The 1,500% MMR Increase: How an Auto Shop Owner Transformed His Financial Future Through Land

Hey, everybody. Welcome to Land Geek Nightcap. This is your go to spot for unwinding with a drink of your choice. Learning about land investing, talking all things land investing, and we are your host tonight, Mark Podolski is. He left us alone. I don't know what the deal is. No, I think he'll be joining us here in a few minutes. But. But we got a. We got a killer episode lined up. We're featuring a rockstar land investor, Robert Belcher, who went from turning wrenches to turning profits in land from $400 a month monthly recurring revenue to a 1500% increase in that monthly recurring revenue, all while working full time in his job. His story is going to inspire a lot of people, I think, and motivate a lot of folks to take action. So pour yourself a drink of your choice. Settle in and let's dive in. Cheers, fellas.

Cheers.

And I'm Scott Boston. Dude, Buddy. And we got, as always with us, we got John. John. John. Eight is Enough Burnett. That's my nickname for you, John. What? What? What's your nickname? Do we have a nickname yet?

I mean, Mark calls me Handsome Rob.

Oh, Handsome Rob. That's right.

Agent is Enough Burnett. I will answer that as well.

I like that one because. Yeah, I like the 8 is enough Burnett. Mike Zano, the Zen master. What's up, Michael?

How much? Just join a little rum and coke about yourself. What are you drinking tonight?

I got a nice bourbon from Kentucky Woodford Reserve Madeira cask strength bourbon.

Is that one you sourced yourself?

Yeah, source sourced, was purchased the day it was bottled, so it was exciting.

Wow, that's crazy. Yeah, well, I have. This is a. Oh, sorry.

No, I was gonna say John. What do you got? Hop water.

It's.

It is. This is best day brewing Kolschtyle non alcoholic beer. So I'm going crazy. It's great.

Yeah, some of that NA stuff is really, really yummy these days.

Surprisingly good.

Awesome. And we're going to welcome Robert Belcher tonight. Robert, thanks. Thanks for coming.

Yeah, thanks so much for having me. I appreciate it. I'm happy to be here.

Yeah. So how's. How's land investing going for you? What's. What's new this week in land investing?

Well, you know, just got back from, from coaching live. Learned a lot.

Super motivated.

I've got a few properties in the, in the pipeline. I'm trying to get to get bought and hopefully sell some this week.

Nice. Nice. Awesome. Well, you know, we call these the spotlight shows, right, Daniel? The Land Beat spotlight. We like to, we like to feature successful clients every now and again. There are a lot of them. But we wanted to have you on tonight. So. So, Robert, I think, you know, if you, oh, goodness gracious, if you wouldn't mind share a little bit about, about your background, how you came to find land investing and what, what initiative steps you took to, to get involved, work.

In the evenings, on the weekends or at lunch and you know, build this business and create something for myself for the future and for my family and my kids.

Oh, that's. I mean that, that's awesome. I think that's a, that's a why that a lot of us can relate to for sure. So I think what we'll do here, guys, is if we just kind of do a round robin and ask Robert a question or two that comes to the top of your mind while we, while we wait for Mark. But Mike, do you have any questions for Robert tonight?

Yeah, thanks for joining us, Robert. You know, a lot of people, when they start something new, particularly land investing, there's the fears, the uncertainties and the doubts. I wonder if you had any and how you initially overcame them, you know, starting something new like this. You mentioned the family had a franchise in the past, perhaps that gave you a little bit of a leg up, you know, already, you know, haven't run a business, but just curious on your thoughts.

Yeah, so I think when I started, I had all the fears. You know, when you, when you find something that's, that's on the Internet, you're immediately skeptical, or at least I am. But I think listening to all the podcasts and talking to you when I bought my, you know, bought the toolkit, helped me, you know, get over those fears. And once you start working the business and you see, you know, the steps and the processes and you realize that you are buying something that is an asset, right. That if everything were to go bad, you still have something that you could sell for a profit. So it, it did take me very long to get over the. Over the fear.

Oh, excellent. That's helpful. Thank you.

Son. What do you got for Robert?

Yeah, so I guess one of my, I guess my question is kind of tied to that. But if you could, if you could send a message back in time to Robert Belcher early on in Last Land of Essay, when you're just getting started, what would you, what would you say to yourself?

Two things. Number one, start 10 years earlier and number two, buy more land faster. And, and don't wait.

I think we say, I think we all say that to Ourselves, Right. Like how many of us? Like, I was 40 when I found this, Mike. You're what, 40? 42, something like that?

Yeah, we're on 40.

John, you're a young guy.

I was.

I was. I was little.

I was a little baby.

No, I was. I was, let's say 27.

Oh, my God.

Okay.

When I found it. Yeah, yeah.

And Robert, how old were you when you found it, if you don't mind me asking?

I was 40.

Yeah, 40. So same as me. And, you know, I get jealous whenever I talk to somebody who's 30. Today I chatted with a young gentleman named nate. He. He's 20. He's. Well, he's 19 or 20. He's a sophomore in college. He plays hockey in college. He's a business major.

And he.

And he just found a. He just learned about land investing, and we just had an awesome chat. It's just a lot of fun talking to him because he's my son's age, right, Mike? You know, you know that. And it's fun to talk to. To young men, your kids age about this business and to. To know that he's. That he has the foresight to kind of think ahead right now and to do this at a very young age. It's exciting for him, for sure. All sorts of jealousy arises in me because I wish I had found this so much earlier. Right. I think I introduced my nephew to this when he was about 22 years old. He worked hard at it for a few years, and I think this is, like, all he does now. So I think, you know, get started young. That's the. That's the theme of the night. Right? That's awesome.

Cool.

So, Robert, tell us a little bit more about, like, the evolution of your business. I'm sure that, you know, when you first started, you were in it, right? You were working in the business. But what's it look like now? I mean, essentially two years later, Right? Two years from when you started the journey.

Yeah.

So what's it look like now? How have things changed as far as what you're doing in the business?

Well, it's changed a lot. When I first started coaching, I was doing everything myself. I was buying the properties, selling the properties, writing all the marketing material, posting on Facebook and the landslides. And over the course of my. Of coaching, I have managed to, you know, build a team to where, you know, I still do some things, but not nearly as much. And it allows me to still, you know, keep a job and work during the day and allows my land Business to operate mostly passive in the background through the people that I've hired. And that's great for me so I can keep doing what I'm doing.

Well, that's the, that's what we hope for everybody, right, that they, you know, you're all going to start this when we all start this, guys, we're, we're all, you know, we're all spending a lot of time and energy learning the business, implementing, doing. But as Mark talks about in Dirt Rich too, we want to stay away from creating another job for yourself and becoming the, what does he call it? The freelancer. The full time freelancer or something like that.

Yeah.

And create a system for us to where we're doing this an hour or two a day or less even, and employing the use of others to do it for us. So that's awesome. And what's your impression on that, Robert? Like, you know, you talked about the passive income. I think what I always tell people is, you know, we need to frame your expectations here. It's not passive overnight. It happens over time. But how has the passive income that you brought in changed things for you?

Well, it's, you know, I don't, I don't really take any money out of the business, you know, very rarely. But I think it's, it's, you know, I've never had a 401k or an IRA or anything like that to fall back on. So I have peace of mind now knowing that if I keep doing what I'm doing, when I'm ready to, you know, make a transition in my life, I'm going to have something substantial that I can draw upon and, you know, do what I want when I'm ready to do that. And if I didn't have the land business, I wouldn't have that.

That's great perspective, Scott. We were talking about that the other day.

Right.

Creating your own personal 401k with land. Oh, there it is. The personal pension plan.

Ppp. That's what we're calling it.

Yeah, I love it. I love it.

We have a lot of people, John and Mike, you know, we talk to people all the time in their 50s, early 60s that, you know, they're maybe on the verge of retirement. They don't want to quit working either. They want something to do, but they want to transition out of their jobs. They want, or maybe they're unsure about, you know, what retirement funds are going to be there later. And we have a lot of folks getting into it now in their, you know, a little bit later. Later in life. And it's kind of ne. Robert, when, when. Oh, there's Mark. When, when you're not, when you don't have to pull money out of the business to see how fast your business grows.

Right. Yeah.

There we are, all five of us. Mark.

I love it. Robert Bell. What's up, brother? Long time no see. Handsome Rob coaching live was amazing. In fact, it was so amazing, I literally lost track of the days. It feels like Monday to me. It's a long story, but I'm on, I was wondering. And Scott Fox, like, Nightcap, like it's Tuesday night, so.

Cheers.

Sorry I'm so late. If you're early, you're on time. If you're on time, you're late. But if you're going to be late, be really late. Like obnoxiously late.

Yeah.

You know, I, I assume Robert is, is dropping pearls of wisdom.

He's dropping pearls of wisdom. He was just talking, Mark, about how he's, he's not taking a lot of money out of the business and, and his business is growing, I, I, you know, growing quickly as a result of that. I think, you know, for some of us when we're doing this, we have to take money out as we go to pay off bills. Right. To, to pay ourselves a little bit. But, but we have a lot of people in the business, Mark, getting into this in their 50s, early 60s and, and treating it as almost like a personal pension, you know, venture.

Yeah, yeah, absolutely. And when you're, when you're cash flowing the way we cash flow, it is a great ppp, which is really fun to say. So.

Right.

Is that a zanoism now? Is that a Boston thing? All right, Zaino's.

Wear it off on me.

Yeah, so wear it off on me. It really is, I mean, I say.

This all the time.

It really is the best passive income model for, for so many reasons. But we, we don't talk about the whole retirement aspect of it and how this is sort of this fine wine business along you're in it, the better it is. And then you hit that point in life where, you know, like I think about John, 20 years from now, 22 kids, right? He's gonna want to have a compound, you know, on the lake and he can just kind of piddle and he's got his PPP paying for all the kids and they're the grandkids and it's just this perpetual money machine that continues to grow because you've got your team, you've got your systems, your processes and the machine just keeps going. That's the way I look at it.

I think we all. For sure. For sure. So. Well, Mark, since you arrived to the party, we won't say late. You're the land. You can do what you want.

Thank you.

Yeah. What questions do you have? What questions do you have for Robert? We're getting a lot of background noise from someone. I don't know who that is.

It's gotta be John and the kids, right?

I think it might be me. I have. I have many kids. I'm gonna go on mute.

Okay, so that's better. So my question to Robert would be, of all the different niches that you must have looked at, what was it about the land niche that attracted you?

Well, the relatively low startup cost initially attracted me. Like I said earlier, the, you know, the passive income that builds over time attracted me. I'm an outdoorsman, a hunter, a fisherman, so I'm automatically attracted to land because that's what I like to do. So it was fun for me because I like to. To look at parcels of land and topography and all those things. So that attracted me. And honestly, really, you're. All Your podcasts were attracted me because they were so motivating and inspiring.

Yeah. And be honest, it won't hurt my feelings, you know, on the lake and he can just kind of piddle and he's got his PPP paying for all the kids and their. The grandkids, and it's just this perpetual money machine that continues to grow because you've got your team, you've got your systems, your processes, and the machine just keeps going. That's the way I look at it.

I think we all. For sure. For sure. So. Well, Mark, since you arrived to the party, we won't say late. You're the land geek. You can do what you want.

Thank you.

Yeah. What questions do you have? What questions do you have for Robert? We're getting a lot of background noise from someone. I don't know who that is.

Gotta be John and the kids, right?

I think it might be me. I have. I have many kids. I'm gonna go on mute.

Okay, so that's better. So my question to Robert would be, of all the different niches that you must have looked at, what was it about the land niche that attracted you?

Well, the relatively low startup cost initially attracted me. Like I said earlier, the, you know, the passive income that builds over time attracted me. I'm an outdoorsman, a hunter, a fisherman, so I'm automatically attracted to land because that's what I like to do so. It was fun for me because I like to look at parcels of land and topography and all those things. So that attracted me. And honestly, really, all your podcasts were attracted me because they were so motivating and inspiring.

Yeah. And be honest, it won't hurt my feelings. Was there a point in the podcast where you were just like, mark, I'm sick of your voice?

No, I haven't gotten there yet. I still listen to them all when they come out too, so.

Okay, I appreciate it. I appreciate it. That makes sense. That makes sense.

That he's still listening two years later because most of us kind of fade away with the podcast.

Yeah.

I mean, not.

But now that Nightcap is going like, that is the, like, now it's gonna.

Be way more fun.

And now that Roger, I mean, I, I could actually see. End up seeing like, it would be like, you know, Nightcap or the auto Passive income podcast, whatever you call it.

Right.

And then Joe Rogan and then you know, all in Jason Calculus. So I see that actually as our trajectory. And for sure, you guys, you heard it here first. That was my prediction.

I mean, you. You believe it. It happens, right?

Yeah, absolutely. Absolutely. Because we have the thing everybody wants. Everybody wants freedom, right? I mean, sure, Joe Rogan's entertaining. It's an. It's, you know, it's edutainment.

Sure.

But it's not going to make you wealthy. You pick.

All very true. All very true.

So, absolutely. I have a lot of questions for Robert, but I. I don't want to take your guys's thunder. I think, I think, you know, because Nightcap, like, what's Zano drinking? What are you guys all drinking?

Yeah. Rum and coke tonight. Very traditional.

Nice. Remember the bourbon? Actually, I switched now. I had one bourbon and now I'm on to my beer. And that's it. Tonight. That's all.

That's all respectable.

Yeah.

There we go. No, this is a fake beer. It's a step above hop water. I need something a little stronger. So it's.

It's great.

It is a best day brewing Kolsch style non alcoholic beer. And it's delicious.

Sounds delicious.

Yeah. Robert, what are you drinking?

I've just got some water beside me.

Cheers to that. Clean living. Yep, clean living. Fantastic. So have you guys asked him what his craziest deal's been?

No, we haven't gotten any deals yet.

Oh, okay. Again, I don't want to steal the thunder because I'm late. I feel like, you know, you guys should take. Take the Lead on this. And I, I can.

Let's talk about deals. Do you have a craziest deal? Your favorite deal? What stands out?

You know, I guess craziest deal is, you know, I had a property that I sold to somebody in Arkansas. Maybe I didn't do the best job of telling them they couldn't live there. So that's what they did. And they wreaked havoc in the area to the point the neighbors called me and complained about whatever they were doing. And it ended up, you know, with somebody trying to sue me over them getting bit by their dog. You know, I just ignored all the emails and I think it went away. But he also stopped. So he defaulted.

Yeah, but that's a gift. That's crazy.

That's the craziest deal. Yeah, you know, I, I think we all experienced. So the first thing is that rarely happens. Right. Like one, like one deal out of every few hundred, you might have an issue. And, and then one deal out of every other. Every few hundred other ones you might be biting your nails a little bit, like there's just no emergencies. But. But I think what that probably taught you, Robert, Cause the same thing has happened to me is now we establish boundaries with our buyers and we just say to them, right from the beginning, you can't live on the land until the land's paid off. Right. So I hope to become a better land investor now because you're establishing that from. From the get go.

I added it into my contract the very next day.

Yeah, yeah, no, I'll let them use the land.

Yeah.

But not, but not improve, Bill. They can't build anyways legally. But that's camping, visiting, that's all good. Yeah, camping's fine. You know, rattlesnake hunting, no problem.

Pig hunting.

Pig hunting, sure. But just no, no tiny homes or structures, that kind of thing.

That's the craziest deal. What's the best deal, Robert?

The best deal was property I got off of Mailer. It was a 20 acre property in a county that usually don't get lots that big. I ended up having to chase it for, I think six months while she kept changing her mind. I finally got it bought and I sold it for. Really good margins, so. And it sold really quick. So it was worth, it was worth the time invested.

So six months in, it must have been a good deal.

Yeah. As soon as, as soon as she responded, I, I immediately wanted it and she was initially good to go and then she backed up and wanted to wait until the snow thawed or something like that to go see it one more time. And I just kept following up every. Every month or so, and eventually she finally let me have it.

Yeah, I think that's key with the follow up. I remember having a deal that I wanted, and I just kept every so often checking in, and it happened to be around tax time. The guy's like, you know what? Normally I wouldn't sell this, but I just got my, you know, my tax bill. And your timing is good. Let's do it. And, you know, so I think that's a great point. You know, the continuous follow up. You know, there's time, and that's why we continually mail the same areas over and over again. Right. Because there's always going to be that time where someone's mind changes that something happens in their life, and we want to be present in that moment. So I think it's a great point.

Yeah. Persistence beats resistance.

There it is. There it is. That's.

That's a.

That's.

It could be a Zenoism or a bossmanism.

I got nothing tonight.

What about. What about a burnetism? I don't qualify.

I mean, you know. Yeah, what would be a Burnetism?

I don't know. I mean, I've had about one bossmanism on these podcasts ever, so. I mean, Mike's way out of us.

Live on for quite some time.

That's definitely a boss mechanism.

No, I actually did. I need to give credit where credit is due. I. Someone. Someone did say that on a call one time, and I said, can I steal that from you? And he said, yes, you can steal it for me. So.

And then when we say.

What say.

We'Re gonna say pbr. We're not.

It's not.

No one's going to throw you a beer. It's no.

DPP me asap.

Yeah.

No. Persistence beats resistance.

I gotcha. Yeah, absolutely.

I'm curious, you know, what would be the time, Robert, where you really felt like, yeah, this is going to work out? Was it your first deal? Like, when did. When did that transfer of confidence come? Was there a moment you could think of when that happened?

Yeah, I was right around the time I sold my first or second property.

Okay.

That was the, you know, the proof of concept that got me going with the rest of the process. If I could do it once with minimal education, I could do it hundreds of times with more education.

Yes, yes, yes. Mach always talked about that. Right. Rinse and repeat. You know, if you can get one done, there's really no limit, you know, so that's awesome. Yeah.

What's your education? Track.

Toolkit followed by flight school very closely after, and then coaching shortly after that.

Okay, how long did you spend in the toolkit?

Maybe a month.

Okay.

What was it like? Like, what was it like, Robert, going from like, kind of the DIY to like, getting that support? Was there like.

Yeah.

What did that look like?

So the, the toolkit was, was great because I didn't know anything about lane investing, so I, it kind of gave me access to all the tools and, and then, you know, an overview of the processes and flight school got me buying more property. That's what it did for me. It got me mailing and, and then when I started coaching, that's when the, the growth and the scaling took place.

Awesome.

You need some sound effects there, Mark.

I know.

Context there. Oh, that's awesome. You know, I think something, something's kind of interesting with this conversation because so, you know, I, I, I think we should touch on this because Robert's doing something a little different. Like he's decided he wants to continue working because he likes working, but he's growing this business.

Did he say he likes working? Robert, what do you, what do you like to do?

I like my job. I changed jobs recently and it's a new challenge. I enjoy it and I don't want to quit, so I gonna keep doing the land business, of course, but I want to do both.

Wow, that's amazing.

Now and then I can have later money.

Yeah. So, so, like, he's, he's still achieving financial freedom while maintaining his job and doing what he likes to do.

That's, that's fantastic.

And there he is building the ppp. That's the whole, It's, Yeah, that's pretty awesome. You know, you got this firebox. Everything's just combusting. It's all fueling itself and growing and growing. And all the time, Mark, you say it all the time. You don't have to outsource something that you love. You know, in the same token, you don't have to quit your job. You can just, you know, you know, just have extra money, have extra security, have more wealth or have more sense of peace of mind or whatever it might be.

No, absolutely. You know, you know, our big joke is when you, like, you get your intake manager and you get that first taste of freedom, that colors are more vibrant and food tastes better. But I think that once you have a certain level of passive income, your energy is different when you're going to a job because you really don't have to put up with anything that you don't want to. And people feel it, like, that power dynamic is gone. And so it's great when you love your job, but, you know, every job has its, you know, the who moved my cheese? Kind of thing. And then when they do move it, you're like, no, this isn't the way it's going to be because I don't have to do it. And they're like, oh, okay. And, like, everything kind of changes.

It's.

It's. It's a very different feeling when you don't have to do it, but you want to do it. Kind of like bossman and pt, like, he likes to go in, but doesn't have to. Robert, do you feel that way?

I do.

The.

The land business allowed me to just to switch jobs and kind of take a leap and, you know, like, take a chance that I wouldn't have done had I not had something that I could fall back on if I needed to. So it did. It did allow me to pursue another opportunity that I've turned out to enjoy.

That's amazing. Okay, let's play a game.

All right, let's do it.

All right. All right. Burnett, one of his kids, right? What are the 22 goes, you know, gets their degree that goes to work for Clorox or Procter and Gamble. And they're a little cubicle, and they're doing their thing, and they call up Uncle Robert, and they're like, what's your advice? What should I do? How. What would you do? Granted, of course they can ask their dad, but, like, let's just pretend that, you know, they're in that phase. Like, they don't want to listen to mom and dad anymore. They want to call Uncle Robert. What would your advice be?

How old are they?

Well, just. I mean, they're very young, but, like, we'll assume in this scenario that they're, like, 22, 23.

Oh, well, I would for sure tell them to. To listen to some land geek podcasts so they could, you know, start at a young age and. And create some financial freedom for themselves early in life so they could make some massive changes and things that they wanted to do.

Okay, same scenario. They're 40. Midlife crisis.

Oh, well, same answer. Just have to do it quicker.

Okay, I like it. How about fashion advice for Zaino? Am I the only one distracted by the shirt? Because you've got, like, the. Like the. You know, the busy pattern plus, like, the tat sleeve.

Yeah.

What would your advice be on that?

For. I don't know if I'm really fit to give fashion advice.

Honestly, I don't dress myself. So you can't give me any advice?

I was just gonna say I'll give some fashion advice. And. And. Or actually, I'll be careful giving fashion advice because, you know, Laura addressed him. Mark.

No.

And Laura's amazing.

She's amazing. So it's an amazing shirt, but I.

Can'T help what bossman's wearing. Is that some sort of Star wars thing? Like, what do you got going on there?

Oh, this is my. It's my favorite shirt from, like, PT School time. It's my. It's my anatomical skeleton, actually. Do you know. Have you guys ever been to the exhibit Body Works? Oh, we're all. All the cadavers are on display.

I've heard of it. I haven't been.

It's absolutely amazing. And I'm pretty sure I got this shirt there 25 years ago, so I thought I'd pull it out tonight. It's my favorite shirt. One of my favorite shirts.

Very nice. Very nice.

Yeah.

That's great.

Yeah.

I have a game as well.

Oh, all right.

It's not really fun. It's. It's something I. I thought we could maybe start doing on Nightcap when we have guests on. Or maybe when we don't have guests on. Maybe we'll just do it to Mark every week. But. But let's do, like a rapid fire round. Oh, okay. So like. Like.

Like stream of consciousness. Like, first thing that comes in your head.

First thing that comes in your head. I'm gonna. I'm gonna give Robert. I'm gonna give you five. Five topics. First thing that comes into your head. Okay.

Oh, wow. Okay.

All right.

These are easy. These are easy. First property deal ever. Success or mess?

Success.

One tool you can't live without in your land. Business geek Bay. Oh, geek Pay. Morning person or night owl. Morning Land. Investing in one word.

Awesome.

Awesome. And. Oh, I. You don't want to say that. The. The last one is I. I cheated on this. But. But favorite. We'll say favorite region to invest land in. To invest in land in the United States.

Definitely West. West Coast.

Love it.

That was kind of like fantastic family feud at the end when they turn around and you got the car there. Like, I. I like that. That was good. Boss man.

It's the rapid fire segment. The. The RFS now on.

Okay, that was fantastic. I. I like the successor.

Mess.

John, do you remember your first deal? Success or mess?

I'd say success.

Success.

Yeah, about five acres for 600 bucks. What?

Wow.

So I know.

What'd you sell it for?

I think multiple times.

I.

People keep asking me this, and I'm like, I should probably check. But I know that I think the first time I sold it was probably six grand on terms, and then they defaulted, and then I sold it. And I don't know how many times I've resold it, but.

Okay.

Yeah.

I mean, how many messes have we had, percentage wise? Let's do that. Mark, you've been doing this the longest.

Messes, like less than 0.01. Like. Like Robert's story was a mess.

Yeah. Right.

That's like an anomaly. It's really. It rarely happens. I've had a few of those in 25 years, but it's certainly not one a year. You know, maybe one of those every five. So maybe, you know, five of those after 6, 500 deals. It's very, very rare.

Yeah.

But when they happen, you remember them, and they're hilariously terrifying stories, you know?

Oh, man.

Yeah. I. I had one. I told David, tell that story about the.

The.

The father and son, and they're driving out, look at their property, and, you know, they're 30 miles from the nearest city, and the. And they're in the desert, and I don't know what they have with them. And, you know, there's nothing out there. And the car breaks down and they're telling me this harrowing story about how the father almost dies in the desert.

Wow.

And they're so. And they're telling me the story. The whole time I'm thinking, okay, when are you going to ask for your refund? On the. On the land. So that I kind of sheepishly is like, so, what'd you think of the land? And they're like, we loved it. Do you have the joining lot available? So I sold them an 80 instead of a 40. And it was great, but it was so terrifying to me. I, you know, to this day, I still remember it.

Yeah. Wow. That's crazy.

Mike, what's. Tell us a story. I think one of the segments should be Mike story time. Like, the east coast people, like, should be, like, getting ready for bed and like, they put on nightcap and it's like, oh, let's just hear the soothing story of land investing and freedom and passive income from Mike Zaino, the Zen master.

I don't know. I was just thinking when he was saying that, you know, my buddy Jeff, you know, Jeff Ax, and he had a process years ago, and he bought A landlocked property mark. Right, right. So he had this guy go look, and the guy calls him up, he's like, can I. What? Can I, you know, ask him what he can do on it? No, no, no. He's like. Then the final guy's like, can I dance on the property now? You can dance on the property. You know, he sold that property, too. And I think you sold these. You know, we try to not buy these landlocked properties, but even they sell.

Yeah, it's. They all sell at the right price.

Right.

They also. There truly is a pick for every barn. Now, I say that, but let's fact check me. Robert Belcher, is that true?

Yes. I haven't. I haven't managed to get one I can't sell yet.

Okay.

By the way, do you like how I did that? Sort of like, big head, little voice?

That was good. I like that. Little voice.

Little.

Little head, big voice.

It's a new segment.

The new segment.

Big head, little voice.

You're always developing yourself, but you've been studying with somebody helping your presence.

Absolutely. Yeah. Yeah.

This.

This is all, you know, curated.

Years of hard work.

Years of hard work. Absolutely. For sure. John, have you ever been stuck with a piece of property?

You know, like, there were some lots that I bought, and they had legal access, but they didn't have physical access. And it took me a while to sell them. I don't know, like my.

But.

But they sold, right?

They did sell.

They did sell. Because, I mean, my thought is generally for me, like, when I sell property, it's for recreation is one thing. Ability to build, you know, at some point is another reason. And then a third is investment.

Right.

And so if. If I've got all three of those present, then it's a. It's an easier sell. But even if I just got that investment piece, and you can't really use direct rate, you can't build. It's still a finite asset.

Right.

It's something that's tangible. It's something that's actually there. And so it might take you a while, a while to find somebody who's just looking for some kind of a tangible investment. But you find them, right. They sell.

No 100%. And so I'm on the mountain and I'm hiking with Robert, and this beautiful petite blonde woman comes up to me and she's like, hey, I'm Amy. I'm Robert's wife. I was like, oh, nice to meet you. And I'm. The whole time I'm thinking, you know, do you like the land business. So, Robert, tell me the story of, like, because she wasn't at. In coaching live all weekend, like, what did she do? And then how is she supporting you in your business? And what did she think when you're like, oh, yeah, honey, I'm gonna buy dirt and I'm gonna flip it and I'll make a cash flow?

My wife is skeptical by nature. My wife is skeptical by nature. So anytime I want to do something, I have to talk with her about it and I have to convince her of what I'm doing. And she's used to it because we've been doing that the entire time, you know, asking her, can I do this? But yeah, she, she gave me permission and she didn't stand in my way when I did flight school or when I did coaching. And she's encouraged me the entire time. And to this day, today, she still encourages me and checks in to make sure I'm doing what I'm supposed to do and selling properties and, and when we go to Scottsdale, she just, she likes to get a nice Airbnb and rest and shop while I do the coaching Live experience.

That's fantastic. That's fantastic.

Here's to the wives and significant others. Right?

To the wives.

Partners.

Yeah.

You know, behind every great man, there's a woman. A loving, supportive, caring woman. Scott, you know where I'm going for this?

I'm wait, I'm waiting. I just wait.

I'm not even gonna say it.

So anytime I want to do something, I have to talk with her about it and.

Oh, but I know that, you know, a little inside baseball there.

Oh, goodness gracious. Robert, I have a question for you.

Sure.

So you've had good success in land business for two years. Your, your land portfolio is growing, your personal pension fund is growing. Where do you see yourself in five years? Like what, what does, what does life look like ideally five years from now?

Well, I hope I'm still doing what I'm doing on a day to day basis. And maybe the land business has taken over some of my personal expenses, like, you know, paying my mortgage or something, so I can have a little bit less stress in, in that part of life. And hopefully it's five times or 10 times bigger than it is today.

For sure. For sure. Yeah, it's, it's powerful when it, when, when you can replace a mortgage. Right?

Yeah.

With. And you could probably do that now, but again, you, you mentioned you're leaving it in the business to grow it more.

Yeah, I want to, I want to make it go as fast as I can. So the more I leave in there, the quicker it goes.

Yeah, but I think you'd be well positioned here in a few years.

Yeah, for sure.

Yeah.

I've got a question, Robert. So one thing that I think can be challenging, jumping into the lane, investing business, is when you're not dependent on it for your day to day, just living expenses. If you don't work on the business on any given day, like, everything's in kind of okay. Right. Like you still get paid, you still have food on the table. So, like, how for you do you stay motivated and keep pushing forward and not allow things to kind of trickle off like that?

I'm still really interested and in love with the business, so I enjoy working on it on any aspect I'm doing, whether it be marketing or buying or selling. And also I'm super competitive. So if I start something, I can't, I can't let it fail. I have to see it all the way through. So I wake up in the morning, I write down what I'm going to do for the day with my day job and my land business, and I make sure before I go to bed at night, it's done. So I make sure that I keep being successful.

That's awesome.

I love that.

Yeah. What's your favorite part about coaching, Robert? Who's your coach and what's your favorite part about coaching?

My coach is Teria. Favorite part about coaching is probably the, the help I get with my mindset and the way I think and, you know, helping me to think bigger instead of smaller and to get rid of the, you know, to get rid of the fears of like, taking money and having to pay it back, because that's scary. She's helped me get over that. And also she's super techie and I'm not, so that's also been a super big help.

Yeah. Tere is a gem. She really is. We're, we're very lucky that she's giving back and, and not just, you know, doing your own land business.

Yeah, for sure.

And coaching. That's amazing. That's amazing. I feel like I want to ask Mike more about this shirt, but I think we should just keep asking Robert questions.

Oh, my God. Yeah, the shirt's nice. A nice shirt. We gotta have the Harris's on.

Wait, like you're on your.

All right, I admit it. I dressed myself today, and that's why I'm wearing this funny shirt.

Oh, there it is.

There it is.

Dragged it out of me all.

All These years, I've never seen that shirt.

She gave me a look and everything today. I'm like, what, what, What?

It's from 1990. I'm just clearing clean out my closet.

My defense, you know, I really don't know where all my clothes are, so I just went in and grabbed something. I. I don't know.

You don't know where your clothes are?

Well, not all of them. Like, they're inappropriate little spots for everything, it seems. You know, they're all organized, but I don't know the way of the organization. So I just kind of reached out.

Well.

No, I like it. But, you know, getting back to. To Robert and then mindset, because I'm so distracted by mine, you know, if someone were new to land business, they're listening to this Nightcap episode, what would be your advice to them based on the last two years, what you've learned?

I've. I would say that as long as you, you know, follow the model and, you know, buy properties at the right price, there is no reason to be scared, are timid. As long as you follow the steps, the process works and anybody can do it. You don't have to be special because there's people out there that will help you, that'll help you do the things that you're not good at.

Yeah, absolutely. What do you think about the community aspect? I mean, you know, let's just pretend John's not listening because he was actually at Coaching Live, unlike Scott and Mike, but. Ouch. You guys are. We're miss you. It's like you were there, you were there in spirit, and you guys will be at the. The Dirt Ridge summit.

We'll be at the next one.

Yeah.

So what. Talk a little bit about the community and what that. What that is like.

The community is great. I'm a pretty, pretty big introvert, so social conversations aren't my forte. But people still come up and talk to me and check on me, email me about how I'm doing and offer support, and that's not something that I'm used to. So the community is great and everybody has an abundance mindset and wants to help one another, and I think that's very valuable.

Yeah, no, so true.

I was just saying Mark Robert hit something, right? You know, he gave a pearl of wisdom when he said he sets a list and he gets it done each day. I think sometimes people try to do too much or they think that, you know, but if you just do a little bit each day and you get it done, I think that's A real recipe for success. And that's something that, you know, you pointed out, Robert. You set your task for the day, you get them done. Right. And it's amazing how much that can cause in terms of growth over a long period of time. Just setting those small daily tasks and getting them done. And getting them done each day.

Yeah.

If I don't write it down, I'll forget. So that's what I do every morning.

And Rob, when you're writing it down, are you putting it on a digitally or are you putting a calendar? Are you doing a notepad?

No, I actually have a planner. I don't know if you can see this or not. It's grant card 10x planner, and it's got a thing in there where you can write down your. Your goals and your tasks and your successes for the day. And I use it every day. I've got, like, six of them.

I love it.

You actually had Grant on your podcast years ago, didn't you, Mark?

I did, I did. And it's funny because on that podcast, I was kind of hazing him about exactly what Robert was talking about. Writing down his goals, no joke. And. And he was like, all right, let's race. You type it now.

Right?

And he, like, he. He like, showed me. He's like, writing was more effective and faster because, you know, I was sort of projecting on to Grant that I don't like my own handwriting and I could rather type it. He's like, ah, this is better. So it was, it was. It was cool.

That's awesome.

Yeah. That was on the best passive income model podcast ages ago. Ages ago, yeah.

Is that a. Is that. Robert, you said that you don't. You don't go to bed until it's done. Is that like an actual rule for yourself? Do you stay up until you get your thing done?

I try to, yeah. I mean, I'm not going to say I'm 100%, but that's. That's my goal. And I, you know, I'll. I'll do it throughout the day and try to get as much done. I don't want to work in the evening if I don't have to. But sometimes it works. It doesn't work out that way.

Yeah, yeah. So of all the habits or all the like. Because that kind of makes me think of, like, James Clear and Atomic habits, which one would you say that you write down moves the needle the most for you?

I think for me, it's, you know, I write my goals down in the morning and in the evening. And some of them are short term goals and some of them are long term goals. And I think that I don't like.

My own handwriting and I could rather type it. He's like, oh, yeah, this is better. So it was, it was, it was cool.

That's awesome.

Yeah, that was on the best passive income model pocket podcast.

Ages ago.

Ages ago.

You know, writing down those long term goals twice a day kind of keeps, it, keeps it focused for me. And that's more of a big picture goal. So it helps me keep everything in perspective and remind myself that I got to keep, I got to keep moving and grow this thing so I can get where I want to go.

I love it. And when you're working on your goals, is it something that you, you talk with your spouse about? Is this something that is in a company go. An individual goal?

Yeah.

Is that a. Is that. Robert, you said that you don't, you don't go to bed until it's done. Is that like an actual role for yourself? Do you stay up until you get your thing done?

I try to, yeah. I mean, I'm not going to say I'm 100, but that's, that's my goal and I'll do it throughout the day.

Family goal.

It's a mix of everything. You know, I have fitness goals, I have personal goals, mindset goals, business goals, just you know, all kind of stuff. It's a mix of everything.

In the past two years, can you.

Keep us trying to get as much done? I don't want to work in the evening if I don't have to, but sometimes it works. It doesn't work out that way.

Yeah, yeah. So of all the habits or all the, like a concrete example of a, of a goal that you set and then achieved and what was that like?

Yeah. So when I opened the, the franchise with my father, because that kind of.

Makes me think of like James Clear and atomic habits.

Which one would you say in 2012? I said that you write down moves.

The needle the most for you.

We would grow it from zero to a million dollar center. And we ended up doing that in like six years. So that was a pretty lofty goal. I said that I achieved not by myself. I think for me it's, you know, I write my goals down in the morning and in the evening, but as a team with my dad.

That's awesome. Robert, did you.

And some of them are short term goals and some of them are long term goals. And I think, you know, writing down those long term goals twice a day kind of keeps it, keeps it focused.

One of the things you said that was really interesting is the idea of writing down those goals every single morning and every night, including some of the bigger ones.

Right.

Like I've, I found in my own life it's easy to set long term goals and then you revisit it like at the end and you're like, oh, yeah, that's right.

That's that goal focus for me. And that's more of a big picture goal. So it helps me.

What I said with that, with that goal that you mentioned it was that something that you were revisiting like every single day or periodically? What did that look like?

I mean, I revisit it twice a day when I write it down.

Wow.

And you know that, that one of the long term goals is for me to move my wife to Scottsdale because that's where she wants to go. Keep everything in perspective and remind myself that I gotta keep, I gotta keep moving and grow this thing so I can get where I want to go.

I love it. And when you're working on your goals, is it something that you, you talk with your spouse about? Is this something that is in a company go. An individual goal?

So I have to, I have to find a way to be able to afford that. And that's the land business.

That's, that's where everyone wants to go.

Don't tease, don't, don't say it unless you mean it.

I mean, I did leave coaching live and family goal.

It's a mix of everything. You know, I have fitness goals, I have personal goals, mindset goals, business goals, just you know, all kind of stuff. It's a mix of everything.

In, in the past two years. Can you keep us?

Sort of like this would be a pretty good place to come on vacation with six kids.

It really would be.

Yeah.

Yeah. And, and Uncle Mark knows the best pizza spots. Whatever your kids like to eat.

I know, I've been to all of them.

It's been great.

Multiple locations. Yeah.

Yeah.

That's a concrete example of a goal that you set. And then.

Awesome.

Scott, it looks like we have a question.

Yeah. I don't know if we touched on this at depth, but, but Robert, what's your, what's your day job?

My day job is in home improvement achieved.

And what was that like?

Yeah, so when I opened the, the franchise with my father in 2012, I said that we were in sales. So I'm a, a traveling salesperson. I live in my car and I visit people's homes and sell Them a roof or some windows or some siding. And I like it. It's fun. And I have freedom of schedule because I'm 1099, so if I'm not in somebody's house, I'm in Starbucks trying to buy some land or sell some land.

That's awesome. Well, so, and Chris has a, has a. As a practical land question, maybe Robert, you can give a little advice. So Chris has said 5.

5 would grow it from zero to a million dollar center. And we ended up doing that in like six years. So that was a pretty lofty goal I said that I, I achieved not by myself.

100 mailers with no responses. How do you keep the faith that this will work? What, what advice?

As a team with my dad.

That's awesome. Robert.

Did you give Chris?

Well, it, sometimes it takes a while to get responses. It depends on the county. Some people, I've mailed some counties and it's been super quick and some of them take six weeks, but there will be responses usually about the time you start receiving the, you know, the yellow letter.

One of the things you said that was really interesting is the idea of.

Writing down those back is about the time people start calling.

Awesome. I, you know, Mike, Mike, you mentioned last week or the week before with mailing, consistency is key, right? And then the, the consistency will goals.

Every single morning and every night, including some of the bigger ones, right. Like I've, I found in my own life, it's easy to set long term goals.

Will give will, will give you data. It's almost like, you know, you got.

A diet and then you revisit it like at the end and you're like, oh yeah, that's right. That's that goal diagnosis.

What the, what the issue is with the mail, you know, if three months down the road you have no responses, we gotta sit, we gotta, we gotta talk, right? We gotta figure out what's going on. But 500 mailers, you know, I, I can anticipate maybe it's been a month or so, you know, what, what, what advice would you give Mike?

Yeah, well, I think I've said this before on here.

What I said with that, with that goal that you mentioned it was that something that you were.

To me, it's, you know, the consistency consistent mailing produces deals.

Revisiting like every single day or periodically. What did that look like?

Instant marketing produces sales. You send out. You know, not all of my mailers crush some, Some of them don't produce that well, but some of them produce actually.

I mean, I revisited Twice a day when I write it down.

Wow.

And you know that, that so well, so.

But you average it all together. They all do really well. Just like, you know, one of the.

Long term goals is for me to move my wife to Scottsdale because that's where she wants to go.

Some ads crush, you know, and some ads fall flat in their face. But the consistency brings the deals. You know, it's the old analogy that I gave about the, you know, we have this Christmas parade up here, I think I told you guys. And it's like, you know, they got these people that push these carts and sell old pretzels that are stale and popcorn and toys.

So I have to, I have to find a way to be able to afford that. And that's the land business.

That's for everyone.

Godly overpriced and say the, the, it's a mile long, you know, parade route. If they work 100 yards, that's equivalent to 1, 500.

Don't tease, don't, don't say it unless you mean it.

That mail is going out and how many pretzels are they gonna sell? They might get lucky and get a. But more often than not they have to walk all the way down, all the way back. And finally they wear people down and finally they buy the pretzels. They buy the.

I mean, I did leave coaching live.

And I can't and they sell out. But if they had just walked a little bit, 500 mailers and five ads out, maybe they get lucky and sell a couple, but probably not. But their consistent efforts over always produce. So we have to, I keep that in mind as a visual aid. Right. So yeah, Chris, like this would be.

A pretty good place to come on vacation with six kids.

It really would be.

Yeah.

Yeah. And, and Uncle Mark knows the best.

Pizza spot because you sent out 500 mail. There's no responses. But you just got to keep mailing. Right. Like Robert said, all of a sudden they're going to start coming. Right. They're going to start coming in and.

Then whatever your kids like to eat.

I know I've been to all of them.

You're going to have what Mark used to always say, right? More deals than you can handle.

Yeah, I think it's, you know, it's interesting like that, the whole faith thing. Like, how do you, how do you continue being consistent?

It's been great.

Multiple locations. Yeah. Yeah, that's consistent in the face of this.

Awesome.

Scott, it looks like we have a question.

Yeah, well, I don't know.

This fear that I'm doing this thing I've got. I'm investing, you know, in mailers or I'm investing in training.

Right.

And I'm not seeing the immediate success that I thought I would see.

And Robert, you know, we touched on this in depth.

But Robert, how do you keep the faith? Because we've all gone through those dips and you know, intellectually, like, I know Mike is right, like I just head down consistently keep doing it.

What's your, what's your day job?

My day job is in home improvement sales. So I'm a, a traveling salesperson. I live in my car.

I'm gonna come out of the dip. But there's, there's, there is that, that.

And I visit people's homes and sell them a roof or some windows or.

Some healing of like, oh, you know, maybe, maybe something's changed and I don't know. Or like how do you keep that faith?

Well.

I mean, when you, when you mail. Yeah. Some things do change and, and you know, sometimes prices go up and maybe you didn't siding and I like it. It's fun offer enough. But you know, I look back at, at the community and I see everybody else having success and selling properties, buying property. And I have freedom of schedule because I'm 1099. So if I'm not in somebody's house and I know that, you know, if I just keep doing it, I'm going to be there. I'm in Starbucks trying to buy some land or sell some land too. So if I send out a mailer that doesn't hit, then it doesn't hit and I'll just send another one and you know, try something different. Maybe adjust my pricing or adjust the area, the county I'm mailing in or something like that just to see, you know.

That's awesome. Well, so. And Chris has a, has a small.

Change will shift it the other way.

I love that. Do you guys feel like that's sort of the power of that community?

Like that.

Jim Rohn, as a practical land question, maybe Robert, you can give a little advice. So Chris has sent five.

Five idea of like you're the average of the five people you hang out with the most. So if this community, you're hanging out with these people and you see, you.

Know, handsome robs, 100 mailers with no responses. How do you keep the faith that this will work? What advice?

Closing deals left and right. I can too. Maybe not as many as him, but eventually I'll get there.

I think the community is huge. I think that What Robert said, you lean on the community. You see, you're surrounding yourself with people who, Having success, who have also struggled. And that gives you the. That's where the faith comes from.

Right.

Would you give Chris?

Well, it. Sometimes it takes a while to get responses. It depends on the county. Some people, I've milled some counties and it's been super quick.

These people have gone through that as well. And it's believable, it's real, and it's relatable and, and you can push yourself through that dip knowing that you can come on.

And some of them take six weeks, but there will be the other side.

Like everybody else did as well.

And I think it's important too. Like, you know, you send out 500 mailers, you don't get any responses. And you look.

Responses usually about the time you start receiving the, you know, the yellow letter.

Over at this guy, he sent out 500 mailers, and they're starting to come in, you know, you. It's important to not be overly comparative.

Right back is about the time people start calling.

Awesome. I, you know, Mike, Mike, you mentioned last week of the week before, like.

Everybody'S on a different journey and they're doing different things, but you can talk to people who sent out their 500 mailers and they didn't get any responses, just like you.

Right.

Like other people have been through with mailing.

Consistency is key. Right. And then the, the consistency will.

The same thing, and then it went gangbusters. Right. So you want to be in the community, not, not worry about who's getting further faster or anything like that, but just.

We'll give, we'll, we'll give you data. It's, it's almost like, you know, you got to die.

Continuing to, continuing to push forward.

No, 100%. I mean, you know, if you're going to compare, just compare your shirt to Mike's and then, you know.

You get.

A little dopamine hit.

I think I'm gonna wear odd shirts every week from there.

You know, what the, what the issue is with the mailings. You know, if three months down the road you have no responses, we gotta sit, we gotta, we gotta talk. Right. We gotta figure out what's going on. But 500 mailers, I mean, I think I, I definitely won the shirt contest tonight for sure.

Yes.

I think Robert, being our guest, should really be the one to judge.

You know, I, I can anticipate maybe it's been a month or so. You know what? Oh, I mean, sure.

Well, once again, not being A King's fashion. I think everybody looks great.

What. What advice would you give Mike?

Yeah, well, I think I've said this before on here.

There it is.

Oh, man. There in politics.

But I'm definitely gonna have a crazy shirt each week now. I think it's a great little team. I'm gonna look, to me, it's, you know, the consistency. Consistent mailing produces deals, Consistent marketing produces sales. You send out, you know, not all of my mailers for.

I'm gonna see what we're gonna talk about next week. Here. Let me. Let me look at the. The Nightcap agenda. We're fancy now. We have, like, we have an episode agenda and all that stuff.

Awesome. Yeah. Robert, thank you for coming on tonight. I think it's really, you know, helpful for people to hear, you know, just gives crush some. Some of them don't produce that well, but some of them produce X Story and, you know, what you're doing and how you're approaching it. I think it's unique. I think that it's inspiring and certainly helpful to people out there who are considering, like, hey, so well, so. But you average it all together. They all do really well. Just like, you know, maybe I'll do this, and then, you know, you're relatable. You know, maybe they relate to me, Scott or Mark or John, but they relate to you. So the more people they see, the more diverse people they see. Some ads crush, you know, and some ads fall flat in their face. But the consistency brings the deals. You know, it's the old analogy that I gave about the doing it. The more that, you know, we're gonna help other people take the step and make some big improvements.

I appreciate you having me.

I was excited when, you know, we have this Christmas parade up here. I think I told you guys, and it's like, you know, this guy asked.

Me to go on.

All right.

Yeah. Thank you.

Thank you. Thank you, Robert, very much. It's inspiring, for sure. We'll have you on again sometime.

And got these people that push these cards and sell old pretzels that are stale and popcorn and toys and next week.

This is good. This is a great topic. Next week we're going to talk about the beginner's road map to get godly.

Overpriced and say, the.

The.

It's a mile long, you know, parade route. If they work 100 yards, that's equivalent to 1, 500 in your first sale. Oh, nice.

That'll be. That'll be a really great topic next week, I think, for getting Newbies to their first, their first deal.

I love it. I love it.

By the way, Robert just private messaged me. They likes my shirt best. So just kind of the mail is going out and how many pretzels are they gonna sell? They might get lucky and get a. But more often than not, they have to walk all the way down, all the way back, and finally they wear people down and finally they buy the pretzels. They buy the.

Yeah. Honestly, like, you know, sorry, Rob.

Yeah, I don't think Robert would do that.

Yeah, I, yeah, I, I feel, I.

Feel like the can't and they sell out, but if they had just walked a little bit. 500 mailers at five.

You know, that, that third grade kid that's like, you know, you're making fun of the, you know, like when you're like, you, you know, you're, like, teasing the kid. You like, like, you know, like, like kids, like, when they tease each other. Oh, they really like them. So, you know, I think deep, deep down, like, I, I'm just very jealous that I, I, I just think it couldn't pull off that, that kind of shirt. Yeah.

So, oh, man.

Maybe they get lucky and sell a couple, but probably not. But their consistent efforts always produce. So we have to, I keep that in mind as a visual aid. Right. So, yeah, Chris, you sent out 500 mail. There's no responses. But you just got to keep mailing, Right.

Like, crazy shirt. We'll have a crazy shirt night next, next week. Should we have a crazy shirt night? Mike, you could wear that one and we'll order something.

Robert said all of a sudden they're going to start coming, right? They're going to start coming in and then blue T shirt. Yeah.

We're getting nuts.

That's nuts.

Are you embracing that minimalist, you know, where you just, you know, have certain color shirt so you don't have to, you know, have that decision fatigue. Mark, are you doing that?

Yeah. 100.

Yeah. Okay.

Yeah, I have, like, 10 black T shirts.

You're gonna have what Mark used to always say, right? More deals than you can handle.

Yeah, I think it's, you know, it's interesting, like that, the whole faith thing, like, how do you, how do you continue being consistent and I don't have to think about it.

It's great.

I do have, like, one. They're like, comfortable, distant in the face of this.

So I don't have decision fatigue because I delegated it.

Oh, my God. That's brilliant. That is brilliant.

I don't know if you delegated it so much as she's like, yeah, you need some help, dude?

Yeah.

This fear that I'm doing this thing.

Taking that duty from you. Zaino. Michael.

Accepted.

Laura must be on a girls trip or something.

Anyway, I'm investing, you know, in mailers or I'm investing in training.

Right.

And I'm not seeing the immediate success that I thought I would.

Thanks, everybody, for a fun nightcap. It's already been an hour, so. It's been actually a little over an hour, so, Mark, thank you.

Yeah. And again, I apologize. C. And Robert, you know, for my tardiness.

It's okay.

Yeah.

And Robert, thank you again for, for sharing your pearls of wisdom, your experience. So appreciative.

You're very welcome. Thank you for having me.

Yeah.

All right. Thanks, everybody. Mark, let freedom ring.

Let free to ring.

How do you. How do you keep the faith? Because we've all gone through those dips.

And.

You know, intellectually, like, I know.

Let it rain.

Night, everybody.

Good night.

Good night.

Mike is right. Like, I just head down consistently, keep doing it. I'm gonna come out of the dip. But there's, there's. There is that that feeling of, like, ah, you know, maybe. Maybe something's changed and I don't know. Or like, how do you keep that faith?

Well.

I mean, when you, when you mail. Yeah. Some things do change and, you know, sometimes prices go up and maybe you didn't offer enough. But, you know, I look back at. At the community and I see everybody else having success and selling properties, buying properties. And I know that, you know, if I just keep doing it, I'm going to be there, too. So if I send out a mailer that doesn't hit, then it doesn't hit, and I'll just send another one and, you know, try something different. Maybe adjust my pricing or adjust the area of the county I'm. I'm mailing in or something like that, just to see, you know, a small change will shift it the other way.

I love that. Do you guys feel like that's sort of the power of that community? Like that Jim Rohn idea, like you're the average of the five people you hang out with the most. So if this community, you're hanging out with these people and you see, you know, handsome robs closing deals left and right, I can, too. Maybe not as many as him, but eventually I'll get there.

I think the community is huge. I think that what Robert said, you lean on the community. You see, you're surrounding yourself with people who are Having success, who have also struggled. And that gives you the. That's where the faith comes from. Right. These people have gone through that as well. And it's believable. It's real, and it's relatable, and. And you can push yourself through that dip knowing that you can come out on the other side like everybody else did as well.

And I think it's important, too. Like, you know, you send out 500 mailers, you don't get any responses. And you look over at this guy, he sent out 500 mailers, and. And they're starting to come in. You know, you. It's important to not be overly comparative.

Right.

Like, everybody's on a different journey and they're doing different things, but you can talk to people who sent out their 500 mailers and they didn't get any responses, just like you. Right. Like, other people have been through the same thing, and then it went gangbusters. Right. So you want to be in the community, not. Not worry about who's getting further faster or anything like that, but just continuing to. Continuing to push forward.

No, 100%. I mean, you know, if you're going to compare. Just compare your shirt to Mike's.

And.

Then you, you know, you got a little. You get a little dopamine hit.

I think I'm gonna wear odd shirts every week from now on.

That's. I mean, I think I. I definitely won the shirt contest tonight for sure.

Yes. I think Robert, being our guest, should really be the one to judge.

Oh, I mean, sure.

Well, once again, not being a King's fashion, I think everybody looks great.

There it is.

Oh, man, there's politics.

But I'm definitely gonna have a crazy shirt each week now. I think it's a great little team.

I'm gonna look for. I'm gonna see what we're gonna talk about next week. Here, let me. Let me look at the. The Nightcap agenda. We're fancy now. We have, like. We have an episode agenda and all that stuff.

Awesome.

Yeah.

Robert, thank you for coming on tonight. I think it's really, you know, helpful for people to hear, you know, just your story and, you know, what you're doing and how you're approaching it. I think it's unique. I think that it's inspiring and certainly helpful to people out there who are considering, like, hey, maybe I'll do this. And then, you know, you're relatable. You know, maybe they relate to me, Scott or Mark or John, but they relate to you. So the more people they see the more diverse people they see doing it, the more that, you know, we're gonna help other people take the step and make some big improvements.

I appreciate you having me. I was excited when, when Scott asked me to go on.

All right.

Yeah, thank you, thank you.

Thank you, Robert, very much. It's inspiring. For sure. We'll have you on again sometime and next week. This is good. This is a great topic. Next week we're going to talk about the beginner's road map to getting your first sale.

Oh, nice.

That'll be, that'll be a really great topic next week, I think, for getting newbies to their first, their first deal.

I love it. I love it.

By the way, Robert just private messaged me. He likes my shirt best, so I'm just gonna.

Yeah. Honestly, like, you know, sorry.

Yeah, I don't think Robert would do that.

Yeah, I, yeah, I, I feel, I feel like the, you know, that, that third grade kid that's like, you know, you're making fun of the, you know, like when you're like, you, you know, you're like teasing the kid. You like.

Yeah.

Like, you know, like, like kids, like when they tease each other. Oh, they really like them. So, you know, I think deep, deep down, like, I, I'm just very jealous that I, I, I just think it couldn't pull off that, that kind of shirt. Yeah.

So. Oh, man. We should have a crazy shirt. We'll have a crazy shirt night next, next week. Should we have a crazy shirt night? Mike, you could wear that one and we'll. Or something.

I wear, I wear a blue T shirt.

Yeah.

Getting nuts.

That's nuts.

Are you embracing that minimalist, you know, where you just, you know, have certain color shirt so you don't have to, you know, have that decision fatigue. Mark, are you doing that?

Yeah, 100%.

Yeah. Okay.

Yeah, I, I have like 10 black t shirts and I don't have to think about it.

It's great.

I do have, like, one. They're like, comfortable.

So I don't have decision fatigue because I delegated it.

Oh, my God, that's brilliant. That is brilliant.

I don't know if you delegated it so much as she's like, yeah, you need some help, dude.

So, yeah.

I'm taking that duty from you, Zaino. Michael.

Accepted.

Laura must be on a girls trip or something. Anyway, thanks everybody for a fun night gap. It's already been an hour, so. It's been actually a little over an hour, so. Mark, thank you.

Yeah. And again, I apologize for my tardiness it's okay. Yeah. And, Robert, thank you again for. For sharing your pros of wisdom, your experience. So appreciative.

You're very welcome. Thank you for having me.

Yeah.

All right. Thanks, everybody.

Mark.

Let freedom ring.

Let free to ring.

Night, everybody.

Good night.

Good night.