ROUND TABLE—The Bootcamp Hangover—What Happens At Bootcamp… Gets Talked About on Round Table!

Hey, it's Mark Podolski, the Land Geek, with your favorite niche real estate website, www.thelandgeek.com. it's been so long since I've done this. I didn't even know if I would get the intro right, but I remembered it. I've taken a full month off. It has been relaxing, but it has also been a little anxiety provoking. Like, I'm like, you know, like, after a while, like, you got to get back to work, and this doesn't even feel like work. This is like, you know, like a family reunion. Getting back to it, seeing everyone at boot camp. And so it's really great to start up with the roundtable podcasts again and the interviews as well. So, without further ado, let's go through our roundtable panel of land geeks. We got Bearland. Aaron Bearland. How are you?

Hey, Doing well, everybody. Big Rawr.

Awesome. Jeanne Morum. How are you, Jeanne?

Great. Glad to be back.

Awesome. Awesome. We've got the new nickname. Eric the Technician Peterson.

The nickname is approved, and it's good to be back. July was a quiet month.

It was a quiet month. All right, we'll talk about that. We've got Mimi, the terrorist hunter Schmidt. Mimi, how are you?

I'm great. And I had such a great time at boot camp. Met so many great people.

Great. Wait, Scott, what are you gonna say?

I think you owe someone an apology, Mark.

I think that you just skimmed over.

The chance to do it, too.

To Eric.

No, no, no, no, no, no, no. You know who.

You know who we're talking about.

Uh.

Oh, proper apology. Yeah.

Yes.

I was gonna do that after the intros. Okay.

All right.

I was gonna let Eric tell the story. Okay.

All right, that's cool. Okay.

Sorry.

Sorry to derail you back. Back to the intros.

Mimi. Mimi, the terrorist. The terrorist.

Schmidt.

If there's. By the way, Scott, if there's a drone hovering over your house.

Not my house. Your house. After what you just said, that's.

That's.

That's.

Mimi.

Let me make a phone call real quick.

I'll be right back. Dial one up.

Did you guys see.

Yeah.

Do you guys see that the drone exploded over the Venezuelan president yesterday? Like, assassination attempt. It was crazy. We've got the Zen master. Breathe in the mailing, breathe out the marketing. Mike Zano. Mike, how are you? Post boot camp?

Today is full recovery. Yesterday, a little groggy, but we had a red eye, but feeling great, reinvigorated, you know, saw everybody. It was amazing. I love this time of Year. Because October is, like, right there. It's gonna come quick.

It's gonna come quick. Absolutely. Absolutely. And of course, we've got. I love it when you call me Big Papa. Tate Litchfield. The big Papa. What's up, Tate?

Not much. Yeah, I'm with Mike. Yesterday was rough. The boot camp hangover. I was exhausted, feeling much better.

Today we should film, like, our own little short movie called the Boot Camp Hangover instead of the Hangover.

Like Disney short. Like a Disney short.

Wouldn't that be funny?

It would. It would be. And, like, we come home and there's, like, a pile of mail and offer letters to go through, and, you know, suddenly, like, you can't find your computer. Like, you know, like, that's the thing. And, like, you're, like, searching all over town for the computer, and you end up, you know, getting, like, a tiger from the zoo and, you know, taking off.

Scott ends up with, like, a face tattoo. Yeah, it would be awesome.

Scott gets, like, a lanky tattoo. There you go.

What stays at boot camp? What happens at boot camp stays at boot camp.

Unless it's a tattoo.

So. And of course, last but not least, you know him. You love him. He's now his new nickname is the Brain. Scott Todd from scotttodd.net and modo.com and most importantly, not automating your Craigslist and your Facebook postings. PostingDomination.com TheLandgeek Scott Todd, are you fully recovered?

No, I'm not, actually. I kind of. Kind of didn't recover yesterday. I just kind of got back at it a little bit. And today, this morning, I felt the pain getting up. So have a busy day today. Two flight schools. Two flight schools are ending tonight, Mark. Two of them. So it's. It's the. We're breaking out the fireworks for two classes tonight.

Well, those graduates should get on a call with Mike Zaino or Scott Bossman to learn about the next level Top Gun and getting their call sign in that advanced group. So the learning, the training continues. It's kaizen. It's continuous improvement. So for those flight school grads, we still have more training. Goodness for you. Learn more about that and schedule a call. Just go to landgeek.com training. You can just scroll down there and schedule a call. So. So let's talk about our biggest boot camp takeaways from the Scottsdale boot camp. So, you know, let's not. Let's not, you know, be mean to Bear Land. Because, look, you know, you can't make every boot camp. So let's just start with Bearland Aaron about a favorite takeaway from his last boot camp that he attended.

Okay.

The last one I did was Vegas, and, you know, that was the first one I'd gone to with kind of the VIP breakout rooms. And that was pretty special because we got to discuss some things at a higher level and learn some things that were, you know, the main room isn't obviously ready for because a lot of people are just beginning there. So that was. That was a really neat thing. I think we went over some things about swim lanes and some things about organizing our business and acquisition manager kind of stuff. That was really good to hear some new information. That was my big takeaway on the last boot camp. It was a really good thing, and I can't wait for the next one, which I plan on going to to see. See what kind of nugget I can get from that one.

Awesome. Orlando start. It's going to start filling up now. Go to landgeek.com boot camp. Start registering. That was awesome. That was awesome. Jeannie Morton, what was your biggest takeaway? This is your first time in the VIP bathroom. How was that?

That was my favorite was the VIP room, and it was the. You know what? I really enjoyed listening to Tate and Scott. And Scott actually challenged us when it came to time management. And it was a little rough for me because he challenged me to delete my Facebook app. And I did. And I didn't know how addicted I was to Facebook because I was going through withdrawals the whole weekend. And I could see where that's a time zapper. And that's where a lot of my time is going. Not on Land Geek where it should be, you know, so that was great. Great for me to be kind of held accountable. Loved it. And there was a lot of. But that was powerful because I took action and I could feel the pain. And I had to jump on Facebook before, but in the last day or so, but I'm taking it off again, and it. Good eye opener. It was great.

Yeah, absolutely. There's a great app that we all downloaded called Moment and. And it tracks it, and after a certain time period of being on your phone, it actually alarms and stops you from going on your phone. That's one of my favorite apps. Scott and Tate and I were kind of competing for a while there. You know, we all haven't done our screenshots lately, but, you know, Scott, Tate, I still do it. You guys still doing it.

I still have mine running. I just, you know, I've gotten to the point where I've eliminated any of those apps that our time sucks for the most part.

Hey, Mark, another thing I wanted to add that I really appreciated about Tate and Scott is they, they were really open in the VIP room, sharing their challenges and stories, and I can relate to that because that's how I communicate. So once I understood their challenges, I thought, you know what? I can do this because it was inspirational for me because they're, they're doing really well, but they could relate to us and let us know, hey, we've been. Where you been? You just keep doing it, you know, you'll. You'll get there. And they were really encouraging, really powerful.

That's great. That's great. Yeah, I mean, you know, it's, it's a struggle for all of us. Like, no one rides for free in business. And, you know, we all go through it together. Some of us just have gotten sort of immune to it at a certain point. Like, we're just like, okay, what's today's problem? How are we going to tackle it? Where other people are more shocked by it and it takes them a little bit longer to, you know, maybe solve it, or there's more self doubt there and they still get through it. It just probably takes a little bit longer now than, you know, what Scott and Tate have to go through, but it's always there, like, they don't go away. So that's, that's really good, you know, Feedback and takeaways. Eric Peterson, what was your biggest takeaway?

Well, I feel like I always say this, but, you know, again, just being able to see everybody in person, from all the new people to coaching clients and everybody else, really, I mean, it was the biggest boot camp ever. So it was, it was a pretty special time from, you know, that point of view. On top of that, you know, I think we walked away with some, some pretty good ideas of some things we could do to improve boot camp and, and make it better for those that come in the future.

Yeah, absolutely. We really take to heart those surveys. In fact, a lot of people from flight school are like, the toolkit needs a refresh. And that is actually coming this week, so the timing couldn't be better. I'm really excited to launch the Toolkit refresh. Now, Eric, you know, in Elite Weekend, you kind of shared something with me. Do you want to tell the story about your mom?

There's not much of a story there.

I.

She just, you know, before Elite Weekend, I was, I was with my family. We were up in Wisconsin. And you Know, they. They live up in Illinois, and I live in Tennessee, so we don't see each other a lot. And she was just telling me that she listens to our podcasts from time to time to hear my voice. And I just. I thought that was kind of funny and was just sharing that with you, Mark. And then you got worried because you often give me a hard time on the podcast. And there was a little, I guess, challenge made that have one of two outcomes. One was I would come on here and apologize for or just admit that you were right with all your comments, Mark. Or the other outcome was that you were going to apologize to my mom. So I guess here we are.

So I would like to make a formal apology to Mrs. Peterson. And I just want to be completely clear, Mrs. Peterson, your son is an invaluable part of our community, and there would be a massive void without him. And I love. And I kid. I kid because I love. And that's. That's it. So I get it. I can be a little snarky at times with Eric, and I'm not gonna stop because it's just too much fun. And look, when you have such a great guy who's so nice, it makes me a little uncomfortable. And this is the way I deal with my. My feeling uncomfortable is I have to kind of, you know, make a little jab now and then so Eric doesn't take it personally, I hope. And sometimes I'll box him. I'm like, was that too tough? And I will apologize to Eric, and I just want to formally apologize to you, and I'm so glad you actually listened to the podcast. And if you like, you can email me, Mark, at thelandgeek.com any kind of, you know, roundtable questions. And I'd love to know a little bit more about Eric as a child. And we can share some childhood stories about Eric and share that with our community, because we all like to get to know him a little bit better. So I hope you accept my sincerest apologies. How's that?

Excellent. Couldn't have been any better.

All right, thank you. Yeah, I'm with Tate.

Send some baby photos, too.

Lots of baby photos.

Oh, wait.

That'S a great idea. We should have a whole show, but only images. Up there are our baby photos.

Yeah, that would be fun.

That'd be fun.

Like, pick out who's who. Great. I like that. No one's gonna recognize Scott with a whole full head of hair. Spike.

Mark, I have a question for. Yeah, Mark. Mark, I have a question for you. If I were in a wheelchair, would you be making fun of me? See, Mark, for those of you that can't see, Mark was just drinking when I said that, and now he just. Basically, he is choking on the treadmill. I completely floored him with that comment.

I've never seen him speechless. That was amazing.

I can't believe he's going there with me.

Over.

Thank you.

All right, so we're at boot camp, and I live in Scottsdale, and I'm driving. We're driving back and forth from the resort to where we're having the meeting, and I am kind of directionally challenged, but Scott's not. And he starts telling me how to go where I need to go. And I thought, are you kidding me? You live in Tampa, and you're telling me how to go in my own city? And then it kind of went from there. And I said, look, and they started making fun of me a little bit, and I made that comment, like, if I were in a wheelchair, would you make fun of me? Because I do feel like I am directionally challenged. And then it just came back full circle, like a boomerang to the head. And I fully apologize, Scott. Todd.

No, no problem.

You know, we're going to title this podcast the Apology Podcast.

Mark apologizes. Mark's apology Tour.

The Apology Tour. So someone that I don't need to apologize to. Mimi Schmidt, how was. What were your biggest takeaways?

I loved your section. And Tate went even more in depth with the VIPs on sales and remembering scarcity, urgency, call to action, anchor the guarantee. You know, we've all learned all that stuff, but day in, day out, you kind of forget. And so it was a great refresher, and both those sections were really strong. And then I always love the headings that some of the folks come up within the group. Where the wild things are. Right. Your exes don't live in Texas. I always get a big kick out of some of these things, out of those. Some of those headlines. But.

One of the past boot camps was I like big lots, and I cannot lie, I love it.

Creative people.

That is great. Yeah. So it's funny, because one of our coaching clients put in basecamp one of their takeaways, because they're in the VIP room, and Scott gave them, like, just this very subtle close to get the down payments. God. You want to tell them what you said?

Well, basically, the situation was that Team Armenia, one of the things that we do in the. In the advanced room there, the VIP room, is we kind of go around, and we kind of look at areas like, if you could solve one problem, what would it be right now? And, you know, essentially what the Armenia said was that, hey, you know, we. We lose our buyers. Like, you know, we. We send them the geek pay link, then we lose our buyers, and we can't seem to get them back. And then at one point, I'm just like, boom. We asked our buyers, do, you know, Visa, MasterCard, Discover, American Express. And then we take down the buyers information. That's it. That's all you got to do. And that. They were absolutely floored by that. They couldn't believe that it was just like. Like that. And he smiled. He's like, man, it's just that simple, huh? And so essentially what happened was he went back and he had a sales call yesterday, and instead of sending them the link and saying, hey, you know, go. You know, go. Go do the link, basically what he did was he. He asked him Visa, MasterCard, Discover, American Express. And they gave. They pulled over and I gave him a credit card right away. And he was just like, blown away. Boom, problem solved. So, you know, really cool to see someone put that into place. And that's kind of like my key takeaway is the fact that, you know, it only takes literally one thing. Like one. Aaron referred to it as a nugget.

Right?

Like one nugget, one piece, one little thing. You do that and you get that takeaway, and it literally pays for the entire trip. Just that one thing. You know, the Armenias, like, I don't know what, what their trip costs. I don't know anything about that. All I can tell you is that if they just keep repeating that thing, their trip was free. It paid for it with just that one thing, as opposed to just struggling.

Yeah, that's true. And I think their trip wasn't as easy as other people. They're coming from Connecticut, so that's a big time flight for those east coast people.

Yeah, definitely. Like Roth, Mark, we're definitely rough.

Whatever you get, you get there early. You know, you're. You're by the pool, you're hanging out with your daughter. Mimi got there like a week early. She's making it a vacation. I have no sympathy.

East coast people, all five of us.

Yeah. I mean, come on. So, big papa, how about your takeaways?

You know, boot camp is always amazing. There's always something that sticks out to me. One of the things that, you know, kind of going along the lines what Eric said is it's always fun to just go and Meet, spend the weekend with people who share your same vision and same goals. And so that's always inspiring. And then the thing that I love about most about boot camp is all the sales that happen in the days following boot camp. Right. The Armenia's had some, Eric had two yesterday. And I know a few other people have had kind of post boot camp sales. So that's one of the reason I love going to boot camp. Because we either sell something during boot camp or we sell a handful of properties after it. And I think it's just that motivation, right? You go, you get your batteries recharged, you apply those nuggets, and you capitalize on the energy that you've just gained. It's really awesome. I love boot camp.

Yeah. For the boot camp attendees, we can call it the Boot Camp Bump and make a little short out of that. So that'll be like the sequel to.

The Hangover, the Boot Camp Bump.

The Boot Camp Bump Zen Master. How about your biggest takeaways? Well, first of all, coffee drink. Is that bulletproof coffee?

No. No. Well, we. Laura and I actually went on. Let's see, our last meal was Sunday at 4 o', clock, your time, and we didn't eat again till today. We did a nice little fast after boot camp, and I know Scott and I had this conversation, but he's tired because the time change. And he was telling me there's no such thing as the time change, but that's why he's tired.

But no, I'm not tired because of the time change, Mike. No, there is no such thing as a time change.

He was mentally kidnapped. All right?

I didn't get enough sleep. I was exhausted, you know, run down.

But I will say that even though I'm making fun of you, it was a reframing moment because. And I'm poking fun at him because it was actually true what he was saying. I was talking about the time change. It's not. He's like Mike. And really what he was saying was more zen than me. It was like, the time is what it is, Right? He was just. It was actually. Although I make fun of you, Scott, look, I'm looking at you like you can see me looking at you over here. But although I make fun of you, it was actually a very good point and I thought that was excellent. My takeaway, other than that, fantastic dinner topic was, I think the magic of our business is conveyed in stories. And one of the best stories there, Honestly, Mimi, yours was raw and uncut, and I think it was incredible. I know that I've talked to several people that resonated with them. And I know that it was a little bit difficult because it was emotional, but you should know that that really impacted a lot of people, and they were really taken aback. And we do that grill the geeks, and you hear people go up there and they convey their story. Well, somebody may not relate to me or somebody else, but they'll relate to that individual up there because everybody's different. And that is so powerful. The people came there and the magic of our business was conveyed and the success of people who have already gone through the struggles, and I think that's magical. And that raw and uncut one you did, Mimi, was awesome. Was phenomenal.

Thank you.

That was actually life changing for people because people were motivated by that to take action and develop their businesses higher. So very good.

Thank you, Mike.

Yeah, I'll admit it. I'm not afraid to admit it. I'm getting gooseies just thinking about it. No, it was really powerful. And we are going to devote a full podcast just to Mimi and her story and her journey to where she is now so everybody can hear it and just, you know, kind of devote one podcast that. And people love those podcasts, too. So I'm excited for that. Yeah, Jeannie, go ahead.

For our listening audience, could you just kind of summarize or give us a little taste of what that podcast would be like? Mimi's story. Can you just give us, like, a nugget of what happened?

Yeah, Mimi, you want to tell us just. Just one nugget?

Well, part of it is, is I've made some really dumb mistakes and learned that as much as we worry about not making mistakes, that when we do that, they're overcomeable. And then for all the folks that work and are commuting and listening to Finding Mark through podcasts.

You know, and.

You drive to work every day, dream listening to that podcast and thinking, maybe I can do this, maybe I can do this. There is another side of it. There is another side of it. So that work, that's great.

That's great.

Yeah. You get to a good side where you're not in pain, wishing you weren't commuting to work, and where you're actually loving your job and working in the business every day. But, you know, it takes a lot of hard work. So I guess those are the big takeaways.

Yeah, absolutely. I mean, you know, Mimi's living proof of that, of that Zig Ziglar quote. If you'll do for the next three to five years. What other people won't do, you'll be able to do for the rest of your life what other people can't do. And, you know, it's really powerful. So I'm really excited for that podcast where, you know, Mimi opens the kimono and tells us the full story. So it'll be exciting. Let's move on to our last topic, because I know Tate's got a. Got a hard stop, which I think is so pretentious, by the way. I got a hard stop. Oh, really?

I love that expression.

I learned it from you, Mark.

You're the one who.

I never even heard of that phrase until I started hanging out with you. It's like, hard stop.

That's so true. I want to apologize to Tate Litchfield for. For calling him pretentious when he's using my pretentious terms. So that's my third apology for the podcast.

Who haven't you apologized to yet? I guess we gotta keep going until we're done there. Two more to go.

Yeah. I wanna apologize to Bearland Aaron for the constant.

No, you don't.

Subtle references. How about we came up with a new.

How about a new term for Uber out where you are Thumbnail?

I thought we were going with carrot.

Carrot. Even better.

Carrot.

I just read an article. An Amish guy is doing his own Uber. He drives through town and, like, you have to, like, whistle him down, and he'll give you a ride for five bucks, I swear.

Where's the buggy?

Pull up a carrot.

Oh, my God, that is priceless. And he can't even go on TV and be like, hey, we hired a new CEO and we've really changed the culture of our company because, you know, the horses before were a little gassy, and now they're not, you know, so it's a way more pleasant experience. All right, it's August, and this is typically the slowest month of the year. How are you gonna prepare for the inevitable sales slump? It's back to school for a lot of people. My kids are back to school today, so a lot of people just aren't focused on buying land in August for a variety of reasons. How do you handle the sales slump, Bear Land, Aaron?

Well, we're. Our inventory is a little bit low right now anyway, so what we're doing is increasing our mailings. I've actually doubled. Added a county and doubled our output of mailings. So, you know, hopefully by increasing the inventory, I can just give more choice of, you know, offerings to put out there to catch that person that's looking for that. That one thing, you know, because obviously, if your inventory is a little bit low, you're limited on what. What you're putting out there. And you put the same stuff all the. And it's a little bit harder to catch that one person that's looking for that one thing at that precise moment. So the more offerings we can put out there, it's just gonna lead to a little increase, hopefully, in sales, and that will also propel us well into the fall, kind of getting ready to get into there, and hopefully we can get some momentum with that. So doing it as a lead measure, I guess, you know, by putting the mailings out, the thing. One of the things I can control. So that is what we're doing.

I love it. I love it. Jeanne, how about you?

Sorry, I had to unmute myself.

You know what?

I haven't really noticed a slump, actually. We're buying some property. I have five pieces of property I'm buying today. So once we get done today, writing checks. Wow. Yeah. I just got to be marketing better. That's what I need to be doing. So we just. We just kept going and mailing. I. You know, I re. Listen to flight school, you know, Scott's flight school. I watch those videos again, and I got that mailing drilled in my head. I mean, it's just mail, mail, mail, mail, mail. I don't care what type of season, what season we're in. Just mail.

Yeah, it's. It's really great advice. It really is. Eric the Technician Peterson, how about you?

I think just hitting all the channels, right. For selling. So, I mean, those Craigslist ads out beyond Land Moto, look at other opportunities for selling. Consider wholesale. You know, just don't limit yourself to any one solution for the sale.

Sure, sure. Mimi, how about you? I'm.

Well, now I have a little more time. Since I'm doing this full time, I'm gonna go into two more counties. One of my counties, I'm fine in the summer. The other one, it's slower, so I'm just expanding. I think more counties helps. Not too many, but another county will help.

What's it called?

Diversify a little bit.

Right, Right. Absolutely.

Tate, you know, I'm going to say pretty much the same thing as everyone else. We don't really notice too much of a slowdown. We just try to keep the machine working at the same steady rate all year down all year. And yeah, I mean, pretty. Just keep doing the basics, and you'll see pretty much the same results. You always Want. There's so many people to target. So how many people? I mean, I know you use the, the, the, the example of your kids going back to school and other people's kids going back to school, but there's a lot of people who, who've gone past that point in their life and their kids aren't in school.

So I don't know.

There's always people buying land.

No, absolutely. And that's, that's the, the best attitude to have is that, hey, this is 365, seven days a week. I'm going to control what I can control and not let the market dictate what's going to happen. And I'm just going to do what I can do. Zen master, how about you?

Well, first of all, I think you can treat it like in a macro micro way. If you look at, you know, people often ask, especially at boot camp, they talk about what happened. You were around when the economy had a, you know, went a little sour. And I think a very good point that listening to you there and what you can do in this business, you can always, if you buy, right, you can always, you know, reduce your terms, your down payment, you can make specials, you can always move land. I don't think it's been fairly busy for us. I think about right now in the last few weeks, about $70,000 in sales we processed, and we have another one pending. So I don't think it's really tremendously slowed down. I just think that, I think that if it does slow down for you, my new thing is I'm not a sports person, right? Just like we saw some guy in the airport. He was like a Super bowl guy. I didn't know he was. This guy's chewing his ear off and all these famous people in Arizona. But anyway, what's the race where you hand the baton off?

Running relay.

Relay. I don't know anything about dates. Laughing. So I'd look at like the bit like work. Even if you're in a. If you slow down, we'll work on your process. Like it should be like in your business, like, you got the baton, you walk it, you get it to the next guy and it goes, it shouldn't come back, right? It shouldn't go backwards. Like, they don't run the, you don't run one leg of the race, turn around, hand back the other guy and he runs back over here, right? You go to the next person, the next person. So your team is like that baton, like, you know, handing that baton up. So when you're slow. My new favorite quote, which is going to be in our office soon. I'll be up there maybe next week. It's going to be hopefully Laura ordered it for me. Say deal flow solves everything. So it's like this idea of like you go through the deals and you go through these processes, rinse, repeat. So if you're slow, great, embrace it and work on that. It's a great time. Because now everybody's not really busy on your team or maybe you don't have someone in a certain spot. Put them in there and get them ready. Scott, Todd was giving me an awesome advice, talking about how building processes in anticipation of growth. And I think that's a great, it's a great opportunity for that to happen right now. Right. Build your processes in the anticipation because that growth will come, that economy will spring back. This little micro slowdown, if you're having it will change. So that's another thing Scott showed me. See, that's what boot camp's awesome little nuggets.

Well, let's give Scott the last word. And you know, he's got a few nicknames. He's the mini bat, the brain and the human gps. Because he told that story about.

How about the nugget, how to get you back to around Scottsdale.

Exactly.

It's like a supercomputer.

Just so everyone knows, that was a three mile drive.

Yeah, it was, Mark. Literally, it was.

The stakes are very high.

Was it Gilligan's Island? A three hour task, a three mile drive, a three hour tour, it's all the same.

Yeah, we almost went on a three hour tour. That's what prompted it. Like all of us are like, okay, let's see where he's taking us. And it's like, turn left. And he even doubted. He's like, it's not right. It's not right. No, I know it's not right. Mark, just turn right here. I got your back.

You know what the worst part about it was, Scott? The most humbling part about it is every single time, without fail, Tate chimes in. How'd the bus beat us.

Getting off and walk into their room before us? Yeah, they beat us.

I'm using Waze. I don't know.

Hey, Mark. So the deal is that, you know, like that's the thing is in the. Everything has like an ebb and a flow. Like the way think of a wave, right? Like there's, there's peaks where the wave is high, there's the straws, there's all these things and it happens all the time in every single business. Business is never flat. It's never like, consistent month to month, okay?

And it can.

It will never be okay. It's not always growing. It's not always going down. There's ups, there's downs. Just think of, like that wave, right?

The.

The waves on the ocean. Every one of them is a different size. And you're going to have those, I call them shoulder periods. You have a shoulder period, a peak, and then another shoulder period. It's the way it always is. During those shoulder periods, you really need to think about pulling out all the stops. That is really where you've got to be firing on all cylinders. You cannot stop your marketing because that's the time to add more. Add more mailing, add more marketing. It's all in the time where it's slower. And once you do this business enough, like, long enough, you start to realize, like, for your business, like, okay, August is a slower month for us, right? Like, that's just the way that it is. It doesn't mean it's a swing and a miss. It did the first August for me. But that said, it's not that it's a swing and a miss anymore. It is. They're still there. But you have to hustle. You have to hustle harder. You got. That's. That's when you got to push harder through those shoulder periods. And then after that, and you start to get into your peaks again. It's just like retail. For example, retail stores, they have peak months, then they have shoulder months. Right? Now, if you're a clother, guess what? You're all in for school. Shopping. That's just the way that it is. Come September, October, you know, it slows down. November, December picks up for the holidays. January might be a little slow back. February for Valentine's Day. It's just the way that it is. So make the most of it. Be a little bit more aggressive in those months. And then in the other months, you can kind of coast on the marketing while everything else is coming back in again. But don't stop.

Absolutely. I mean, I always think of a slump. Like, you know, I love basketball, so, you know, Steph Curry could go 1 for 17. That guy keeps shooting. He won't stop, right? Baseball players, they're in a slump.

What do they do?

They keep swinging. They go. They spend extra time doing batting practice. And, you know, if there's a sales slump, you just keep doing what you're doing and eventually you'll get out of it. It's when you stop that, you know, you can really get off track. So I thought this was a great roundtable podcast. I mean, before we end, because Tate's got a very pretentious hard stop. We got to head to the technician for his tip of the week. Mrs. Peterson, I hope you're still listening because Eric always has tremendous tips. Even jot not pro wasn't bad.

Wow.

I am not prepared for a tip of the week today. So let me take a look here and see what I can come up with. I had no warning.

What? Isn't it always your turn or is.

It always my turn?

It's Zano's turn.

I got a tip.

Is it Zano's turn? Mrs. Peterson, it's not Eric's turn, and I apologize.

I want to rag on him again. Oh, man.

I just wanted to use the nickname the technician before the podcast starts. I apologize again, Mike. Zana, what's your tip of the week? Is Mike frozen?

He might be. I love this. Deal flow solves everything quote.

I'm.

Put that up on my board.

I'm going to put up on my board. Deal flow solves everything. That's a great tip of the week. Yeah.

I'll give a rose and I can.

Oh, go ahead, Aaron.

Sorry.

Oh, that's okay. I think it was Wayne Gretzky that said you miss 100% of the shots you don't take.

You miss 100% of the shots you don't take.

Yep.

So when we're talking about doing those things, even when it's slow, take those shots. Because.

I didn't just sign off to avoid the tip. I have no idea what happened.

We got you covered, Michael.

Got it.

All right, well, I. I had one, but.

No, no, go ahead. You want to save it? Yeah, yeah, I'm sure it was a.

Quote, and quotes don't really count as tips anymore.

It's the first time. It's not a quote.

Okay, okay.

But you all may have already seen this, but Mark turned me on to this because my new fascination is Ray Dalio. I think the guy's a modern day Musashi. He's insane. Is his YouTube 30 Minute Principles for Success is absolutely. Knock it out of the park. Like, you watch that. You don't have to read the whole book if you don't want to read this huge book. A lot of people say it's you, but this Mark, that's the one that. Has everybody seen that one? I'll put the link up.

I have. It's a great. It's a Great tip. It's a great link and I have, I even have the app on my phone and I watch the videos from time to time. Ray Dalio's the billionaire hedge fund manager of Bridgewater Associates, largest private hedge fund in the world. And he wrote the book Principles. And he's just, he's sort of like one of these enlightened business cats, you know? Is that a great way to say it?

Yeah, he's like, like, listen, Miyamoto Musashi was this guy that was like undefeated in Swordsman in Japan. He sat down at 60 in a cave. And Roto's Principles for Success. And a lot of people, the Book of Five Rings still relate to that today. When I heard Ray Dalio start talking and he was like, he reached this point in his life, he's gonna write his Principles. I'm like, this guy's the real modern day Musashi of business. He's amazing. So I don't want to sound over excited about it, but he's awesome.

And he's actually the guy that I quote in Dirt Rich. Yeah. So he's even in the book Dirt Rich. If you don't know what I'm talking about, go to thelandgeek.comdirtrich to get $500 worth of bonuses with your investment of the book. So it's on Amazon and I appreciate it. And I appreciate all the reviews too. We almost have 100 reviews. So it's great. It's been great. So I want to thank everybody for being on the Roundtable podcast. I especially want to thank the listeners for putting up with all the apologies and us having a good time. So I hope you're having a good time as well. Listening to the podcast, you can tell we're having a great time as well. Just a reminder that the official Land Geek Motivation group is now actually like the very similar to the Mastermind group, except free. So you get to listen to our coaching calls for free. That has been a huge upgrade. The toolkit is being upgraded via on the lookout for that. We've got Top Gun. Learn more about that at Just Schedule Call with Mike and Scott. Nightcap is incredible. When's the next nightcap?

Thursday. Thursday night?

Thursday night. And so we are just, you know, really doing as much as we can to give as much value as we can to help all of you create that passive income so that one day you're gonna wake up, your passive income is going to exceed your fixed expenses and you're gonna have a new problem. What do I do with my time? Now, which is a good problem to have. So I want to thank everybody and you guys. Ready? One, two, three. Let freedom ring.

Did Hope hear that? Did Hope hear that?

Hope was, like, so proud of her.

Dad, by the way.

Yeah, it was great to meet her.

Didn't realize he was a celebrity, like, legit, like.

Hey. Okay, guys, I'll be the first to share mine here.

There you go.

There you go.

In the chat, I gave you guys a present.

Oh, I'm opening right now.

First to submit. Look at that.

Oh.

Wait a second. Is that an Apple watch when you were a baby?

No.

What's on your wrist?

I thought Todd would have an Apple watch before anybody.

I know.

It does look like an Apple watch. Look at that. Look at that.

Look at that. It totally looks like an Apple watch.

That is visionary.

Look at the future.

Yeah, that is.

Yeah, look at that.

That is great.

That's cute.

That is really cute.

All right, so you guys get to throw up your pictures, and then we'll have the contest.

Okay.

Hey, Mark, that might be a good contest for boot camp.

That would be. That would be absolutely.

How come you're in black and white, though?

Oh, Tate. Oh, man.

All right, Tate, you better start my mom before she comes after you, man.

Oh, man.

I had to.

I had to.

My wife's nephew, he, at one point, he asked his grandfather on his grandfather's birthday. His grandfather, you know, clearly is not that old. But he says, grandpa, were you born when Abraham or were you alive when Abraham Lincoln was the president? He's like, what?

No.

Might as well just ask that question, Tate.

Oh, I know you're not that old.

Yeah, I mean, the worst is, like, we're all, like, all into Ready Player One, and Tate has no idea about any of the references.

Well, you know what's funny here, Mark, is that we would actually have pictures from our birth. Tate is probably. His birth pictures probably in Snapchat is already lost. They're gone forever.

Only good for 24 hours. All right, if you want to see Tate's baby pictures, you got to go on Instagram.

Did you see Mike's the Buddha baby?

Perfect, Tate.

You guys could have been on MySpace.

MySpace. Yeah. MySpace was when I was like, I wasn't allowed to have a MySpace account because my parents weren't all on board. I think I was, like, 10 when that came out.

Mike, Mike, that looks just like you, man.

Yeah, I'd like to make fun of, like, Jeannie's baby picture, but you guys see Kurt's arms this weekend? His biceps are bigger than my head. Kurt's jacked, and he's, like, the sweetest guy.

He's a lot nicer than I am. Yeah.

Yeah. What are you feeding that guy, Jeanne?

Protein. That's all he eats is protein, right?

Yeah.

Yeah. Well, Tate, I'm gonna go eat from Taj Mahal now.

Oh, geez. I should have stayed.

I know. I know. That's why I said that. I'm really not. It's too hot. It really is.

It is hot here.

Yeah, it's too hot. And I'm doing, like, the iced lattes now. I never had iced coffee. Now I'm, like, into that, and, you know, it's kind of nice. All right, well, I want to thank you guys and Mrs. Peterson, if you stayed in for the bonus. I just want to apologize again, because we really do love Eric. I think that's a great way to end.

Yeah.

All right, thanks, everybody.

Bye.

Bye. Bye.