ROUND TABLE—Persistence Beats Resistance—One Abandoned Deal Is For Another To Steal

Hey, it's Mark Podolski, the Land Geek, with your favorite niche real estate website, www.thelandgeek.com. and on today's roundtable, we've got Eric, not Pro Peterson. We've got the big papa himself, Tate Litchfield.

Breathe.

In the mailing, breathe out the marketing, The Zen master, Mike Zaino. We've got the Geek Pay Guru 9. And then last but not least, this podcast is sponsored by posting domination.com forward/the land geek and landmoto.com Scott, Todd, how are you?

Mark, how's it going?

It's going great. It's going great. Am I the only one that took yesterday off to recover from boot camp? What did you guys do to recover? Eric?

I stayed a extra day and a half, I guess. I left yesterday just before lunch, and I ended up taking that time to just kind of relax and get some extra sleep. I was. I was done.

Yeah. Yeah. How about you, Tate?

You know, I spent the day riding my bikes, grab some lunch, slept in, hung out with the baby, but, yeah, I was exhausted.

Yeah, Zen master.

Yeah, we stayed a little later. We went over to Sedona. The auction balls were very kind. They gave us a tour of Sedona. But I did come back yesterday, and last night, the way I calmed down was s' mores and a New England fire. I mean, what's more New England than that?

Nice. Well, I was gonna say clam chowder, but I guess not. Chowder Chowdha.

Yeah, Chowder head more on Sedona in the javelina on my tip of the week, so I'll save that for that.

Yeah. By the way, you know, since we're talking about the Archibalds and Sedona, they're awesome to have a boot camp, but they got Scott and I these mugs that say Team Tate.

You guys are awesome.

The coffee goes down. So bitter.

Now I feel like there's one mug missing.

There's a public service announcement to be made by our very own Mr. Scott Todd.

Well, okay. I feel like I'm being forced to do this, but. Okay. So, Tate, I have a confession to make.

Okay.

Like, I was given this nice Team Tate mug. And, you know, like, there. There were some times where, like, I may have been trying to, like, just to forget about it.

Right.

Like, it wasn' purpose, but it's like, you know, it's. It's not really, like, Team Scott, and that's really, like, what I was focused on.

Scott.

Hold on, hold on. Was this before or after my team beat your team in our game?

You're breaking up there. You're breaking up. You're. You're breaking up. I see you guys had. You had a. Whatever.

Okay.

Like, different conversation. However, Tate, as we were leaving the room, you're like, scott, wait. Don't forget your Team Tate mug. And I'm like, yes, yes, yes. And I was carrying that mug, and, you know, you. And I went to lunch, and I set it on the table right next to me because it was so precious to me. Like, it was so important. I didn't want to, like, roll off the chair and break. And I mean, like, I, like, was looking forward to sharing a drink out of that today. And we got done with lunch, and we left, and then I got on my plane, and. You got on your plane, and then I was literally traveling halfway across the country, and I'm like, crap, where's my Team Tate mug? And I'm like, what happened to it? And I was replaying all the things that could happen, and I just remembered that it was seated on the table next to me when I got up and left. And it kind of just blended into the Marriott China, so I never saw.

It, because, you know what Freud says.

I don't know.

There are no accidents. So.

Yeah, well, I mean, maybe I don't forgive you.

I'm not asking for forgiveness.

I don't forgive you.

In the spirit of transparency and because I'm such a compassionate guy, I wanted to, like, just, like, let you know, like, if you don't see it, it's there. And that shouldn't stop. Shouldn't stop anything. Because, look, you know, at the last boot camp, I actually left something at the hotel. The dining room table. You had to go get it for me, like, Yes. A week later. So maybe Mark, if it's really important to him, he'll run down to the Marriott and pick it up off the table and, like, wrap it up and ship it nicely to me.

Like, you know what? I already have my Team Tate mug, which I. Which is, like, one of my prized possessions now. So I'm not. I'm not schlepping back there, even though it's only, like, eight minutes for me. Anyways, let's talk to nine for a second. Nine, how did you recover, and what were your boot camp takeaways?

Oh, man, there was so much there. You know, actually, you know, I feel very, very grateful to Scott, so I'm wearing my Superman shirt here.

In honor.

Of all the great information that I got out of that.

Superman. Scott. That's.

Okay. So. Okay, so you were in the VIP sessions, in the breakout room, what were some of your takeaways from vip?

You know, I get so much out of that every time. It's like being able to scale and organize the business, going into details about sales and how to grow those. I mean, you have to come to boot camp. I mean, there's just no excuse. You have to come to boot camp if you want to be able to be very successful at this business.

Yeah. Nine. What number is this for you?

I think this was six, actually.

Six? Wow.

Yeah.

Amazing.

And it just gets better and better every single time.

Thank you. Thank you. You know, we get those surveys, we actually take them to heart. People are like, oh, yeah, we filled out the survey. No, we really listen and we look for the overall themes and we adjust. Eric Peterson, what was your biggest takeaway? Boot camp?

Well, this was. This was the first boot camp I was at where I was able to attend the VIP sessions. And, you know, being able to participate there was just great. There was so much information from, you know, once again, you know, organizing and automating the business to dealing with buyers lists and talking about some secret ninja tricks in order to get that buyers list working for you. So that was great. And then on top of that, I mean, just the community as a whole, getting to actually shake hands with those people we communicate with on a regular basis and actually getting to know them a little bit and making some connections there. So those were probably my biggest takeaways. Right off the top.

Yeah. Speaking of, you went to what is one of the best ice cream shops in the country? Sweet Republic. Question, what flavor did you get?

I got the real mint chip, and I was very surprised by it.

That.

That was really amazing. That sweet, that real mint. It's like any other place you go to, they say, oh, I put real mint in there. Now, this is the first time I've ever had truly great ice cream.

Yeah.

So kudos to Eric for choosing that one.

That's how we do it. That's how we do it here. Zen Master Mike, what were some of your boot camp takeaways?

Well, you know, I always say I love the fact that there's people that are new people experience and the interaction. But I think I also. There was a fair number of people that may have tried land investing prior to coming to the land. Geek. Right. And then seeing their reaction to how we do it and how much easier it is once you embrace the way that we handle all this whole process. It was really kind of. I mean, there was a few people that I spoke to and that was their takeaway. It was like just wow. It doesn't have to be difficult, you know, it doesn't. You know, we have a method that works and interacting with people and seeing that, I think really I loved it. I love that. I love seeing people that love our method. Because our method, it works. I have to say, it's the best.

Yeah, Yeah. I mean, you know, of course I'm going to say that. Very self serving. But look, I'm breath of fresh air, I'm flexible like a yogi. If there's something better out there, like I'll embrace it. We just haven't found anything. I've got a question for you Mike. Especially with system and automation, because I sometimes feel like with newbies coming to boot camp there's like a chicken and egg problem. Right. Because you know the cheapest person you could hire in the beginning is yourself, right?

Yes.

So you feel sort of, you don't want to, you don't want to start spending money on VA's or software or this, you know, team to start scaling when you don't have any revenue coming in yet. So when do you start getting yourself out of the business and how do you do that when you don't have any revenue to support that growth?

Yeah, it's, that's an important question. And I can only relate to my personal experience and when I got up in front of the room and I talked about Scott Todd and his progression versus my progression in the beginning. I mean Scott someone that embraced systems very early and you know, he's got that ability to embrace the systems and all the VA's and I was kind of like, well, I'm do it myself, build as I go. And then things blew up and they didn't blow up into a system, they blew up into everywhere. And I had lots of deals, lots of money coming through, but I had to reel them all in. You know, the whole story I said of the, the net and the minnows, like I had all these minnows, lots of deals going everywhere, but I'm trying to put them into this net. And then Scott very patiently sitting there builds the net, then he pulls the minnows inside and it's like what? You know, so embracing the systems earlier than later is your true path to success. That is the way you, you need to explode into a system. Not explode and then try to contain it. That's just, that's just crazy. And I can say that because I went through that. But of course I'm fortunate I hang around the right people, I have access to the right systems, and life's different.

Yeah. I mean, Scott, what do you. What do you think? Like, that chicken egg problem? How did you sort of bridge that gap when the cheapest person you can hire is yourself?

Well, I mean, I did it. I did it piece by piece, right?

Like, I.

The very first job that I got rid of was my list scrubbing. And I found somebody that could go do it for $3 an hour. And I was really, really careful. I limited them to, like, three hours a week. So what was my financial commitment? No. 3 times. I probably forgotten math. 9 times 4 is 36. $36 a month was my financial, like, exposure. And I'm like, well, okay, well, I can afford $36 a month. That's not a big deal. So I didn't just go and, like, blow up this big team. I started with one. And I probably had that one VA doing that work for, I mean, like, quite some time, you know, like a couple months. And then the next thing I wanted to get rid of was due diligence. Okay. And didn't happen, like, immediately. It happened like, I was probably doing the work for, I don't know, a few months, you know, four, five, six months, because the volume wasn't there. You know, like, it wasn't. It didn't become a volume issue until I was kind of scaling a little bit. So then the next one that I went through was due diligence, and then that was only on a property by property basis. So it wasn't even costing me any money per week. It was only going to cost me money if I was going to buy something. And so, you know, I think what happens is if you try to go and build this VA team and you're trying to give them work, or you're trying to get them to give you work, that's going to cost you some money. But if we're all starting off just slow, well, you only need one va, whatever the pain point is. And for me, it was lift scrubbing for $36 a month. Worth it.

I love that answer. You know, just take it slowly and piece by piece. How do you eat an elephant one bite at a time. How do you build a VA team one bite at a time? Tate Litchfield, what were your biggest boot camp takeaways besides getting eight hours sleep when you have a newborn at home?

Yeah.

You know, one thing that I took away from it that's always just so amazing to me is our community. It's more of a family than a community. And the amount of caring in that room, whether it's the VIP room or the introductory room, you know, everybody wants the same thing, and everybody's willing to do whatever they can to help the person next to them achieve that goal. That's something that's just amazing. It's unlike any other, you know, real estate conference that anyone's ever going to go to. You know, I hope that people leave bootcamp with a new friend or two or dozen. You know, so that's something that's just so unique to us. And every time I leave boot camp and I leave with, you know, some good memories and some helpful advice that's going to help me transform my business into something even better. So that's why I'm there. I. I'm in the double digits now, and I don't see stuff myself stopping anytime soon.

Yeah, no, I love it. I. You know, sometimes I think to myself, you know, like, these guys that. That have, like, their big events, but they don't show up, I'm like, how can you not show up to your own event? Right.

Yeah.

And I get. I get the. The idea of it, like, well, you know, then you're. You're not being an entrepreneur. You're being a freelancer. But these are the things, like, I love freelancing, like, you know, being, you know, face to face with people that are, you know, moving the needle in their lives, doing this business and hearing their stories and how they're, you know, implementing it, and the freedom and the flexibility that it's giving them for me is, like, so inspiring. Like, why would I want to miss that? I'm doing it, and it's. And then, you know, it is like a family to see people like the Archibalds and Mimi and nine and, you know, BAE and, you know, Sean and Rachel and the Zano's again. I mean, it's like, you know, like, they just keep coming back and back. Did I say nine and nine? Of course it is. It's like, it's amazing. This is, like, the first time Tom Willis wasn't out at a boot camp, and, like, since, like, he's, like, at number nine or something. But it's great. It's great for me. So let's pivot a bit, and let's talk about sort of a newbie issue that we see a lot. We kind of heard this a little bit at boot camp. So you're going in. You got your list. You're scrubbing your list, and now it's time to price your List, Right. And so the way that we do it is we look at the comps, we divide by four. We've got that Warren Buffett margin of safety, so at least we're going to make 300% return on our investment. But what happens, right, the comps are all over the place. So you're kind of, you know, going to figure this out. So, Mike Zaino, how do you do this?

Yeah, this is the first wall, this is the first paralysis by over analysis that hits people, right? They get this list and it's just, it's just a ton of data and then. And then they scrub it down. And then the pricing. It's very difficult for people to wrap their head in the beginning until they're shown what we do. But the reality is it's, you know, list scrubbing is quick and dirty. It's something that, you know, isn't. It's exact in the sense that we have a formula, but we don't overthink it. And this is something that's really important. Like they don't realize that when these accepted offers come back, if you're off by a few numbers, it's not a big deal. If you're off by a large amount of numbers, it's not a big deal. It's all about recovering and negotiating. And so I think that, yeah, the prices can be difficult, but once you learn how to batch them, once you learn the simple formula that we use, and it's a quick and dirty process, it doesn't have to be exact. You don't have to have paralysis.

I love it. How about you nine?

Yeah.

The important takeaway is to just get it out there, right? To really put in, you know, put in your best effort at this time, but don't let it stop you from not mailing, which is the very core. You can learn from it. People will call you, they may not be happy, and then you'll be able to adjust. You don't have any feedback right now, and that's the biggest part. You need feedback from those mailings to understand that. Okay, well, I need to adjust a little bit. But if you don't do it, if you're paralyzed, then you're just going to sit there and then this is not going to go anywhere. So you need just put it out there and get that feedback and adjust from there.

I love it. Eric Peterson.

Yeah, I think with pricing, there's no wrong answer, right? I mean, so you send out your offers and you're too low or you're too high. Well, you can make an adjustment. You know, you can renegotiate those deals that come back. And if you're sending 20 a day, you know, two weeks later, when you start hearing back from those first mailings, you know, if you need to make an adjustment to go up or down, you can continue to make that. I mean, I guess it's. You know, I don't. I don't look at it as a big deal. You know, you just. You got to start somewhere and make your adjustments as you go.

All right, Scott. Todd.

I think that one of the hardest things is to put your head around the fact that you can actually make up your own price. Right. Like, you know, that's hard because we're so accustomed to being told what to pay. You know, there's always a seller asking for something. You know, like someone's selling you something, they want to sell a piece of house or they want to sell a car, guess what, they put a price on it. Here, you actually have to come up with your own price first. And essentially, it's like, name your own price. And that's a hard thing to do. And so really, what I like to think of is I use the comps not as, like, the absolute benchmark, but I start to think about, like, okay, well, what am I going to sell this property for? How much am I going to sell the property for? And then when I know that number, then I can divide by four and get my offer price. But I mean, this is like, name your own price.

Yeah. Team Tate. What about you?

Yeah, I mean, obviously, I look at kind of what the comps are, but ultimately, I'm the one that decides, so I know what a property should be worth. I know what I want to get for it, and that's what I go with.

And.

Yeah, don't act like it's that bitter. You know, you like drinking out of it.

I know, I know.

No, I mean, I agree 100% with Scott said. I mean, this is an inefficient market. Right. That's why I love it.

Yeah. I mean.

Their property, for more or less than me.

Yeah. I mean, what other inefficient market is there out there? Maybe art, where it's truly what a buyer and a seller agree on. You have the art market, maybe that's very inefficient. Are there any other markets that are very similar to this that are that inefficient?

Not that I can think of. I mean, that's the beauty of it. That's why I love it.

Yeah. Wine Maybe, I don't know.

Rare books.

Rare books, yeah. And all those things are physical. This is the only thing that you don't have to maintain it at the store. That's. That's that inefficient.

Right?

Can you imagine having a, you know, a rare book business and having to store these, protect these things, insure these things? You know, the wine breaks. That would be horrible. Or spoils the arts.

Counterfeit.

I don't know. Anyways, I'm digressing. I'm getting off track here.

There is a good book, no county for Old Men, I once read that was a good book. I don't know what its value is, but.

Okay, let's talk about no county for Old Men. So this is a true story. If you haven't seen the movie no country for Old Men, it's about a sheriff who starts to see he's kind of in over his head because the world is changing. And there's this horrible serial killer out there, Anton Chigurh. And you gotta watch the movie anyway. And it's also, you know, beautiful. It's filmed in West Texas where I own some land. So Eric starts telling me the story at boot camp about this one seller whom I had met years ago at Duran. And during the meeting, he insults me. He insults Duran. Duran and I are driving around looking at the property that he owns. We get a flat tire. There's no cell service. We almost die out there. And I bought some properties from his daughter, but he wouldn't sell. And we tried to negotiate this. He had a huge, huge portfolio of properties. And we tried to do a takedown deal. And we negotiate like my daughter's, just own the property for me. And here is sweet Eric Peterson. And let Eric tell the story about my seller. Look how I take claim.

So, I mean, he just got a purchase agreement like everybody else, and he happened to sign it, return it to me. And he didn't provide an email, just a phone number. We did the due diligence on the property and we're prepared to close and had followed up with him to try and get some answers to some questions prior to closing. And I called him, and before I could say more than my name, he hangs up on me. And so I'm like, okay, well, I gotta talk to this guy. You know, he's. He agreed to sell me the property. So I'm like, all right, I'll just try him back. So I try him back and I, you know, I maybe say my name again and part of my company name and he hangs up. And so what is wrong with this guy? You know, So I call back a third time and I don't, honestly, I don't remember if it was the third or the fourth time, but I was trying to speak really fast and kind of give my spiel as quick as I could and say, you know, you signed this purchase agreement, I'm just trying to buy your property and all this stuff. And so he finally like heard me out and he's like, alright, yeah, you know, that's, here's the answers to your questions, you know, let's go ahead and close. And so I did that and we had a few issues along the way with the closing. He didn't want to close the way I wanted to close. So after he got that closing package in the mail because he doesn't have email, he called me and said, you know, I'm not doing the deal like this. And I said, you know, I called him back, I said, you know, I asked him what he wanted to do and talked to him a little bit. He told me who he was and told me I could check him out a little bit, and which I did. And he, you know, explained he's got all this other property and so on and so forth. Nonetheless, we got through that first hurdle and got that first deal closed. And immediately he let me know he had some more properties for me to look at and gave me a list of four properties to look at. I purchased those and then he gave me a list of about 16 properties. And I'm in the process of working on those and should be closing later this month. And he's just like, you know, we'll keep this going as long as you want to buy property. So I had no idea that he was your guy or someone else's guy or anything like that. It was just, you know, I was like, happy to, to have stumbled upon him.

So, yeah, I mean, so I think the moral of the story is, is that persistence beats resistance. And the fact that I personally didn't like the guy and didn't stay in touch with him allowed Eric to get that deal. Because if I just stayed with him, you know, let's see, if I just called him quarterly and just said, hey, you know, whenever you're ready, I'm here. Whenever you're ready, I'm here for years and years and years, I probably would have gotten that deal at some point and just, you know, got over myself and maybe taking a little bit of its abuse because once he sells me the property, I don't have to deal with him anymore. And so am I happy for Eric? I don't know. A little bit.

It's yet to be determined, right?

Yet to be determined. I'm really happy for him. And it just goes to show that, you know, it really is numbers game, and you just got to show up and good things will happen. Tate, how are we going to get that deal from Eric?

I don't know. Maybe ask nicely.

I don't know.

Eric, when you're drowning in these properties, you give me a call, right?

No county for old men.

No county for old men. So, you know, basically what we'll do is we'll just call Eric every day.

Hey, man, no, I'm not gonna call him. I don't have fancy hands call him.

I have fancy hands.

You ready to sell some properties?

You raise the properties, and that way we're dealing with someone we like. Let him deal with the. The curmudgeon.

Yeah.

I almost died. Meaning.

So he did admit that he. He could be a very grumpy man. And he. He kind of apologized for that, but he said, you know, that's. You catch me at the wrong time, and I'm just. I'm not a happy guy, you know?

Absolutely. Absolutely. Scott. Todd, what's your takeaway from that story?

Well, my takeaway is you messed up.

Exactly. I messed up.

You should have been all over this guy, and when you were tired of him, you should have got Tate on him.

Yeah, absolutely. And so, you know, it's interesting how I want to blame, you know, Eric, right, for taking my deal, but who's ultimately responsible for losing that deal? Me. Yeah, Right. That's a hard pill. Team Tate cup to swallow, you know?

You know what this reminds me of? It really reminds me of, like, the fact that if this mug was so important to Tate, he should have made sure that I picked it up off the table and carried it.

I cannot take care of you all the time, Scott. I mean, I just can't hold your hand for everything. At some point, you got to spread your wings and fly.

Hey, man, obviously the cup was more important to you than me. Oh.

When Scott cuts, he cuts deep.

Nope.

Oh, not the bat.

What's better than putting the cup on the table and hitting it with a bat? He could have did that.

Could have done that. I do miss my mug, though. Karen, I appreciate it. Thank you.

Yeah, he's shaking his head now. If you're watching the video, Karen and Ken, you gotta watch the video of this. Just so you know. And Karen was so sweet. This is the first time in years this has ever happened. Someone came. Karen actually got my wife a gift for, you know, being grateful that she was, you know, allowing, like, sharing me to spend time with our community and taking away time from my family. And I thought that was just so, so sweet. And, you know, so Karen and Ken, if you're listening to this, I'm really grateful for both of you. And my wife was like, what is that? Like, she was just taken aback. So thank you for that. So let's go to tip of the week, and I am definitely going to be hazing Eric about something at some point during the tip of the week, but let's start with nine. We'll let nine warm us up.

All right.

Well, you know, when you're first starting out, you're looking for all these books. You're looking for, you know, you're looking for envelopes and how to, you know, looking for the best price because you're looking at cash flow, right? So one of the. One of the tools that I use for other things now is camelcamelcamel.com camelcamelcamel.com.

I'm gonna check it out.

Yeah, it's a free Amazon price tracker. So if nothing else, you can go in, look for these books. You know, you can't read them all at once, right? So you can put them on your list, check them out, see what the prices are, get it at. Get it at the right price. Just like land.

Oh, I love this.

They'll tell you the. They'll show you history. You know, what the. What the prices are. You know, you can put. You can sign up for, get notifications, then get your envelopes, get.

Get your. Whatever you.

Whatever you're doing.

Everybody uses Amazon, right?

So, yeah, I want that Mavic drone, so I'm gonna do that. Okay, So I go in there, DJI Mavic Pro. And then I don't hit order now. I just watch it, right?

You can click on the. Click on the name of it. And then you see this little graph tells you what the prices were for. What are the price history? Oh, yeah, yeah. Last six months, last month, all time.

All right, so I'm gonna start. I'm gonna start tracking because I just want to buy this at a lower price than Scott. That's all I care about, really. And start tracking.

Actually, yeah, Like, I got this. I saw. I saw Scott had this really cool microphone. And then I tracked it and I got it for, like, half price.

Wow.

It's just like, land, right? Get it for half price.

Yeah, absolutely. Never pay retail. I love it. That's a great tip. All right.

You don't even have to send them an offer letter.

Yeah, absolutely. Tate, what's your tip of the week?

All right, so I got two tips of the week, and one is specifically for Mark. The Hamilton app. There's an app for Hamilton and you can enter.

You just froze.

No, I was gonna say there's a Hamilton app, right. And you can enter it and get entered into lottery tickets to buy show tickets, basically. So check it out. I don't know if you're a big Hamilton fan. It's worth the download.

And my other tip, I'm not throwing away my shot because I'm just like my country. I'm young, scrappy, and hungry.

All right, here we go again. Scott. I opened it up. Bag of worms. But my next tip is a little bit more helpful. It's a website or an app. It's called sendoutcards.com. not sure if you've seen it or anything like it, but I got one this week in the mail. I thought it was a pretty cool concept. Basically, when somebody does something nice for you, you can go onto the app and create them a card, a personalized card, and you can either send a thank you card, a congratulations card, whatever it might be. We got one in the mail for. It was a baby, you know, congratulations on your baby kind of thing. And it was just a really cool concept. The person didn't have to go to Hallmark or Target to buy anything. You plug in your address, their address, and you hit go, and it just sends it out automatically. And I just thought it was a, you know, it was a really nice thing to receive. And I thought, how can we incorporate something like this into our business? Well, there's a million different ways, but for the low price of. I think it's like $2 a card. You could send a thank you to people who buy your properties or whatever it might be. But it's a really easy way to show your appreciation to your customers for, you know, making their payments on time or selling you their land or whatever it might be. So check it out. Sendoutcards.com I think there's definitely room for it in the business.

I love it. I actually wanted to ask Scott, do you like, send out cards or simple postcard better?

Simple postcard.

Why do you like it better?

Right from my phone, Right? It's easy, man. It's easy, and it's what I do. Okay. Why change?

Fair enough.

Now, if it was $1.95 we can rush over and change.

No, that's a great tip. That's a great tip. Zen master Mike Zaino. What's your tip of the week?

Well, I just ordered a heavy bag using nine's nine's tip. And then I just sent a thank you card to him using Tate's tip. Those are pretty helpful. I do like them.

Yeah, I love the action taking right away.

Exactly. So you might wonder what a javelina, a cactus pear and Alice Cooper have in common. Right. And how it even relates to land. Right. I mean, like, where does this even go? So I told you, went out to Sedona, Right. And you may have heard of the javelina mark.

I'm sure I have seen the javelina eating my cacti.

I will not move to Arizona ever. It's a nice place to visit, but never, ever will I move there. So I thought I was picking up a cactus pear, but it must have been a javelina that had shapeshifted because it bit me right in the finger. And. Yeah, got the cactus pear right there. And I'll tell you, a cactus pear. So what happened was tons of pain. I got this big cactus pear. I mean, it must have been like this huge, right? The pricker coming out the cactus pear. And then this. Alice Cooper lives in Sedona. We were going to visit and there was this beautiful, like church or something up on top of the rocks. And we went over overlooks this house and. And suddenly the pain was gone. So I'm like, Alice Cooper, this has got to be something magic about the area. So I look him up and lo and behold, look at this quote. This is an Alice Cooper quote. You're going to love it. It says, mistakes are part of the game. It's how well you recover from them. That's the mark of a great player. And I love that we're always talking about recovery. So Alice Koopa, here he is, he's got some advice for us. In the lamb business. Mistakes are part of the game. It's how well you recover from them. That's the mark of a great player. So making mistakes, we're all going to make them. Just keep recovering, keep moving forward. And that's how we're going to get, you know, better and better and do more deals and do them more efficiently.

What a wise, profound, and compassionate quote from the Zen of Alice Cooper.

Yeah.

What do you think, Scott? Todd.

He can't even talk.

I'm just lobbying this.

I'm trying to figure out what a dang havalima is over here. Like, I never even heard.

It's like an ugly blind pig.

Yeah, it's an ugly blind pig.

They hang out in cactus ambushes.

How did you not see this thing?

It was shapeshifted into the shape of a cactus pan. I went to pick it up and boom. Right on the finger. It got me telling you it stung and then it shaped right back to a cactus pan. No one believed it, but that was a javelina. I saw it.

You're serious? Like, this thing, this living animal, was shaped like a cactus.

They're very.

Ask Mark. He knows they're very sneaky.

Look, you know, Mike doesn't like to talk about his peyote addiction very often, but you go out in the desert and these things happen. For Mike.

Look, I love cactus pay. I'm gonna get me one.

Wham. He's like, is that a javelina? And then it's a cactus bear.

Well, these things look. These things look crazy, man. Yeah, yeah. They're eating the cactus, for Pete's sake.

That.

That just tells you enough right there.

I had that happen to me once at a Grateful Dead concert. I don't like to talk about it, So. All right, Eric, Tip by Alice Cooper, right?

I mean, that's a great tip. Alice Cooper we could take.

That is a great quote. All right, Eric, chat pro. Peterson, what's your tip of the week?

All right, so let's see. We've talked about Mixmax. We've talked about Boomerang. So today I'm going to bring up Polymail. It's P O L Y M A I L. It's actually a mail client for the Mac. So it has some similar features to Boomerang or Mixmax, and that, you know, you can look at opens of your messages. You can send things later. There's some campaign options which I don't fully know how to use yet. I'm just kind of looking into this this week, but I don't know, it's. It's pretty decent. It is free, but if you want some of the more advanced features, I think it's like $10 a month for a pro account. So I don't know.

Cool.

All right, Polymail. I. You know, what do you think, guys? Mike is like, can I comment now? Hey, Mike, you're on mute.

I don't know if he's looking into it recently or five minutes ago. I was just confused.

No, I, I. Just kidding.

I downloaded it in the past, and I'm trying it again this week to see if it could solve some of my. Just ask It Just a question.

All right, well, speaking. I mean, speaking of email clients, that reminds me of my tip of the week, which actually Scott Todd gave me this weekend. So there is this psychological phenomenon called random reward, right? And every time, like, I would check email, I would get, like, this random reward, like, Like a slot machine. So did I get a good one?

Did I get a bad one?

Right? And my mood would kind of, like, ebb and flow based on the random reward of what I got in my email. So Scott finally grabs me by the back of the neck in a very compassionate way, says Mark. It's time to delete your email Apple Mail from your phone. And that way, if you want to check your email, you got to go to your laptop and check it, you know, like in the office, like a normal person does, right? So I was very scared, very hesitant to do this. I did it, and I'm telling you, I can't wait to delete more apps. I'm deleting Facebook today. I'm getting rid of everything, and I feel great. I'm lighter, less distracted. I talked to my kids for the first time in weeks because I wasn't checking email constantly. Amazing, amazing tip. So, Scott, thank you so much for making me do that.

My pleasure. Very compassionate me, I think.

I think it was. And you notice, like, even on this podcast, I haven't even checked my phone, right? Like, usually, like, I'll kind of look at my phone, especially if, you know, Eric is giving his tip of the week. Like, I'm like, oh, whatever. And then I'm just, like, distracted, right? But now I'm fully present, so. Great. That's awesome. So in honor of your amazing tip for me, I'm gonna let you end with your tip of the week, Scott.

Well, my tip of the week is kind of a. Kind of a fun one. Maybe one that you might enjoy, Mark. Okay. So, Mark, do you like sci fi? I mean, I think you do, right? Like, you like sci fi stuff.

Who doesn't like sci fi?

Have you heard of the book Ready, player one? Have you heard about this book?

No.

Okay.

Am I buying this book right now?

You're gonna go buy the book. You can get on Audible, right? That's all good. It is a sci fi book that has, like, a 4.7 something rated rating on Amazon. 13,000 people have read this thing, and here's why it's important. First of all, I was tipped off this by a blogger that I watch, and he basically was raving about this book. And it takes place in 2044. And the. The Earth is contaminated. It's the. The only way that you can kind of escape it is to put on these virtual reality goggles. And there's, like, clues, puzzle pieces all around. And so he's playing through the game until he realizes that, hey, there are other players in this game that are willing to kill for the ultimate prize. And this. This is why it's important. It's important because this book, it's. It's. Well, it's kind of cool. One, the book takes place, like, in the 80s. This guy is a prodigy of the 80s. So, like, he references things that we kind of all grew up with, like Pac man and, you know, some pretty cool movies. Back to the Future and everything. So he's kind of like bringing those things in to the. Into the. To the novel. But this is what's cool. Next year. Next year the movie's coming out and it's being directed by Steven Spielberg. So read it now before the movie comes out so you get the whole grasp of it, because Spielberg's producing this movie. And that's kind of a cool thing too, because how many movies did Spielberg produce in the 80s, like the Goonies and. I mean, countless movies, right? It should be kind of cool to see. And if you actually take this whole thing a step further and you start watching the trailer, because they have released the trailers, there's entire, like, subreddits on this trailer where they're breaking down and telling you, like, hey, at this point, there's like a QR code on the car. Scan it and like, it relates back to the book. Like, this trailer is loaded with references back to, like, the 80s. It's really, really cool. And so the movie should be really cool. The book is pretty cool. I haven't read the whole thing, but I've started it. You guys will enjoy it and it will take your mind off of your land business.

And just, like, to relax, Mike's got his hand raised. What's going on, Mike? I love it.

I feel like I've actually had influence on Scott Todd instead of the other way around. It's like, I have the quotes and now he's going towards books, and it's like he's morphing in my direction. And I have to tell you, I was going to say this earlier. No lie, the Art or the Science of Getting Rich for that book he recognized. I have it on. It's on repeat. It plays over and over and over. That is one of the best books I've ever listened to. So I Just feel like maybe all that stuff he's done to influence me, I finally done something to influence him. This is a happy moment.

Mike, Mike, this isn't the only influence you've had on me because at boot camp you bought this beautiful, like, Scottsdale white sweatshirt thing. And, like, I was so moved by it that I had to go buy one of my own, which I did. We wore it on the last day. We were matching.

I had to get extra large. That's another story.

But a little odd, you know, like, but it's okay. See, like you're making me. You're really making me into like a Zen moment.

This is a great moment.

I bought one on camel. Camel, Camel. For half off.

No, you didn't.

Night in.

We know you didn't.

Anyways. All right, Tate, we gotta ask. Endurance or Shackleton's Incredible Voyage or Ready player one?

Endurance.

By far.

I mean, it's one of the greatest stories of all time. And guess what? It's real.

Here's the thing about endurance. Here's the thing about endurance.

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

Hold on, hold on. Because last week I was raving about endurance, right? Like, I agreed with Tate, like, that was a good, a good match. Because, like, the thing about endurance is that it is the ultimate, like, trainer for leadership, right? Like, it is a phenomenal tool to, like, teach you how to lead. Because that's what he did. He had to lead his crew. And this entire story is amazing. However, if you need, if you need to relax, if you need to watch out for these blind pigs in Arizona and you just like, you know, don't want to get hurt anymore. You just want to kind of live in your own little bubble, you know? Ready player one. Could take you to where you can't be.

Alright, well, tomorrow I will be proudly wearing my new shirt from Eric Peterson, by the way, about the team Scotland. Yeah, of course it's Team Scott, but it's also says Kaizen, so I can't wait to wear that tomorrow. Well, I thought this was a great roundtable. Are we good?

We're good, Mark.

All right, well, I want to thank all the listeners and look, the only way we can continue these podcasts in these roundtables, if you do this, a small little favor because Eric Peterson is just like, just about had it with us. He said, mark, the only way I'll continue to come on the on the roundtable is if people subscribe, they rate and review the podcast. Send us a screenshot of your review to support thelang.com we're going to send you for free the $97 passive income launch kit. Also, if you want to get ready for boot camp in Orlando, it is coming up fast in October. Go to the landgeek.com bootcamp. I think we've got a few spots left. All right, should we do this?

Do it, Mark.

One, one, two, three. Let that freedom. Oh, my gosh. Was that bad?

That's pretty good.

All right. Our podcast just really, like. Like, there's gonna be, like, a subreddit, like, today. Worst ending of all time, I think.

Like, especially when you listen to it, like, on the 1 and A, it sounds pretty good.

Does it sound good on one half speed? Because I've been listening at one and.

A half and it's like.

I've been.

Listening to it on the Land Geek app, but we don't have the one and a half speed yet. So maybe I should go back to, like, Downcast. That's the whole other thing is, like, how do you listen to the podcast? Like, what app do you use? We could talk about that next week. I don't know. But thanks, guys. This is great. And Eric will renegotiate that deal, that Freedom Ring. Breathe in, breathe out. The mailing, marketing. All right, thanks, guys.