Sell Unattractive Land & Build a Land Sustainable Business - Nite Cap with the Land Geek Guys!

Baby, we're live. What is going on?

How we doing?

How is it going this evening? It's a new day. It's a new land investing day. What?

I'm feeling pretty good.

Feeling pretty, pretty good. Me too.

Yeah.

Feeling pretty good. Matt Fours. You feeling pretty good?

I'm feeling great. Not gonna lie. Big poor, Big poor. Cocktail.

What are you drinking tonight? Is that the bully boy?

I am back to the bully boy. I've been off it for a while. I've been in the Tito's and soda. All these places. I'm back to my home.

Yeah, if you've heard of this one.

Deringer.

Deringer, yeah.

I don't know how to say it. Straight bourbon, whiskey, finishing in sherry casks. This. My son Joshua brought me to a.

Local.

A liquor store where he knows the people. They have such a wide selection. I wish I'd seen it before Boston left. I could have brought him there. And this guy was like, and here's one of my favorite ones. I'm like, I'll take it. I know just a place to drink it.

You had me at favorite and bourbon.

You know, this is about. This is about the fifth time you've said to me since I left Boston. Scott, I found this great thing after you left. I found this great bourbon. I found this great bourbon. I found this amazing restaurant after he left.

You know what's crazy is that every time he talks to me, he's like, no, come up. I just found this. This is great. New restaurant.

Yeah, right? Yeah, it's. It's retroactive with me and proactive with you. Cheers.

Well, we can all live in the middle of nowhere, Wisconsin. You know that's true. Turn those on.

We got some comments coming. A, Scott Ford is here. Al J. Ford. Al J. Ford. Al J. Ford.

Sorry.

Boy, my eyes read that wrong. Larry Overstreet is here. Larry.

Oh, my God. Will you sing the song, Scott?

Sing the song.

Where in the world is Larry Overstreet?

I love Carmen Sandiego. Larry Overstreet. I did get your Facebook message, and then I got locked out of Facebook and I don't ever look at Facebook and, dude, I owe you a phone call, Larry.

I'll write back. Right to me.

Listen, this is funny. This is funny because I also owe Larry a Facebook message. And what I was going to say to Larry is, larry, tomorrow night doesn't work because my boys and I have a baseball game. But Friday morning, if you happen to be spinning through, let's meet up for some coffee.

Coffee talk.

So I just messaged You. Larry Overstreet on Facebook. There you go.

There you go.

We already know where he is, so we don't have to guess.

That's it. Let's guess.

Well, let's guess if he's potentially spinning through Friday morning.

Oh, I gotta look at the close to Boston. Like, I'll go with nowhere.

Wow. Let me go with Rhode island for a dollar.

You guys suck.

All right, he's got to be in Wisconsin then, right?

Is that where, you know he's. He's a Wisconsin. I don't know if he's a Wisconsin native or not. I can't remember that. But he lived in Wisconsin for a long time before he packed up his home, sold his home and bought an rv and he. I love this. I love the fact that Larry is working his land business on the road. And boy, you know what, Mike? We've been on now for three years. It was right around when we started Nightcap that I think we had Larry Overstreet on the show.

You know why, Larry? Full disclosure. By the way, Larry and I are having a full on discussion now on Facebook.

I'm sure you are.

Anyway, the reason why we haven't had back on is because he's much better sounding than we are. He has the better mic. Like he is a voice made for podcasting.

Hold on. He doesn't have a better mic than everybody on this show.

He just might. I mean, he is made for the podcasting. He's got that right.

That's been a podcaster for a long.

Time, threatened Larry by you. So we bring you on sparingly.

That's right.

Sure. For sure.

But a perfect example of the fact that you can do this business and we should probably talk about the business at some point since we're 10 minutes into the call. Why are we here? We're here to talk land investing. We're also here to have a drink. But probably more importantly, we should talk about land investing and how it can, you know, listen, this can create a passive income stream in your life that is really powerful. And you. It's a scalable business and everything can be automated, everything can be outsourced. And you can do this business where you want, when you want, with whomever you want.

Right. Even your friend in Wisconsin.

Even my friend in Wisconsin.

I guess we need to do a deal for him. It's like if you guys have probably done deals together, I've done deals with. With Scott, but I don't think we've done a deal. So I feel like that's got to Happen.

I got a deal for you. I'll give you a call.

Let's. Let's all do a. Let's. Let's all do, like, a major deal together.

Okay?

You want to do a whale?

Let's do a whale.

I'm currently whale hunting, so I love it.

Wow.

I have a picture in my head.

When you said that.

It's like National Lampoon's vacation, but it's a version of you kind of riding on top of land with a spear, looking for a whale, like, all cartoonish.

I mean, that's what I look like normally. So. Yeah, on a whale hunt.

Larry Overstreet is in Union, Illinois, visiting the family farm, if I remember correctly. I think it's Mary Beth's brother's farm or sister's farm, but they. They hang out. They hung out there for a while last summer, so.

Nice.

Good memory.

Yeah. So, fellas, guess who did not bring a topic other than you two.

Is that two weeks in a row?

I mean it. Yeah. And actually, no, last week, I think I brought a topic.

Name is Topic Guy.

Oh, is that. Is that my nickname?

What the crap?

Yeah.

You got any questions? I don't see any questions.

No questions yet. That's all right, though. Oh, we got a Facebook user is celebrating a win here, though. I'll see if I can get into Facebook and see who it is. He says, good evening, land geeks. Crazy win today. A guy came to my cabin in Castilla, lost and looking for directions to a property for sale. I said, you don't want that one. You. You want this one. And I sold him. That has to be Keith Forshay. I would think it's gotta be.

That's awesome. For the record. And, Keith, thanks for kicking him off my property. You're the best, man.

Yeah, thanks a lot, Keith, for steering away from my property up the road in Castilla, because I probably have one there.

Yeah, Keith, appreciate it.

It's pretty awesome, though. Peter Capille says wins is a great topic. I love wins. We could talk wins all night long.

Do you have a topic, though? We talked about this the other day.

Yeah, but I. I think we need to wait till next week because I wasn't able to compile the information I wanted to. So let's.

That one next time.

Next time. But Keith, for Shea says it wasn't a land geek guy, I guess, who was selling land. He had never heard of him. So then. Then by all means, take that. Take that sale from out from underneath them.

Peter, if you're there, legit. If you're there.

Yeah.

And somebody comes to your door, dude, you own it. Come on. Come on with that.

I think I might set up shop in a small home in Castilla. Peter Capille Wins is a great topic. So, Peter, I think you need to share something, because I'm pretty sure you've had a win or two this week. Something about he paid back his flight school investment already, or he made back his flight school investment already. And I think he just started. Office hours, fellas. So he made back his flight school investment in 10, 11 weeks. So that's pretty awesome. Peter, we need some numbers. We need to know what deals you've done. It's exciting.

That's great.

But, yeah. Although you guys got a topic. Wow. So, Mike, I didn't even tell you yesterday for the roundtable podcast. Very short notice. Taria Harris says I can't be there. Scott Todd says I can't be there. Tate says I'm in Hawaii on vacation. Mark's in St. Louis visiting his mom and dad, which I love. He just flew into St. Louis on Sunday and surprised his mom for Mother's Day, which was pretty awesome. So Mark left it to me and Eric Peterson to do the roundtable yesterday. But party of two, party of two. We called in Matt fours at the last minute. So it was a party of three on the roundtable yesterday.

I would just like to point out that literally none of you have jobs. None of that. I have a real job. I go to work. Like, I. I have a job and I made it to the roundtable. Mike, you're excluded. You have a real job, too. I don't know why, but you.

Whatever.

You have a real job, but none of these other clown shows have a job. They just do land like. And I know it's a job and blah, blah, blah. But, like, come on, come on, come on.

But anyway, it was very nice of you, Matt, to fill in last minute. It just so happened that you had a cancellation. Right. And I'm sure your boss didn't mind that you. That you filled in, hung out with us for a while.

Be fair. I'm the number one rep in my company. Like, I can take a half an hour off and chat with you. Somebody says check the volume. What's up? Is our volume all pork?

Oh, maybe. Okay, give a shout out to my. I've been using this now for over a month, Scott, so it's passing the test.

Okay.

Human. Super. Superhuman.

My email.

My new email app. I'm loving it. I'm loving it.

Superhuman.

Yeah.

All right.

Well, blazingly fast.

If it passes the 30 day test with Zano, then it's definitely worth looking into. They. Peter Capille says Scott is fine as far as the, the volume goes, but Matt and Mike are a little low. Yes.

Test there.

How's that, Peter? I mean, I'm yellow. You know what? I'm breaking out the wireless mic for next week.

I just turned up my gain. I think that does something.

That'll. That'll. That's what gain does. Yes, it's actually what it does.

Oh, it's like the definition of gate.

That's what it does. A.J.

Al.

Yeah, let us know. Peter, how that is. Al J. Ford says I'm a newbie, but I've actually sent a mailer out.

Good.

Which I don't know what that says there. Which enlightens that something is the route to go for about nine months. I've studied everything. Let me know if this is it for me. Let us know. Let you know if this is it for you? Well, I don't know if we can make that decision for you.

What does he say exactly? I'm not sure if. What is it for him?

Like, am I drunk?

What.

What. What is he saying?

I know, I'm not quite sure. Al J. Ford. A.J. ford. Can you maybe just retype that for us? Help me, Help me out. I have a difficult time comprehending things after a few bourbons. Dave Eberfeld is here. How's everyone keeping track of their monthly passive income total? Just a simple Excel sheet. I'm surprised that Geek Pay doesn't have that report available. Well, that's a great suggestion, honestly, for the Geek Pay team.

Well, you can export a monthly report.

Yeah. You just export the monthly report. Yeah.

I mean, have your VA added up.

Yeah. Or just, you know, do a sum all.

Yeah.

Is how you do it.

Yeah.

Or. But I got. I guess we don't get it in Geek Pay. We get it in QuickBooks. That's how it comes to us in our business. But yeah, you could certainly export the month and, and add it up. That's not hard.

Yeah. Definitely in your accounting software. For sure. Yeah. We have a spreadsheet that I like on Airtable where it shows how much money we're in. Like for 2021, for instance, shows how much money we've purchased or how much money we've spent on land. And it shows how much money we have in terms like the enterprise value. So that's kind of a nice metric to see.

That's a big number. Big.

Yeah. Big number.

Value. Come on baby. That's a big number.

A record. Record. First quarter this year. So that's all good.

I'm.

These dudes are super dads with tech. Well, I think we are all super dads.

Wait till next week. I. I'm gonna break out the suitcase. I brought it over.

Oh boy.

To have it at work. I've got it. It's right here.

The mixer.

We're doing the suitcase. I'll be good to go next week.

All right. Sounds good.

We saw in person at the hotel.

We'll see who's loud next week, boys.

I officially seen that set up twice now. Once at the boot camp in Texas I believe and once at the McGathering in Boston. Wasn't that San Antonio?

You didn't bring it to Texas. He just had multiple monitors and like five whiteboards.

San Antonio had the whole shebang there.

Oh, in my hotel room and the table. No, I didn't have the mixer with me but we had. Yeah, we were working that boot camp. I was like upgraded to a suite. I had like, I used my once a year Marriott upgrade. So we had this legit suite at that hotel. That hotel is awesome. We like a whole kitchen table in our. It was like a two bathroom hotel room. It was ridiculous. And me and a couple of my land friends, we spent a lot of time working up there. Like legit. We worked the whole time. It was really cool. Highly recommend.

See you guys walking into the hotel. Looks like some special, special officers going on walking in with the black bar.

What are these people doing?

Nothing to see here, folks. Nothing to kill you.

Indeed.

Indeed. Matt Forbes. I think that was a pivotal boot camp for you because I'm not. I, I recall. I don't think people will. I don't think you would mind me saying this but you were in a little bit of a dip then. And I remember having a very window, a very late night conversation with you, Anne Marie one night after we were at the bar. Which is a very cool bar by the way in the San Antonio. Yeah.

Still knows what we drink.

He does know what we drink. He's like a bottle of wine for the Mrs. And fruity girl drink for the Mr. You know that was a really interesting boot camp camp because I wasn't sure if I was going to learn anything new, which of course I did. I don't know why I was sort of doubting. The business wasn't going that great.

Right.

We hadn't bought property in a while. We weren't selling a ton. And that was also the boot camp where we had Jen and Tyler come up to our room and work, where they were like, we need a place to work. And we're like, we have a kid. Like, we literally have a table. We don't know you that well. But coming up, and that's where we formed our little accountability group.

Nice.

And then from there, so the conversation with you and Zaino up there, and from there, literally everything started to turn for us. So that was a big boot camp for us. It was good.

That's awesome. I mean, you got. Got to hand it to you guys. You didn't quit. You just kept at it, right?

That's all you got to do.

That's all you got.

The origination of that quote that just don't quit.

Just don't quit. Whoever is new. Who's new. Who's new is here.

John Lewis. Peter Capille's relatively new. Al J. Ford. Yeah, those are new faces.

To be fair, Peter's like, I sold two since the last. Last nightcap.

I've sold Tuesday and one today.

That's killer. Yeah. That's awesome. So, I mean, that's all you got to do, right? Is just don't. You just got to keep going. And the business is hard.

It's constantly execute, continually refine.

That's it. Keep mailing, keep marketing, and just keep going. I mean, ask anybody who's successful and they all didn't quit. Ask anybody who's unsuccessful and they all quit. That's it. Super easy. Just don't quit. Just keep going, right?

Just.

Just don't quit.

Sounds pretty simple to me.

It is. It's really hard to execute for sure.

That's for sure.

Totally worth it, though, when you have a massive airtable full of loans. It's awesome.

Yes. All right. This is from John Lewis. Hey, crew. I just started flight school last night. John, congrats. But had been using LG Pass for about a month. Got my first land under contract last night. So on the night you started flight school, you got your first property or contract. That's pretty awesome. Everything looks great. Any negative surprises I should be looking for? No. I don't know. John Lewis. Tell us the numbers. What'd you buy it for? What'd you sell it for? And did he say he sold it.

Or he said he just bought it?

Well, he said he got his first land under. Oh. Got his first land under contract, so. Sorry. That could mean he's just got a signed purchase agree agreement. My bad. I probably misinterpreted that.

You could be right.

So, John, let's talk. Let's talk about it. If it's a signed purchase agreement, what did you offer and did they accept the offer? Did they counter offer me of a deal?

That's a great new segment. We call someone up, we get someone to give us the anatomy of a deal.

Yeah, let's. Let's talk about the deal. So give us the deep. Give us the deets. Give us the. Give us your offer price. Give us the comps. Give us the. What else?

You might actually be able to. Wholesale, right on the show.

Yeah, you might. Might be able to.

We. That's very true. We should. You know, we did it during boot camp, the wholesale segment of the nightcap where you can post your deals and we'll talk about them and see if you can sell it by the end of the show. We could have one property sold every night in the nightcap. Someone could sell their property wholesale. I bet that could happen. Let's get it done.

All right. So his offer was 565, so I'm guessing the comps are around 2000 and they signed it. So did they give you an email address and did they give you a phone number? Because I hate it when they show up in the mail. There's no email address and no phone number on the signed purchase agreement.

It's an actual non accept. I mean, so I've heard. I've talked to people about this and some people view those as. That's not really them accepting it. They're just like throwing it back at you. What are your thoughts, guys?

Is. It's annoying either way.

It returns to you with no signature, nothing. It's just a blank return of it. What I'm saying, Matt, how do you.

We run it down? I mean, right?

Yeah, you got to run it down.

Speaking. Do you feel good? You know, I'm just curious. I mean, there's no right answer here. You know, some people look at those. Yeah, there's. Someone's just throwing it back at us. Or, you know, I'm just curious what you guys think. No right answer.

It's not as good as somebody who writes back saying how much they love you because you're buying their land.

Right.

But you know, for the most part it's. It's a return. So we chase it. I mean, they don't convert nearly as high as somebody who flat out accepts, but yeah, it's better than no mail, I think. Right. I would put it in that category. Although really strange side note, today I went to the post office and I Have everything coming to a P.O. box now. And I had, like, 40 letters that came back that were not. Not. I didn't get the yellow sticker. They literally just got mailed out. And then they came back to me, and I asked the postmaster, who's. Who's a real estate agent in town. So we're starting to get to know that guy. I'm like, what is the deal? I'm like, did you. I'm like, you the federal government? You. Did you even mail this? And he's like, oh, yeah, that's weird. He's like, we could probably just remail those and not have to pay any more money. He's like, I think the machine reading it was, like, upside down. Blah, blah, blah, blah, blah. I'm like, I mean, I have mailed tens of thousands.

You just hand them over to him. Yeah.

And he just, like. He, like, literally X'd out with a pen, the stuff. And then he put them back in the thing. He's like. He's like, that's really, really strange. Like, okay, so that was, like, their return mail that are going back out. We'll see what happens. But, yeah, that was a weird day.

Did he ask you about what you do?

He knows what I do.

Okay.

Yeah. Like, I don't know why he doesn't want to do it. Right. Because he sees me open the mail and get, you know, get responses.

You jump up and down and.

Yes, but I. Look, I mean, I. I flat out told him. I'm like, yeah. I mean, you know, the. You know, you went. You had to go form this relationship for the last 15 years to go sell this house, and you made 25,000, and that's awesome, Randy. And I love it. I made 38,000. I sent this guy a letter, and some other people did some stuff. So, you know. You know, good for you. But I like my way better. You know, I spent one millionth the amount of time, so he still hasn't been like, yeah, let's let. Teach me. I want to go do this. I'm, like, waiting for the day. But, hey, we'll see.

They'll come around. Yeah.

It's weird how people. It's weird how, like, the people I know, who know me, who know that some level of the success I'm having aren't like, yeah, teach me, Obi Wan.

No, I. I agree with that. Makes no sense, because I feel that, you know, I'm an open book. I would tell anybody anything, but I don't want to bring it up because it could. I Don't know if it sounds like it's bragging, you know, but someone brings it up, I'm willing to talk about it very openly and anything they want to know. For sure.

Yeah. I don't like, if. Dude, if I'm your friend and you're like, yeah, I, you know, bought it for 400 and I sold it for 2,000. I bought it for 8,000.

I'm bringing you a bottle of bourbon every night and making you talk about it. Oh, here's another bottle for you, Matt. So tell me a little more. Poor, poor, poor.

And you're open and you, like, talk about it. Dude, you're my new best friend. For sure. You're my new best friend.

Yeah.

I don't understand my friends. I don't like. I don't. It doesn't resonate with me. Any one of them said any other anything. With the kind of returns I'm getting and the money I'm making, I'd be all over them, all over it. I don't know. Maybe I'm just a different kind of person. I don't know.

Maybe you're just too tall and intimidating.

I am, and I am intimidating.

That's for sure. All right.

I mean, come on, baby.

Yeah, right. John Lewis says. All right, so here's about John Lewis's deal. They signed and sent an email with a picture of their signature. He went through 90% of the due diligence today. He spoke with them. They agreed on the exact same price. So there you go. He understands the process. You're finishing due diligence. So, again, feels solid. And the assessed value he has is 2700. So I would ask, when you say assessed value, John, do you mean, like the county assessed value, or do you mean the market value? And that's a question that all of us have to ask ourselves when we're getting into this business. We want the market value. You want to find comps because the assessed value is kind of an arbitrary number that the county comes up with that they base taxes on. So are the comps in the area the same? And if so, that's a great deal, but you're going to want to look into that.

We.

What?

Nothing. I was gonna say something, but I refrained. I was letting you finish.

I didn't.

It was a pause. I didn't say anything. I. I'd stop.

Okay. If we knew a little bit more. I was gonna say we could try. You know, maybe someone here would like to throw him a wholesale offer. Not us, but someone in the.

You Know, I mean, yeah, if he's comfortable with. Who doesn't want.

You want to get it sold on the air tonight?

Here, John Lewis. Here's my. Here's my email. John Lewis.

Sold.

I'd say John. I'd say John Lewis. It's an interesting experiment. If you want to wholesale it and just, you know, make quick cash, throw details. If you don't, and I understand why you wouldn't, you know, don't and go sell it on terms or do whatever, but, you know, Mike Zano is throwing the carrot out there.

Yeah, right.

Three idiots buys it, apparently. I mean, now we're all just waiting.

I'm gonna have myself a refill. That's what I'm gonna do.

What is that?

Oh, it's a. It's an IPA from St. Paul, Minnesota. It's called this Impossible Objects.

St. Paulie Girl. Did you drink that?

I drank it, sure did.

Pilsner. What is that?

I'd say it's a pilsner. Yeah.

Recently discovered the pilsners.

Really?

Yeah.

You know, covered that.

You know who had the best pilsner back in the day now, Sam Adams.

Really?

Yeah. I had one called the Golden Pilsner. And it was. It's funny that Budweiser did a whole thing about dream drinkability, but that was a word that I was using with Golden Pilsner when I was in college, living on the no alcohol wellness floor, shipping that stuff in there by the truckload because it was so good.

Were you that, like, not. I don't. They call it a hall monitor. What do they call those people in charge of floors at the call? Were you that person?

The ra?

The ra?

I was put the Residence Assistance. I was put on the wellness floor my freshman year. Me on the wellness floor.

Like, what does that mean? What's that mean? Wellness.

No drugs, no alcohol, no smoking, no, like, no nothing. Like, you pledged to be there, and then obviously they couldn't fill up that floor.

Little did they know, so they sucked me there.

I mean, like, talk about a fish out of water. So all my friends were all people who had agreed to, you know, to be on that floor. And slowly, one by one, I corrupted them and brought them to the dark side. But we ended up staying on the wellness floor all four years. So for four years, the woman who did all this, all the PR for Sam Adams is a friend of the family. And she would hire me to go do different stuff for Jim Cook or whatever. PR related stuff. Right. As a college kid, she'd pay me in beer, not Making this up. You would have to go there with a laundry cart to get stuff in. I would take. I would check out the laundry cart. I would go down and I'd go pick up 812 cases of SAM Adams, which is disgusting at that, at that volume, but so good. And I would like drive it into the elevator to go up to the.

Wellness center, wellness block.

It was ridiculous.

I would take one look at you and say, this guy is the guy who has keg potties. This is the guy who has the red cups. He can't be in a wellness world.

I can play Beirut. I mean, like, I'm pretty good. I'm just saying. We'll see. But anyways, getting back to land.

I don't know how we got on again. We digress. Information.

We were just waiting to see if information would come in on the chat.

He needs more alcohol and he'll bring it back to the table next week.

All right, all right.

I'd say if anybody else out there has a wholesale deal. Yeah, let's talk about it. Make some cash. Live on the nightcap.

Good deal. If you want to sell a property wholesale, split up the simple numbers, you know, all the information that where it is and the acreage and the apn, and just throw it out there.

You're really into this whole. You remember the Sunday morning radio show, Saturday morning radio show where we're.

We have a two acre property in Costilla, which there probably isn't any. So that's not good. Five acres. Well, there's 2.5 in the Wild Horse Mesa. I wholesaled about 40 up there. It's fun, it's funny. It's like you look at wholesale now and it's like, almost like, man. Yeah, I got rid of my Bitcoin two years ago. Yeah. I wholesaled 50 properties in Costa three years ago and sold that bitcoin.

Good call.

Al J. Ford has a little bit of information about his. His mailings. All right, so he says his first mailer, he mailed a thousand acceptance rate, I think that's seven to nine to mountain land. So he got three signed purchase sale agreements. One was landlocked, one was deep in the valley and unattractive. And the third, the grade was 2 too steep of a slope. Okay, so the. Now the landlocked thing I can understand, right? If it's truly landlocked, I may be out unless I can talk them down to 10 cents on the dollar. One deep in the valley, unattractive. So that unattractive piece of property, Al J. Ford to you sounds like character is Matt Forbes favorite property.

Yeah, like, literally, if you had bought that, I probably would have bought that wholesale from you.

Yeah, sure. You know how you approach the landlocked? You approach it like, my buddy used to approach his roofing jobs back in the day. He didn't want to do roofing anymore, so he doubled the price on every job. And anybody who said yes, he'd be like, well, I gotta do it.

Well, I gotta do it.

So, like, you just look at that and you go, yeah. You want. What is it, 2000? Yeah. I'll give you 500 bucks if they say yes. Well, you gotta buy it, you know, there you go.

You gotta buy it. It'll sell.

Go.

Don't let it go. Make a ridiculous offer on it.

Yeah, make a ridiculous offer on it.

I mean, before it'll sell.

The third, the grade was too sleep too steep of a slope. Again, is this sounds like a view. Is it?

It sounds like.

It sounds like a view. It sounds like an opportunity for a home on stilts. It sounds like, again, if you can.

Talk them down, whatever your offer was, I go back and break it into quarter of that and just buy it.

Yeah, correct. There is a point where you can't refuse it. Look, he. That guy knows that property sucks, right? It is what it is. And you may think that property sucks, but that's just two people out of everybody. And there are people who will go pay for that, Especially if you can go to the market. Let's say the market's $150 a month for six years. You can go to the market and say, hey, it's $110 or $125 for five years or six years because you bought it at a third of what the next one costs. That quote you like, there's a lot of love in those weird, hokey properties. And there's a lot of land investors who've been around a long time who will buy that stuff wholesale. Like, I wouldn't want to live there. But that does not cloud my judgment on whether somebody else might want to live there. I'm not going to pay full. Full price. And full price is, of course, 25% of the regular price. Right. But if that guy thinks it sucks, you know, being like, hey, look, I know I offered you, you know, whatever, 800 bucks or $1,100. Like, look, it's. It's this, it's that. It's got this problem. 250.

Buy it.

I give you three.

You'll sell for 500 minimum.

Yeah.

I mean, you get. You literally, you get to do that. The thing is, you. You've already sunk a thousand mailers into this. Yeah.

Right.

And so you might as well go lower. And if they all say no, no problem. And if one of them says yes, you're going to recoup all those costs and go make money. So don't be afraid of that stuff.

There's always money in front of you. There's every time a deal touches you, you know, you have an opportunity to make money on it. So don't just be so quick. Just like when we talk about over the last few shows when people like, oh, I don't work this county, or I don't have money to just look for a partner, somebody, you know, put it out there. Hey, got a great deal.

If you.

If you really, truly offered them 25 cents on a dollar, somebody's gonna fund that deal. Somebody's gonna want that deal. Don't just let it go.

Yeah, I agree. I think there's meat on the bone there. It's not. It's not perfectly wrapped up. Right. So you're not gonna pay regular price, but there's meat in the bone. Usually for that simple. It's.

I. Listen, I. This property's on a very steep slope. I know I offered this honestly. I don't want to. I don't want it. But if you really want to let it go, if you're really looking to get rid of it, I can pay you 250 bucks and, you know, take.

Your wife out to dinner.

Yeah. You know, and you. And then, boom. You can't say no to that.

Yeah.

You can't say no to it.

They do. Oh, yeah. You're saying. Yeah, he can't say no. Yeah, yeah, yeah. I mean, they don't. You know, not everybody sells. Blah, blah, blah, blah.

No, no. You can't say no if he says yes.

Yeah, no, exactly. Like if you had mailed at a thousand dollars. If it's 4000 is retail, and you mailed at a thousand, and that property sucks, and so you end up buying it for 200. $200. Sure. And you probably sell it. Instead of 4,000, you probably sell it.

For 3,000 wholesale for a thousand, make 800 bucks.

That's aggressive, but I like it. I like where you.

Somebody who has a buyer's list and knows that, you know, look at this. Plenty of people out there right now, buyers list, but people looking for property, and they're waiting for that, and they'd be like, look At I have someone who's looking for that exact thing. They want to. They want to have an incline because they want to race their dirt bikes up. But I don't know, make up a reason somebody wants it.

Yeah.

And for 200 bucks, who cares?

Yeah.

If it was for. If it was $20,000. Okay.

Yeah, then you care.

Right. That's real money. But 200 bucks or 500 bucks, something like that, what else?

And you may not sell it in third, you may not sell it in 30 days. Right, but what's the holding cost?

30 seconds on this show and you bought that property. I say go get that property for 25% of the 25 cents on the dollar, come back this next show and sell it on our show.

Next up, we have a 1.5 acre landlocked property with beautiful trees.

There's no trees, but we own it.

25% of 25%.

We paid. We paid A$37.

The guy paid us.

He wants to buy it for two grand.

All right, part B question from Al J. Ford. So he sent these thousand mailers out, right?

Yes, sir.

My other question is how long ago did you do that? Because I bet you're gonna get more. More returned offers, more purchase sale agreements signed from nurse. But anyway, he's wondering what he should do for a second mailing. Should he stick to this area? We're talking five, five to nine acre mountain terrain lots. Right. Or should we go with 5,000 to 7,500 square foot infill lots?

So fill lots is a business model you can go for. It's gonna take a lot more mailers to get them.

Forbes, you're frozen.

My suggestion is you go for the. Yeah, you go for the. You go for the. You don't go for the infill lots. If you really want to turn this quick, you go for the rural vacant land and you keep digging your heels into the area that you're in.

Dig your heels in.

Yeah, dig them in. Dig them in deep. Hold your ground. You want to focus. There's tons of land wherever you are. I don't care where you are. There's tons of land there within that sort of. You can go out a few miles here, a few miles there, but stay in that same area. Infill lots are great if you get one, but it's gonna take a lot more mailers. That's a whole different model. We move land quick, we buy a lot of land, and we buy rural land.

I wonder if that's really an info lot though. Like, is it really? Is it a. Is it a big grid and it's just empty? Those aren't really infill lots if it's populated, right?

And it sounds like it is populated.

Yeah. Oh, he's saying it's populated.

Yeah.

Okay. All right, so I'm with Zano. Info lots. That's a different model. It's not a bad model.

All real estate's great.

Yeah, but it's a different model. If this is the model you've chosen, I'm with Zano. I would stick to the rural vacant stuff. It's the easiest stuff to move, and so you have a better chance of getting some wins and some success and feeling good and feeling confident, and that's when good things can happen.

Awesome. Kenneth Green is here and has a comment. He says. Pretty sure he says that RA is for Resident A hole. So, Ken, are you trying to throw down with Matt Forbes here? Because you're gonna lose. You are going to lose the ra.

I was not the ra.

Oh, I see these.

Oh, I thought you were the RA on the resident on the. On the wellness floor zoning.

I'm like, all right, now I get it.

You're talking about, like the RA.

That wasn't the RA. Matt was the RA's worst nightmare.

Oh, my buddies was an RA. And he was removed from that position when I was done with for.

Because you were supplying him with cases and cases of Sam Adams.

So much you have. You've no idea. So, so, so much Sam Adams. But it was, it was.

What resident assistant would say no to that in college? Come on.

The one was on the wallets floor to begin with. Good lord.

Eric Dempsey. Eric Dempsey has a question. Mike Zano, could you go over the resources that Land Geek provides? For instance, software for pulling comps, creating mail, campaigns, contracts, etc. And the kinds of fees that those things come with.

Land Geek.

Land geek, yeah.

So LGPass is the premier software that we use and that's going to be used to send out your mailers, keep track of your intake, create deeds. When you buy properties on the sell side, it's going to create a deed or seller financing paperwork. And so that. That really is the heart and soul of deal flow right there. LG Pass, I think that's $99 a month. I believe that's what LGPASS is. The other, you know, well known Land Geek product is Geek Pay. This is going to allow you to track your monthly payments. You're going to generate down payment links, doc fee links, generate monthly reports on your income. It's really essential to just, you know, taking money from people on the properties who sell them in a very organized fashion that allows. It makes you look super professional. So those two things alone are the biggest type software that we offer. Other software out there. We, you know, there's. There's tons of other software out there that we may have opportunities to use. But software is one part of the equation. Really. What you need to understand is the swim lane, the workflow, how it. How to. How to. How to generate, you know, how to move the deals down the pipeline. Right? And that's the real key. I mean, so to me, it takes software, it takes people, and it takes dedication. And I'm turning it over to MAP for.

Who asked the question?

I don't know.

That was Eric Densey. He's a Yankees fan. He's a Yankees fan.

So that's one strike. Couple Boston guys here. So, Eric, respectfully, it's the wrong question. Here's what I mean by that. It is not the software you use that makes you successful, right?

It.

That's not what gets it done. Those are just tools, right? What? And again, I don't work here. I don't know why I'm here, but I don't work here. I'm not part of this organization. I'm an outside party who's had this life changed, and I. So I'm here.

You're not an outside party.

Well, like.

Like you are Matt Fortune 500.

You have a nickname, so I feel like you're on the round table pile.

I'm here because Mark changed my life, right? And these guys did, too. And so it's my way of giving back. But it's the wrong question, right? It's not like, oh, do I use this or do I use that? It's how do you go build a sustainable business and outsource it and no one else teaches.

Great word. I love sustainable. You know, you hear about that in a lot of different areas of, you know, life, you know, sustainable. But when it comes to business. What a great word. That's a great word right there.

Cool.

Say it again.

Move. Fata.

That's almost as good as the other word. Could you include the other word in this conversation? Go.

Oh, I forgot what the other word was. Oh, my God.

Come on. The D word. Demont.

Demonstrably.

Oh, demonstrably. Yeah, sorry, yeah. Demonstrably. What they do. No, no, but seriously, that. It's. It's the building of the business that's hard. You can go mail. You don't need. LG pass to go mail. You can go set up a loan. You don't need. You don't need the.

Geek Pay.

Geek Pay? Oh, my God. I have 90 notes in geek Pay. I can't think of the name. You don't need Geek Pay to go do it. But if you want to go create a business for real that operates independently of you and get your freedom, that is a different question. And I argue that that is the right question. And that's what they teach. That's why I went with Land Geek, and it's why I'm so happy about it, is because I built a business that functions on its own. Do they have cool tools? Yeah. Do I use Geek Pay? Damn right I do. It's the best thing out there for sure. I've looked at everything. But that's like the secondary stuff, right? Having them teach you how to do it. How do you. How do you go get a va? How do you train a va? How do you think about it? This is the stuff that matters. If you're gonna go build a business, that's the hard stuff. And so, yeah, I mean, do they have all the cool tools? They do. Yeah, sure. But they have One second Bosman. But they will teach you the stuff that I think is more important. He's got it too hottie now.

Suddenly, suddenly. I must say, though, Scott, your shirt's popping all of a sudden. Did something change in the lights? You notice that, folks? His shirt is popping.

He's so handsome. It hurts. No, that's like, do it. Yeah.

Is there a picture hidden in that shirt?

That's funny.

If I focus my eyes a certain way, will I see a picture?

Yeah, I think you. I think you may.

Right now.

I think you may. I didn't roll my sleeves up. I should do that, though, because there's a little. Little decoration on there.

You need to go get like a pack of smokes in there maybe.

Yeah, right.

You know, Marlboro Menthol is for you.

Be like Schneider from One Day at a Time. You guys remember that? That was a long time ago. But here's the other thing I would say to Eric. Yes, Matt Fours. I agree with everything you said, right. You're gonna need. You're gonna need some tools to help you in this business. Land Geek Mark says this all the time. We're tool agnostic. It doesn't matter what you use. It matters that you are okay there to me, there are some cornerstones to this business. What are the cornerstones? Mailing, marketing, Those two things you need to do every single day. And you need to do them in a higher volume than you think you do. And there is. You need one to two focused hours a day to. To get this to where you want to get it. And you need to not give up. To get this to where you want to give it. Get it. So really, the tools don't matter. And honestly, Matt Forbes, you maybe spend a little bit more than me monthly, but like six years into this, the monthly overhead in this business, it's. It's so minuscule. Like, you take care of it with one cash deal or one wholesale deal. So you know what? Find whatever works best for you and just use it with the intent to mail every day and market every day. That's what matters.

Amen. I built my business wholesaling. I mean, that's how I did it. And I don't mean like, not like Zaino or. Yeah, like not like Zano, but built. I kept my business afloat by wholesaling. I'd go make a couple thousand bucks a month wholesaling a property or two every single month. And that. And that's what kept the lights on.

Well, I think that's. We talk about a healthy business can use all of these methods, you know, wholesale retail land, arb.

Holiday Inn.

Holiday Inn Hotel.

Right. Selling notes. I mean, all these things come together to make a very healthy business. Yep. That is a good sign. Who has that? Oh, there it is.

So. Eric. Eric Dempsey. Hopefully that helps. Hopefully it helps as we get off our soapboxes. Let's see. Darren Nichols is here. Darren Nichols. He's the guy I stalk on Facebook. Matt Forbes. Remember that? Yeah, yeah.

It's good.

Good to see you, Darren. It was your. Pretty sure it was your wife's birthday yesterday, so happy birthday to her.

So much about the community. He is in touch with the community.

No, no, no, no. He's in touch. He's in touch, like with Darren Nichols. What's the lotion in the basket with. With the community. Specifically with that.

That's crazy.

Come on, man. There you go again. You're. You're pushing it. You're pushing it to the R rated version of the Nightcap. Why didn't you drop the F bomb while you're at it? Why don't you just drop the F bomb while you're at it and take it to the next level?

I will not. I heard that you. If you do that, they downgrade your YouTube. So I will.

Oh, well, thanks for that. David Brighton is here. What's up, Dave? He has A question. If you're selling properties in Arizona and Nevada, would you post ads on Craigslist anywhere in the country or only a certain distance from the property? That's a great question.

That comes up a lot, that question. And I think the answer is we've had people, had a lot of success advertising in areas where people who live in those areas would like to have land in other, other areas. But you know, then I go and I say that if I was looking for land in Florida or New Mexico, I would probably be looking in Florida, New Mexico. So I mean, you go either way with it. But I think experiment and see what happens.

For you.

It's both. I've seen people.

Yeah, I think it's both.

Right. Or you can take my attitude, which is I don't post on Craigslist anymore. So there's all sorts of angles taken.

That there are different angles you can take. Yes, I mean, you know, different approaches, three hour radius around the property. Market there. Right?

Yep.

Market there on Craigslist. Market there on Zillow. Well, obviously on Zillow. Market there on, on Facebook. However, David Bryden, I live in the Great White North. It is freaking cold up here in Wisconsin. In the winter it is minus 60 below wind chill. And I will tell you that I've sold Arizona property to people in Minneapolis groups on Facebook or Milwaukee groups on Facebook. So cast your net far and wide. It just, it's just a matter of how big you cast the net, how over what area you cast the net.

So I would argue that the. What's more important than where you post is just the volume that you post.

Yeah, right.

I think the volume is more important than where. I mean, where is key.

So the fact that you are posting, it's key.

Well, if I were to post on Craigslist, when I used to post on Craigslist, I would post a lot. But I had properties in Florida and I sold so many of them, like you know, Bosman saying to people to snowboards from New England. I'd post him. And I live in Massachusetts. I, I sold one from guy in Worcester, right. He was awesome. Paid for two years and defaulted Worcestershire. I'm gonna hurt myself.

Sorry, I didn't mean to interrupt you.

Just awful. So yeah.

I apologize. Didn't mean to interrupt you. Don't be mad.

Don't be mad. Who else can he be?

Don't be mad. Don't be mad. Mary Graham. Oh, this is. You guys ready for a compliment to, to boost your fragile ego? You guys are the fragile.

Could Crumble any minute.

You guys are the perfect antidote to a long day.

Mary Graham, we're the Advil of land investing.

Yeah, the Admiral land investing. Oh, by the way, I thought of you guys this morning because Creepy, creepy. I, I, I will. Admittedly, I'm gonna admit this on live television in front of our millions of viewers. Okay.

Against it. I'm advising against it. No, maybe not.

It's not that bad. It's not that bad. But I got my three boys up for school this morning, right? And made my cup of coffee, and it was a beautiful sunny morning. And I thought, wow, I'm gonna get so much done today. And I just thought, I'm just kind of tired, and I just need to lay back down. So I went back to bed, I'm not gonna lie. Went back to bed until 9:15. But anyway, my alarm goes off at 9:15 and I get this alert on my phone from Clubhouse.

Whoa.

And whoa, whoa, hold on. Stop the, stop the presses. That's just because you went back to bed. You don't wake up at 9:15 regularly, do you?

No, I just went back today. I went back today.

I'm just making sure I don't have to fly to Wisconsin.

Matt's been up for like, four hours at that point.

I get up at 5am I have been up four hours.

Yes, today I went back to bed. I'm like, I'm sleepy.

Sorry.

Went back to bed. Anyway, I got an alert on my phone this morning that these two dudes were on Clubhouse talking about real estate investing. So I want to hear from the audience. Who's up for a Land Geek Clubhouse morning broadcast? Oh, Lord, that'd be kind of fun.

Yeah, good luck with that.

Right, Matt Forbes.

No, I'm at work. I have to go to work.

All right, say no, slave. Going to Clubhouse with me in the morning.

I will do whatever you think is whatever you want, bossman. I'm in.

Whatever, dude.

Oh, he's getting mad.

But I'm sleeping at 9:15 tomorrow morning, that's for sure.

All right, do it, do it. That's the, that's one of the perks of being a land investor and a former physical therapist. Former meaning I've retired from that job.

You know that I only chastise you because I wish I was you. Right? You do understand this, Matt Forbes, I'm.

Telling you, January 1, 2023, you're there. All right, all right. Eric Dempsey. Okay, we gotta go soon. Eric Dempsey says he's pulled A list of 150 properties, land parcels and plan to direct mail them this week.

Great.

Just wondering how much it could cost to see if I could buy it right away or grind more and figure it out myself before investing in the software. Okay.

Is that like LG Pass?

Yeah. So, I mean, Eric Dempsey, you got to think about your return on time invested. So are you going to set up a spreadsheet in Excel and mail merge over to Word and print off a bunch of offer letters, and so stuff all the offer letters yourself, and it's going to take you three hours to send out 100 mailings, or are you going to upload and upload a list in LG Pass and click send. So you got to ask yourself what your time is worth when it comes to that type of thing.

Yeah.

Forbes, your time. Where was his time?

I never printed out an offer and sent it. I've never.

Yeah, that is funny. It's funny.

You're on mute there, Zaino. Or. Yeah, you're on mute.

We're gonna need you to do 100 by next week.

I'm gonna go send a thousand next week, but I'm gonna do it by, you know, with mouse clicks.

Mouse clicks, yes. So, Eric Dempsey, I would just ask you to, you know, think about your return on time invested. If 99amonth is going to help you send a lot of mailing and, you know, we're talking about this next week. This is our. This is our topic.

All right, we're ready for our next week's topic.

Yeah, it's a good.

All right.

Yeah. More mail, Eric. Whatever gets more mail out the door. If that's you doing it yourself.

We got to leave the viewers wanting more. We got to leave them wanting more. We can't give them everything tonight. Why not?

We want few more comments. Stephanie C.H. barrow is here. She says Clubhouse is a great idea.

Yeah.

Huh. A morning Clubhouse show. Darren Nichols, my buddy, says he just got a nice sale. He bought for 1200, sold for 4900. So 150 down, 100amonth for 48 months. So. So, Darren, was there a doc fee on that? Because you're getting your money out in what, 10 to 12 months. And after that, that's a beautiful deal. Katie Ross Sharmer is here. She met with Landva4u. Calm. Super excited for the next step of our business. Landva4u.com is amazing. And Land Geek has partner. It's Pete and Anthony.

Oh, I use the crap out of them. I didn't know the name of the company. Yeah, no. By the way, they're awesome.

They are awesome.

Awesome.

Yeah, they're awesome. Keith for Shea says spend the money on mailing. I tried it once and it was hours wasted. I could have been working leads. Good point. Keith for Shea. That's it. And a 199 dock fee. Darren Nichols. 199 dock fee. So 199 doc fee. He's out in 10 months or less. It's an amazing deal. Good work, Der Nichols. You're killing it. My Kansas City best friend.

That's creepy.

It puts the notion in the basket.

Wow. Love it.

I just follow him on Facebook. He shows up all the time in my feed. I don't know what to tell you.

He's the Hannibal Lecter of land investing. Welcome, Scott Boston.

I'll bring my hockey mask next week.

Well.

Size 16. Yeah, it's good. It's. It's not creepy at all.

All right, everybody. Well, Zano, we gotta work on the clubhouse show. The morning clubhouse show.

Let's do it.

Let's do it.

Thank you all for coming.

Thank you all. We'll talk to you soon. Have a good one, Matt Forbes. Love you.

Hugs and kisses.

And I love myself.

I love.