The Land Geek Spotlight

And we're live. Mike Zano. What's up, buddy?

Well, not much. Just hanging out, pouring a little scotch that I can't pronounce but still tastes good.

Scotch that you can't pronounce?

Yeah.

That's the best scotch, right? The fanciest.

I should have had my nightcap shirt on. I had. I just saw that the other day, you know, and I had the same hat. Like, I could have been twinning with you.

We could have been twinning. I didn't give you any warning, did I? That wasn't very nice of me. Well, hey, Mike Zano. Who are we and why are we here? Tell the audience. Tell the thousands of watchers.

To all those people out there, yes, we're the Lane geek guys. So how many years has it been now? Is it 2, 3, 5? I don't know. Two years ago, Mark was talking to us about how people, they burn the midnight oil, they do the business at night, and why not have a little encouragement and get together. We'll have a few drinks together. We'll talk about some wins. We'll. We'll answer some questions. And, hey, you don't have to twist my arm to have a drink and talk land. And so we said we'll do it. And we've been doing it, and it's working.

That's a lot of fun. It's a lot of fun to get together with you and talk land and. And all other things. And Forbes is typically here, but not tonight. Apparently. He had a. We got a power outage on this block, right?

Yeah, that's what he said.

Yeah.

Hopefully he's not just avoiding us. We'll have to check into that power outage. Forbes, we got our eye on you.

Forbes.

Yeah, right. Oh, yeah. I mean, we got the virus, got power outages. It's craziness. How you been this week, Mike? With things?

I've been good. I've been good. We talked. Well, it hasn't come out of next week, so. A little prequel. I've started the Wim HOF home study course with yoga. It's half off. I encourage everybody to go out there because, you know, it's a great time to set goals in all areas in life. So in terms of spiritual, I guess, mental and physical. My wife and I are doing lots of walking, and I got her. I don't know. She's not quite doing the cold showers yet, but Wim's gonna convince her. I can. I can feel it.

Well, that's pretty cool you guys are venturing out on A new, new thing together.

Oh, yeah.

Oh, yeah.

And something that keeps you grounded and focused and flexible. That's good.

Yeah. Yoga, deep breathing and cold showers, you know, nothing like it. Good trio.

Good trio. And then your whiskey at night. I mean, you're very well balanced. Or you're.

I guess the biggest difference in my life has been that the 4 o' clock coffee is shifted to about 3. And I've noticed that Laura makes it for me and it's gotten a little sweeter and it's got some sort of kick in it. So I'm talking my daughter, I think she's been like, you know, give me some little extra. My coffee around 3 o'.

Clock.

It tastes a little like cold, warm Bailey's, but I'm not complaining.

Oh, man, that's awesome. No, I've had a good. I've had a decent week. I mean, you know, just kind of going through the motions like everybody else and making. Trying to keep the boys in the house and, and away from germs. And I've actually been pretty productive this week on the home front. I've cleaned out the garage, I went to the dump, I did yard work. So it's been a good week. Yeah, yeah.

This, it's a great time to refocus. And I mean, I tell you in amidst all of this, all this chaos, but, you know, it's. There's been some nice things too. The kids are close together. There's some interaction that's typically not happening. And so, I mean, we're making, we're making the best of it for sure.

Yeah. And hopefully we can all do that. I mean, this whole thing puts a lot of things in perspective. Right. So.

Right.

I mentioned last week I tried to, trying to reach out to people. I talked to my grandma today. My grandma's an amazing woman. She's in her 90s. She still lives alone. She actually worked full time at Walmart until she was 88. 87. 88. She was working full time at Walmart. So she's been home now a couple years and I feel, I just feel it's, it's tough. Right? Like she, her. Yeah, her, her normal activities are getting out of the house every day to go cook meals for the seniors and then she cleans up, she serves them food. She's not able to do that. She goes and quilts every day at the church. She's not able to do that. So we had a nice long conversation today and it was good to hear her voice, but it's tough for a lot of people. So I guess try not to take for granted the people in your house. You know, even if you are. Even if things do get a little bit hairy sometimes, at least. At least there's people around. For a lot of people, there isn't, so it's tough.

Yeah.

No, Totally agree.

No, no, no, no. This is real stuff. Yeah.

Well, we have a surprise for the viewers. We have a lot of viewers. So far. We got, like, 33 people watching, which is pretty cool.

Oh, let's bring that. That's. That's. That's pretty good, actually. Let's bring up. Let's. Let's spike that viewership. Let's bring our guest up and see what kind of power he has. Let's see if we can double those viewers.

All right. I wonder if. I wonder if people. People can guess who he is. All right, here.

Here we are.

You ready? One, two, three. The creator's here.

The creator.

The Godfather.

Hello. Hello, fellas.

Hello, Newman.

Finally, Matt Forbes is letting me have my time on Nightcap.

Yes. Cheers.

So I've been drinking since 12 in the afternoon. Of course I'm drinking straight. And then I'm. I'm really avoiding the news, avoiding anxiety. I'm avoiding the news. I'm putting my head down. Boys, give it up for Frontier Properties. Five sales this week.

Wow. Awesome.

So far.

That dispels, you know, you know, the belief that maybe there might be a slowdown in our business. We had three sales this week. I know that. And I'm gonna have a shout out my son, my new sales agent. I've been training him, and I knew he could do a great job, and he's. He's kicking it. So, Josh, if you're watching. Great job. Three sales this week. So, yeah, Mark, the businesses. We're in a great business. I. Extremely grateful, I'd have to say at this moment in time.

So, Mike, tell me, be honest. Like, how are you training Josh? Like, what's his. Like, how's he closing?

It's trial by fire, you know, but, no, the reality is he and I are pretty much. People will think we're like brothers. He's my mirror image. He's got my exact personality. So you can pretty much do what I do. You know, I'm a people person. I tell him it's all about making connection. It's all about, you know, sales isn't about, you know, buttoning the shirt up tight. It's about, you know, making that connection, getting them to laugh, being honest, being transparent. And, you know, Mark, what I like to do is a little combination. You know, you always say like, you know, are you the Costco, are you the, what's the other one? You say that Nordstrom. You know, we talk about service. We're kind of, we're a combination. We got really good pricing, but incredible customer service. We're kind of blending those together. And I've been really hopping on him that that's what we have to do. Right. And he's picking up on it and I think he's going to be much better at it than I, than I am. And I'm excited it's working out well. Hope it out there.

I'm excited to see generational wealth transfer in the forms of intellectual capital being transformed. And not that you're ready to pass the torch because what are you, 29, 30? But, you know, but that Josh really is going to get to that point in a few years where he'll be able to do this for the rest of his life. Enjoy it and build real wealth for himself, his family and, you know, your leg. That's like, what better legacy, like, can you think of to give a child?

Totally agree. And you know, you got to look at the long term. It's, you know, what's great about our business is, you know, you know, we always talk about the fact that, you know, we're in a micro environment, thousand, $2,000 purchase price. Right? But we can do these things quick because look at, even in this market now, our prices are so attractive. $100 a month, $200 a month. I mean, people can't resist, you know, and not to mention our commodity is something everybody's looking for right now. Get away from everybody. But the idea that these build on top of each other and so it starts out with just a little bit of a, of a note, but then they pile up. They pile up and it's just rinse, repeat, as you say, mark. And it's really exciting. It really is.

It's what's better? Look, I'm flexible like a yogi. Put it in the comments. Is there anything better than this business? Honestly? It's a one time sale, then you get passive income every single month. No renters, no rehabs, no renovations, no rodents, nothing physical. You know, it's not like you're gonna call your spouse like, honey, I'm filling up the garage with much stuff. We're gonna ship it.

Yes.

We have an asset that lasts forever. We have a huge market with literally no competition, no private equity groups, no hedge funds in an inefficient market. Our margins are massive. 300 to a thousand percent. I'm being, I'm being seriously genuine. Is there anything better? I know one thing that might be better, but besides that one thing which is no fun to sell.

It's a lot of work, right? Life insurance.

Life insurance, that's a 10 year commitment. But the thing about life insurance is that's a one time sale and it's just an idea. So there's nothing that you even have to go out and buy. But that is, I think a little bit more competitive. I mean it is competitive and I don't know about you guys, but if I am at a party and someone's like, hey, I sell life insurance. Nice, nice to have met you.

It's awesome.

How about you, boss man? How's everything going with you in the and, and land wise, anything, anything new? Exciting?

No good. Still, still waiting on a good cash deal and title. I had a, I had a sale today actually. I love these. I call it the no marketing deal because I get a property and I spoke to a guy a couple months ago who I know is going to love this property. So I call him up and say, listen, I have this property. It's exactly what you're looking for. He's like, let me talk to my wife. And before we know it, we got the doc fee and the down payment and paperwork's out the door. So it's awesome. I bought it for 1800, sold it for. So with the, with the dock fee and the down payment, it's 500. I got 500 today. And then we're selling for 150amonth for 60 months I think. So I get my money out in like 10 months. And so it was a good deal. But I love those no marketing deals, right? Like you have people, you have people in the queue, people that you remember talking to or that your, your VA is maybe keeping track of in a, in a CRM, you know, your hot leads. And you know why, why go through the, through the pain of throwing this up on a website and creating ads and, and copy and content and all that stuff when you just pick up the phone and call people. So that was, I love the no marketing deals. So that, that's what happened for us today, which is pretty cool.

Very awesome.

Yeah. So we got some comments.

You guys should have like the, the nightcap cliches. You got the no marketing deal. You got the dollar Skittle. Is that what it is?

One dollar Skittle.

The one dollar Skittle.

Like we should have like a little Glossary of terms.

We got the Humdinger.

The Humdinger.

Yeah, there were one or two other ones. Zano, we gotta revisit that.

Yeah, no, we definitely should. We're having a little guidebook. If you're gonna watch a nightcap, you gotta download this free PDF with all the terms we use so you can be in sync.

Exactly.

That's actually a great idea.

We have a question from. Yeah, we have a lot. We have a bunch of comments. Josh, Zano said hello. He loves the show. He appreciates the shout out. My wife Erin has given Josh a shout out as well. Schaff Meyer's here. Kevin Hsu, Jonathan Ramirez. Joel Lemke. Teresa Lind. Teresa Lind. Wisconsin. Joel Lemke. Wisconsin. Wisconsin. On Wisconsin. Teresa has a question, actually. She says, are you able to register Deeds? With so many offices closed, so in the couple counties that I've recorded deeds Deeds in in the last week via Simply File, we were fine. What about you guys?

I haven't been making any purchases. I haven't purchased anything the last two weeks in this, so I haven't. I can't speak to that. And my sales have been on terms, so I haven't had to go record anything. I do have some purchases coming up, and so I'll be able to answer that probably next week or so. But I don't know if, Mark, if there's anything that you have noticed.

I had a meeting today with my acquisition manager. It did not come up.

Which means it's not an issue.

I know. I've gotten notifications from Simplify that say that the physical office is closed, but they're still open for e recording. So, again, a very good reason to be on Simplify just makes your life so much easier. John Morrow. John Morrow. Mike, he would like to know what the Humdinger is. What is the Humdinger?

I was trying to remember what that was too, when you said, I know, the $1 Skittle. What was the Humdinger? Bossman.

I think it's been a while since.

We brought that one.

The Humdinger is just, you know, you go to the mailbox, you open an offer, there's no counteroffer.

Oh, yes, the Humdinger.

The line is signed, you call them up and, you know, do your hour of due diligence. It takes and it's just. It's a humdinger. There's. There's no effort.

And that's. That's. I bet for someone who's first hearing about this, kind of mind blowing, like somebody You've never met, you've never talked to, got this letter in the mail, sends you back and says, yes, I want to sell. And then it goes, I mean, that someone who's probably never done this, that sounds like crazy, but that happened to us. Oh, yeah, the Humdinger. Like, that happens all the time. But when you're hearing about this business and this, the things we do, I'm sure that might seem a little odd, right? Like, really, like you send out letters and people write back and say, yes, but it happens all the time. The Humdinger is a real thing that happens daily, right, for all throughout the land community.

Yeah, it's. It's awesome. Love the Humdinger. They're not all that way. Here's another comment from Shaft. Meyer just started flight school last night and he says, okay, Mark. He's trying to reconcile two concepts. This opportunity exists because it's an inefficient market and go where all the other land investors are. If you start to have enough land investors, people buying and selling, doesn't that start to make it a more liquid and efficient market? Least in a given area?

Oh, interesting.

Oh, interesting. So you would think so. Yet oddly, doesn't in the way that, let's say that I like to call him Shafiq, by the way, but I like Sir Shafiq. I know you like shop. I like Shafiq. So, Shafiq, you go to your mailbox today and let's say you have three or four pieces of mail. One from Visa, one from American Express, and one from Discover. So the question is, is that business saturated? You're one type of person and they might have some type of intelligence on you. The intelligence we're getting is that you're a land investor and most likely you've improved that property. So we're sending you an actual offer. Now the question is, at what point in time does that person that gets that offer accept it or not accept it? And then the question is, you know, are they, are they keeping them? You know, what typically is happening is human nature. You get something in the mail, and when you're not ready, what do you do with it? What do you do with your credit card offers? You throw them out. You typically don't save them. But when you are ready to sell, if Mike sends an offer, I send an offer. Scott sends an offer. Five other people send an offer. Odds are that the person that's consistently sending them offers, that has top of mind brand recognition, Frontier properties, and sending them out for every 90 days, they're probably going to find that one more legitimate than the people that are kind of coming in and out of the market where they're half heartedly doing the business to those that are consistently doing the business. And so I think it's something, it's sort of a thing that's hard to wrap your mind around. But you want to go where land investors are because you know definitively that deals are being done there and your margins don't get squeezed because of the inefficiency of the market. You're still buying at 25, 30 cents on the dollar when you can buy it based on your offers. So I think that the only time that I would see like in my career that it hasn't occurred that way was in 2006 when we had a super, super hot market, 2005, 2006. And I would physically go to a tax deed auction and in the room compete with people. Because if you spent the money on room and board and a plane ticket, you felt compelled to go to that auction and buy something and people would bid up to 80 cents on the dollar. So that's when people got in trouble. Is they overpaid? So hopefully that answers the question. I don't know if it's, if it does. Mike, what do you want to say?

What I was thinking too is when you think about traditional real estate houses and whatnot, you have what I would say, let's call it market communication. It is listed houses. You can see. Everybody knows like in this area, a house goes for this much money. This, this house is a great deal. This. But there's no market communication in our business. Especially on the one side, these people aren't using Realtors because there's no commission for realtors. So they have no idea really what these properties are being purchased for. So on that side, the left side, but on the right side, these properties, you're not going to find them on Zillow. You're not going to see them list everywhere. So people that are looking, they're going to find your ad. They're not really going to see a lot of competing advertisement. They're going to look at you, they're going to come to you and they're not going to know because there's not that there's no market communication. There's no, like, you can't just go on and see all these properties listed. Like it's different.

Right?

It's a different type of process. So you could sell yours for 10,000 on terms, I could sell mine for 6,000 cash. Scott could sell his for 12,000 on terms. It's just there's really. We really do have the ability to price the way we want because it's a different type of environment. Right. We're not dealing with something standardized, I guess. Right. So I guess, I don't know, just to add to like no real market communication and at all. It's kind of. That's where I. When you say, Mark, it's. What's the word we just used? What's the term? I'm escaping the term that he started with the question. Inefficient market. Yeah, it's inefficient because there's no market communication. It's just this is. We're in a really tight niche. Right. We're floating below the realtors. We're in this little area where we can truly make up our pricing. And that may seem odd to someone coming in.

Right.

But you truly do have the ability to price it the way you want as long as you can then communicate and work with your buyers. So I think it's really inefficient. I don't think it's ever going to change no matter how many land sellers are there.

Yeah, I mean, I spoke to Andrea Miller today. She's in flight school. I mean, I'm not sure when she graduates, but they got 40 deals in inventory in very popular counties. She just bought, you know, nine properties from. From one seller in a county in Arizona. That's very popular. Three, by the way. Mike. 315. A lot. So it's, it's, it's just showing up. This is a business where you show up and you show up consistently. It moves the needle.

This is a great time to make those kind of. I'm in the middle of a few bulk deals, too, Mark. And, you know, just recognizing. And, you know, this is. To me, it's always been about transparency when you're negotiating and I tell them like, I'm working. Listen, I definitely don't want to be insulting to you, but, you know, we're entering a kind of an odd time. So I can be extra careful with my purchases. Right. And you just kind of. It's transparent, it's honest. But this lays the groundwork with some seriously good purchases right now, and we're doing that with some. With some bulk properties. And I think this is a great time to acquire inventory at less than 25 cents on the dollar, honestly.

Yeah, awesome. Good question. Good discussion, boys. Jeff Perulski.

I'll drink to that.

Jeff Perulski. Has a question. He says he got his first tax delinquent list today. Cheers to getting your first list. The lady at the county said the list does not include parcel size, land use code, or mailing address, but it is in XLS format. Should I scrub or keep pushing the county? Well, that's it.

That's a good question.

There's no, there's no, There's a million ways. Like what they say there's a. There's a million ways to skin a cat.

Skin a cat?

Yeah. So listen, you get a good va, they can go to the county if it's a good county, which means it's ease of access of information. So that's how you judge it. You got that list. Great. Now if the county has ease of access to information online, you get a VA and they can put it all together for you. It's a simple little, you know, grab here, grab there, paste here, paste there. It's just a matter of how easy that county is to work with, honestly.

Yeah, I've hired a VA many times to take info from one list and cross reference it with another list. So, you know, to get those. Jeff, if it looks like it's feasible, you know, to, in a short period of time, get 20 names for tomorrow, because we recommend 20 a day, get on it. That's definitely a way to construct your own list. Frankenstein a list, right? Scott Todd likes to say Frankenstein a list.

I'm curious, Mark. You've been doing it longer than anybody I know. You think it's now, as opposed to when you used to get the list back in the day, do you feel, you think it's a lot easier for people now or you think it's the same, the evolution of that process over the. Since when you first started having to, you know, get the data for your list? And now how do you. How do you see what any big changes are? Same or hotter?

Easier, honestly, like the people getting to the business now, I'm super happy for them. But it's so easy. It's so easy compared to when I started. I am the guy that, you know, walked up that hill both ways to do land deals. I mean, I started with a little Excel spreadsheet, handwriting envelopes, you know, physically going to the county to get the.

List.

Like physically getting the list. When I first started getting lists, there was no software, there was no automation, there was no fiverr. There wasn't like, I wasn't like tapping into global, inexpensive talent to get anything done. It was me for five years, putting my head down Trying to figure this stuff out and making tons and tons of mistakes along the way. So yeah, it's. I mean, you know, counties are online now. You can get all the information. Like online, simplify. Didn't exist. You can record deeds. I used to hate getting a sale. I'm like, oh, I gotta go do a deed, I gotta go to the bank, I gotta get sign a deed, do the notary. And then, you know, the bigger my inventory got on my Excel spreadsheet, pretty soon my eyes are getting bad as I was getting older. So I double sell property. Then I gotta go back. That guy. I mean, it's so much easier today. It's literally the difference between a third world country and living like San Francisco or Tokyo or something. That's how different it is.

There you have it. Land investors. You all have it. You all have it pretty good in this day and age.

Well, Mark, I'm thinking that the flight school is four months, right? It's a four month process. To me it's the most incredible process. If you want. So would it almost be fair to say that in four months they can learn what it took you four years to accumulate? I mean, that's a lot of stuff you had to put together. But now it's so streamlined. I'm not trying to make you mad.

I think you better log off. He's getting red in the face. Blood pressure's rising.

We're trying to encourage people.

What's your hat going now?

What is that?

He's leaving. Good job, Zano.

But I think what I'm trying to. What I'm trying to speak to Mark is the power, the power of light school and encompasses all the hard work.

I mean, listen, did I waste a lot of time?

So you have to celebrate. You converted all into this.

No, I know, but when the way that you phrase it, it's like I look back like I'm never getting those years back, Mike.

But there was no.

There's no amount of money like you could. I could like. I would donate my left arm now. If there was a flight school when I started, honestly, I would give organs for flight school. I getting that time back.

I meant it in a positive way. That was supposed to be a positive.

Thing for them, Mike. For them.

Thanks. As Shaf. Shafiq Meyer says, Mark, he says, thanks for blazing the trail for us, which you have done. We are all indebted to you. And that's got to be worth something, right?

No, Shafiq, bring it in. Hug it out, brother. For you, Shafiq I'm giving back. But, I mean, Mike, if you like me, ask. So there's this new firefighter technology that allows firefighters to go through in literally four months. And there's no pain, really, like when you first started and. And, you know, we eliminated smoke. There's no more smoke.

So for the new guys coming in, you know. Well, I'm gonna. I'll add this just because I. I kind of put that. Let me. Let me add something on the positive side. I was talking to someone yesterday, and we were talking about how years ago, I used to listen to. You're gonna love this, Mark. Trust me. I used to listen to Zig Ziglar. I used to listen to Wayne Dyer. I used to Tony Robbins back in the day. The thing is, I was always super inspired, but then I was like, what do I do with it? Like, I had all this inspiration, but where do I apply it? And that was always the big thing. Like, so I go to try Amway, try this. All these different things, looking for some place to play to put all this inspiration. I said the great thing about the land geek and what we do is I think Mark, I think he's more powerful than Tony Robbins. You know why? Because you come with a method. Not only do you come with the inspiration, but it's. But by the way, I have a path for you. I have an actionable process you can follow. I mean, Tony Robbins is phenomenal, don't get me wrong. But when the end of the day, you leave there, like, man, I'm super stoked. What are you going to do? You got to do something. You're going to pick a niche. You come with the niche. So to me, more powerful than Tony Robbins. So maybe that'll make up for that.

No, that. That looks. Flattery will get you everywhere. Thanks for that. But, Scott, like, you know, do you agree? You know, I might go on YouTube and watch a Tony Robbins video or some type of motivational video. Like. Like inspiration has an expiration date. At some point, you've got to actually take action and do the work. Like, I could be inspired to do something, but to do something consistently day in and day out and really try to be the very best at your craft, it takes little more than inspiration. I think. It takes a deeper purpose and why. Combined with inspiration, combined with resilience, combined with grit, combined with just the natural sort of growth of getting out of your own head, letting go of timelines, being in the flow with the work, it takes all those things. I wish it was just an inspirational pill we could take. We could all go to a weekend of Tony Robbins and be transformed. It expires. Do you agree, Scott, or do you think.

No, I totally agree. You know, there. There's, you know, it's. It's like the universe thinkers out there, right? Like, if you believe it will happen, but. But to me, that's just not practical. It will not happen unless you act and unless you have the grit to act and take the risk to act. So I think it was Forbes at the last boot camp. We compromised because he's a big universe guy and. Or he said it's more like universe action, which I love that term, universe action. Like, you need to have that inspiration. You need to feel positive that it's gonna happen, but you need to act. You need to take the steps down the hallway. It's like when I'm working with people who haven't walked for a month after a stroke, right? The only way they're gonna walk, they can think about it all day long. The only way they're gonna do it is if they stand up and take the first step. Now, you may need assistance to do that. I've helped people take that first step many, many, many times, just like you help us in the business, but then eventually they become independent with it. So I'm a huge believer that that is the case. You need grit, determination, but action at the forefront, for sure. And sometimes you need to. You need to take action when it feels uncomfortable. Right. When I got into this business five years ago, man, I was uncomfortable, but I wasn't going to let myself fail. And I could see the evidence that this worked. I could see the authenticity in the community, and I took action. And it's unbelievably paid off in so many ways. Oh, all right. Brad Donzi has the perfect quote for this. And then I think we need to do something special since Mark's on.

Okay.

Here, hold on. All right, so Brad Donsey, he put up a quote here by Abraham Lincoln. Inspiration has an expiration date, which I think we've all seen that.

Wow.

Abraham Lincoln said that.

Abraham Lincoln. Inspiration has an expiration date, which I love.

There you go.

But here I thought this would be fun. We haven't done this in a while, Mike Zano, but there's gonna be a little twist.

I know what you're gonna do.

It's gonna be a little twist.

Exactly what you're gonna do. I can feel it.

Little twist tonight. Little twist tonight. So. So we used to have segments when we first started Nightcap two Years ago, if you go back and watch a rerun, we'd have all these segments. We had. You complete me. We had the refill segment, and we had my favorite, the Boston leg of segment.

I knew it.

I love the Boston legacy segment. This is where Scott Boston spells a word and Mike Zano pronounces the word incorrectly in his Boston dialect. Here's my favorite. Here's my favorite Boston LEGO word of the week.

Mark, can you say that for me in the Boston way?

Yeah. Cheetah.

Cheetah. That's right. Nobody likes a cheetah. Never play cards with a cheetah.

Never play cards with a cheetah. So I thought tonight it'd be fun if Mark Podolski assumed. I thought Mark Podolski could.

Is Laura on, or is anyone else from the Boston area on? Because if they are, I just want to apologize in advance.

No, you're getting better.

No, Mark, I mean, you. You. You recently imitated Mike on a roundtable podcast last Halloween, or maybe it's the Halloween before you were Mike Zano on the mastermind call. So, I mean, you. You got this down. So you ready? I'm gonna spell a word. I'm gonna spell a word and then. And then you're gonna pronounce it like Mike Zaino would. You ready?

Awesome.

All right. S H O W E R. Shower. Shower.

Yes. Cold shower, by the way. Cold shower.

Scott Bossman. I'm wicked smart. Okay.

Yeah, you smart.

I can. I. I can spell. Okay.

Yeah.

How do you like that? Now?

I think I. I think 99 point. 99.9% of the viewers and myself would pronounce it as shower. Shower. Just saying.

I just gotta get with it and shower like my shower. Cold shower is the way it should be, though.

Cold shower.

Can you.

Can you and I both agree Scott's a child ahead.

Chowder head.

I'm a child ahead.

Scott, you're gonna say, don't you know?

Don't you know? You betcha, don't you? Yeah, you betcha. Jerk.

When Scott, we got a couple musicians now in the group. When Scott gonna. Gonna go and do all that?

Yeah, I mean, we got it, Brad, right? Well, yeah. Brad Donsey is a. He was a voice major in college. I've done some singing last night. You guys need to go find Ray Reyes on Facebook. He is a land geek and his wife, Elisa Church. They're doing very well in the land business. But Ray, I tell you what, they're quarantined at home and he's broke. He broke The. He broke the guitar out and he's playing tunes for Facebook land. And he's got an amazing voice. He's very talented. So I think, yeah, one night we might have to have, like, a land Geek.

Ray Rays, Scott Bossman. Aileen to Augustine.

Yeah, we got. We got a group.

Eric Peterson plays guitar. Right?

The guitar, the guitar. Oh, man.

Aaron and I recently acquired a ukulele. I was strumming that the other day. I thought maybe, you know, try to figure out.

You can play the ukulele.

I could play a few chords.

That's amazing to me. Even a few chords. That's amazing.

I'll break it out for you tomorrow, Mike. We'll have a zoom call.

Nice.

I'm at work, bossman. Really? Am I not on the run?

Am I not on Nightcap anymore?

Is this how you guys treat Forbes? No wonder Forbes isn't on tonight.

All right, you know what?

You guys consider date each other. That's fine. Yes.

Forbes has got a power outage right tonight.

Jerry does. Yeah.

Forbes, you're watching us, right?

There's an in group and there's an out group, and Matt and I are on the out group. You know what? Matt and I are going to do Nightcap from now on.

Okay.

Just an hour earlier, like, going to start competing.

Yeah, Right. You're going to have your own cocktail hour.

That's right. And then we'll create our own little segments. And then during the segment, we'll bring on a guest and tell them. Yeah, later I'll play ukulele for you.

How many viewers do we have? I want to see if Mark spiked it.

All right, hold on.

We got how many thousand?

He. He broke the Internet on my end. My. I got the spinning wheel over here, and I'm not able to see the viewers. We have about 25 viewers on Facebook. And then we have an. Oh, we have like another 10 on YouTube. So we got a nice, nice crowd tonight.

Picking up. YouTube's picking up. The Nightcap Future is on YouTube. It's picking up.

This is picking up. So let's see what else. Nightcap is wicked cool. This is from Matthew Levy. So I'm gonna give a shout out to Matthew right now because he. He had one of. He had a. He had a quote the other day that is gonna stick with me forever. So Matthew, I hope you don't mind me saying, but Matthew is a cab driver and has been a cab driver for years and years and years. And I asked him how he liked that job, and he's like, I Love it. He's like every form of life walks through the backseat of a cab, which I, which I love. Like, is so cool to think about, right? Like, think of all he's seen in 20, 30 years being a cab driver. So I love that. I love that quote when I talk to him. Yeah. What do we got? What else we got here? Not any. Oh, here we go. Andrew Mino. Here's a good one. This is a good, really good one. Andrew Mino.

Is it my. It's Mino.

Is it Mino?

I think it's Mino.

I don't know. I mean, I think 99% of people would. Would say Mino if you spelled it.

Whoa. Are you coming at the. He's coming at the creator. Just like that. How much you had to drink, boss man? Coming at the creator with that?

I'm coming at it. Coming in.

I'm happy because that takes my four year comment and buries it.

Thank you.

Right, all right, Andrew Mino. I think it's Mino. Can you clarify, please? Andrew? Put the, Put the frenetic pronunciation.

You just want to be falsement. You just want to be right. Do you have to be right? Come on, let the Karina have it.

You sound like my wife.

You know what it is, Mike? It's the ukulele comment. Yeah, it's. It. It triggered something.

It's stung deep.

Either the ukulele comment or the fact that I got both of you today for April Fool's this morning.

You did?

Oh, yeah. I was ready to call up Scott Todd. Did you hear about Apple? Well, if you just wait a little bit longer, I would have been all over. Scott Todd, did you hear.

I almost purchased equipment because of you, Podolski. This morning I was like, oh, I better get online and buy some stuff. Oh, man. All right. So, Andrew Mino, you tell me if that's right. Andrew, any tips on how you organize good habits to create? In the beginning, organization is. Organization is key in this business because we don't want to double sell property like Mark used to do. Because I've almost done that.

You know. You know what, Mark? I've been what I find very helpful. And it's based upon something you say. And I think Forbes, we quoted it last week. Can you say it again? Most people underestimate that one there. Can you say that again? Because this leads into how I. Yeah.

Most people overestimate what data can accomplish in a year, but they underestimate what they can accomplish in five.

Perfect. So to me, that says that I could Lay my day up with so many tasks that I won't complete them. So I overestimate what I can do in a day. So what I do is I have like three. Every night before I go to bed, I have this little pad. I write three key things I want to do tomorrow, and that's it. Like, I'm not. But I know that if I do three key things every day, that in the long run, I'm going to really, like, impact the business, my life or whatever it may be. So kind of embracing what you said, Mark. Right. Instead of a year, I'm thinking of a day. Right. I just broke it down a little further. I don't try to over. I don't try to inundate my day with like a ton of tasks, because the reality is I can't do them all. And time's gonna fly by and I'm gonna feel like guilty. I'm gonna be beat myself up. So I say, here's three things I'll do tomorrow. And end of the day, before I go to bed, I'll give myself three more. And if I can keep doing that, I feel like I will do what you're saying, accomplish more in the long run. So. I love that quote.

Yeah. I mean, I do something very similar. I've got my compass worksheet for the week that I've got my three big goals for the year, and then I've got my three tasks that are action tasks to complete that week that will get me closer to my goal. And if I do. If I do those things, and I never have more than. No more than five, but if I do those things, I know it'll move the needle towards accomplishing those goals. And all our coaching clients, I don't, you know, they all get the compass worksheet. I'm not sure if they are using them or not.

Yeah, that's a great. Can you elaborate a little bit more? What like the compass worksheet?

Because that's a.

That's a great tip right there.

So you've got your. You set your big goals for the year. So let's say, for example, you want to close 120 deals in the year. So then you want to do 10 deals a month. Right. So then your task for that week, you're. You're laser focused on, okay, what are the big tasks that I have to accomplish this week to get me to 10 deals this month? So depending on where you're doing that week. So if you're just starting that first big to do action is go on land moto and do some county research, right? And then you do it. You cross that off. Then my second task would be get the list by contacting these two counties. And then the day doesn't end until you get your list some way. And then your third task might be scrub the list or hire my VA to scrub the list. So those three things, you get them done, you've moved the needle towards getting to that first phase of sending out your 20 offers a day in LGPass.

I love it. Thank you. What about you? Organization?

Organization? Well, I mean, so I guess I think of it a couple different ways. Like you guys are talking goals and like daily tasks. And those are definitely part of my everyday life, right? To stay organized, man, it's tough. Like Zano, you know, I have a post it note problem. Like I have all these. I have all these addiction. And you know what? I have all of these different treatments for my post and no problem. So I got this here. I'll just, I'll just. I got this little mini whiteboard for my desk right there, which I love, which I use. And I got this. I got this notebook over here that I use. And it's like an erasable notebook. But then I find myself still writing on post it notes. I'm like, what the heck? So it's. I don't know. For me, it's. I think for me it helps to have a list. I check things off. Look at Podolski's got post it notes. I don't know how I didn't find it sooner, but. Mark, do you use Google keep? I just started using it recently.

You are so geeky. So the tools that I use are, you know, basically like boxer. I'm communicating with my team because I'm chaos. So my team stays very organized with, with, you know, we've got follow up boss and we've got LG pass. And those are the two main things that I kind of, you know, look at everything else. It's like, you know, nobody likes it when I've had a cup of coffee in the morning and they get a boxer like I'm breaking something. So it's my team's responsibility to stay organized while I'm the tornado of chaos breaking everything that they've built.

Right? Well, I would recommend everybody look at Google keep. I really love it because the way I think of my life, I have segments in my life, right? I have my personal. I have my, my land investing. I have things I'm helping land geek with. And I just Have. And I can segment my life into this platform. And it's like I have multiple post it notes for all my different parts of my life. I love it. Google Keep. Very cool. And then use like airtable, notebooks, spreadsheets.

So we use Airtable, Smartsheet, Trello. I mean, and when I say we, I pay for those services. I don't know.

Why are you. Why are you. Why are you. Why? What's so funny?

I was gonna say, does anybody use Toby?

Oh, it's Mike's new tool of the week.

Organizes your tabs and it's incredible. So basically you can have different collections and organizes all your frequently used websites. It's a simple free. Free Google plugin. Toby.

Yeah, I mean, Scott, you're a Mac guy, right?

I am.

Why don't you just use Notes? Why would you use Keep? I don't care.

I do use Notes. I use Notes. Keep is. It's just a nicer interface. I like it a lot better. Okay, do use the notes, Mark.

Does it go with your phone right to the computer? Is that what you do? So you can have it accessible in both? Is that what you do?

Yeah, but Google Keep would do the same thing. I think the only big difference is that, you know, me doing the Mac notes versus Scott doing Google Keep is my information stays with me and Scott's is going to, you know, know. Who knows?

Oh, all right, here we go. You're right. You're probably right. Good point, Scott.

Listen, listen.

That's right, Mr. Ukulele.

Wait a minute. Before Scott answers, I want to give him some advice. Did you ever see the movie Mr. Mom?

You didn't give me advice. Yes, I have seen that movie.

Remember that scene? Remember that. That scene where he's running the race and his wife looks at him? He's got to let the boss win. He's got to let the big kahuna win. You got to let Mark have one here. You can't just beat him in the race. You got to let it go.

All right, I'm going to let it go. I will. I'll let it go with that advice.

Mark, you remember that scene, Mark? Mr. Mommy's in the. At the very end.

He's in the.

He's in the. What's he writing? The potato.

Martin. I love Martin. Mole in that. He's like. He comes over and Michael Keaton's like, scotch. He's like, trying to be like the man. Like, really like, man. He's like, got, like, power tools out. He's like, it's 9:00am he's like, where? He's like, beer. He's like, it's 9am he's like, oh, scotch or something like that. No, look, Scott knows that, you know, through the years my ego has dwindled and dwindled that he can basically say anything to me and I'll still love him.

Yeah. I'm so mean to you, aren't I, Mark? It was so mean. Not really, no.

I could. A little bit more edge. Really.

All right. It's coming. It is coming.

Any more questions?

All of a sudden, like he sees like a little tear.

Yep. Let's see here. I'm, I'm gonna become the Scott bossman. You first met this guy?

Yeah. Mike. Do you. Were you.

Mike wasn't there, Scott.

Oh my gosh. He had on like, like this, like this white shirt and it's like this. He's like big guys like this. The whole time at camp, I was scared to death. Like, I had a hard time.

He's a lot taller than he looks on. He's like 65 or something like that. He's a lot taller than. He's a little intimidating in person. So he's probably giving the eye.

Wasn't he a little intimidating? I was like, oh my gosh. I mean, I, I, I hope, I hope I haven't said anything offensive.

Not.

No, but like, like Aaron's like bouncing up like, we're so excited to do this. Like, oh, okay. So you're with the guy that looks like, wow, literally choke me out at any point. Yeah, we love it. Okay.

I want this to this. I want to do this. Mark, we really have the blessing of having you on here. Let me ask you a question. There's a lot of people watching us right now. Probably like 2 or 3,000. We get a lot of viewers and the rerun would be 10 times that. If I'm new to the business, I'm looking at starting right now, today. What advice would you give me? What would you say to me? I'm coming to you, Mark. I want to start lend investing today. Any advice for me? What would be the one piece of advice you would give me?

I mean, I would actually talk to you guys first and I would because I think it helps to clarify my thinking to have another person who kind of like, I know what I know, I know what I don't know. But there's this whole area. I don't know what I don't know. I want someone who's already been through it, who's running a business to help me fill those gaps. So I personally would want to know like, okay, like from you guys, I want to get on a call with you and know, here's my situation, this is what I'm doing. These are my long term goals. Here's what I'm kind of leery about. Here's what I'm, you know, Mark seems like a nice guy. Is he really? Like, give me the whole thing. I'd want to talk to somebody from first and then, you know, trust. But verify and get some more information first before I would, you know, dive in and just get a list.

That's a good, that's good. Yeah, it's important to. I always tell people it's important to know like and trust us right before you can, you know. And that comes in different phases for different people. I was fortunate. A close friend of mine was one of your students. So if you meet someone, if you know someone your whole life and they say, listen, there's this guy Podolsky and he teaches you how to land invest. And you know this person, it's, it's just instant like, okay, I know you, I go over your house, you're already crushing the business. Like, man, that's proof of concept, right? So I guess it's easier that way. But some, it takes certain people, different people, different amount of time, right. To get to that know like, and trust. But once you do, man, the possibilities are endless really. When you really see what we do because it's an awesome business. Again, talk about the why. I am re. Kind of reinventing my why. It's like I'm so happy that I'm in a business now that I'm relegated, I have to stay at the house. I don't. I can do the business. I'm making sales. It's. It's just, it's amazing, you know, to be. Have this opportunity. And I know I probably, I told both of you how grateful I am. I truly am. You know, it's. It's difficult to see the people out there that are suffering in this current economic climate. But to see that we're still doing our business, that we're having an increase in people interested in our properties, I'm so grateful. It's awesome.

I think, I think a message too to take from that is like, it's not too late to get into this. Like something else is going to happen in the future, right? So how can you position yourself to be in a better spot? And five years ago I was lucky enough to do that position myself to be in a better spot. And although times are really tough right now, as you said, Mike, the business is. The business is churning both on the buy and the sell side still. So for those watching who are considering getting into this, you can literally bootstrap it, as you did Zaino with a couple hundred dollars.

Right?

You know, a couple thousand dollars can get you a long ways. Mark has a free wholesaling class. And that's the other thing I love about this community. There's so much free content, and you can really, you know, it all comes down to, again, taking action. And we had another comment, too, about that, actually, that I want to throw up here because it was really good from John Morrow. He said for things to change for you, you have to change. It's not chance to change. Sorry. It's not chance, it's change. So I thought that was really cool.

I like that.

Yeah. Very nice.

Thank you.

That's great.

So. So that was really awesome. And I remember talking to John and he actually thanked. He thanked me on. Thanked me here just for helping him take that first step, which I think is really humbling. Really cool. Like, you know, I love doing that. So anybody who wants to talk to Mike or I about this, we'll talk to you about it. We'll talk your ear off about it, because we're very passionate about it, and so will Mark. The fact that, Mark, you opened your calendar up this week just to talk to people, I mean, that screams authenticity. And it's the same guy I talked to five years ago, which is just. It's amazing.

Thank you, guys. Yeah, no, I love it. And I've been having some great conversations with people and answering questions and just checking on them. It's been really great. And just like what Mike said, we are really blessed and very grateful. And it's not like we set out to have a completely 100% virtual business that is recession proof, but we're just really, really lucky. And even the businesses that you look back on, you think they're historically recession proof, even they're getting hit now. So it's weird times. But I would say this too shall pass. And I love Mike's quote. Mike, what's that quote from the martial arts?

Yeah, the tai chi teacher I met years ago, Tom Tam. Great guy. And I said, hey, I want to learn some Tai chi. How long is it going to take? And he's like, 10 years. And I'm like, oh, my God, 10 years. He's like, Mike, 10 years is coming either way. Either you're good at Tai chi or you're not. And the way I look at it, Mark and I were talking, it's like this whole event that's going through that it's going to pass at the end of it. Either you're going to have bettered yourself and taking advantage of the time to invest in yourself and to grow, or. Or not. But it's going to pass either way. So we're in that time. It's a very pivotal point we're in right now, honestly.

Yeah, no, absolutely. Well, guys, thanks for letting me jump on and. And fill in.

Mark, you gonna do the toast? Let's get the last. Mark. Come on, Mark, you're the honorable guest. We're gonna let you do the toast.

All right? So here's you. Here's to me. Best of friends. We should always be. If you should ever disagree, screw you. And here's to me.

I love it.

I think it's something like that. That's like an old college one that we used to do with, like, my college buddies. Not the most friendly, right? Not the nicest of toasts. Do we have. Do we have, like, a nice toast? Like, what do you guys.

Scott usually comes up with them. Scott, you gotta go. Come on, Scott. That's really compassionate with his toast.

You put me on the spot, Zano.

I don't.

I don't have a toast.

Come on. You could probably quote Star wars and have a quote. What would Star Wars?

Try only do. Cheers.

Yeah. Yoda says there. There is no try. Do or do not. There you go.

Do or. Yeah.

Do or do not. Wow. That's actually very powerful.

It's very powerful.

Yeah, but.

Yeah, but in all seriousness, though, like, for those people that are on or watching the recording, like, thank you so much, because it is weird times, and we are here for you every step of the way. And you can tell, I mean, not to steal Mike's thunder, we take our businesses really seriously, but we don't take ourselves that seriously at all. And I think that's kind of fun.

Yeah. I tell people, Right, Mark. That not to burst any of our bubbles, that what's great about the roundtable is that people can be like, geez, that Mike's a firefighter and Scott was a physical therapist. Maybe work for the government. Tate never had a job. I mean, these guys, anybody could do it. I mean, that's the reality, you know?

Yeah, yeah, sure.

Like Scott. Todd, that's kind of a unique guy. I say he's kind of unique, so, you know, that's why he's Our primary educator. And that's why he's helping people, like, replace their income of the year is the. There's something different about that guy. And he's an incredible.

He's like the Einstein of land investing. He is. He might be on the spectrum with land investing. We don't know.

He might be Obi Wan Kenobi. He might be Obi Wan Kenobi.

Yeah, he's Yoda. There's something.

He is Yoda.

He's Yoda.

Oh, you're gonna go right to Yoda.

All right. Well, yeah, he's up there and he's.

Watching, by the way, Mark. He's always watching. We can usually call. Usually we do these kind of things. We. We pull them out and he comments. So Scott, if you're out there, come on. A little. A little love.

The only way we can get Scott Todd right now to comment is if we start talking about Tiger King. Him and Tate are voxing me. I. I'm like, on episode.

I gotta watch it.

It's the crazy show ever. And I'm like, don't say anything.

And they can't stop talking about it.

And they're sending me memes and this and that, so.

All right, I gotta watch it too. Now, Scott Todd's been on a Netflix binge because he's all the way through Ozark already. Now he's in Tiger King. Like, I mean, look at that, you know? Well, his planes in the shop, so. Planes in the shop. He's relegated to home. Can't go out on the boat, so, you know, watch shows. Watcha. All right, everybody, thank you. Thank you very much for joining us. Thank you, Mark, very much.

Thanks for having me.

Appreciate you, Mark. And no hard feelings about the. The ukulele.

See, he totally forgot about the four year thing. Thanks, Scott. I appreciate it. Wow.

All right.

Yeah. Oh, by. Oh, Scott Bossman, by the way, not to Mike. Mike, you can. If you can jump on tomorrow, but Mimi and I did a live training today on follow up boss.

Oh, awesome.

And so we said, whoever commented, we're gonna give a free toolkit, but like Paul Brewer's on there and a lot of people already have the toolkit. So we said, okay, if you win, then you can bank that toolkit as a credit towards other trainings or something else. Like, like, let's say that, you know, whatever, because I know Tate and Mimi are coming up with a follow up boss training. They could use that credit towards something else.

All right, so is that the Friday drawing then? Free toolkit Friday or credit.

Yeah, well, we could do. I thought we could do tomorrow, but we'll do Friday, too.

Yeah, sorry, I got my days mixed up.

Yeah.

Yeah, tomorrow. Awesome.

I never know what day of the week it is, and I know neither one of you probably do either. I know it's somewhere between Monday and Sunday. Not sure where. Come on, Mark. You don't know what day it is? Mark, don't lie to the audience.

My monitor is telling me it's April Fool's. It's April 1st, but, yeah, typically, I don't. I do have to wake up and be like, what day is it today? But, yeah, for sure.

You might judge it by the kids going to school, but now even that's messed up. So it's probably really messing with the whole what day it is thing.

The whole really is.

Yeah.

But in all sincerity, I love you guys. Thank you very much, guys. Thanks for all you do.

Thank you. Thank you, Lane. Geek Nation. We'll see you soon.

I like that, Lane. Geek Nation. I like that.

Play the outro, Mike. There you go. Nice.

I'm.

I hit finish. I don't know what. What is up? What is up with my spinning wheel of death here? It'll stop here in a second. Here.

We're still alive, though.

We're still live. So, Frank.

Cautiously, boss, be appropriate.

Zano, please.

I already got the text from Lara. Stop drinking.