The Land Geek Spotlight

You hear it? You miss it, don't you?

Yes.

Live.

Dude, what's going on?

It's time to roam and swivel. I feel like I need to change the opening.

Yeah, I know.

You know, I'm roped so long.

I'm pulling this up on the. There it is.

How you doing there, Mike Zano.

Doing wonderful. How are you? Scott Bossman.

I'm doing great. Who are we and why are we here?

We are the Land Geek guys and we're here to talk about land investing. It's weekly show we do on Wednesday nights. We realized a long time ago, well over a year, I might add, that there were some people like to burn that midnight oil, right? Work late. And we thought we'd provide a little content, little entertainment and encouragement and have a drink.

Have a drink. Celebrate the week's happenings, encourage one another. That's what I love about this group. It's just like how many times do you see in the group during the week just constant encouragement of other people and people taking massive action at the beginning of their journey, in the middle of the journey, wherever they're at. And there's just constant collaboration and encouragement. I love it.

I love that. The double C. Constant collaboration. You just invented something right there. The Constant Collaborator.

Right?

That's a great book title.

I'm gonna.

Hold on. Can I go buy that website quickly?

Go buy the domain. Go do it.

We do this all the time. Because I know somebody else is gonna do it. The Constant Collaborator.

Yes.

I got it.

Any watches over there on your side, Mike?

Let's see. I hope I'm in the right spot. I see one. Watcha.

Debbie Lu's chiming in. Hey, Debbie, how are you? She's on the Land Geek page. Watches. The cool thing about our new technology is that we can broadcast to multiple areas at the same time. So we're on the Land Geek page, We're on the official wealth and creation Facebook page. We're on YouTube even. So that's pretty cool. So we just encourage everybody who's watching to ask us questions about land investing, ask us questions about our journey, ask us questions about why we think Land Geek is amazing, and we'll help you out.

It's not amazing. It's life changing. That's amazing. No, it really is. You know, here's the thing. I always like to say this, and I think it's a good point in time to do it. We talk about the people who are replacing their income. We talk about the people hitting 10k passive in a year. We don't talk enough about the people who just paid their bill, whether it be their cable, whatever for the next five years or they paid, they're paying their car payment for the next five. How about someone who's paying their mortgage for the next 10 years, right? Let's talk about the little wins, right? Because these are real, these happen. You know, we hear there are the people that take the massive action, hit that 10k in a year. We hear that, we celebrate it. We hear people doing 250 sales. We don't talk about the micro wins enough. You just paid your mortgage for the next five, 10 years. That's pretty insanely awesome.

Yeah, it really is. I mean, I mean, how many times have I told people, you know, how excited I was to have $300 a month passive income like that to me at the time, four years ago was a huge deal because it gave me hope for the future, it gave me proof of concept that this works and it paid some bills. And now granted, my perspective has changed over time, just like your perspective with passive income is going to change over time. That $300 today is not going to feel like it did back then, but it will feel that way if you stop and look and listen to the numbers a little bit because, and that's what I have to, I think you have to do is too, Mike. You have to encourage people who've been in this a while, you know, to keep their excitement moving and say, you know, listen, they only added $100 a month passive income last month. Well, what does that really mean though? Like you just added 7,800, $8,000 to your net worth, right?

Yes.

I don't know. Small wins, it's a micro winners in the beginning.

But I think to what you're talking about, the proof of concept, that's incredible, that $300, that first sale. But then that can be a double edged sword sometimes people say, well, you know, I'm gonna just try this a little bit till I get the proof of concept. And if you kind of come into it meekly like that or kind of passively, you could execute on a minor level which will bring kind of okay results. And then maybe that'll cause you to execute a little less, then your results get a little less and see how it spirals down real quick. And then you do what Mark says, you go to ATM investing, right? You got to stay consistent, give yourselves a good six months, right? Give yourselves a good period of time to really execute and watch this play out. Because I'll tell You. The business works if you work it. And that's the key. You gotta work it.

You gotta work it.

And so if we were gonna stay on target. Sorry, if we're gonna stay on target and we're gonna work it, what are some things that might help us? This is what our topic is tonight. So it's a good segue.

That was a very good segue, that. I'm impressed. Yeah, Impressed with you all the time.

Well, it's a. It's a. It's a one, two punch. The Boston's analysis, right?

Yes. Yeah. So tonight we're just gonna talk about goals. And, you know, it's. It's really important to have a clear objective regarding goals. Mark used to talk about this a lot. You remembered he had an acronym for it. And we thought we'd just kind of. What'd you call it earlier, Mike? We're gonna. We're gonna revisit and replay or. What'd you say?

Well, Mark has all these pearls of wisdom from years ago. People hear all the current content, but it's nice to dive back into the past and see some of the pearls of wisdom from the beginning. And he talked a lot about this. It wasn't something he invented, but he embraced this whole smart. What do you call it when he put the words together? It's escaping me.

Acronym.

Acronym. Right. It was something to help you with achieving goals. And let's talk. We thought we'd talk about that. Maybe in the next coming weeks, we'll talk about more of these old pearls of wisdom that are still relevant, still work, still. You can employ them now.

And, you know, I don't know if it's human nature or whatever it is, but sometimes you just got to go back to the basics, because we learn the basics. And how many times, Mike, do you implement the basics into something and it works, and then for whatever reason, you deviate from that? And then, I don't know, you need to go, you're reinventing the wheel. You're reinventing the wheel. But. But in this business and in life and in general, I think you need to have some constant. You need to have some reassessment periods in life. And I think for me, these reassessment periods, I. I have conversations with myself, and I'm like, well, back, you know, two months ago, I sold this many properties. What was I doing differently? And I bring it back to the basics. And, you know, looking at what I'm doing today, well, why am I doing this if two months ago I was doing so well, that type of thing. So anyway, back to the basics. Back to things that sound simple, but if you implement them, I think they can really be effective. The reason I started thinking about goals is because I'm reading this new book this week. It's called the Influencer and I'll throw it in the chat. Or I'll throw it.

I'll throw a vampire book.

Yeah, it does sound like a vampire book.

Sounds like a little vampire novel.

But this is kind of a different book. It's almost like a workbook because it has case studies and applications and research and you can jot your own notes in it and that type of thing. But basically they talk about. You've heard the new kind of. The new term lately is influencer. Right? Influencer challenge. And, and how to become an influencer. How do you change someone's life with your. With your words and your motivation and your tools and all that stuff? So I'm just reading it. I thought it was kind of interesting. But they, they spent an entire chapter on goal setting and they, you know, just went into. There are basically a few really important things with goal setting, which we're going to refer to in our acronym. Smart. Smart. Now, this is not the Homer Simpson smart. I am so smart. Smrt. It's not that one. It's smart. And this was originally coined by Brian Tracy, who has written a lot of books about sales and marketing and mindset and all that stuff.

I love it.

Smart goals. Smart goals. Letter S. When you write a goal. Mike, when you make a goal for yourself, what's your guess? It has to be what S is for.

I would imagine if you make a goal too broad, it's not going to be that helpful. You'll be very specific. Laser focused.

You need a laser focused goal.

That just reminds me of a movie. The laser.

The laser. Is that Austin Powers or what?

Yes, of course it is. You want to be laser focused?

Laser focused. Specific.

I can't even say that word with my accent. Specific.

Specific. Clear, concise goals. Right?

Yes.

I am going to replace my income with land investing in two years.

No, not very.

Not very specific enough, is it?

No.

Give me, give me an example. Give me a specific. Well, you know what? Let's. Let's wait till the end. Let's wait till the end because we'll put it all together. We got to put it all together.

All right. Specific. That's right. Laser focus.

Laser focus. Clear and concise. Two more C words for you.

I love it. I love it. No questions yet, by the way. Seven big watches on the one channel. I know we have multiple channels. Probably between all the channels, we're probably about 100,000 watches.

We had a. With a couple State. A couple comments, though, on the land Geek motivation group, Ed Ellis.

Wait a minute. How am I not seeing this?

He said, great job on the flight school Q A. And Jen Ramquist. She said, thanks for adding me to the group because we got her in just in time.

I appreciate Scott. I don't know why I'm not seeing these questions.

It's okay. It's all right.

I feel like I'm letting you down. Where's Matt Forbes when you need him?

I know. I tried to call him. I boxed him. He must be sleeping. But to address what Ed said, we had a great Q and A tonight. And, you know, we're doing these more. We probably do twice a month, right? We sit in a zoom room, and 20 people come and we talk land investing, and we answer questions for the community. So we're gonna have one again soon. We welcome everybody to come and have a good discussion with us, right?

And remember. Well, I don't want to. I will say this specific. I won't give anything away, like, relative to what you said. But in the very beginning, it's like, okay, I want to make 10. We hear people's goals, right? 10k a month, passive 5k, whatever it may be. But your very first goal is to have to get mailers out. So very specifically, you have to decide that the way to achieve this end result is through deal flow. The way to generate deal flow, you know, you work it backwards. We do what we call, you know, what we talk about. We do these 90 minutes strategy calls. We reverse engineer success. Here's the ending. What led to that? Right? It's a sequence of events. And if you can play them backwards and then start out with that first piece. So you're like. You're going, I love that book. Remember when? Remember when we were so successful? Remember when I made 10k a month? And you're like. You remember backwards? And then boom. Very specifically, there was something you did first. So specific. What's that first thing? What is it? You didn't just jump to 10k a month, did you? You didn't jump to that first $300 deal, did you? You did something first. Something specific. So we'll let that cat out of the bag at the end.

I like that dude. Very good.

He's meowing.

All right, next letter in the acronym is the acronym. Sorry, is M. What's your guess? For M, Mike.

Well, I guess if you're going to have something that you want to achieve and you want to work your way there, you're going to have to have a certain way to measure it, right? How are you going to measure success? Like if you're going to mail out, let's see, you know, you're going to, you want a 10k a month? We'll just stop with this whole thing, right? We'll play it at the end, we'll play it backwards, right? And you know that you have to be very specifically do something. And then how are you going to measure that you're achieving that specific, you know, initial few step, like how are you going to measure that? What's going to be the telltale sign that you're doing it? Is it, you know, because something, there's going to be a feedback loop, right? To say, hey, you're doing the right thing. Otherwise you're just dead in the water. Right. You're just swimming without a life jacket in the middle of the ocean. Right. It's like, what, you're done? You gotta be able to measure this.

Yeah, you gotta measure it. You gotta do the math. It's all about numbers in this business. Math.

I love it. See, this is cool because it's true. Like sometimes, you know, maybe in school I would've loved math more. Or there's other, you know, I love accounting now. Why? Because it makes relevant sense to my business. So maybe they tied more into life experience. I don't know. That's a whole other topic. But these things mean something now. These things are real. These things are tied to real money, real deals, real business opportunities. So it's just awesome. The numbers, the math. The mathematician that's not going to call you no one, right?

Yes. But how simple do the numbers need to be? Because I mean, seriously, I mean, 100 mailers a week. If you're, if you do your county research, right? If your pricing is on 100 mailers a week, once you get up and rolling, should produce four buys a month.

Right.

You hold them for 30 days, should produce four sales a month, average of $150 a month each note. That's $600 a month, right. Times 12 months, right. You could be a $7,200 a month in like 14 months.

Yes, yes, that's it, you know, and.

Do my math right?

You're doing your math right? You're doing your math right? Right. And it is true, you know, you're very specifically dialing to a new behavior that you need to accomplish. Because again, this is. Again, it's kind of like brushing your teeth, tying your shoes, getting dressed in the morning. These new habits you're going to develop are going to generate new results, and they have to become habitual in the sense that they have to have. And here's the thing that's beautiful about our business. Sooner than later, they're going to happen, but you're not going to be doing them. How do you ensure something is done? Every day you make somebody else do it. You know, if it's up to you and you, things are going to happen. You know, if you have kids, you know, things continually happen, as you and I both know, but if you have somebody else that their sole responsibility is to do that and they're working with you, it's getting done even when you can't get it done. That's the beauty of our business, right. That we can outsource it. So, you know, this is just this. All this ties together. So, yes, definitely, it's specific, it's measurable. Right. But there's the dark side of the measurable part, right? Expectations. You can't be like, okay, I sent out 100 mailers. It's been five days. Where are all my offers, Scott? Where are they? I sent out 100 offers. My expectation, is it lined up with what I'm measuring? It's not really, is it? Can we talk about that? That's important, the expectation.

Yeah, the expectation clouds the reality of things sometimes. And the reality of things is that, you know, you might get a call or two a week after mailing. But how. How common is that, really? Yeah, it's. It's not very common. The peak comes at maybe three weeks after somebody receives an envelope. That's because why? It sits on their. Sits on their counter for a while, they don't open it. And then it sits on their counter for a while after they open it, and they think about it, and then they think about when they purchase that land and why they purchase that land, and it reminds them of a dream that did not come to fruition. And then they, you know, think about it a few more days about, you know, well, do I really want to get rid of this thing if they have some ties to it? So, like, your mailing can cause some type of a reaction on the back end that you have no idea.

Right.

Is going on. So you can't let your expectation of, hey, the mail should have arrived today. I should be hearing, don't hold me off the hook. Don't hold your Breath. This is not how it works. I still receive signed and signed offers and counteroffers months and months and months after I've sent mailings. I still receive calls from people that I've heard from or people that I mailed six months ago, which totally makes.

Sense if you think about this. Okay, Somebody mails me an offer to buy my land for X amount of dollars. I'm like, yeah, whatever. I put aside, all of a sudden, my car needs a new muffler or something broke. I need a new tire. And I'm like, oh, man, wait a minute. I knew I got a letter somewhere about my land that I don't use. And they'll go and they dig it out, Dig it out, and they call you.

That's.

I mean, it makes sense. This is how people think. This is the reality of it.

Yes, it's the reality of it. It's human nature. So don't get discouraged if you don't hear anything right away from your mailings. The. The what. What does Mike Zaino always say it is? Is deal flow solves everything. But the only way deal flow solves everything is if you are just consistent. So, yes, if you get in the consistency of consistent collaborator, you will do it. Yes.

Scott, I got a question for you. Let's do. I love this. This could be a new segment, actually. You know, Scott Bossman, I give him a couple clues. He names the song and he tells us what year it was. I mean, I love it because back. You said something reminded me. Back to life, Back to reality. Back to the here and now. What? You said something made me think of that. Isn't that a song? In what year would have that come out?

That is a song. That's a song. Back to reality. Yeah. We're on Nightcap right now, buddy.

Back to the here and now.

Back to the here and now. Sorry. My son. My son is guest appearance.

Now this could be, you know, could be a guest appearance. We're just new segments. We'll have guest appearances by Scott Sons. And so, Scott, what.

Who's.

Who would you guess things at? Because I have no clue. But you said something really that brought that. I think it was reality and expectations.

Yeah. Can I think about that? Let me think about that. We'll come back to it in a little bit. And I might text my wife.

Smart. Measurable.

What's next? We kind of touched on it a little bit, but A is for achievable.

Wow. I almost went with accurate. And I'm like, that doesn't make sense. Achievable yes. Yeah. So I'm going to make, I like to make $50,000 per month and I like to do it in three months. Right. You set yourself up for failure. Now there is the. We've heard, all heard the people out there that, you know, shoot for the moon or shoot for the stars, you might make the moon or vice versa, or, you know, don't make your goals too low. I believe in that. But I also believe in a measure of, you know, reality and expectation. And don't set yourself up for failure. Right. So set yourself up for success and make it achievable. And, you know, 100 a week, if we're talking. I love what we're talking about right now because it's the most important thing to anybody coming to a business. It's about mailing. A hundred a week is achievable. It can be measured. It is specific. Right? So this is a great, great, great way. This whole hundred letters a week fits right into this whole smart. So it's specific, it's measurable, and it's absolutely achievable.

Exactly right. I mean, how many people do you. Do you hear, Mike, maybe, maybe they're not capital constrained to get into this business. Maybe they're successful in other areas of their life and they have some capital to throw into this. And they want to start out with 1,000 mailings a month. And while that for them is achievable, you got to think about is that appropriate? Because you're going into a new venture not having tested the market, not having done your research, not having split tested areas, that type of thing. So, so to, to go into this and have the expectation that if you start sending out a thousand mailings or a thousand mailings a month, that you're going to be able to buy 10 properties that month or the following month may not be an achievable or realistic goal. So you need to set the bar at an area that is achievable and that is going to help you feel that success.

Totally agree. And think about your team or any team in the beginning as a team of one, as a professional boxer. And so sending out 100 letters a week is like taking some amateur fights, seasoning yourself, getting ready. Sending out a thousand is like going against the world champion. Would you do that to your team right away? That's not, that's not been practiced and not not had. Nothing's in place to send out a thousand or two thousand a month. You need to have some nice systems and automation and delegation. Or else you got to do a lot of work. And again, we're not all about that. We're about doing more by doing less. So if you follow the recipe, send out 100 a week, you can start to put it into a system. You can start to automate, delegate. So then when you throw a thousand at your team, they knock that. They become the world champion. Right. They don't get knocked down because it's too soon for them.

Yes, exactly. And you need to know the area so well before you start mailing in bulk. Like, that takes a long time to become an expert of your county. And we always talk about, you know, you don't need many counties to do this. You can do. You know, I have one. One cream of the crop county. Right. That. That really has moved the needle in my life now. I go out from there, but I know that county really well. I know what a parcel is going to be in the southwest part of the county as far as acquisition and sales. And I know what's going to be in the northeast part of the county. I just know that county. And it takes a long time to learn that county. But once you learn that county, then you can adjust your goals to a little bit more aggressive, and then they will be more achievable at that point.

I love it. You have a whole new nightcap topic. Mastering the county.

There you go. We can do that.

Yeah. Put it in your little. I know. Since I know you so well, I know you have a bunch of sticky notes in front of you, or you have that board behind you. Can you just write mastering the county? There?

I got the board, but I don't have my marker, so I'll just put it on a sticky note here.

I know even with the board, you got sticky notes. I wish everybody could see Scott's desk right now, because I guarantee there's like 30 or 40 sticky notes.

I'm down to, like, five sticky notes. But I got. I got my little quartet board. I love my quartet board. I love this thing. It's this little whiteboard. It sits in front of my keyboard. See that?

I love it.

And I take notes, and as I meet my goals for the week, I just cross it off with my thumb. It's exciting. All right, wait a minute.

Can we. We're halfway through. Can we pause for something essential? Matt Forbes is not here. Can we do the refill?

Yeah, let's do a refill. I don't need a refill, but you go ahead and do one, and I'm gonna make a Toast. Actually, if you don't mind, we haven't.

Done toast in a long time either.

Well, we did a toast last week for the 911 tribute.

That's right, we did, and it was well deserved. But we haven't done one. We still. Every night.

We used to do it at the end of every show. See, we got to get back to the basics here.

Dude, what's this one? The Balvini Caribbean cast, 14 year. Highly recommended. By the way, did you know a close friend of mine does write novels about vampires?

I did not know that.

Yeah, John Mertz. Merz. Merz. Look him up, everybody. He writes novels based in them. I think they're based in the Boston area about vampires and martial arts. And it's. So when you said the influencer, I think one of them. He's got some names that are similar. Check him out, everybody. He's a great guy and a great author.

That's pretty amazing. Does he. Does he do music videos?

No, no. He does have a TV series I think he's working on too. He's a well rounded guy. He's in commercials. Did you say he's. Yeah, he's. Check him out. Good guy.

I just. Here, hold on. Before we toast. We haven't done this in a while either and I don't know, something just convinced me to do it. You know, we have some new watchers and this used to be every show. We would do this segment and it's time to bring it back tonight. It's the Boston Legacy segment. So the Boston Legacy segment is when Scott Bosman spells a word and Mike Zano pronounces the word incorrectly, correctly, with his Bostonian accent. But I don't really know how to spell this because. Well, I mean, I know how to spell it, but this is gonna be pretty easy. I just thought it was kind of interesting how you pronounce it. So I'm gonna say Mike, when you're. When you're at home and you're watching shows, you watch it on the.

Tv.

That's not what you said a little bit ago, though. You said Tivi. You said Tivy.

Well, you know why I said that? Probably because it's all based on. You take it out of context, you put it all by itself. It's part of the word flow.

No, you called it Tivi. I watched the tv. That's how you say it.

Maybe I did. But if I say it's slow, it's tv. But TV is probably. Yeah, tv. I get it. I get. I do say tv because I say yes. If I say in context like, my friend is on tv. On tv. I can't even say it now.

Tibby.

Yeah, Better do another one. The people who watch this very first question go back to the original one.

So they can understand my favorite, the cheetah.

Never play cards with a cheetah.

Yes, that's the original Boston Allegra. That's the favorite favorite word.

So that was inspired by a close friend of mine who writes vampire novels.

Something like that. Yes. All right, we got. We got two more letters to go in our acronym.

Specific. It's measurable, it's achievable.

R is for, I would say realistic. Relevant.

Relevant.

Set goals that are relevant to your overall life plan.

Overall life plan. Hmm. Well, I suppose, you know, sitting on a. We're talking about offer letters sending out. So what would not be relevant to that? Sending on 100 offer letters a week? Could be. What's an example of something that would be relevant to that?

Well, I mean, if you're doing that in our business, the relevant things are financial security and time freedom. So I think I see the goal.

Is relevant to the overall. I see. I see it's all tied together.

The current goal is relevant to the overall objective. The overall life subjective. Right. So I guess maybe this, maybe, maybe this speaks to new land investors, Mike, who set goals that aren't quite relevant to the most important things as far as buying and selling. So how many of us making websites or concerning themselves with having a buyer's website before they even send out any mailings?

Yes, those things always sound wonderful too, by the way. I always thought, and I think I have one out there somewhere, and I probably. I can count on no fingers how many deals I've gotten from them. The buyer.

Do you have a layout buying website?

I could have one out there somewhere, but I'm saying that I'm sure I created it one time, but the reality is it's not funneled me any deals. Now, maybe I'm not pushing things that way, but the reality is mailing letters, offer letters, people will email you, they will send you letters back in the mail. They will fax you, they will contact you. If you have a buyer's site, they might go there, but it's not the most relevant thing to do. Absolutely.

So that may be an example. There may be some other irrelevant things that new people and even people who've been in this a while chase when maybe they shouldn't. How many times do I have to sit back and like I said earlier, I Need to reassess where I am and be like, you know, two months ago we did great, and then, you know, this month we're not. Well, it's because we were, you know, keeping it simple, doing this two months ago. Now we're trying to get all fancy. Who knows?

Sometimes people try to scale too fast so they outsource before they understand when it is, and they abdicate. That's what Mark calls it. Right. They're like, all right, I don't want to do this. And so I'll have somebody else do it. Then I'll have somebody else do this. And you haven't spent the time in that position to truly grasp it, understand all the nuances, and really understand what you need to outsource and how you need to outsource. You don't even have these processes documented yet. So you set yourselves up for failure. Right. So, yeah, that makes sense.

Awesome. All right, last one. S. M A, R, T. T in the acronym. Yes. T. You need a timely goal. A goal that has a target finish time attached.

Right, right, right. So that's 100 a week. There's your time.

It's 100 a week. It's. You know what I. What I remember. Do you remember a few years ago when. When Scott and Scott Todd and Mark, they basically had a competition going on with. With how many properties they were going to buy and sell during the year? I think it was 2017 or 2018. And Scott Todd set a goal for himself on January 1st of that year that he was going to buy and sell 200. I think it was 200 properties. 200 properties in one year.

Right.

So he had a very specific goal. I'm going to buy and sell 200 properties. It was measurable, obviously. Was it achievable for Scott Todd? Yes, at that time, because he had scaled it up to the point where he had a team working for him and he was doing bulk mailings and that type of thing. Was it relevant? Of course it was relevant. Was it timely? Yes. He gave him. He gave himself a year to do it. But what I remember about that year was every single Mastermind call I listened to, he and Mark are, like, comparing numbers on deals, and it, like, blew my mind. Like, these guys set a goal to buy and sell 200 properties in one year, and Scott's here in September, and he's like, at 180 deals or 150 deals or something.

Right.

So I think that right there for me really shows what a smart goal can do for people, because we don't do it enough. I don't do enough. I'll be honest.

Yeah, well, it's always a good refresher for everyone. Smart. It's a smart thing to do.

Smart thing. Smart thing to do. So here it is. The goal setting acronym, smart. It's what you want for your goals. So I'd encourage everybody after this revolutionary night gap episode to go jot down some specific, measurable, achievable, relevant, timely goals.

Right. Post them in the group.

Post them in the group. Hey, we got a question from Chris Smith. He says, where is the flight school Q and A session? So. And is this. Chris, this is Nightcap. So the flight school Q and A session. I'm not sure which one you're referring to. We had a Q and A session earlier tonight, so if you want to talk flight school, drop a message to Mike or myself and we can do that with you. We had a. We had a Q and a tonight at 9pm Eastern for people who have the toolkit, for people who are interested in flight school. That was a really. I love doing those Q and A's, Mike, because people bring such great questions and they're excited and it's really cool to meet. Yeah. To meet 15 to 20 people that, you know, some of which are already taking action. Some are. Which. Some of which are just on the precipice of, like, taking that leap.

Your stars of this business are right there. The people who are going to execute on a massive level, who are going to take it to income replacement, who are going to then be encouraging other people. They're on that call.

It's exactly right. So it's. I love doing those. And, yeah, we'll do another one here soon. But Chris, please, if anybody who's watching has questions about the investor toolkit, our information program, flight school, our execution program, coaching. What would you call that? Our scaling program.

Yeah, it's our multiplier. Our 10x program.

Multiplier program. I like that.

Right, because if you go through flight school and you start to do deals, we can take you and we can. We can 10x you. And that's what coaching does.

Awesome. All right, well, I've. I've. We didn't. We never did get to our toast because we got distracted.

Let's do it. It's time to close it up. The toast.

But here, here's the toast to my beautiful, lovely, funny, amazing wife. It is her birthday today. 29. Happy birthday, Aaron Bossman. I love you. We all love you. Here's to you. Thank you for. Thank you for allowing me to do Night Gap on your birthday. I know it's very special to you, but anyway. All right. Thanks, dude.

Thanks, guys. We appreciate. We'll be back next week. Back to the fundamentals. Back to the basics. Back to life.

Back to back here. Hold on. I can't leave without. Without figuring it out.

Any of the listeners know. Throw it up.

I'm surprised. I'm a little disappointed in myself that I can't even place this. I think it might have been a little bit before my time and more in your time. What do you think?

They're like the same age.

That's not true. Not true at all. Oh, it's soul to soul, of course.

The old classic, soul to soul.

No, there's got to be other recordings to that song.

What year?

1989. That's not right.

That's the year I graduated. Perfect. That's how I know it.

Yeah, soul to soul. 1989. Year you graduated. See, I did not graduate in 1989. Let's just leave it there.

All right. Well.

All right, dude.

Thanks, everybody, for coming.

We'll see you in two and two. Two weeks? No nightcap next week?

Yes, two weeks. Two and two.

All right, we'll see you in two weeks. And we hope to have some special guests on that show for the Land Geek spotlight.

You bet.

All right, I'm playing the outro.

Next Wednesday's the next flight school.

Contact us September 25th. Next Wednesday night. It's not too late.

Be smart. Go to flight school.

Be smart. You hear that, Mike? Thanks, everybody. I'm ending. Ending.