The Land Geek Guys Are Live!

Welcome to Nightcap.

It's bad.

Welcome to the holiday 2020 edition of Nightcap. I don't know if we're prepared to sing tonight like we have in the past. I know. I'm not. I know. I'm also taking this off right now because I can't stomach that much longer at all. So anyway, what's up, fellas?

Happy holidays to you guys. You know, we do a little special Tuesday night because it's been crazy in the last couple weeks, holidays and all. Happy to see you guys. Mainly just a reason to get together and celebrate the holidays with the two of you.

Yeah, it'd be nice if we could do it in person, wouldn't it? An in person nightcap. Ah, can you imagine?

Now we're talking.

That would be good stuff.

It would be good.

So. Yeah. But happy holidays to you boys. What's going on? We got people rolling in. We got some watches. I know it's not our typical Wednesday or Thursday night, so we might have a.

Maybe we're gonna find out this is the right night.

Maybe we get over like 5 or 6,000, you know, live viewers. We should consider switching. Feel good about it.

So what's up, everybody? As you come in the room, say hello, please say hello. Happy holidays. What's up? I've been a bad girl. Sienna. Oh, boy. Okay.

That makes me so, so happy right there.

Is anyone there?

I see.

I see. No comments. Just let me know if you're there. Is anyone there? Anyone? Anyone?

Anyone?

Anyone? Maybe we're not live. I don't know. There we go.

I just found us on YouTube.

We got a comment. Hey, guys. From Facebook user. How is it going? So tonight, Keith Forshay is here. Merry Christmas, gentlemen. Keith, thanks for tuning in. There's always a little 5 minute lag from when we start the show to when we start to get some comments.

So let's talk about. Listen, this is basically, we may not be back on the air until 2021 because, you know, we got Christmas and we got New Year's. We could talk a little bit about 2020. We could. We could talk a little bit about 2021, things we've learned. We did a little bit about goals, I think, last time we were on here. But we, you know, the state. The state of.

The State of the Union. What's so funny?

Nothing.

The state of the land. Geek Union.

State of the land. Geek Union. Yeah. What's going on? So, Matt, you had a great year, I would say, right? Overall, this was sort of a triumphant year. Would you not say, Is that a bad word? Can I use that word for your year in the business?

Triumphant. Sure. Yeah, we. Yeah, we hit our goal, and we grew by 10,000. And that's lovely.

And we sound pretty good to say.

We now make money instead of losing money. And. Yeah, it's funny. Anna and I were talking about it this morning. We were sitting here. We were like, we're so. We need so much more gratitude in our lives, right? Because, you know, we're like, we suck at this. You know, we're like, we. Like, we know we don't suck at this, but, like, yeah, it's just not going the way we want it to go. She's like, well, we did. We did sell seven properties so far in December. And I'm like, yeah, I know. Like, it's ridiculous. I'm like, we're so dumb, honey. She's like, we are so dumb. We've sold over 50 properties this year, and we're, like, complaining. It's so. It's literally.

Are you down on yourself for seven sales? Is that what I'm hearing?

It makes no sense. You know, what it is, though, is we know we're doing good, but we're goal people. Like, you know, we need to know what we want to do, and then we need a plan to do it, and then we just do the plan. Whatever. Like, we wanted to have five kids. We did it, sort of. We got to four, and we had to stop. But, you know, like, we want. We wanted to build a house, we did it. Like, when we have a goal and we have a plan to get to the goal, we get there. And right now we don't have a plan. And that's what we've come to realize. And so we're not being. We're not happy with where we're at because we're not, like, working like a dog to get somewhere. So I was trying to review where I think I need to be at the end of next year, and I haven't quite gotten there yet to hit the monthly that I want, so hopefully I'll have that by 2021. But, yeah, like, goals. Like, I need a set of goals badly. Very badly.

You know, first of all, if you could just shift a little bit to the right or left. Let's take a look at that sign because it was reminding me of something.

You like my sign? Yes, my new sign.

What's the sign say?

We can't tell from here, but I think it's monstrous.

So this is. So this was a present from my Nightcap brethren. So shout out to you guys. I love you. Thank you. But it says the rent is due. It's the monopoly rent guy, by the way. That thing is, like, almost as tall as me, and I'm a giant, in case you don't know that. But it says the rent is due. And it's one of our. Bosman and I is, like, favorite. It's like my favorite quote. Bosman. I don't know if it is for you.

Well, it's one of them for sure.

But success is never owned. It is rented, and the rent is due every day. It's the most perfect quote for this. It's from a guy named Rory Vaden from a book called Take the Stairs, although he's sure that it's from somebody else. I think he doesn't know where he got it from. But that quote is perfect. Success is never earned. It is only rented.

So.

So I love that quote.

I love the way that you were talking about how you apply yourself. I was thinking when you were saying that the old. What's the quote? Put your nose the grindstone, right? Or something like that. How does that go? Because this business is like that. It rewards action. And, you know, action, whether or not it's perfect or not in and of itself can create just wonderful things. You know, you put your nose to the grindstone, you develop a process. You may have to go back and redo that process, but you won't be the same person redoing it. You know, you're going to be coming from a new set of eyes with some new successes, some new failures, whatever. But all this is going to help you continually grow. I was listening. I've been reading a lot because Bossman. One of the. One of my gratitude 2000s is bossman got me into a book a week. And I think I'm doing more than a couple now because you introduced me to the speed. Speed reading who's limitless. What's his name?

Jim Quick.

Yeah, Jim Quick. What a name for a speed reading guy. Right?

Did you really learn to speed read, though? Like legit?

Well, he gives you tips.

I'm reading a lot faster.

Yeah. One of the tips that he talks about is just, you know, it's funny, he's so right. He says, you know, do you actually narrate as you read? And I do. I figured. But then the reality is that your narration is slower than you can comprehend. So if you can actually move your finger along the page very quickly and look at every word, you can almost like you do grasp it. It's very weird. You have to somehow. And I'm not there yet, but you have to remove that internal narrator once that's gone, or the more that you turn that volume down, the quicker you can comprehend. Like, I'm cruising through books now, and it's awesome. It is awesome.

It takes practice. There are all these strategies, Matt, to learn how to read quicker. And, like, seriously, I think you should finish that book. I know for whatever reason, you said you liked it, then you said you hated it, but go back again.

I like the opening. I like the opening half chapter. And then I got, like, four chapters in.

I didn't.

And I didn't like it anymore.

But. But it actually. It actually. If you sit down and you practice your speed reading, it's really amazing what happens. And Mike's exactly right. Like, I struggle with that, too, because I am. When I read, I have to hear the word in my head as I'm reading. But you can turn that off, and you can get to the point now where you don't have to have that internal narrator. You can just kind of comprehend the words on the page because your mind works so much faster. It's really cool.

So I'm reading faster, and I'm not making a joke. But what if you absolutely loathe reading?

I think you have to love the topic, though. You have to do something that's the subject matter now. What? It's inspiring. So what I've always wanted to do, and now, because of this new technique I can do it, is when I'm reading a book, I'll use that book to springboard into the next book, because they'll reference somebody in their book. They'll reference an author, a historical figure. And I'll be like, what? And I'll take a book. I'll go, right on. I'll pause. I do it on my Kindle. I'll go look, I'll buy that next book. I'll boom. And I'm there. So I'm just doing the springboard effect. I think if it's. You have to find something that really inspires you. Now, we may think that we need to read about because we're entrepreneurs, it has to be business. But I don't think so. I think that there's. In fiction, nonfiction, there's all this inspiration that can come to us, and I think it educates us and pushes us to high levels of success. So you just got to find something you love, I think. I don't know, maybe what you're trying to read doesn't inspire you or you don't love it? I don't know.

It's not the. I'm a really. I'm a pretty weird guy, right? I think we can all agree.

I'm pretty sure we all get on this call.

So pretty. Pretty out there. So. I had a sick. I have a, you know, a sick, kind of a weird learning disability that was mildly like dyslexia, where people read backwards. I don't read backwards. I simply take a word I've never seen before and I take all the letters and I just mix them up and I add other letters and I take letters out and I turn it into a word that I'm familiar with, and I read that word. And so when I grew up, reading was a absolute chore, and I freaking hated every last second of it because I would read a paragraph and it would be all. It would be 100% wrong because you.

Could miss something because you're replacing words that would not be right.

Context makes no sense. So I physically don't like reading. I love listening to audiobooks. I love learning new stuff. I really do. We pay for CuriosityStream. I just am addicted to documentaries. I only listen to audiobooks. I do it while I read the book. So it's not the book, like, physically.

The actual act of reading.

The act of reading. I get no joy in it. I will sit there and listen to a book, but. And I. Actually, that's one of the reasons I didn't like Limitless is the guy's voice is not.

Yeah, well, you know, that's funny because I read this one book when I was younger, like seven or eight times, if you guys ever heard of it. It's called the Wave, the Peaceful Warrior. This guy, Dan Millman wrote it, and I'd love. But then I heard him talk one time after reading the book seven times, I was like, no, like, this can't.

Be the guy that wrote the book.

This cannot be nothing if you're listening to the podcast, because we. We are really out there and lots of listeners. Dan, I'm sorry, just your voice didn't resonate with the voice I had projected into the story.

I am a warrior.

No, it wasn't like that. It's a pretty good. But anyway, so one of the quotes. The reason I brought this up, one of the quotes in one of these books is basically talking about it said, the illiterate of this coming generation isn't going to be those who can't read. It's those who aren't Able to unlearn and relearn once again. I thought that was a really cool quote. Like the ability to. You think you have this all down, right? But maybe there's another way you could read it, you could go back, redo it. And I think our business is like that.

I have a suggestion for you, Forbes. I think while you're listening to an enjoyable audiobook, you should get the same copy of the book from the library.

That's what I do.

And okay, so you do read every.

Book behind there that I've read, which you can't see now. All of my books. And I have a million business books.

Right.

I also own the audio copy.

But do you read the physical copy while you're listening to the audible?

Yes.

Okay, good.

And then you can listen to it by. If you're reading the book, you can listen to it 2x. Yeah, no problem. Like you can't usually you do like what, one and a half on like a podcast. You can go 2x on any book and then you feel it, you see it, you hear it. And if you're drinking on the plane, you taste it.

Nice. All the sense, all the senses. Do you have a haptic? Do you have a haptic. What do you call that sensor headpiece thing that you use when you, when.

You ready, player one? No, I, I, I found that as a kid. That was actually, that was a strategy. My something to give my mom. I used to get, I used to get books on tape from the Library of freaking Congress.

Nice.

They sent me this like old school machine and these weird a track style tapes. Yeah. From Congress.

You're dating yourself now, buddy.

I'm sure you could still get them. World's largest library. That was what I had to do when I was a kid.

Was that a purchase or a rental?

No, that was free.

It's free.

That was free. Library of Congress.

Yeah. Well, hey, I love ours.

Let's move on from my, my disdain for reading.

I love our discussion, but we do have some comments, so.

Oh, good.

Well, this all spring sprung. I don't know, whatever.

Spring, spring, spring, spring sprung.

Spring, spring sprung from talking about 2020. Moving into 2021.

Yeah.

Yes. Goals.

So anyway, we'll do some comments, then we'll come back to that topic.

Yeah, I like it. All right, so this is, I don't know who this is from. It's Facebook user. It might be from Carla Mulligan because I saw this comment or this, I saw this question, I think earlier today in the Facebook group. But the question is, has Anyone had issues with Marketplace messages disappearing from Facebook?

Facebook?

All of my Marketplace messages have disappeared unless I'm using the app on my phone. This poses a problem for my va and I can't seem to figure out why this has happened. I've asked the community. It seems I'm not the only one. So I looked into this today actually, and I asked my va, are you seeing this? He's not seeing it right now. I'm not seeing it right now. But I know multiple people in the community are seeing it. You guys seeing that? Well, Forbes, you're locked out of your Facebook, so you can't even comment.

I believe I have seen that actually, and I'm not sure what that. What's going on. That I believe I know what they're talking about. That desktop application versus phone application shows. It's. Yeah, it's almost like you have to go into the marketplace on the desktop. It's a different route of entry, I think, is what it is. I'm not sure exactly what's going on, but I know what they're talking about.

I think it's like a glitch in the matrix.

Yeah.

Two black cats walk by at the same time.

So the. So the bottom. So the problem is she can see all the conversations on her phone.

Yes.

But. But the VA is not seeing all the conversations on the desktop. So that could create an issue for sure. If you've trained a VA to handle all your sales leads. So then I guess what can you do? Well, you could use a. You could funnel those people right away to a CRM. Right. Like so if Carl. If you can see them on your phone. Although there's a little bit of a bottleneck and it's not necessarily convenient if you have to deal with it all. But if you can funnel them over to like a follow up boss or something like that, and then have your VA use follow up boss to interact with your leads, that might be a short term solution. But yeah, Facebook is. There've been some definite changes with Facebook this year. It's like really inconsistent. Like one week we're fine. We're getting a lot. We're getting thousands of views. The next week, we're locked out of our account for a week. The next week we're getting five.

Super choppy.

It's really choppy, so it's frustrating.

Super choppy. You know what? And it just means that you need to get Facebook up and going to a place that you want and then you got to go get something else up and going.

Yeah.

And if you're only on Facebook, then you're really, you know, you're doing yourself a discredit in the future because they're gonna drop the bomb at some point. Whether you get locked out for a week or two weeks or they completely change the algorithm or whatever, they can do whatever they want. So get it up, figure it out, give yourself 30 days, get it going, get it done, and then go figure out the next one. And. And then it's not as bad. Impactful. I feel bad for whoever that person is. I don't know. You know what's weird is my VA sits on that computer, which I guess I don't know if you can see or not, but. No, she's in on my account. I don't know why I can't be in on my account.

It's very odd point, though, the diversification, because here's the. Here's the reality. Even if Facebook were to lock us out completely, there are still all those same buyers out there looking for the properties. So.

Yep.

You know, they're still. They still exist. You just have to access them.

Yeah.

So you have to find ways to penetrate over and get into that. Get it done.

Really. Okay, so let's see what do we got here? This is from Aldol. Aldo, how are you, sir? How is Illinois? Aldo wanted to say hello and happy holidays in the mid. He's in the middle of flight school, and things are going well. So, Aldo, that's good to hear. I believe you guys mailed just recently, maybe a couple weeks ago. Three, four weeks ago. So I'll just bring something up in that. In that realm. I was talking to somebody the other day, and I know we've talked about this before, but I'm gonna throw this out there again because we get a lot of new viewers. Right. And it's all about. In this business, you can't expect results right away out of the gate. Right. So I was talking to somebody on the phone, and they were a little frustrated because they'd sent out 400 offers and they hadn't gotten any response. And I'm like, well, let's diagnose this a little bit. Right. Like, when did you first mail? Oh, three weeks ago. Okay, well, you mailed three weeks ago. You know, it takes a week to process at Lob. Right. So. So really, you mailed two weeks ago, and if you're using the drip function, you're sending out, you know, 20 a.

Day or whatever, and you put them in the mail, since the mail is 100% effed it's effed. They're not going out till January anyways, and there's nothing you can do about it.

It's awesome.

There's some really messy stuff going on with the mail right now. Even priority mail. Two day priority mail. Like a week, two weeks.

Dude, I got 20, $30,000 in checks. I'll take those anytime they're in the mail. Sps in the mail. Just in the wind. They should have been here two weeks ago.

Just.

Yeah, the mail is a disaster.

I got some money in the mail, too. I'm like, well, I wonder when that's gonna arrive.

But Ann gets a scanned email of all of the letters that are arriving that day from the mail. Do you know you could do that?

No. What? Oh, Tip of the week gets like.

A PDF of everything that's coming in the mail that day. And I'm like, number one, you've ruined the mail flat out. Don't ever tell me what's going to be in the mail, because the only joy I have in life is walking to the mailbox.

Right?

That's my joy. Don't take it away. But yeah, every morning she's like, yep, it's not gonna be here. Like, you gotta be kidding me. So there's definitely big hokiness going on with the male. So have patience with that. But also, like, it's been three weeks. Come on now. Right? If this took three weeks for you to just go make money, everybody would do it, and therefore, it wouldn't work.

So patience, patience and consistency, right? You gotta mail everybody. And it'll come. If you build it, he will come.

If you buy it, they will buy it from you.

Yes. Allison Rennie says many people are leaving Facebook. If more people leave, they might just lose money. That's true. Lot of people make money on Facebook. Yeah, Facebook makes a lot of people on the. On the people making money on Facebook. So I think now they may want to make even more money from the people making money on Facebook, which it might be going that direction at some point.

But listen, if I had to give Facebook a chunk of the action to get my ads where I want them to be, like, no problem.

Yeah, exactly.

Mark. Mark Zuckerberg. Buddy, buddy. Call me.

Let's do lunch.

You. You know, that just went directly to him whenever anyone mentions his name, because, I mean, he's got his haptic sensor on and he, he, you know, he.

Cares deeply about what I say. I can tell you that for sure.

Let's see, somebody says the posting domination stuff from Scott Todd seems Outdated. That's an interesting comment. Anybody want to comment on that? Zano, come on.

I think all. Listen, I don't know how recently he's updated it, but all of the tools and tactics can be morphed to your. To your advantage any way you want. I mean, these. Even if you don't run it the exact way that he presents it, you can still take all the information and you can use that to scale your business so there's still tons of information, and that's very applicable.

Well, that's like the toolkit, right? Like I hear from people, oh, the toolkit's outdated. But listen, everything you need to understand this business is in the toolkit. It's like everything is in there that you need. Now, the market changes fast, and the module Mark put in there a year ago is maybe not going to apply directly to today, but you can put the pieces together now. Do you want to put the pieces together by yourself and, you know, spend a lot of time and energy finding the answers, or do you want to do something like flight school, where you are fed the most current recipe for doing land? That's why a lot of people do flight school, because Scott Todd teaches you in real time what he's doing in his business today. Like, it's exactly what he's doing today. Flight school today is different than flight school a year ago. The flight school that starts here just January 13th is different and better than flight school was a year ago, because Scott Todd is teaching you exactly what he's doing in his business today.

Right. There's been growth, there's been change, and it's all present in the most applicable way for what we're doing right now.

This stuff changes really, really quickly. Like, really like. Zano, you'll hear us go, Foxy Proxy. Foxyproxy was in, you know, was something that we used three years ago. Yeah, right. It's what everybody used three years ago. I don't know if anybody still uses them. I doubt it. But, you know, this stuff gets updated and gets changed pretty quickly. So I'm going to pour myself another drink now.

Yeah, me too. I think we should have a refill.

Refill, Refill. Cheers. What are you boys drinking?

Oh, we got there.

It's in Balvini.

Balvini. Caribbean cast.

Your house. What are we drinking there?

I got the jokes. Joseph Magnus, straight whiskey.

Wow.

That sounds pretty hardcore, bossman.

That sounds.

Joseph Magnus.

Wow.

Straight bourbon whiskey. This is from a very good friend. Very good friend who sent this in the mail.

So I thought send Whiskey in the mail.

Yeah, I mean, I. I mean, you can. I don't know if I would advise it. It was in a lot of bubble wrap, which is good.

Right. Right.

So. So, yeah. What else is new? We got.

Sounds like a good boy.

It was head.

That sounds a little aggressive. Boy.

No, not at all. I love that you could hear the poor.

We're into the second half hour here. Let's dial back.

Let's dial back.

We heard from Forbes. 2020. 2021. Anything you like to say? Reflection upon the 2020. Moving into 2021. Any final thoughts for the year?

Reflections?

He's asking you. Forbes, right? Or Judy asking me.

He's asking you. I already reflected. Forbes reflection is over.

Oh, you're asking me.

I'm sorry. Yeah. Maybe I worded that wrong. We heard from Forbes a little bit about his reflection. Anything? It doesn't have to be. It could be anything. Just takeaways from 2020. What are you looking for in 2021? Anything possible.

Talk to us. What am I looking for in 2021? Listen, if I could replicate what happened in the land business in 2021, I think it'd be pretty happy. This year was a pretty good. In the land business, like we bought a ton of property, we sold a ton of property. As far as those things go, I'd like to. I'd like to do it all over again. And I'd like to scale it this year for me, just, I think, as it has for everyone, has provided a lot of perspective on just the current state of the world and the health of your friends and family members and. Yeah, you know, it's just. It's something I think about more now than anything. And it's. It's been an eye opener for sure this year. Right. For all sorts of reasons. Not only Covid, although that's been horrible, but. But other things also. So I don't know. I guess for me, this year just a main thing that I've taken away take home message from this year is just not to take things for granted. And that's relationships. That's your spouse, that's your kids. That your situation in life. And to be a little bit more grateful for what you have. And that's what I've really taken away from this year. Things are, you know, not to sound. Not to get all squishy and soft, but I mean, squishy. This is a blink of an eye that we're living right and you want to make the most of the. Most of it. So you never know what's going to happen. So that's what I've taken away from this year. It was a successful year, land wise. It was his successful year in a lot of different ways. I'm very grateful for the fact that I was able to have an impact in certain areas of my life and I hope that continues.

But.

But I. But I'm going into next year with a little bit more of, I guess, a gratefulness mindset because you never know what's going to happen. It's craziness. Well said.

Very nice. Very nice. Yeah, you know, I too, you know, very happy with this year's performance, land wise, but happy to also be constantly improving everything, even going back and reevaluating processes. I think of that famous Bruce Lee quote, which I think he stole from somebody else. But that's okay. It's not daily increase, it's daily decrease. Hack away at the unessentials. Right. So how can we remove these things we're doing? How can we streamline, how can we simplify? How can we continually just weed away and get rid of the unessentials and get this down to exactly what we need it to be? And that's being honest and going back and redoing processes and tightening them up. So I look forward to that in 2021 to make things even, just more streamlined and more efficient.

Yeah. I mean, Zaino, here's another thing that that just I'm very cognizant of. I'm very thankful for those people that I have surrounded myself with in the last few years or those people who have taken me in, which is awesome because I learned stuff all the time. Like, it's so cool. Right? So that would be another piece of advice to those people out there who are maybe just starting in this business, but find someone to hold you accountable. Find someone to that, you know, that, you know, maybe a deal that they do inspires you to do a deal or maybe a deal that they do makes you a little bit jealous and that inspires you to do a deal. Something like that, right? Like, I don't know, find somebody, find a connection in this community to help push you. And that's the cool thing also about not only, you know, our Facebook group, you can find people in there, flight school, you find an accountability partner for you have an amazing accountability group. Like, you find an accountability group in a group that you connect with. And those people, you, you are going to grow leaps and bounds because of those people in your life. And not only, I mean, you're going to Grow financially, you're going to grow intellectually. It's pretty cool.

I agree. You know, speaking if you want a really good accountability partner, this is a great thing to do. If you're looking to. If you haven't, if you're struggling with automation or maybe more with delegation and you need an accountability partner, I say pay for one. I say go find a VA on Upwork and give them a. Even if it's 10 hours a week, give them salary. So you're going to show up two hours a day, Monday through Friday, and whether or not I have work for you or not, you're going to get paid for those two hours. You're going to very quickly want to find things for them to do because you're paying them. Right. And that could become a source of accountability. And that's the beginning, the origins of. Oh, it's like. Oh, it's not like Wolverine origins. Like, it's the origins of the executive assistant. This is how it all starts. Yeah, this is how it all starts. You know, a great executive assistant could start out by someone who you just hire for 10 hours a week, show up. If I don't need you, don't worry, you're getting paid. But guess what? If you're paying someone, you're going to want them to be busy, and that's going to bring accountability to your business and you'll start finding things for them to do, you'll start to outsource, you'll start to delegate, and it'll force your hand. It won't cost you that much money either. Nothing.

I can tell you. That's one of the big. We were going through this morning, looking back at the. At what? You know, going to different boot camps and like, what. How the hell did we get so far in one year when we feel like we got so little in other years?

Right. And.

And I. We think that's a big part of it is just hooking up in our original accountability group changed. Like, one guy left. We had to get rid of one guy. He really wasn't doing it. He's back doing it, which is kind of awesome. But the spots filled, by the way. But. So we think that was a big. That was a big deal. Just a half an hour call once a week. We're like, this is what we're going to do. And we posted our goals for the week. And then I was accountable to come in and be like, here are the seven things we were going to do. I got six of them done. I didn't get this Other one. Here we go. And it. It really moved the ball forward. We got a lot accomplished in the last year as a result.

You know, Forbes, I don't know if you remember or not, but last January, which is the last time we saw each other in person, like, was it really. Yeah.

Jesus.

Last January in San Antonio. And I mean, I don't. I want to divulge too much on this call, but I remember having a conversation with you and Ann in your hotel room, and you guys were frustrated, right?

Oh, my God. We were like, we weren't ready to quit, but we were. Yeah, we were like, we've been doing this for a lot, for a long time now, right? And we mostly were wholesaling to pay for the business. So we were churning, and we weren't getting anywhere right from a. We weren't. We weren't doing a lot of terms deals because we weren't focusing on terms deals. And then we were upset that we weren't doing a lot of terms deals. Makes a lot of sense, right? Yeah, we were, like, in that one, we were super frustrated. We had put together our team, and we were just starting with that team. But there's a point where, you know, the business, right. Deals along the way, but it has to sort of. It has to kind of come together for you, right? And it takes time. This is not something where, like, I guess this is not true. For my path to success was not laced in, like, I started this and it went super well right from the beginning. Like, that was not my journey. My journey was painful and brutal and, you know, tough and totally worth it, right? Don't quit. That's what I keep saying. Just don't quit.

All you got to do is not quit.

That's all you gotta do. I swear, at least once a week, once every other week, I talk to somebody who's like, hey, I saw you on this thing. Do you have five minutes? And I'm like, yeah, sure. And that's what I say every single time. Just don't quit. You don't have to be the smartest guy in the room. You don't have to have the most amount of money in the room. You don't have to have all of those things. You just have to be the last guy in the room. That's it. And eventually, like, eventually, you'll start connecting those dots and it'll start to go, like, it will go 100% of the time if you stay in this business. It'll work, right?

That's one of the best quotes of 2020 from Forbes. Just don't quit. That's it.

I'm going to write a book called Don't Quit. Listen to Mark and Tate.

Zaino. Are you drawing pictures over there? Are you drawing.

Taking notes?

Oh, you're taking notes.

Okay.

All right, let's see. Let's see if we got any other comments. We got another comment from Alison Rennie. She says we've been checking out properties on Zillow, realtor.com and Trulia. It seems we find a property we like, then the next day it's pending, then the herd. Those listings can be months old. So, Allison, it's interesting. Are you, it sounds to me like maybe you're a buyer and you're looking for land. So go check out landmodo.com check out.

Just post in the comments where you're looking for land. Someone's probably watching on this show right now that'll have a parcel for you. Where are you looking?

If you, if you are in the Facebook. Sorry. If you're in the Land Geek Facebook Group, the Land Geek motivation and wealth creation group on Facebook, post in there where you're looking for land and people may chime in with some opportunities. So, yeah, awesome. Chad Swanson says Merry Christmas. Merry Christmas to you, Chad and Haley.

And the little Christmas.

The little ones. You guys are killing it. Any other questions out there? Any other wins? Any other struggles? Let's talk. Let's talk about it. Here we go. She says they're looking in Arizona, Utah, Idaho, Texas and Nevada. They want to get away from California. So listen, Arizona, Texas and Nevada, if you go, if you go on our Land Geek Facebook group and say you're looking for land in Arizona, Texas or Nevada, you're gonna get about 50 people emailing you with opportunities. So definitely do that and you'll be able.

Definitely not.

Yeah, not Idaho, not Utah.

Idaho is a no mail state. So you don't get a lot of people who are mailing for properties.

Barry Ribs. Barry, nice to see you. I know you've been on here a few times. He's heard that rural land is being bought up at a record pace and for higher prices than normal. Is this a concern for all of you heading into 20, 20, 21?

Barry, I will let that be your concern. And I will continue to sell rural land for more money than I did last year. No, not a concern. Look at them.

I mean, here's the thing.

Country is so much property out there's.

It's just shifted a little bit, right? So it's like, are, are Are we. Is land in demand?

Yes.

Yes. Is that pushing up the purchase price? Yes, but it's also pushing up the sales price. So things have just shifted a little bit. We're still buying land for 25 cents on the dollar, and we're still selling at, you know, retail cash values, or like Mark says, 300 to 1000% on terms which. Yeah, we're still doing it, I guess.

Yeah.

25 cents on the current dollar.

25 cents on the current dollar. Yes. I love it.

On the dollar.

Dollar. The dollar. I have to say, I'm very. All right. I'm gonna. I gotta. I gotta mix up my background over here. I'm feeling jealous. I'm feeling jealous of Zano's setup. Look at him. He's getting all fancy. He's got the black background. He's got. He's got his own quotes. His own quotes on the wall. It's a little pretentious, but that's pretty cool.

Can you tell by the initials?

He's got the. The microphone that he feels he needs to lean into, even though he doesn't need to lean into, but he likes to lean into it because it. Because it makes him feel like Joe Rogan or something. I don't know. He's listening to himself on his headphones. Like. Yeah, he's fancy. Forbes has got the new sign. He's got the new sign. He's got the fancy mic. I'm gonna switch things up a little bit for 20, 21.

I think you got the bumblebee. Show us the bumblebee.

I do have the really cool Star Destroyer. I have the Star Destroyer Bluetooth speaker.

Does that tell you listening to us?

No, but my wife got me the Star Destroyer Bluetooth speaker, which I think is freaking awesome.

The geekiest thing I have ever seen. And it's awesome.

It is awesome.

It's awesome. I'll give you that. It's pretty awesome.

Yeah, I got my. I got my Darth Vader bobblehead. I mean, I got some cool stuff, but I'm feeling. Feeling a little bit outshined. Outshone. Whatever.

Gotcha.

Well, anyhow.

Anyhow, so this holiday night gap, it's a little bit. It's a little bit more tame than prior holiday nightcaps. There's been songs.

We're not gonna do the 12 Days of Christmas.

Matt Forbes, 12 Days of Christmas negative. I mean, that would. That would take us through the next 15 minutes, and we'd be done with the show.

I know.

Pull it up on your computer. I know you have it saved. Let's just do it.

Zero chance that that's happening. No chance.

Come on. Zano, do you have a song to sing?

No, I don't remember what we sang in years past. I don't. Yeah, no, no. We're not ready for this now. We're not going to even go there.

Yeah, don't go. Don't go there.

Listen, this has been a wonderful year. I am very grateful for the two of you to be able to join you week to week here. Look forward to 2021. I look forward to the viewers coming back. I look forward to the questions. I look forward to continued growth for all of us. So I'm just happy to be here. Let's just. I think we could celebrate the fact that, you know, we're mutually creating success here.

You know what? It's. It's been awesome. I love doing this with you guys and can't wait for 21 and 1. 2021-2021-2021-2021.

Did you just. Just go into some sort of. I don't know what happened there.

I don't know what happened either.

Should we have the final toast? Is that where we're at?

Is that the final toast of 2020? Who. Who's going to do it?

You are, baby.

Come on.

You're the toastmaster.

Yeah, I mean, seriously, you know, you.

Can do it like this. He's gonna go like this.

He's gonna go.

Okay. He's gonna pull out of his back pocket this long. I guess I'll do it.

Well, let me just go to my.

Since you put me on the spot.

Hold on one second.

No, I don't. I don't have a toast at all. I mean, coolest wife ever. I do have the coolest wife. Wife ever. Well, yeah, I'm cool.

Yeah, you do. What's up, baby? I love you.

That's awesome. Let's see.

That's awesome.

Okay, here. I. I gotta. I have an Iris blessing for you. You ready? I think this applied. This applies supplies very well. This applies very well to the closing of 2020 and the opening of 2021. May your TWA mayor. Oh, geez. Mayor. Mayor. May your troubles be less and your blessings be more, and nothing but happiness come through your door.

Oh, that's a good one.

That's nice.

Cheers, guys.

Cheers.

Pros school.

All right, fellas. Allison, Rennie, I have some land in Nevada if you want to email me scottandgeekguys.com or if you want Texas land.

Which is much bigger than his Nevada land. Email me.

That's funny.

Actually, no. Don't you own, like, a mountaintop?

I own a mountain in Nevada, yeah.

Mountain. I think Boston has a mountain you could buy.

That's pretty cool.

Legit, right?

It's legit.

How many acres is that mountain?

It's 300 acres. 300 acres of mountain land. It's pretty cool.

Like a mountain.

Anyway, thank you, guys. We'll see you in 2021. Looking forward to it. Love you. Merry, merry Christmas and happy holidays.

Great being here later.

Talk to you soon. Thanks, Allison. Talk to you later.