The Land Geek Guys Are Live!

How is it going? Land Geek Nation. Land Geek hive mind. What is going on?

What was that for? Without the hive mind.

What's the hive mind? What? What did I miss?

It's the hive mind. The Land Geek Nation hive mind. What's wrong with that?

I think we're gonna restart this rewind.

We only got one watcher right now anyway, so they're fine.

So negate the hive mind. I don't know what that is.

What's wrong with that?

I just like collaboration.

It's a. It's a hive of minds. Have you ever heard hive mind before?

I literally have never heard those Scrabble words.

Always getting Scrabble words from.

Sorry, I've never heard of that. But, no, it sounds lovely since you explained it to me. I'm just, you know, I'm not a man about town, you know, I don't know.

Right. You know, Laura Zano loves it. She loves Hive mind. Thank you, Laura Zano.

Whatever.

Always a bossman lover.

So what is going on, fellas? She says a bunch of smart. Bunch of smart people talking land. That's what we are, us three guys.

Wicked smart guys.

We are here to talk land. We love talking land. On Wednesday or Thursday nights at 10pm Eastern and sharing a drink with each other.

Yes.

Yes.

Because am I. Am I sharing drinks tonight with you? Or are you guys just all tired and sleepy and have your water in hand?

It's so I can't explain to you how much work I got done today. It was insane. I was on phone calls from 8:30 in the morning until about 8:30 at night. And then I had to watch the Good Place in Blacklist with my children. And then I'm on this call, so I'm gonna drink.

Well, here's the important question, though. Did you sell any land today? Matt Forbes?

I don't really sell my land anymore, so, no, I don't think we got any down payments. We did have two people sign their paperwork, so that's. I don't know if that counts anymore. I don't know. I'm not sure where the win is anymore. I think it's when we get the down payment.

I love it. I love it. I'm not sure where the wind is anymore. I love it.

Yeah, that's empty. Anyways.

Well, what's up? Go ahead.

Zano, what do we got for watches? And that was the only question. What was the question?

No, there's. There's no question. Just Laura Zaino. What?

It was you posing the question?

Yeah, I posed the question. Did he sell any land today? That's it.

It sounds like an anatomically correct question.

Yes. Are you referring to my T shirt?

Yes.

Ah.

One of my favorites. I know all of these. I know all of those bones and ligaments, by the way.

Pretty good.

Yeah. So, yeah, we got some watches. Darren Nichols is here. Laura Zaniel is here. Everybody else is quiet.

They're quiet right now secretly in the background.

But. But we got some things to talk about, so. But first. First off, I think what we need to talk about is what a phenomenal weekend we had at boot camp.

Yes.

Boot camp.

I can't believe it. Those always fly by. It's like they come. The anticipation, and it's like, boom, it's over. I guess that's life. I shouldn't just say that's boot camp. That's. That's life. Right. But, you know, it's true. Things. You anticipate things. Right, Scott? Right, Matt? You. You anticipate things, and then they're over. I didn't call you Mark. I called you Matt. A little bit.

A little bit. You did. Like, easy, tiger.

I'm with you now.

Did you just snort?

No. Yeah.

Yeah. No. Yeah.

Let's talk about land before people give up on us, for God's sakes. No, they're not.

They're not going to give up on us. No. We had a. We had an amazing camp map. Forbes, we missed you. I always miss you at boot camp. Boot camp in boot camp in real time is the best because I get to feel like I'm five feet next to you, and you just envelop me in your massive arms. It's a. It's a lovely time, lovely hug that we have. But we. We learned a lot of land. We talked a lot of land. And what was that? Nothing.

What was that?

August.

What about August?

We might have. If things go well, we might have a live event.

I didn't know that. This is the first time I'm hearing about this.

Well, the dates are confirmed for boot camp, so whether it's in person or whether it's online, it's August 12th. August 12th through the 15th.

Vegas and freaking Vegas.

That's where the August one always is. It's got to be 120 degrees in.

Yes.

Where's the worst possible place we could go in mid August? I know. Let's go to the desert. Let's go there. You can't even walk down the street.

Go take pictures of your land.

I did have a really good time at the Las Vegas boot camp to.

Be Fair but good lord, I remember. So my buddy Jeff introduced me to Mark. I remember him. So he went to one boot camp before we went. It was in Vegas. And I really, honestly, up until boot camps, never went to Vegas. I was just not a big gambler and had no reason to be there. Just never went. And I'm like, just going to Vegas to learn about it just sounded like really odd, you know, this whole get together in Vegas. And it's interesting. We just had the boot camp. I remember getting ready to go see Mark in Arizona. And I was like, what you envision is never really what it is. Right. You think it's going to be some sort of, I don't know, ultra sales pitch? I don't know what I expected. I didn't expect this. To meet an authentic guy talking about something that was really not that overly difficult. And it was just interesting. I think back to that when I think of Vegas, you know, his first trip out there, I want to meet this guy Podolsky. I'm like, what are you going to do? Land invest? Huh? Of course, he starts doing really well and piques my interest.

I think of you forcing me to play Wheel of Fortune slots last time we were in Vegas.

That's my favorite game.

Mike's favorite game.

You know what I want to do with this $50 bill right now? I just want to give it to somebody who owns a casino. Oh, it's gone.

All right.

Oh, do you want to know what I want to do with this?

Better now?

Yeah.

And you're like, oh, come on. You always win for just like lost. Vanna. Vanna actually looked at me and she just went. It was weird glitch in the Matrix.

Well, yeah, that's what you think of when you think of Vegas. You think of just sort of, I don't know, nothing that's. I don't really think of things that are, like, lasting and life changing when I think of Vegas. Right. And the reality is this is lasting and life changing. So I always just think of that sort of dichotomy, right. That he's going to Vegas to learn this land investing. And just the fact that he was going to Vegas made it sound kind of different.

And then here's the cool thing, too. All three of our first boot camps. Well, no, you said yours was in Arizona, Mike. Yeah, my. My first. And Matt Force first was in Vegas. That's cool stuff. Pretty sure it was. Pretty sure that's where the bat was. But anyway, along with boot camp, which is a great weekend for just Learning a ton of content and also connecting with community. We have something every boot camp map for that we love talking about, and that's the boot camp magic. And there's three examples I want to give right now from the weekend that were absolutely phenomenal. So the first is Kale Heintzelman. Here's a. Here's a shout out to you. He. He's a. He got the toolkit probably a couple months ago. He's been hard at it since then. And during boot camp, he got his first sale. He bought a property wholesale and flipped it for cash, made a couple thousand dollars, something like that. Congrats to Kale on your first land deal and. And making money. And then another really cool one, Matt Forbes was. Amy and Mike volunteered to share their Facebook ad experience with the rest of the people at boot camp. So 75 people are watching Amy and Mike post their Facebook ad, and they posted it on Friday. Right. And with some assistance from Terea, because Teres awesome at Facebook and she gave. She gave all these pointers and we just watched the ad all weekend. Right. So they haven't. I think this is their first property. I think they only have one property in inventory. They set it. They set the ad Friday, and come Saturday, they had hundreds of views. Come Sunday, they had more. Multiple hundreds of views and multiple conversations going on. And come to find out, Monday, they sold it. So three days on Facebook. And you know what? They didn't have to step up and volunteer and be like, hey, we'll volunteer. We'll take a chance. We're going to put ourselves out there in front of 75 other people and feel a little bit vulnerable in posting our first ad. And they did it and look what happened. I love it. And the fact that Tario was able to kind of help instigate that process, I think was absolutely awesome.

Yeah, that's pretty wild, man. Like, you got to feel pretty comfortable about. About the world. If you're gonna go put yourself in front of that many strangers and just go do that. But, like, that's what you got to go do. I mean, you just got to get out there and do it. I mean, what do you do? Post a bad ad? Like, who cares? Just go post ads. Let's go.

Right?

That's awesome. That's really cool. I hadn't heard that story yet. That's excellent.

Yeah, it's a pretty awesome story. And then here's another. I got to read this email to you guys, and I haven't asked him to share it, so I won't say his name, but this gentleman just, just went through flight school and he was excited to go through boot camp and he says, hey Scott, I had to share some late day boot camp magic. This was my second boot camp and I just finished the last flight school. When boot camp started, I had five properties owned in Park County, Colorado for my mailings. You love that Matt Forbes. I had already sold one on terms but the other four have been very slow to sell. So many tire kickers and I'm a bit low on capital so really needed to sell at least one for cash. I attended boot camp for my own morale boost and just feel part of the community still. But I've been pretty frustrated this whole weekend listening to all you guys, your nauseatingly good attitudes and awesomely successful companies. But I was, but I was mostly just butt hurt that I didn't have any magic to share. Well, right about the third quarter of the Buccaneers Green Bay game, this is the only good thing that happened during the Green Bay game, by the way. I had a guy call, I had a guy call and buy three of my properties. One for cash, the one he paid, the one he paid cash for and the 1,000 times two down payment. So he paid cash for one. He put a thousand down on the other two properties. He, he covered what he made and he covered what he paid for all three properties. That's in that one Sunday afternoon land deal. After boot camp.

I'm still waiting to sell a property in proper boot camp. I have sold a dozen properties flying down and, or flying away, but I've never sold one. Like in the room it counts.

That's the magic going to, coming from. It counts.

Yeah, no, I like, I want to stand up and be like down payment stripe text. Yeah, it'll happen.

This is actually something we hear quite a bit of. You know he was talking about, I know he was joking, nauseating. Good attitude and all that. But you know people, they, they struggle and you know, they try to stay consistent. They get the so called tire kickers and then they get frustrated. Right. But then those who stick to it and I think you call it the stick to itiveness, is that right? Those who have that stick to itiveness, inevitably within a week or two after that moment, it's like they reach this moment where it's like I'm just tired of these people asking me if it's available and then a week or two later, boom, it goes at least critical mass and it sells. I think we've seen this time and time Again.

Over and over and over again. You just can't quit. Like, that's all there is to it. This isn't that hard. You just gotta not quit. I say it on. I say it every bootcamp. I yell at every new person. Literally, I will yell at you. I don't care who you are. And that's all you gotta do. And, you know, cash is good. Terms is great, right? It's a lot of work. And the secret to the business is not doing the work. You know, we had a guy. You know, we had it. We, like, we think we have squatters out in Oregon on a property right now. And, you know, Ann's like, oh, my God, we got this letter. It's $750 fine. It's blah, blah, blah, blah, blah, blah, blah. I'm like, whoa, whoa, whoa, whoa, whoa. Number one, why are you stressing about this, right? She's like, we've never gone through this. What are we going to do? I'm like, whoa, whoa, whoa. We aren't going to do anything. You're going to go call our executive VA and you're gonna scan that letter and send it to her and be like, shoo, Bertie, take care of this. Tell us what we need to do. And she's like, okay. That's what she did. I mean, I can't believe that I got, like, a threatening letter from the county. And I'm like, yeah, whatever. I don't care. Three years ago, this would have been lights out, code red. I'm gonna drive to Zaino's house so he can tell me what to do. Oh, my God, the world is ending. And now it's like, yeah, whatever. Just have that person deal with it. It's all good.

Yeah, it's all perspective, right? It's because. That's truly. Because.

Wholesale retail. Oh, that one. Oh, the other one.

Yeah.

Deal flow solves everything.

It does.

You know, they all work out.

It does look it. Even in, like, real sales and, like, my real job, Deal flow solves literally everything. If you got deals coming in, you're in the driver's seat, you can pass on the bad deals. You don't have to look at the bad crap. I think that's far more important than people think. I think people look at that, Mike, and they're like, yeah, no, that makes sense. You're like, nope, you don't get it. It's way more than that. It's everything.

Yeah. So true. So true.

That's awesome.

What are we talking about tonight, by the way? That guy was the butthurt stuff.

Yeah.

Whoever you are, I feel you. I. In my heart, I feel you. Man. It was like two years before it finally got going for me. I feel you. Nobody's slower in the world at this than me.

So I think it always seems like there's maybe some sort of just conjecture here that there's like an internal resistance to the recipe. I mean, we get shown the recipe, but is there some level of us that maybe tries to off script it or think that there's a better way or not believe it, but then it all comes down to it? I'm only saying it's my experience. Is that the actual way the recipe, as Scott Todd talks about it, when you employ that it works. Do you think there's some resistance to that initially, even though we tell people that?

I think for some people, probably, but my experience wasn't like, I'm resistive to the deal. I just gotta do it. Right. My problem is what you already mentioned, which was just perspective. It's really hard to get on the other side of that mountain and be like, ah, threatening letter from the county for $1,000. Yeah. Never gotten through.

Sounds like a Jeopardy Question when he says it that way.

Yeah, like, okay, you know what, leanne?

I'll take $700 fines from the county, please.

Yeah. What is. What is squatters?

Sheriff's office.

What? So, like, you just something your VA will correct? What is squatters? Like?

I pay you 20 bucks an hour. Like, you. You go. You know, you're gonna have. You're gonna. She's gonna go spend 10 or 15 hours probably, and in the end she's gonna tell us what happened. Okay, like, whatever. I don't know, like, it's. You gotta have sold enough property to be on the. To just not. Not that I don't care. I care deeply. But, you know, to be on the other side, I mean, like, my company was taken away by the state. They like took my S Corp away. And I had no idea because all of the bills were going to an old address that wasn't being forwarded to me, unbeknownst to me. And it was like a huge issue. We're like, it sounds like a problem. We're like, yeah, we'll just fix it. Call the state. The state's like, yeah, Covid, go away. We're like, nah, we really need to get this done. You just. You just roll with it. But in the beginning. Think back though, Mike, way in the beginning. Like, you. It. It should work. You've seen it work. You Know, it works. Other people have it working, but it hasn't worked for you.

Yeah.

Hasn't been flowing for you, so, you know, you're not quite there. You got to get to that other side. It's hard.

Yeah. Even going over and seeing a close friend of mine executing deals, building passive income, still wasn't sure that I could do it right or something. I'm missing what's. Is there something unique going, you know, But I think it's just being. Being willing to take that chance and.

Yeah.

And just try something different. When we get caught in sort of comfortable life patterns of behavior and this is a new pattern. I mean, buying raw land doesn't fit in with the normal. Wake up, brush your teeth, go to work, come home, you know, watch a little movie, go to bed. Doesn't fit into that normal routine. It's a little different. You gotta get a work class.

Yeah.

You gotta hustle. Yeah, yeah, hustle. It's the tortoise and the hare with so many people too. Right. Like, it's just all about putting in your reps and continuing forward with the recipe. And that's hard to do when you're not experiencing success like you want to. But I think for those of you who are maybe struggling or maybe you just feel like you're not going fast enough, just put your faith in all of the data points around you. Because there are so many people that have done this in our community. I mean, it's crazy. Like, the proof of concept that this works is crazy. So put your faith in that. Put your faith in just doing the mechanics and moving your feet, and it will come. Now, if you're having problems, you know, if you're maybe deviating from a recipe, either knowingly or unknowingly, that's where people in our community come in to help. So you post a question in Facebook or Mighty Networks, or you get on a call, me and Zaino, we'll talk you through this stuff. But yeah, it's just all about, you know, this gentleman, for instance. I. I get, I give a lot of credit, right? Like, that's pretty, Pretty awesome story. And, you know, why did it happen? Because he was doing exactly what he's supposed to. It just came at a different time for him than it did for somebody else.

Yeah.

Yeah.

Now, was that the second or was that the third story?

That was this. That was the third story.

Good night, folks. Thanks very much.

So we got some comments coming in. Jason offices. Hey, guys. Jason, nice to talk to you. Sorry I haven't answered you he sent me a nice message the other day. I haven't answered him. I'm a jerk.

Come on. I agree. Jerk.

Jesse Diaz is wondering what the attendance was, and he also says it's bedtime for the toddler. So low light laptop action. So the land gate guys are on the low light.

We're coming at you in the low light laptop.

So what was the attendance? I think. I think Zaino, we had 96 signed up.

Shut up. Really?

Yeah. Now there's. You know, inevitably, not all 96 people are gonna be on a zoom call all weekend, but I think at one time, the most we had in the. In the main room and. And keep in mind, there was VIP breakout room as well. Yeah. There were, like, 75 people in the.

Room.

So good stuff. Good stuff. Wendell Duncan says, awesome boot camp weekend, Wendell. That's awesome.

Glad.

Glad you enjoyed it. Darren Nichols has another good news story. Go Chiefs. Darren's from Kansas City, so not gonna happen. Darren, another good news story. Sold two properties this week. Sold the first property I bought in flight school and got my first buyers list sale as well as my first cash sale, so. Oh, here's the cash sale. You ready? You love the numbers, Matt Forbes.

Yeah, give me the numbers.

Bought for 2,500. Sold.

Oh, oh, oh.

You want to guess?

62.50.

Zaina, what's your guess? Bought for 2500.

Look, I need an envelope.

Six grand.

Oh, fellas, this is a Dude, you.

Say like 10 grand, I'm gonna drive to Minnesota, punch you in the face.

This is Kansas. He's from Kansas City, and I'm in Wisconsin, so I don't know where you got Minnesota, but let him go there.

Let him go to Minnesota.

Can I do one of these right now?

Soda.

He bought for 2500. He sold for 10. 400 cash. Dare Nichols, this is for you. Holy.

Baby.

That is a legit land deal. And wow. I'm excited for a lot of mailers. That's a lot of mailers. Exactly.

That's awesome.

Take your wife out. Take your wife and kids out for dinner and buy more land.

Yeah. Rinse and repeat like you have a great out. Like, I wish I got a cash deal like that when I was first starting. I don't know if you're first starting or not, but I wish I had one like that just to gain some momentum and feel great about it. I never. I got my first cash out, like, two years in. That's awesome.

That's an amazing deal, Darren. For sure. Yeah. More comments coming in. Jason. Mendoza saw at least 76 in the room. Facebook users wondering if we are taking questions. That's why we're here. We love questions.

Great question.

Facebook user. We love questions.

So we love questions. I have a question for the community, actually. How is our sound tonight? Because typically I sound really good and those two don't. 1, 2, 3. How's the balance test? That's what I want to know.

I'd also like to know if. If you're out there, if you think that Bosman sounds like he's from Minnesota. I mean, dude, right?

I grew up in South Dakota, and.

Did you know he's wearing a dress.

All the same places? I'm just saying, in South Dakota and Minnesota, that's all one state.

And he just got done running the 100 yard dash prior to the nightcap in this track.

I did, yes. Yes, I did.

Hello from Minnesota.

Saying. It's actually saying. I think saying is. Is calling for Minnesota. He's my Minnesota neighbor, saying was at boot camp this weekend, so that's awesome. Hope you had a good weekend. John Shipley is here. John, I believe is in flight school. He says the sound is great all around. That's nice. Nice to hear that. I like that.

So how was. How was my boy Burnett on Grill the geeks? He was good.

Oh, yeah.

What a jackass.

I think he mentioned you at minimum of three times.

Yeah, I mean, I mean, we all have a love affair. We all have a love affair with Matt Forbes, but John Burnett's like, Matt Forbes this and Matt Forbes this and Matt Forbes this. I mean, smart guy.

Wicked smart. My boy's wicked smart, yo.

Yes.

He's murdering I. He's murdering this business right now. He's murdering it.

Do you. Do you know, Forbes, that John and Valerie were, I think, our first ever guests on Nightcap?

No way. Really?

When we first started out, this was before your time, actually.

Yeah, I only came in. I only came in after like six or seven episodes after I met you guys at boot camp.

Yeah. So that's crazy.

I remember. I. You know what? I got part of the reason, actually, now that I think about this, that I was able to get Ann to go to that first boot camp is I watched. I think it was the podcast with, like, the podcast with Mark where he interviewed them and they had quit and they had left and moved home and done all that. And it was like they killed all their expenses and like, they weren't killing it in the business necessarily, but it was paying for that lifestyle change. And I was like, look, if these guys can do this, like, we can do this like they're 12 years old in our 30s.

That's exactly right.

Could do that. And that was actually one of the. And was like, watching this like, you're an idiot. We're like watching you on, like the 60 inch television. Right? And that was. Yeah, I forgot about that because there was a whole podcast around that. Yeah.

Good stuff. John Burnett was amazing. The other. The other geeks were amazing. We can talk about that in a second. But I have to say that the energy just raised in the room. You know why?

I think the creators. Yeah, The.

The creator, the Godfather, the man himself is in the room. What's up, fellas? Longtime listener, firsttime caller. Caller.

Mark, you gotta go check me out on the Peloton, man. You can see all the days I've. I've actually gone in and worked out or whatever I want. And by the way, I checked you out on the Peloton. Come on, bro.

Come on, bro. We're getting back on this week. Eric. Eric and I got him back on this week.

Did you, Mark?

We're riding. We're riding Saturday morning, you and me. Whoa.

I'll tell you right now that if I go on the peloton more than you do, like, it's a problem for sure. All right, That's a problem.

You know, Scott Todd said he has his VA searching. I'm gonna test them right now.

Oh, yeah.

Wow.

Captain Zaino, this is a test of Scott Todd's vas. Do they actually watch Night Cap and try to find this moment?

Got something. Are you on. On. On the Facey Face?

Yeah, actually, Jake. I'm coming to Jake Martin. That's our second topic, actually, so.

Okay. Sorry.

No, that's okay. No worries. We got some comments. Joey the Lemur is in Minnesota. Also, here's a question from Joey for someone new. What is the priority for payments? Ach, stripe? What else might you get?

Priority to get set up?

No, I think what he's asking is for processing monthly payments. What do you want to do monthly.

With ACH type thing?

Yeah, I think that's what it is.

So typically our down payments or DOC fees or whatnot are handled through stripe for us and then the monthlies we try to have set up on ach.

Yep. You don't want to process monthly payments on a credit card. So ACH is the best way to go about that. Or there are other ways, right?

Yep.

Checkbook IO you can have them set up bill pay from their bank to this day, guys, I Still have a guy pay me every month by Walmart. Moneygram.

You still have the Walmart dude?

I still have one Walmart guy.

That's excellent. I mean, what a total pain in the ass, but that's excellent. I love it.

But anyway, so, yeah, all sorts of ways to get paid. Barry Ribs is here. Barry, nice to see you. Hi, guys. Is the first month after a new year the best time to send out mailings? If so, when are some other peak times to send out mailings? Like, for instance, a few months after tax season, holidays, let's see. Matthew, hi.

Tomorrow. Thank you.

I get a better one yesterday.

Yeah, I got a better one every day. It doesn't matter.

Yeah. Yes.

Every single day.

And tomorrow, never stop. It's always on sale.

Barry, ask anybody who's been doing this for a long time, one question and you'll always get almost the same answer, right? What's the one thing you would change about this business? What's the one thing? And the answer you'll get almost every time is, I wish I had started earlier. You get people in their 50s going, I wish I had started when I was 40. You get people in their 40s going, I wish I started when I was 30. You got 30 year olds going, I wish I was just out of college. Because we got those people too, right? Like, why literally don't wait. It doesn't make any sense to wait. All you're doing is delaying the money.

Don't overthink.

Get them out there.

Don't think that, oh, this certain time I'm gonna get a deal accepted certain time in the year. There's people all times of the year, every month, every day, looking to offload their properties for whatever reason.

Yep. Yeah. You don't know what those reasons are, right? There's no, like, and I get it, like, maybe limited, you know, funds to go start mailing and all that other good stuff. So you want to hit right when the timing is hot. It's not the way this business is. It's just. It just sort of goes. I literally would, if I were you, I would go put a mailer together and I would just go. I would go mail for sure.

Yeah, agreed.

All right, awesome. Thank you, fellas. Saying as a question, what is the average price you're buying for property in 2021 or. Or at the end of 2020? So what are you guys buying property for now? Average.

My average is, I'd say 1500.

Forbes. You're a little higher.

Do you need to vox or someone on the team Man.

No, but it's like do I want to go like do the work to go run the average in airtable, which I could.

Why don't you box him?

I have two kinds of properties though. Like I have ones that are like 4 and 5,000 and then I have other ones that are like a thousand. And so those are just the, you know, it depends on, you got your.

Your minnows and your dolphins.

Yeah, like I tell you, like the thousand ones, I mean we sold eight of them in a single week two weeks ago. Like they don't suck, right? For a thousand you're selling for four and they can. And, and once you hit critical mass in your advertising, like we had advertising for three or four weeks, nothing. And there was a split second where I'm like, did we, did we make a mistake buying 12 of these things? Like it actually crossed my mind. And then the next week we sold eight.

Yeah.

And I'm like, oh yeah, no we didn't, we're good. Yeah, that's what it is. That's right. We're all set. Like we're, we're gonna.

30 days is a good, is a good average number for those $1,000 properties. That's why we love those properties. Great yield, base hits, great yield, consistency.

All good.

So I, I think our, our average price is like 1800 for 20, 20, something like that. So Luke Martin's got a situation, fellas. It's really two questions. So here's the first question.

What's up, Luke?

This is the easy one. This is the easy one. What's your top dollar amount? So what's your top line offer on the property? We, we offer 25 cents on the dollar but somebody comes back, they're not budging, they're not willing to negotiate. What's your top line offer, Mike Zane?

Well, I don't, I, I would go in and I do go into the Matt Fobe's favorite yield calculator and I would look at what I, what I believe I'm gonna sell it for. I put in the purchase price and I play out some different, different, probable, probable monthly payments, down payment, all that row. And I see what comes out.

That sounds very technical.

Yeah.

So what's your yield?

Okay, what's your, what's your yield number.

Is something that's gonna give me if it goes between below a 72 yield, then I drop.

So you follow the rule of 72.

What if it's 70, what if it's 71.9? Like that rules dumb.

Listen, they got to Draw the line somewhere. I draw it at 72.

You're dumb.

The rule is 72. All right? Mike Zano's the rule. 72. Matt Forbes.

It depends. Like, I want to buy those properties for like 4,000, 4,500. But like, I got two offers back at 5,000 this week. What am I gonna say? No? I'm selling them for 18 grand. We're gonna quibble over 500 bucks. It's like, come on. Like, yeah. Do we try to beat em up on price? Yeah. But if they come back and they're like five or bust, they're hard to get right now. So I'm in. Let's go. I mean, I'm gonna do what, save 500 bucks and not buy the property. So it's different, right? My thousand dollar ones. Like, I'm not going over $1,000 including, including your idiotic POA payments because there's a stupid POA and it's a PIA to work with the POA. It's awful, right? So, like, I'm not. I literally mailed 1600 people. I think I got 1900 mailers back. So I'm not gonna go over a thousand. If somebody's like, Yeah, I want 1200, I'm like, okay, pound sand. I'll get to you later. Because I got all these people saying yes at a thousand. So it depends on the flow and what you can do and what you need.

Much better answer than mine.

No, but yours is. But it's not. Because your answer is the one that you should give. You should go look at yield. You should go look at return on investment. You should go look at a money calculator. You should. I think you should go do those things. I don't, but I should.

You know, but listen, you sometimes do that stuff. You, you, you have to.

I do.

When I have investors, I care deeply about yields. Yeah, but my, yeah, my view on that, it's just a little bit more like, you know, look, Mike's pretty big time. And look, look at this guy over.

Look at this.

He's got wall. He's got things. He's probably doing 6, 7, 800 million a year in land. I mean, I, I get it. Like, the yield calculator makes sense. I'm just, I'm just a baby, tiny guy with the baby business. So it's different.

I, Yeah, I, I think also it has to do with how well you know the market in that area and how strong your buyers list is in that area. So what's your experience in that area? Right. If you've been there a while, if you know the ins and outs of the area, you're going to be more willing to deviate from the rule of 72 a little bit.

So I could go sell those $5,000 properties for 16 to $18,000. I could go sell 10 of them in the next 30 days. If I had them, I could sell, like, for sure. If I had them, I could sell them without hesitation.

You have it because. Because why? Because. Because you have the systems down. You have the buyers list. You have all that stuff. Right?

And someone to heckle with again, Guy.

Okay, so here's. Here's part. Here's part B. You ready? Mike Zano, you have the opportunity to buy 12 properties from the same person. What's your top line offer?

What's the first. What's the original offer on one of them?

The original offer is $0.25 on the dollar.

Oh, I see. I see.

What's your top line offer on 12 properties on a bulk deal?

Probably 15 to 20 cents on the dollar.

Yeah, it's less.

Okay, part C. You have the opportunity to buy 12 properties from a lady whose properties are going to tax auction in one week.

Oh, so little.

What's your top line offer?

5 cents on a dollar?

Yeah, it's a dollar amount at that point.

What if she's playing negotiator on the phone saying, I have other buyers?

That's right. You're gonna come to her with a number that's gonna move her because she's about to get.

Barbara, is it? Barbara? Is that your name? Barbara?

I go by Barb.

Zero.

Right.

Or you can have $3,000 tomorrow. So, I mean, those are your choices. Like, I'm not trying to be the jerk in the room, but you're gone in two weeks. You get nothing. The government's gonna take your pride. They're gonna. They're gonna steal your land. But I'll give you, like, a decent down payment on a car. Three grand. That's my offer because I'm taking all the risk. I'm not. I don't have time to go do the due diligence. I'm taking a bet that, you know, it is what you say it is. Just went down to 2500. Barbara.

24. 75.

Ticking.

So, fellas, Matt Forbes, you've done a lot of land deals. Mike Zano, you and I have done a lot of land deals, right? So, like, we know how. We know how to think about these things, talk through these things to ourselves. We can call each other up Whatever. This is your first land deal. Like, that's a little overwhelming, right?

Totally. You should call me 100 if you're like, if you're in that position, I'm here for you. Well, embrace the big bear.

Yeah. And I think, though, if you do, though, you have to be transparent. You have to be honest. You have to just sort of play that to your advantage. It's not. This is not a, you know, suit, tie, stuffy collar business. We have to pretend to be something you're not.

This is tracksuit business. Tracksuit business.

I know.

He's. I don't know either.

I said tracksuit business.

Oh, yes.

So he's got a good point. You could be in a tracksuit sweatshirt. Nice. A nice Vineyard Vines.

Really?

Sweater sweatshirt.

It's nice, isn't? I like this.

I do. You could be. Whatever, it doesn't matter. And you just be real. Build a connection with the person and, you know, magic can happen. In terms of what.

Yeah. One caveat, though. Like, if you're in over your head on something like that, I mean, don't call me, but there are people in this community that can help you from a money standpoint, because there's a real deal there. From just a guidance standpoint. Right. You are not on the island you think you are on. Right. Believe me, this is the only land community where people are going to go help you and not snake your deal and do horrible crap. Like, this is an actual group of people who want to help. So don't be afraid to reach out to people in this group. It's a legit group.

Awesome. Thank you, boys. Jesse, I don't know if we can help you on this one. Jesse, in Washington state, how are excise taxes collected in geek pay just tacked on. Well, I think in any state, Jesse, when we do a terms deal, we are putting the monthly taxes in the land contract. So they're reimbursing us for the taxes monthly. We pay the yearly tax bill. I just got one of these today for one of my favorite counties. It's like a lot, those bills. Yeah. There's like 30 bills in there.

Yeah. So the volume of individual letters that I get, I get more tax bills than any other form of mail.

Yeah, it's crazy.

Totally crazy.

All right. Yeah. So work them into your monthly payments. Peter Kapil. Peter, thanks for coming to boot camp this weekend. We are excited that you sign up for flight school. Next flight school is February 23rd. Whoa.

Did one just start?

One started in January.

Yeah, a couple weeks ago. A Week ago.

Wow. I'm trying to get my buddy to join.

Yeah.

Pull the trigger. It's ridiculous. He's like. He's like, I don't know. Does this work? And I'm like, I will tell you exactly what I make. A week, a month. I'm like, I will disclose that to you. You're an idiot. Because you know me. Like, I'll tell you you're an idiot if you're an idiot. I'm like, you're so dumb. It's amazing. You've seen me from. From. From getting murdered in this business and trying and it not working. You've seen me for three years do this.

Yeah.

And now working, and you're still like, I don't know if it works. Like, you're so dumb. You just need to go to.

No, it's. It's true. It's so true.

Just kidding, Jim. What I meant was, like, you're a great guy. Super smart.

Take. We're gonna tag you in the comments.

Jim.

Peter Kapil says, just started listening to the Art of Passive Income podcast from episode one.

Whoa.

It's fun going back in time and hearing Mark and Scott mention some of the things you guys are doing when first starting out. So I love that. You know what's even better? Peter is listening to the best passive income model podcast from five, six years.

Ago when Mark and.

The other guy, Mark, and. Yeah, why can't I remember his name right now? What's that?

Rand. I want to say Rand Paul. That's right.

I'm blanking on the name right now. But anyway, that was Mark's first podcast.

I got started when I was listening to those first.

I loved that podcast because it was all land, all the time, or pretty much.

Right, Right.

And Mark would always call on his guests and say, so tell me, why is Land not the best passive income model?

Why is your stuff better than mine? It was awesome.

And Mark would be like, that's so wrong. Here's why Land is better. And he's right. It's the best passive income model. But. But, yeah, those are. Oh, Duran.

Thank you.

Yes.

Well, Mark wrote it up there. Yeah. By the way, I thought.

Thank you, Mac.

I thought the dude's name was Duran for, like, Duran Duran.

Yeah.

I didn't realize.

Jonas Murphy has a question. A. Hello, Land gangsters. What's up, gangster Gangster?

Only if you're in Minnesota.

Come on now.

Easy, Tracksuit. What? What?

What are your favorites? What are your favorite resources for a title search?

My. The guy I paid $15 to runs the title search. Is that a good answer?

Where'd you find him?

I knew a guy who knew a guy who knew a guy who knew a guy.

All right.

I think the most simple is the county, because we can research these things pretty accurately for what we need. If there's a question, there'd be title company or something of that effect, but that's rare.

Yeah, it's unlikely. You need to go to a title company depending on the kind of property you're going to get. Right. In the beginning, you just do due diligence with the county. Right. You get the back taxes. Make sure you're not in a poa. If you are, you got to get to the POA and find out if there's any back dues like that. Like, you can do the vast majority of it, especially for the kinds of properties we're going to buy. And then when you get good at it, My due diligence is a checkbox and airtable that I don't even hit. My VA hits it. An email magically gets generated and sent to this guy that I've never met. He magically does it all in a day.

You know what's even better? When you can magically do it right inside lgpass a la Processmodo checkbox.

Whoa, whoa, whoa, whoa.

What?

Awesome. Ken Green is watching. His comment is pigs get slaughtered. I'm not sure what that's referring to.

But, Ken, can you just get Fat hogs get slaughtered.

Oh, thank you, Pigsy. Fat hogs get slaughter. Ken, if you could, please, because this was at the end of the episode last week, please remind us of what your most recent cash flip was. We want to see the numbers on that. It was a pretty amazing deal. It was toward the end of the show, and I don't think it got enough attention, so throw that up there. Barry Ribs has another question.

Cash deals. Yeah.

Imagine you're brand new to the business. Which states and counties would you focus on right now with the best chance to score initial wins to get the ball rolling for your business? Good question.

I think if you're going to study where to do the business, you know, the best thing you can do is sort of look where other land investors are. I can't just pick one or two because I think they all work. I could pick any county where there's all work of land investors and just execute consistently and get deals and be. Be okay with it, you know. So I think that's it. County research using other land investors, and there's no. They all work. They all work. You just gotta dedicate the time and effort to one of them.

Yeah, that's 100% correct. How much money you wanna buy a property for? You wanna be spending $1,000. You wanna be spending a hundred dollars, you wanna be spending $4,000? What does that cycle look like for you? And then just go to Land Moto and find the counties where other people are. And people make fun of that strategy. It's a riot. Like, why would you do that? Like, because this stuff sells, right? Like, Scott Bosman's not going to be in an area that doesn't sell land. So if Scott Bosman's there, it's probably good enough for you, even though he's there. Like, there is. Yes, there's competition, but there's safety in numbers, right? The system works. You buck the system, you can get yourself in trouble.

Safety in numbers. And tracksuits.

And safety and tracksuits, I think, is what we've all learned here tonight.

Yeah, tracksuit business.

Tracksuit, definitely not a trice. This whole thing is so much less appealing if it's a tracksuit business.

No, it's not. It's so much more appealing. Who wouldn't want to work in a tracksuit all day long?

Because I'm already well overweight. And the day I start wearing a tracksuit is the day I instantly gain another 40 pounds. Like, in one day. Like, it's like, oh, hey, I know you weighed 400 pounds.

I know Mark Podolski has a tracksuit. He just saunters around his pool all day doing land deals on the phone. You can see him in a tracksuit.

100%, probably.

Oh, my God. All right. Peter Kapil. How can I record with simply file if I'm an individual? I think they required you to be part of an organization. But I could be wrong.

I think you're correct. It wasn't that way when I joined, although I am an llc. But I believe you need to be one to get set up now. But it's not that hard to become one, right?

Yes.

Easy stuff takes days.

Oh, there's Ken Green. Posted his numbers. And I'm jealous.

Yeah, I'm jealous.

All jealous.

He bought the property for 15. Whoa. What happened to Zaino?

He gone.

I'm just bought property for 1500.

He gone.

I had a video. I'm correcting.

Wait, I don't see you by fluke. He received a text from an individual that the property was in the family. He flipped to 18,000.

He.

Wait. Ken Green? You bought a property for $1500 and you sold it for $18,000.

Yeah. Doesn't suck.

Whoa. Oh, there he is.

But that is not normal. Like if you're new and you don't know what you're doing, like, don't think that that's normal stuff. But like, those things do happen. Like weird wacky, inflatable crazy deals happen. And that's definitely one of those. Buy for fifty hundred bucks and sell for eighteen thousand dollars. I bought this fifteen hundred dollar Ford and I sold it for a brand new Mustang. No big deal.

It's a, it's a gold. It's a gold nugget. And the gold nuggets, they come to you.

They do.

They come to you every so often. It's not every day, but every so often. The gold nugget.

Yes. Like my idiot friend who just made a hundred grand in Gamestop or whatever, that's.

Oh my gosh.

I'm like, what did you do? He's like, I don't know. This guy told me to buy a side.

I don't know, looked really good.

So I sold it.

The Redditors told me to buy it.

I. Yeah, I'm like, I can't wait for you to lose $90,000 tomorrow. Mark says, I like walking around in slippers in a Haverhill firefighter shirt.

Haverhill firefighter shirt. And I love, I love that everyone has a Haverhill firefighter shirt except for your buddy.

I don't have one. Am I the buddy in question? Is that the deal?

Your two buddies, except for your two buddies.

Just us. Just the guys you hang out with.

All right, I hear you loud and clear.

I'm also waiting for my tracksuit.

Mark's stirring the pot right now. You're waiting for your tracksuit?

Yeah, I'm waiting for a lot.

You would add a million dollars in sales to your job yearly if you just walked around in a light blue, baby blue tracksuit.

I can see him in the Tony Soprano robe going to get the mail and his flip flops.

Facebook user says, I don't know who this is because I can't see the name. Hey, Mike, it was good talking to you today. So, Mike, who'd you talk to today?

I talked to a few people, actually. Really great conversations with probably about four or five people today on land investing. So I probably couldn't with the context clues to tell you who that was.

Wow.

In case anyone didn't pick up on it, that's code for I've had a little bit too much to Drink. And I have. And I don't remember my afternoon at all.

Even a little 100. True.

All right, we got five minutes left. So this is part. This is part D of Luke Martin's question. He's actually chiming in now. Would you put a bin in? Mark Penolsi is watching. He might have some. He might have some good advice on this one. Would you put a bid in on 11 properties? But the taxes are due Monday. We got three days, fellas. Taxes are due Monday. The office is closed till then. Can we get this deal done?

Due Monday. Doesn't mean anything. Is this something else happening?

The auction. The tax sale is Monday. Oh, can we get this deal done by Monday?

Depending on where they are, sometimes it's by 10am by 12 or some places, it's if. If whoever pays, like, the taxes first, it was. It's like weird. Like, so they. You win at the tax auction. If the owner who just lost it goes in and pays the taxes first, they can. It's weird. They're all different. So you need to know sort of where you're working. You need to know the details. And so could it be done in one day? Yeah, absolutely. You'd have to boogie. And if you didn't have a team, which is very helpful, you know, it'd be pretty busy, but you get it done.

I would want to talk to somebody who's done that kind of stuff before. I'm not afraid of it. It's probably worth rolling the dice, right? Because it's not going to cost very much to go do that. But I would just want to. I'd go network around the group a little bit and just talk to somebody.

That's what I. Yeah, I think. I mean, I hate to say it, but if the county's closed tomorrow and the tax sales Monday, man. Yeah, that's.

Yeah. If the county. If this were regular operating stuff, then that's a different ball game.

Yeah. Now this is a. This is a. This is an amazing learning experience because if you come across this situation again, you know, you can be a little bit more forthright in your conversation with the seller and say, listen, we have a week. You can't go through title. You don't have time. We gotta get this deal done. Let's do it tomorrow.

Yeah. I had one. The guy walked. I was like, I'll give you two. I'm like, it's. It was gonna be like 1500 bucks, two grand. The guy's like, I just don't want to bother. And I'm like, All right. Let the government steal your land. By the way, they hate it when they think the government's gonna steal their land. Hate it with a passion.

Hey, so I have comments, and I can see people. First of all, it's Jake Martin. Did you call him Luke?

He totally did.

Oh, I met. I called him Jake earlier, didn't I?

Yeah. And David. I talked with David today.

You got to call me out like that. You got to call me out like that in front of millions.

Facebook called you out. I just read it, and it was David that I spoke to today.

David.

Yeah, I did really enjoy speaking with you. Lives in sort of the same region, the United States, as me, so. And same as you. Forbes, actually the best part of the States.

The Taxachusetts, we. It sucks out here. What are you talking about?

I'm not talking about the taxes. I'm talking about the atmosphere. The people still sucks.

Yeah, Well, I see.

That's how, you know, he loves you folks.

I'm gonna go. I feel bad. One more question.

Really feel bad.

I mean.

Okay, hold on.

So I. I don't know. This is a misprint or a joke, but this is hilarious. I don't know if you guys are watching this one on YouTube. Was Barry ribs at boot camp?

No.

Okay, so Barry Ribs writes in Dirt Rich. The author says he's held onto a number of properties over the years of his land deals and not sold them. Do any of you guys ever buy and hold on to some of the gems that pass by? And then Mark Podolsky, the author, literally writes next. Like, he's the next thing. The property is in the path of growth. I hold onto it and I trust and don't sell it. But it's like, well, hey, like, so I read this in this book, and this guy over here does this. Like, do you do that? The author's like, you know, I do that. Like, and here's why. Like, that's awesome. That little. Like, somebody should. You should screenshot that. That's kind of awesome. Where the author replies back to you. Anyways, just thought I would.

No, I love it.

Mention that.

Good point.

I'll take the screenshots. Jabronis aren't gonna do it.

I just took it. I got this.

I cannot trust you with this important.

Deed, even though I got Jake's name wrong, and I talked to Jake multiple times. So I'm gonna attribute it to four of these.

Why don't blame. Just blame yourself. Just take responsibility.

I'm taking accountability for drinking four of these.

It's all right, listen, we're a little off our game tonight.

4. Really?

A long day. I. I had a long night last night at the fire station. You've had four beers. It's okay.

Yeah, hammered.

Was there one more question you wanted to hit up?

That was it. Actually, that was it. And Mark answered it, so. Yeah, I apologize, Jake. So anyway, hold it over his head.

Literally forever. Never let it go. Always bring it up, my man. Ah, that's what I would do.

I know you would.

Track suit. I love you. Tracksuit.

Tracksuit business.

It's not a tracksuit business.

It is a tracksuit business.

Not what's not good about the nightcap. People watch this and go, these guys can do it. Yeah, I could crush this business. That's exactly.

Without a doubt.

I thought when I first met you, Zaino.

That's for sure.

See? Inspiring people one way or another, these yahoos.

Yeah, for sure. All right, fellas, it's time to. We gotta have a toast. So I, you know, we didn't get to our third topic. It's always a successful nightcap when we don't get to the third topic. It's a really successful nightcap when we don't get to the second topic.

That sounds like every nightcap. What. What was the third topic?

What it takes. We'll save that for next week.

Okay.

What it takes.

We didn't get to the dog, so.

Oh, okay. So, fellas.

Yeah.

Cheers.

Cheers.

Here's to the boot.

Is your name engraved on your mug?

Maybe.

I mean, look at. He's got. He's got mz, Mz Zano everywhere. He's a lot of self promotion on Nightcap.

He's so branded. Look at him go. I want a Mike Zano cup.

It's a lot of.

I don't know what to say right now other than I'll get.

I love myself.

I don't know what to say other than you'll get one Z.

Why don't we meet up at your house, have some beers, do an icap?

We can have. I already got one vaccination, Matt. One more to go and I'm clean. You can come up.

Yeah, no, I still need mine. I'm, like, hunkered down here in the.

This year, though. We'll do the bossman special at the house.

Oh, that's funny stuff. Yeah.

That means you come too.

Oh, okay. Thanks. Yeah, thanks. Thanks for inviting me. I appreciate that. All right, everybody, go get your vaccinations, please. Over 20 million vaccinations have been given with very, very very minimal side effects. Except Mike Zano had a sore arm, so we're good. Go get them.

Don't tell people it hurt.

Cheers.

Cheers.

We'll talk to you later.