always say it's my wife and I, you know, it's just two of us, so we take pride in what we do. And, you know, you just kind of build that right into it. And it doesn't need to be a stressful thing. It's actually a very relaxed conversation. And that comes with experience and knowing the different terminology that we have and, you know, the different habits, you know, you have different things in the business that you learn as you go along, but it's really just you can take a deep breath and relax and enjoy it.

Yeah. Speaking of one of my. And this is going to lead me to one of my tips of the week, But a great tip of the week is this. Oh, Mike, you already hazing me. I guess it's not going to matter what I say.

No, I wasn't going to haze you. I'll just take a tip of the week.

Oh, no. All right, well, we're at that point we're going to go to the tips of the week. I think I just saw in the App Store that Jot Not Pro just came out with a updated version. But it's never going to get old, is it, Eric?

No.

Oh, my gosh. All right, so one of my tips of the week is going to be this iPhone app called Clyp C L Y P because it allows you to record your voice and email it off. And then it's a little bit more intimate as far as response and creative. But let's start with Tate. Tate, what's your tip of the week?

All right, so my tip of the week is actually a book, and I'm sure some of you have read it already. It's by Seth Gooden and it's called All Marketers are Liars. You guys read that book?

I love that book.

Yes, it's fantastic. I read it over the weekend and basically he talks about how successful salesmen, they do something different than non successful people and that's. They tell a story. He breaks it down into basically five different steps or processes that these successful, you know, salesmen take. And I don't know, I really, I found the book to be really, really interesting. And very informative. And his style of writing, super easy to read. And I don't know, I just, I like the fact that he says, hey, we're telling a story, but it has to be a story that's believable, Right. It has to be something that people can relate to. And if you take that logic and apply it to what we do, we sell rural property, often in the middle of nowhere, right. We're selling an idea what somebody could use the property for. We're selling a story or a vision. And if you start to apply the principles that he teaches to our business, I mean, I guarantee that you're gonna have sales. I did it this morning and I had one right, like easy as that. So I highly recommend this book to anybody who's looking to improve their marketing game.

Seth Godin, All Marketers are Liars. Great tip. Eric Peterson, Landopia.com what's your tip of the week? He's like scared not to say anything.

Yeah.

So let's see. It's gonna be an iPhone app. It's called Jot Not. No, I think if this then that for the iPhone.

I don't know.

I just downloaded it today. I've been using the website for a long time, but I realized they had an iPhone app. And you know, it's the same concept, but looks like there's, there's some good, some good little automation tools here.

Can you give us example of how you're going to use it? Like one of your applications?

Nothing, nothing directly for the business yet. I got to explore it some more. More like, you know, just personal type things like, you know, set my thermostat to such and such a temperature when I walk in the door kind of stuff. But I think the possibilities there to incorporate some things for the business, I just haven't got there yet.

Well, I have a tip for you because I made a YouTube video on it.

All right.

And so what you'll do is let's say you're getting, you're in a county, right, and you're sending out your offers there. But maybe you're going after for sale by owner people who are on Craigslist as well. So you'll create little recipe that if that, that keyword comes up on a Craigslist posting and it'll automate sending them an introduction to you. I would be interested in buying your land. And you know, this is what the range I'll typically pay. If you have interest, email me back. And now you've automated another, you know, another deal flow channel. Now, that being said, you, your response rate's not going to be 1% because if they've gone through the for sale by owner effort of actually listing on Craigslist, they're probably not going to take your quote unquote, top dollar offer right away. But, you know, even still, if you get a 0.5% response rate, it's cost you nothing except for the cost of automating the setup and, you know, follow up. So that's my tip of the week for you, Peterson. And if you just go on the go on YouTube.com thelandgeek and look up IFTTT, I have a walkthrough on how to do it. Mike Zaino, the Zen master. What's your tip of the week?

Well, first thing I want to say is you reminded me of something when you were talking about the clip, because I have actually been having success with just on my phone hit, hitting the button and talking to people and letting it send to them. And I found, you know, because sometimes you do the tech speak to text and it doesn't come out right. Just hold the button and talk to them and people respond. They love it. They hear my voice. And you know, I always say that too. I'll joke. I just thought you might want to hear my voice. So that's what, you know, little giggle and whatnot. And so that made me think of that. The other thing was cool is what Tate said is we're actually, if you think about this, right, we're like right in the middle. We got people that bought all this land a long time ago on story, on a dream, right? And then things happen. I always tell people when I'm buying land from them, you know, I know you had visions and things happen, and now you have the land and you don't want to pay the taxes and so on and so forth. So there's all these people on one side that had dreams years ago and bought the land and for something, you know, life happens as I tell them, and they didn't, they didn't do anything. Now they sell to us and what do we do with somebody else with a dream? So we're like, like right in the middle there. It's kind of cool, like, of like. Well, not for these people whose dream was kind of fizzling out, but somebody else's dream that's puffing up. So I think that's pretty, I think that's pretty cool. And I guess I don't think. Go ahead.

I was just gonna say I just went on Godaddy and bought land dreambroker.com.

Has anybody ever recommended the book E Myth Revisited? I mean that book is phenomenal.

I don't know.

Has that been recommended?

Yeah, well, it's a great recommendation. In 1998.

Oh, it's still.

I'm joking, I'm joking.

Yeah, the book blows me away. I mean, yeah, he's talking about pies and all this, but it's all about working, you know. You know, like he says, you know, someone has a great idea about opening a restaurant that goes into the. And starts working out the restaurant. Someone wants to do this, they start working at this. We start a lamb business. You start working in the lamb is. But that's not the goal. It's not going to move the needle and it's going to just bind you up in all your time. So I think it's a great listen. Even though it is a little dated, but I think it's a. I think it's a great listen.

I'm hating you. I think it's actually a required read or listen because it's so important to get back to the basics of thinking like an entrepreneur.

Right. And I have to say, Homo deus. I'm just about finished. It has blown my mind. People at the fire station think I'm not. I start talking about algorithm stuff. They're all looking at me like if.

I was you're like you're just a biochemical algorithm.

So true. That book is. I'm listening to it again. I'm gonna buy the book too. I think that book is phenomenal.

I'm making my children read it and then when they're done with that, they have to read Sapiens.

Yeah, I'm gonna go to that one next. Even though it's a prequel, right? That comes first, I think.

Yeah, yeah. You know, and it's summer now for my kids, so there's summer school reading.

He has a course, you know, online that you can do the history of the universe or something. It's an online free course. He does. It's pretty cool. I saw.

I gotta check that out.

Yeah, that's a great tip.

So Emyth revisited as well as reading Homo deus.

Yeah.

And taking the online course. Alright, fantastic. Well, my tip of the week is a little glue gift for your buyers. And glue stands for giving a little unexpected extra. And I came across the site and I'm not exactly sure this is going to apply for our business, but I'm not exactly sure it's not going to apply for our business. Maybe Eric Peterson can, can actually go there and tell us definitively, although he's probably so angry about the jot not pro joke, he'll just be like, no, it won't apply. But that being said, check out your Y o u r own o w n maps.com yourownmaps calm. And what you can do is you can send out your buyer who just bought that, you know, 20 acre parcel from you in Colorado, or that 5 acre parcel from you in Nevada, or that half acre parcel, New Mexico, and create a map for them as a little glue gift. What do you think, Eric Peterson?

I'm looking at it now.

This sounds interesting.

So create your own map. Go to the editor.

Does that take you from anywhere to the land or a map of the layout of the land? Like a layout of the.

Now it says search for city or country.

So, ooh, let me see if we can put GPS coordinates in here.

Yeah, no, this is interesting if this could. Because I've been looking for something somewhat like this. Yeah, search for city or county.

You can personalize it, you can finalize it. I mean, look, it's, it's nice. It's a nice gift for sure. I would do this for your VIPs.

I see, so you get a map sent to them is what it is.

Yeah, yeah, they can put it up on their wall. I mean, talk about a phenomenal glue gift.

Yes.

Right?

Yeah.

I guess it depends on where your property is. If it's too rural, there's probably not much to look at.

Right, right, exactly. But it is cool. You can kind of scroll out. You can zoom out and kind of give them a whole.

I might get one of these for the areas I take down and put it right behind me. I like this.

Well, here, let me, let me see. Let me go to like a little area. I've got some problems.

Take a look at the map of my land.

Okay, so. All right, well, I found one that's really rural. It came up and I'm going to scroll out and as I scroll out, it gets a little bit more interesting. So when you zoom in, it's not that interesting, but when you scroll out, it does get a little interesting. And then you can personalize it. You can make a header, a sub header, and a tagline. You can place coordinates for your tagline if you want and then you can finalize it and you can, you know, do different styles. Green, red, yellow, colors.

It comes up right away when you type it in.

I'll tell you what, this is a. I'm gonna drop the mic here. This is a great tip.

You can't drop the mic on your own.

Wow, that's pretty.

I can't.

I don't know, but this is awesome.

All right.

See, this is pretty cool. As soon as you start typing, it pulls up the map.

You know, I'm dropping the mic on. Is Scott Todd, because he's always coming up with these great tips. Finally, I'm. I'm on a roll, guys. Between your own maps.com and airtable.com, i think the land geek is stepping up his game. Eric Peterson's snickering over there.

Hey, I love Airtable. I've been using it a lot, so.

All right, there you go.

Wow, this is pretty. All right. This is good. I like. This is really good. More for me, a big map of where I'm buying the land and just want to put it right behind me there. So we do these plug. I can have a big pass.

Yeah, I mean, it's not. It's not different applications. Yeah. I mean, you can get standard. You can get the large. You know, it's. Look, it's not cheap. 55 bucks for the standard, 70 bucks for the large. But look, in the big scheme of things, if I'm paying you $10,000 over time, this is a nice glue gift, right? So maybe once you get your money out, you send them the glue gift. What do you think, Mike?

I like it. I like it. I think there's some. There's a lot of use. I mean, there's probably more functions. We're just looking at this pretty quickly here, so I'm going to check it out in more depth.

Tate, what do you think?

It's really cool.

There's nothing bad to say about it.

It's really cool.

I'm looking at an area right now, and I'm like, yep, I'm buying that for me.

All right, let's. Let's buy it, and let's just see how the quality looks, and let's do, like a quality assurance check first before we send out to a buyer.

Yeah, yeah, yeah. I like it because you could include it in. Like, I don't know. There's so many different approaches. My brain's going like a million miles an hour, thinking how I could work it in and help somebody out with it, because give them good GPS coordinates, outlines. I don't know. There's a lot of different approaches here. I like it.

You know what's interesting about this? And I think they're doing a nice job at that. You know, it's Just a good business tip is they have order includes free returns. I love the risk removal on anything, right? Like our guarantee on our land is 90 days, right? And then a 360 day exchange guarantee, we remove all the risk. Our next roundtable, I have to ask you guys what your guarantee policy is. Although knowing Eric Peterson, his is probably, you know, you get Chatnot Pro and a guarantee. It never gets old for us. All right, I want to thank all the listeners for putting up with our terrible jokes. And just remind everybody if you like the roundtable format, let us know. Please subscribe, rate and review the podcast. Send us a screenshot of your review, put a little subject line roundtable, and we'll send you for free the $97 passive income launch kit. I want to thank Zen master Mike Zano, Eric jotnotprolandopia.com Peterson and Tate Litchfield from frontierpropertiesusa.com Guys, are we good?

We're awesome.

Totally.

All right, we'll see you guys.

Wait, wait, wait, wait, wait, wait.

Whoa, whoa, whoa, whoa.

Are we not doing it?

Oh my gosh, I totally forgot doing it. We gotta do it. Let's do it.

Yeah, we gotta make this good. Because when Scott listens to this, I want him to be like, oh, man, I wish I was there. I wish I could said that.

Yeah. Oh, you know. You know what's funny though is that we've really improved the Land Geek app. So if you're listening to these podcasts, the app now is actually has a really solid podcast player and you'll keep your spot. Like, I've been hesitant to like kind of talk about that, the Langeek app, because it hasn't been. It's not ready for primetime. But if you're just going to listen to the podcast right now, it is pretty good. Also, Mike Zaino, I know we filled up the June flight school, but if you're ready for July flight school, go to the landgeek.com training and get on a call with Mike or David and see if you know flight school is right for you.

It's so popular because it works. It's like the most popular. It's. It's incredible.

Yeah, it's. Yeah, because we make you execute real time.

It's have no choice but to succeed.

You have no choice. Exactly. You have no choice but to succeed. I mean, it's a 10x ROI minimum, so how can you not do it? So. But go to lanky.com forward/training and learn more. Bootcamp is full, but get on the wait list thelanandgeek.com Bootcamp and start looking to make your plans in October for Orlando because Scottsdale is booked. But if you want to come to Scottsdale, if we have cancellations, we're gonna. We have a queue right now for. For, you know, getting you in that room, because Mike will be there. You bet. Tate, will you be there? Oh, yeah, Tate will be there. Eric, you gonna be there?

Yep, I'm coming.

Awesome. So it's me. A lot of land. Geeky knowledge, for sure. And it'll be awesome.

Super popular now to the boot camps. That is super popular. I mean, there's so much knowledge being shared there. This is so much. I mean, it's really, really popular.

Yeah. I mean, you know, and the great thing about boot camp, it really is a training. It is intensive training weekend. It's not a lot of rah rah, if any rah rah. There's not a lot of fluff. It's you come there and we're going to train you, and you're going to walk out in the land. Investing clouds are going to dissipate and everything's going to become clear, and it's phenomenal. I mean, Eric, how many have you been to now?

I think that'll be the third or fourth.

Yeah.

You know, like, Tom Willis has been like 8. And he just keeps coming back, you know, getting back to fundamentals, going into the advanced group, the advanced sessions for the. For the coaching clients. It's just great. So. All right, ready? Tate, you're gonna lead us.

Yep.

One, two, three.

Let freedom reign.

That's like the best ever.

Just end us. Just turn it off right now.

Scott is just gonna be cringing right now. All right, thanks, guys. See you next week.