ROUND TABLE—Outsourcing—When, What, What-Nots

Hey, it's Mark Podolski, the land Geek. Their favorite niche real estate website, www.thelandgeek.com. and for this week's podcast roundtable, we've got the great fisherman and cyclist himself, the big papa Tate Litchfield. Tate, how are you doing?

Well, happy to be on the show again.

Yeah. How are you doing post boot camp?

Really good. Monday. Yesterday, I went. Went fishing up in Mosquito Lagoon. So I had a great day out on the water. Got to see a ton of wildlife. Didn't get eaten by a gator. Scott was just telling us that gators are everywhere in Florida. I don't know why you'd want to live there. It seems like it's terrible.

It really does seem terrible. I have no idea what anybody would live there but Eric peterson from Nashville. Landopia.com Eric, how are you?

I'm doing great, thanks.

How was the drive back? You drove 10 hours, man.

I did. And you know what? I finished Ready player one on my way home, so, I mean, that was awesome.

How depressed were you after?

Wait, wait, wait. Don't ruin it.

No, no, we won't talk about the spoilers.

No spoilers, Eric.

Like, it is depressing. Like, you get to the end, you're like, it's over.

Yeah, exactly. It's like, oh, I still got a couple hours of driving left. What am I going to do?

When I got to that key moment, I actually went back to the beginning of that chapter to like, I'm like, I can't get enough of it. I got to go back and listen to it just one more time. Love that.

Yeah, yeah, it was good. It was long, but. But really good.

Yeah, it's. It's so good. It's so good. And then, of course, you know him, we love them. Scott Todd from Scott todd.net landmodo.com and most importantly, not automating your Craigslist and your Facebook postings, hosting Domination.com TheLandgeek Scott. Todd, how are you? I'm great, Mark.

How are you?

I'm great. Did you know today's podcast is sponsored by TLFolio.com the largest note exchange platform in the world?

Well, for land. For land.

For land.

For land notes.

For land notes.

Go get some money. Go sell your note. Just 12 months. You'll be amazed. You can get your capital back out of it. Go do more. Why wouldn't you?

I don't. I have no idea why people wouldn't do it, but we'll see. All right, so we've got some good topics for Today's roundtable, the first one is the Boot Camp magic. Now, I say this every single boot camp, and it happens every single boot camp. Somebody in that room every single time closes a deal in real time at boot camp. We're not sure why this happens, but it's magical. So, Tate, you wanted to talk about one of the stories there?

Yeah, let's. Let's talk a little bit about Mimi. And I mean, everybody loves Mimi, first of all, but her deal was just magical. First of all, she's in Florida and she's visiting from somewhere on the east coast. Virginia. Right. And she posted that, I believe, on Facebook. And that ad produced one sale and a couple really solid leads. Okay. Two weeks later, if I'm not mistaken, I might have my timeline a little bit off. Mimi, sorry about that, but she. She gets a phone call from one of the persons who is interested in her original property that she was selling. She told me, that's gone, but I've got another one available. And the guy was like, great, tell me more about it. Long story short, the guy comes, meets her in Orlando and gives her a big old wad of cash. How awesome is that? I mean, you can't beat that. She's in Orlando for the boot camp. She has to take off early on Friday to go meet a guy, get a big old wad of cash, and then go to her bank and deposit it all. I mean, if that's not boot camp magic, I don't know what is.

It was so magical. And then she comes back, she's like, he wants to spend 30,000 in cash with me. So he gave her 6,000 cash, but he wants to spend 30. And he's like, find me some more properties. She's like, okay, so that was magical. Then how about Tom Willis? He came from another. He's been at like eight boot camps. He comes out, I'm like, tom, how are things going? He's like, I did 130,000 last month, but my best month, I'm like, what's your passive? He's like, I'm at 12,000amonth. This guy's got a full time job. He's doing it part time. The boot camp magic has finally kicked in for Tom Willis. This guy's never missed. I mean, yeah, he did. He did go into coaching, but, you know, he hasn't been in coaching now for what, six months? Yeah. And just crushing it. That was magical. Charles Glover closed his first deal at boot camp.

No, he didn't close one deal, Mark. He closed three.

He closed Three deals.

Yeah. He messaged me this morning. Charles got him on the phone, and the guy was like, yeah, I like to buy the property that nobody wants. And Charles like, well, that's interesting, because I've got two more lots in that same area where you just bought land. And he's like, take them. Went from one one sale to three in a matter of minutes.

Why?

Because he asked, hey, are you interested in more land?

Yeah, sure.

Tell me what you got. I mean, magical, man. Magical.

You know what I think happens, Mark? Here's what I think happens. I think that it's. You can call it magical, but I think what happens is you gain a sense of confidence when you're there, right? Like when you go to boot camp and you're learning this stuff, and then you start to see other people doing deals, and, you know, all of a sudden, this. This magic that you didn't have or this confidence that you didn't have just magically appears, and boom. Next thing you know, you're putting out into the universe, like, hey, I'm open for business. And all of a sudden, here come the customers.

Yeah. Eric Peterson, what about you? What's your. What's your theory on why these things happen at boot camp?

I don't know. I don't have a theory about it. You know, as boot camp approaches, I'm always like, all right, am I gonna, you know, sell a property this boot camp? And it never happens for me, but that's all right. You know, I mean, I'm thrilled that other people are making sales, especially when they're making their first sale. I mean, that's the best, right? So, you know.

I don't know.

Yeah, I mean, they say it's the first. Hardest. The first million is the hardest to make, and so is getting your first sale, right? And then it's just kind of like, okay, this. This works, and your confidence goes sky high, and you just rinse and repeat. But it is. It is that first sale going full cycle that I think is the toughest for most people. Eric, was your first sale the toughest?

Yeah, I mean, of course. I mean, there was always so many unknowns along the way. I mean, the whole system, you know, you kind of just, as you go, you learn new pieces. And so when you're making that first sale, it's all new. You know, you're just learning how to put together your contracts, how to prepare your deeds and all these other elements, how to collect the money and so on and so forth. So, yeah, it's. It's A big hurdle to overcome, but it's, it's doable. And then once you've done it, yeah, it's just rinse and repeat, right?

Yeah, absolutely. Absolutely. Yeah. I mean, it's. I think it's, you know, the fact that we're in the room and they can get this, you know, know those questions answered in the room also, I think helps with the confidence too. Like, oh, my gosh, you know, here's, you know, cumulatively, you know, 10,000 deals in the room or something, you know, crazy between all of us. Or at least. Well, at least, I don't know, 7,000 deals. I don't know the numbers, but I've done 5,500 deals. And I think just being able to ask that one or two, you know, that one question or two questions like, gives you that confidence. But, you know, here were some of the reviews on Facebook. Help lift some of the land investing clouds. Thanks. Let's see if you want to change your legacy. You must contact Mark to find out why this program is so powerful. The program is a direct result of his 16 years of experience. He has done it. Now he teaches us how honesty as the day is long, Mark all caps way over, delivers. His team is the best. Thanks, Scott, Mike Z And all the others that contribute so much. I am grateful. Boot camp is a must for new land investors and seasoned ones alike. Mark makes seemingly complex processes and concepts easy to grasp, gives off the enthusiasm needed to drive you forward. Is boot camp a good use of your time? No, it's a great use of your time. Here's the last one. I'll say. Mark is a wealth of information with a lot of energy and wit that makes learning incredibly fun. He goes above and beyond time and time again, delivering the highest value imaginable. I highly recommend jumping on the land geek bandwagon. My only wish is I had heard of the land geek sooner. So we get rave reviews from bootcamp, but I think what we provide at boot camp is that feeling of that deep dive into the investors toolkit and that feeling like, hey, look, at the end of the day, we're not rocket scientists. If we can do it, you can do it. And it makes it so real. For those of you that have the toolkit and have invested in flight school, to not come to boot camp, I think is a huge, huge mistake. Would you agree, Tate?

Yeah. I mean, you know, I've been to, I don't even know how many boot camps right now, but every time I come home and I'm motivated, I'm hungry. And I learned something every single time. I don't care if you're as smart as Scott Todd, you will learn something at every boot camp.

Yeah, I mean, I learned something from every bootcamp. What about you, Eric?

Yeah, I love coming to boot camps. There's always something new to be learned and, you know, to take home and apply to your business.

Yeah. So for those of you that want to register for the next one in San Antonio, just go to Langeek.comBootcamp to learn more. Let's move on to the next topic, which, you know, we heard a lot at boot camp was hiring VAs. And first of all, we saw a lot of resistance to hiring VAs, and we also saw in fear of hiring VAs. We also saw, when do you hire your first VA and what position do you put them in first? We found a lot of it wasn't real clear to doing that. So, Eric Peterson, let's just start with your story first. At what point in your business did you hire your first va, and what did you have them do?

Well, I think, like a lot of people, when I got to that point where I was just tired of doing a certain aspect of the business is when I decided it's time to figure out how to find a way to get this done outside of myself. As I look back, I think it was probably different pieces of due diligence for me. I hated gathering GPS corner coordinates and creating the maps. So I remember that was one of the first things I started making screencasts for is, you know, this is how I want this done, and et cetera, et cetera. And, you know, I got some VA started on that early on, and then, you know, kind of grew from there, learned how that worked, and just continued to add more tasks and refine things along the way, and that's how it worked for me.

Tate, how about for you?

You know, my first VA was.

I.

Believe, my due diligence va. I hated that part of the business. And. And that's kind of the general rule of thumb that we apply is when it starts to get painful, when that job makes you want to quit, that's when you know it's time to start outsourcing it. And I was sick and tired of wasting my day waiting on hold. And so when I found that, when I finally gained enough confidence to outsource this to somebody else and let them spend their time on hold, it was liberating. I can't even describe to you how good it felt to get that off my plate. And since Then it's been pretty much every other aspect of the business. As soon as it becomes painful, boom, somebody else can take it over. And I'm okay with that.

Awesome. Awesome. Scott. Todd, how about you?

I mean, my very first piece was in scrubbing the list, right? Because what I was doing was I was screen scraping everything. So I was working in a county where I had the, you know, the tax delinquents on one screen. I'd go look up the parcel number, and I was cutting and pasting, cutting and pasting, cutting and pasting. And that really blows people away because when I tell people that story, they're like, wait a minute, that's. You were actually cutting and pasting stuff? And I'm like, yeah, it makes no sense, does it? Because as much as we talk today about, like, all this automation, all this stuff that we did, that's not where it started. It started off with literally cutting and pasting screen scraping data from a website, kind of website, into Excel to mail merge. I did it for 21 days straight. My wife thought I was crazy. Every day I'm sitting there, like, printing out these offer letters. She's over watching tv, you know, with the kids, whatever. Here I am at the, at the desk at the time, like, cut, paste, cut, paste, cut, paste. And she's like, what are you doing? I'm like, there's money here.

I know it.

She's like, yeah, okay. And so then I got to the point where I could not take it any longer. So then I. I got a VA from the Philippines. I created a video of what I wanted to do. I gave them a test. I gave them the work that I just did. I gave them an hour of work that I just did in the, in the example. And I looked at the quality. I was like, good enough, let's roll. I gave them up to three hours a week, and they were getting me 130 names a week. Bam. Problem solved. Right?

Amazing, amazing question when. Or I should say when. Just kind of discuss that. Whom, what. What function of the business should you hire last? And what do you see as a problem with. With most people, they want to jump what aspect first and outsource first. We're like, oh, don't do that first. Eric, what do you think?

I think most people want to outsource sales first. I mean, even for me, early on I wanted to do that, but to this day I haven't. And the reason is, I mean, it's the most important part of your business. On top of that, you've got to be doing enough volume that you can support a salesperson and keep them driven to continue to sell for you. So not only do you need to have a big inventory, you got to have steady sales so that they can count on their income. So, you know, it's probably the sales part is probably the piece of the business that most people are the least comfortable in. That certainly that was myself early on. But it is something that is probably the last to let go, in my opinion.

Yeah, I couldn't agree more. Tate, what about you?

Yeah, I mean, that's the first thing people want to get rid of is sales. I think it's the last thing that. Yeah, sales and finding an acquisition. Well, they want to find a sales manager. Right. They want somebody to do the hard part. They want somebody to follow up with the people, send the emails, deal with the tire kickers. And the reality is we're selling a very unique asset. Right. It's selling land is not the same thing as selling computer software or selling a vehicle. Right. It takes a knowledge and a background. So you've got to spend a lot of time with that person before you let them go. And like Eric said, if you're not doing the volume, then why would they, you know, why would they want to come work for you? If you're selling two or three properties a month, it's just not enough. And that person isn't going to have a lot of skin in the game. So, you know, to make them motivated. I mean, they're going to be motivated by one thing and that's money. Right. And if they're not making good money, they're gone. Right?

Right. Yeah, absolutely. Absolutely. Scott Tao, what's been your experience?

I mean, people love the thought of outsourcing sales. Why? Because they don't, they don't like to sell. People, most people don't like to sell. It's outside their comfort zone. And you know what I'll hear oftentimes is, oh, I'm too busy to sell. Well, at the end of the day, like the sales, we're not talking about a lot of sales, right. We're talking about like one, two sales a week. When you get going, you know, even if you're gonna do, you know, 200 sales a week, that's not even for a week. Now you got to talk to a lot of people to get there. Right. It's not like it's a one for one ratio, however, you got to follow up, etc. All that stuff. However, as, as was just said, you know, if, if you think that you're gonna hire sales because you don't like it, or that you think that it's just gonna show up. It's not. You see what, what's going to make a salesperson want to work for you, what's gonna make the sales happen for you is, is the marketing. And a lot of people just don't like the marketing piece either. They don't like to write ads. They're like, man, that's a lot of ads I have to write. Well, yeah, it takes a lot more ads than what you think. It's not like we put an ad out there, one ad, and all the buyers come running. That's not the way that it is.

Right, right. You know, what it really upsets me is I don't like when people want to outsource sales, but when they first get in to the business, they want to outsource county research. And to let a VA pick your county and do that research, I think is a huge, fatal mistake for a variety of reasons. The number one reason being you should be educated on that county and know definitively why this is a good county. And then know the pricing, know, know the comps, know the county assessor, recorder, treasurer, planning and zoning, and really be clear on why you're going into that county. Because if you don't get that county research right from day one, the whole rest of the business goes off the rails. Would you agree, Eric?

Yeah, yeah, completely. I've, I've seen it happen, you know, whether that's people taking counties from, you know, outside of the secret list, or just kind of willy nilly picking counties based on, you know, whatever criteria they feel like.

Yeah, yeah. Tate, how often in your coaching calls do you have like, whoa, whoa, whoa, we're not giving up the county research.

You know, this is one of those things that I don't think county research ever ends. I think you always are researching and part of being a good investor is keeping an eye on what's going on in the industry, what's going on with the market. If all of a sudden we start to see a shift or a huge demand in a new area, well, before I go to dump a bunch of money there, I'm going to know what my research tells me. So I've developed a strict set of guidelines that help me determine whether or not I want to spend my hard earned money there. And if the county doesn't fit my requirements, I'm not interested. So in coaching, I notice that, you know, I think that a lot of our Students are better prepared for this. But it is something that you do have to spend a lot of time. And those people that don't treat county research with a lot of respect end up having to go back to it time and time again.

Scott, Todd, what about you? What are your thoughts?

Yeah, I think that, I mean like, what amazes me sometimes though is that people will also like pick the county when they go to county research. They'll pick the turn to the secret county list.

Right.

And they look at this list which like you've narrowed it down to what, like 200, I don't know, 180 something counties.

Yeah, I mean these are counties that I've done deals in, my students have done deals in or my competition have done deals in. That's it.

But it doesn't mean that it necessarily is the hottest county right now.

Right?

Like it just says, absolutely.

Yeah.

And so you got to do a little bit of thinking. Right? Like we always say, like, where are the other land investors? And people are afraid of competition. I mean we. I can't remember who said it, but recently someone said, oh man, should I. I was worried. Should I start off at the front of the list or the back of the list? They were trying to think through the logic. Well, the list is a great place to start, but guess what? It's not the end all be all. You have to go do a little bit more research to figure out where the deals are happening. And if you're going to outsource that to a VA from the get go, well then they're just going to execute. And then you're. Then you've got the blind leading the blind, which is a recipe for disaster.

Right, Right. And for our coaching clients, we are taking new 10 new clients, by the way, in vas.delanguet.com and really helping save you tons and tons of time on hiring and training your own VAs. Are we ready to move on to tips of the week?

Yeah.

I'm so excited about my tip of the week. Are you really?

I'm lukewarm on my tip, but I think it's kind of cool.

What about, Weren't we gonna talk about inviting people to send in their tip of the week? Remember?

That's right. That's right. Danielle is gonna put in the next newsletter, send in your tips of the week to us. We're gonna evaluate them and we'll evaluate them. And if you're. We pick your tip of the week, we're gonna give you something cool.

I love that idea. Like we get what? We get like, three. And we all get to, like, look at it and say, I like this one.

Yeah, we're gonna do, like, the pros and cons on them.

And it's like the shark. It's like. It is truly, like, the geek take. Right? Take tip of the week.

And the thing is, like, I'll get the. I'll get all the tips first, and. And then I'll divvy them up to Tate and Scott and Mike, and then whatever's left will go to Team Eric, which is totally fair.

It makes sense.

It seems they can just send them directly to me.

Oh, yeah, yeah, yeah, yeah.

Go ahead and edit that out. No worries. So, all right, let's start with Eric. What's your tip of the week?

All right, so my tip of the week actually comes from the previous boot camp in Scottsdale. You know, Tate was talking to us about our buyers lists and just how important headlines were, and he suggested that we start basically a swipe file of headlines. And one of the best places to get those headlines is to look at the email marketing that comes to your own personal mailbox. Whether that's for clothing sites or, you know, we all get tons of junk mail, right? So just actually reading those headlines and saying, oh, wait a minute, that one caught my eye. You know, what was it about it? And copying and pasting it into a document. So ever since Tate talked about that, I've got this kind of ongoing Google Doc, and I just. I keep pasting those headlines in, and, you know, it's actually been very useful. And so I'm kind of taking Tate's tip and bringing it back. But it was a good one.

I love it. Great. That's a great tip. That's a great tip.

Fantastic. That is a fantastic tip, Eric.

It's excellent.

Tate, what's your tip of the week?

All right, I'm a little nervous on this one, but I gotta share it because it's good. If I were Eric, and Eric was sharing this, I mean, this, he'd probably get uninvited from the podcast, but it's a good tip. So it's called Scannable. You guys heard of it? Used it yet? Scannable, basically. I know. I can see. Scott.

Is it an Apple?

Yeah, it's an app. It's called Scannable.

Okay.

It's very similar to, like, Turbo Scan, but it's linked directly with Evernote. So you can scan a document right from your phone and upload it to Evernote. Now, I don't use it personally, but I Came across it, and I was like, you know what? The community needs to know about this. If somebody's a die hard Evernote fan out there, this is a good way to get those documents into one place immediately. So check it out. Evernote. Or check it out. It's called Scannable. It's pretty simple, easy to use. Link it up with your Evernote documents and you're good to go.

Is it called Evernote scannable or just scannable? Because there's Evernote scannable. That's got five stars and, like, 1,000.

Yeah, that's it. I mean, it's Evernote scanning.

All right, I'm gonna download it. But TurboScan also. I mean, it's one other step, but you can upload it to Evernote.

Exactly.

And that's.

I mean, I like Turbo. Yeah, yeah, but this one's linked directly to Evernote, so it's one less step, one less process. All right, Scott, bring it. I know you got it.

Look at Scott. Scott's got, like, a crocodile smile right now.

I just. You're right. I think that if Eric had brought this up, he'd never be invited to the podcast. That's how lame it is. It is a lame, but it's lame, right? Like, I guess. I guess that's how you defuse a. How you diffuse a tip of the week by saying, okay, this is lame, but I'm gonna say it anyway. That's how you do it, Eric. You say, like, just. Just preface everything like, this is lame, and if I was Tate, I'd be thrown off the podcast. But what kind of crap is that, man?

It's honest. It's honest. Okay.

I mean, I like. Scott, I have to tell you, I like.

Of course you do.

Of course it has better reviews and it's free.

Yeah.

Then, yeah, but it's got a jot. Not pro, which costs money.

Yeah.

Look, here's the deal. Here's the deal. The deal is that it only. Only. Only integrates to Evernote, so it's within their ecosystem, which I like.

Are you sure it only integrates with Evernote? And is that such a bad thing to integrate with Evernote?

Yeah, because I can't give that to, like, someone selling me their land or something in which they can. And download this app, scan back the deed to me, because it's going to go into their draw to their Evernote, and they don't even have Evernote, probably.

You can send it. You can send it. Like, I'm looking at it right now. You can email from it. You Can.

You're breaking up. You're breaking up.

Oh, yeah.

This is done for you. This is awesome. My. My tip just got even better.

Well, now you just.

Now you're a good idea.

Magic on it.

Never a good idea to go against Turbo Scan.

Yeah, it's not good.

I mean, this might. I'm gonna check it out.

It's good. I'm telling you guys. It's. It's a really good app.

We gave Jot Not Pro its due. We just thought it was not good. As good as turboscan.

I don't think we gave it anything. But that's okay.

We did.

We did give it a two.

No.

There'S nothing wrong with JOT Not Pro.

There's nothing. There really isn't anything wrong with JOT Not Pro.

Today's podcast is sponsored by Jot Not Pro.

Yeah. All right. I'm downloading it right now. Okay, Scott, what's your tip of the week?

All right, Mark Tate, where do you. Where do you like to get your pictures from for your land?

Google Earth? Other land. Investors websites, primarily.

Yeah, like mine?

Yeah, I love.

Okay, so look, here's what I'm gonna do. Mark.

Check.

Eric. Eric, here's what we're doing, man. Check out this Mac store app called photo bulk editor. Photo bulkeditor.com in the app Store, it's called Photo Bulk, like B U L K. And what happens is you bring in the pictures, you drop in the pictures, and instantly it slams on a watermark. So bam. Tate can't go and steal your pictures.

I don't like this tip.

That's genius. Eric, is that not genius or what?

Look at it. That's nice.

This is stunning. Stunning graphics. Stunning visual experience for everyone.

Where is this? I'm just gonna have to get.

I was still playing with Scan, Mark.

Beautiful, by the way.

Mark. Mark.

Mark Tate. It's better than Turbo.

It is.

That's crap. It really is. And it's free photo. It does the exact same thing as TurboScan, but it's more beautiful. This is more Mac like, and Turbo Scan is more, you know, Windows like.

Okay, Mark, photo bulkeditor.com. check it out.

Oh, that's very cool. Absolutely stunning visual experience everyone's been waiting for. Oh, this is nice.

This is cool, isn't it? This way, I'm gonna stop everybody from stealing. Like, you can put in your logo on the watermark, the date.

This is nice.

I'm stopping all photo thefts.

You're just gonna make it. My pictures are just gonna be really weird size now.

Because not when it goes right across the center tape right across the street.

I'm gonna have to download on the Mac App Store. And it's in the Mac App Store. I love it.

$10 man.

$10. To not get ripped off by other people.

I'm gonna find a way to get those to not show up on my website. But when you steal my photo, then it shows up.

Oh, that's good.

Yeah, that's really cool.

That's cool.

Yeah, that's awesome.

All right, well, my tip of the week. Alright, you guys are gonna haze me, I know, but after my horrible jet lag from flying to Orlando, losing three hours and then coming back home from Orlando and gaining three hours, my sleep was all messed up. It took like a day to recover. And I thought, well, wouldn't it be nice if I just knew the best time to wake up in my sleep cycles? Because let's face it, sleep is so, so important to our health. Right? And so I found this little free site. You hear that Scott? Not ten bucks free sleepy tie. So sleepy. And then ti me sleepytai me check it out. And it's really easy. Just plug in what time you're going to go to bed and it'll tell you exactly what time you're going to wake up. It'll tell you exactly what time to go to bed based on a sleep cycle. And this way you still want to use your alarm sort of as a backup.

Whoa, whoa, whoa, whoa, whoa. I just did it. It's telling me if I want to wake up at 6am, I either need to go to bed at 9pm or 10:30 or midnight or 1:30 in the morning.

Exactly.

So it didn't do me anything. It just gave me four options on when to go to bed.

Exactly. Now you need to be asleep at those times. Now remember, it takes the average person 14 minutes to fall asleep. So that way you're going to wake up based on the sleep rhythms. What time is best for you to wake up? What time is best for you to go to bed? So you're not, you're not waking up in the middle of a sleep rhythm.

This is lame.

Just got Todd.

Really lame.

I mean like I'm like I got nothing, man.

You're telling me this has absolutely no value whatsoever?

No, no, it's, it's. Okay, so it's tell like I said, okay. I gotta wake up at 6:30. Why? Because my kids, I got to wake up at 6:30 for my kids. Right.

But you need to know what time to go to bed.

To get up to go to bed. It tells me you need to fall asleep at 9:30. Yeah, okay, well shit, what if I fall asleep at 9:29 or 9:31? I'm out. I'm out, man.

I mean there's got to be some wiggle room in there.

Mark. The Average person takes 14 minutes. Well, God, man, what if I fall asleep in six? Holy crap, I'm going to be off cycle.

It's going to create a lot of stress when it's bedtime, right?

Like I got to go to bed right now. I got to sleep. I got to sleep. I got to sleep.

Scott, you got four options there. You got four options.

Okay, so listen, here's the deal.

Start watching your show till noon, I mean till midnight.

Okay?

Okay. And then fall asleep at 11:44.

But then I'll be out of whack.

No you won't. It's giving you all these options when. Okay, here, let me give an example.

So, so if I don't, if, if I'm, if I'm not asleep by 9:30pm Correct, then I have to sleep asleep. So I, so like, if I am like, okay, I blew through it because I'm doing flight school. I blow through that one, then 11 o'. Clock. So let's say that 11 o' clock comes and I'm like just winding up flight school or something and I'm like, God, dog it, I'm not someone to go to bed. I'm going to shut my eyes, I'm going to go, I got to sleep, I got to sleep. I got to sleep. Then at 11 o' clock, I look at the clock and I'm like, I got like 50 seconds to sleep. 11:01. I now have to wake up and stay up until 12:30. My wife is going to kill me.

Okay? And if I miss, I think I'm thinking because you have four options with, if I were you, I'd read a book. Till your next sleep cycle. Instead of going right to bed, why.

Not do what normal people do and just go to bed when they're tired?

I mean, I mean, I'll tell you what normal people have a problem with is waking up because they're not feeling refreshed.

Well, that's because they stay up too late.

And only the land gate cares about that. No, this is a cop out of guys in touch.

Tate. Check this out, check this out.

How nice, Tate, to be able to just wake up whenever you want. Oh, honey, go watch the baby. I'm going to two hour.

Listen man, when you get the results here. Like it tells me 9:30, 11, 12:30, or 2:00am on the very, very bottom after the ad. Okay. Like after the. In very smaller says, if you don't know when you'll fall asleep, but I'm sorry if it says if you know when you'll fall asleep but not when you're going to wake up. Try this one. So there's a little link that says sleepy ty me wake. It says I plan to fall asleep at.

Okay.

I plan to fall asleep at 11:35pm and that means I'm going to wake up either at 1:00am, 5:30am, 7:00am or 8:30. I just blew through my 6, 6:30 wake up call, man. I'm done. I'm in trouble. So don't fall asleep early either.

I think what Mark is trying to get us to do is just not sleep. Right? That's what he's trying to do more. Just market, do more deals out, do more.

You know what I'm going to do? I want you to wake up refreshed as opposed to groggy now. The three of you are so spoiled that it doesn't even matter now. Oh, I'm just gonna wake up whenever I want because I have no boss. But real people, normal people, actually have to be somewhere at a certain time, right? They've got to get up and they got to feel refreshed and they got to go on with their jobs. I'm trying to help those people. You three are the worst of the, of the group. To have so much freedom and so much flexibility and to scoff at feeling refreshed and alert. Good for you. Good for you.

This gets a double.

I think we talked about this. I get up at 5 every day.

How do you feel when you get up at 5? What time you go to bed? You're probably redoing it.

I go to bed around 10:30, but I don't have to worry about going to bed at 10:30. Exactly.

Maybe you should.

We just get close enough.

Maybe you should because you'll feel better.

I'm just wondering why you.

Eric, According to this app, it says you should be in bed at 8, 9, 30 or 11. So you're clearly going to bed at the wrong time.

Yeah, I'm all out of whack, but.

And look at the eyes. Oh, fatigued. Just go to bed at 11 here. You'll feel so much better.

My, my, my.

All right. I want to thank all the listeners for putting up with our nonsense. And just remind everybody today's podcast is sponsored by TLFolio.com and look, the only way that we're going to be able to continue doing these nonsensical podcasts every week is if you do us three little favors. You gotta subscribe, you gotta rate and get a review of the podcast. Send us a screenshot of your review to supportthelanggeek.com we're going to send you for free the $97 passive income launch kit. And if you even state in the review, Mark clearly has the best tips of the week every single week. Thank you, Mark, for that. We might even send you a Starbucks gift card. So please do so.

Or something far worse.

What's far worse?

This tip. This last tip.

Another tip. You know, you guys give me no respect because who gave you five tips last week? You know what I mean?

That was awesome. We had the week off. That was nice.

I thought it was going to be the standard. I thought you were setting the bar like, oh, from now on, I'm going to have five tips. You are the land geek.

Whatever.

All right, let's. Let's do this. One, two, three.

And get a good night's sleep.

And get a good night's sleep.

Of course, use technology to figure out when you need to go to sleep now, because you're not a dick. Grown ups.

Check out the sleep cycle app.

You know what? There are a ton of sleep cycle apps. I think you guys are really underestimating the huge market for this. People are not getting a good night.

Sleep. Not sleep.

It's true. You know, you know what we mock? We mock what we don't understand.

I was for sure you were going to talk about a mattress. Oh, go out and buy this mattress.

Because that might be next. You know what that might be next week we could talk about, you know, like, Orey, when he sold his company, he bought a $40,000 mattress, a Hasson's mattress with, like, real horse hair. And he's like, mark, the best investment I've ever made. Think about it. Where else do you spend the majority a third of your life in bed? $40,000. Very good investment. Like, dude, really, you could have bought something else. I mean, like, what's wrong with, like, a $2,000 mattress? Oh, no. Oh, no. Not good. Human horse. Horse. People spent. Yes, people spent a lot of money on these hassles. Mattresses. You can get, like, a low end one for, like, 10 grand.

Jeez, I don't think he meant that with Tate.

What? Human horse hair, you know, look up, has his mattress.

Well, you just told his Human horse hair it is. Ha is a human horse hair? I've never heard of a human horse.

How do you spell it? I don't even look.

Is it H, A, A, S. That's.

The kind of horse that's half man, half horse.

Yeah. Okay. H, A, S T, E, N, S.

Mattress must be Wayne Newton here.

You know what? That'd be even better. Hasson's Beds of Sweden. Fulfilling dream since 1852. Look at this. Mad at 49,500 flow beds. Wow. Horsehair wool latex. I think we know Scott Todd's next purchase.

No, no, I'm not buying this thing. No.

Would you ever spend that kind of money on a mattress?

Absolutely not, man.

10,000.

No.

Here's from Thrillist. I slept in a 27500 Hassan's 2000T bed for a month. Let's see what they say.

That's what I'm reading right now. It says, I found myself getting visibly excited to go to bed. It became an event, an activity worth celebration, celebrating an occasion. That's pretty nice.

Wow, it looks really nice.

I'm going to wake up feeling fantastic. I don't know.

Well, look at. But this way. Have you ever met an unhappy Swedish person? They always seem very happy about their chocolate and lives. I mean, I think Sweden's got like, one of the hat, like one of the, like, happiest places on earth. It could be the mattress.

It looks nice. All right. We've digressed big time this week.

We really have. But this is nice.

Wonder if that's tax deductible, Mark.

Well, with our new cpa, I bet.

It would be if you put it in your office. Maybe.

Maybe, yeah. Oh, power naps. Power naps.

All right, I'm going to go eat lunch. I'm going to get some sushi. Tate, what are you getting?

I am going to Chipotle. I'm meeting a friend.

Nice. Eric, what are you doing?

I already ate.

What'd you eat?

Just a sandwich. From fancy? No, just from downstairs.

Nice.

Before we go, we got to give Scott his credit at the very end of the podcast, let's just say.

Oh, no, no.

No one's listening to this.

I want it.

I want to start the next one by opening up with the apology.

You know, I should, I should.

It gets the whole deal.

Didn't we apologize like last quarter? Didn't we do that?

No, you apologized last year after you made the same mistake.

So we have to keep apologizing now.

Every time you come to Orlando, it's an ongoing apology. Yeah, so apologies.

I'm not going to apologize for the Panera bread jokes.

Oh, that was. That was cold though, when the guy at the end is like, hey, man, did you go to Panera today?

What?

I'm not going to apologize, but I'm going to send a note. I'm just gonna write it. Write my apology.

Yeah. Scott was. You were three for four over the weekend. The last lunch before.

No, you said the last one.

No, no, no, no, no, no, no.

You said. You said the last one doesn't count. And you also said that it was the company, not necessarily the food, so I don't want to hear it.

Fine. I agree. I'm just so upset about the sleepy time.

Yeah, go look for a sleep app.

All right, I'll talk to you guys later.

All right.