The Land Geek Spotlight

What's up, buddy?

What's up?

The robes are back.

Is the music still playing?

Yeah, the music's playing. What do you think of my lights?

Yeah, I think it puts me to shame. I don't like them. Not a big fan of you hitting lights and me not.

Oh, come on, Mike. How you doing there, buddy?

This is what I think of that.

Look at.

Can you see that?

No, I can't. If you share your screen with me, it doesn't work.

Remember, I was just putting sad face up there.

Oh, no, that doesn't work either. Sorry.

So how you doing?

I'm doing great. Who are we and what are we doing with funny roads on at 10 at night?

Yeah, well, we love talking about land, having a little whiskey and interviewing people. The whole idea was, you know, we talked about this a few years ago. There's people out there working the business at night. And why not bring a little entertainment, a little education, a little. Just little land geek.

Little land geek late at night. I love it. We're coming off a fun hour we had. We had about 20 people in the room talking land investing, which is always exciting. And we had a toolkit giveaway, which is pretty cool.

Yeah, that was awesome.

But I don't know, I like doing those. It's. It's fun to talk to a room with 20 people that are fired up about this.

Yeah, we're gonna do one. Is it next week? We're gonna talk about the flight school next week?

We are gonna. Yes, we're gonna have a flight school. Q and A, I think next Thursday night. So. So, yeah, that'd be great. So if you have questions about flight school, please join and we'll talk strategy, we'll talk content, and go from there. But. Yeah. How's your week going there, buddy?

It's going very well. You know, just tightening down on some systems. I think that, you know, you can always get a little bit better with the systems. There's always improvement to be made. And, you know, working on the business, not in it is exciting. Right. And that's what we try to teach people with this, you know, work it, not in it. Because we want to have automation, delegation, system, software, things working for us. That. That's key.

That is key. And it, you know, it's a. It's a process. Right? It's always a process. Things change, you know.

Right. And here's the thing, Scott. It doesn't start that way in the beginning. In the beginning, you really want to just learn the different processes and get in there and get Some proof of concept. And I'd like to ask you a question, because I know you weren't able to be on one of the roundtables recently. We talked about what we'd do different if we were to start again. What would. What would we do differently? And, you know, I'll give you an idea. From myself, I said that I probably would have stuck to one area rather than having multiple areas. I. I was trying all different things. And I think that was kind of the. That was the theme that a lot of us on that call talked about, that roundtable. And for those of you who haven't seen it, I'll encourage you to go back and look at that roundtable. You could find it right inside the official wealth and creation group, the Facebook group. But we were all saying, basically, not all of us, but many of us, myself included, was saying that I. But did it again, I really hyper focus on an area because you begin to learn about the properties in those areas in that area, and you begin to learn about the dial into that exact offer price, which is something we learn over time, right, Scott? When we get responses, if we get more than 3 to 5%, maybe we're offering too much. If we're getting whispers, we're operating too low. So I just want to dug in deeper. I'm curious. I never got to ask you. We never got to ask you, what would you do differently, Scott?

Oh, that's definitely at the top of my list. It's interesting, too, when I look back at it. We had done three deals in the same county, and then I got the itch to go somewhere else. And looking back, I'm like, I have no idea why I did that. I think it was because I had some naysayers. I think I. The third property I purchased, it was actually quite a small property. It was only 0.15 acres, but it had sewer and water, and there were. There had been other sales in the area. And then I seem to remember I got a lot of naysayers about, oh, that's such a small lot. I would never buy anything like that. And then I took that to heart when I shouldn't have. I freaked out and decided, yeah, you know what this guy's telling me, and he's from the area, that this probably isn't the best area. So then I didn't trust the work had already done. I didn't trust the numbers. I didn't trust what the market was telling me. I trusted this strange guy that was. That was, you know, bringing me down. And I, that I kind of convinced myself into going to a different county. And looking at that now, I'm like, I never, ever should have done that. I had three sales from the day I got the toolkit to two months later, two and a half months later, I had three sales in that county. And for whatever reason, I went away from there for a little while, hit a dip with the new county. And that, that's definitely something that I would have done differently. So much in the same vein as you guys. I, I agree.

Yeah.

Yeah, that's.

That's a good point. I mean, so here's a good lesson for people starting out. Dial into an area. Mail. Mail consistently. Don't try to send out thousands of offers. Like send out that what Scott Todd used to teach and still does that. 20 a day, 100 a week. Stay consistent. That's going to really help.

Yeah, yeah. And trust the numbers, trust the market in the area. So it all comes down to data. Right? So if you can find that properties have sold in this subdivision, they're likely going to sell again. So don't let one person's negative comments bring you down or make you want to change your focus. And that was a rookie mistake for me getting started. You know, I was a little bit fearful. I didn't quite know what I was doing, probably. And I guess if I had myself to talk to, I would give that advice.

Yeah. And really be careful in the beginning. You know, if you tell the wrong person you're going to go invest land, you're never going to look at it. They might say that sounds crazy and you might start to believe them. But talk to people that are actually doing the business and understand how you can do that. You don't have to visit these properties and really dig into the people that you know. Dig into the mindset of those who are executing at a high level and use those people to sound off, you know, and ask questions, too, because, you know, any kind of negative feedback in the beginning isn't going to really help you.

Exactly. That's exactly right. What else could we do differently? Mike mailing, consistently sticking with your area.

I would document more. I would, you know, systems comes from understanding the process. Right. So understanding it can be just simply documenting. Like, what do you do when you're going through a deal? Like, what do you do when you get an accepted offer? What do you do when you work to the closing and you market it? Like, what do you do? Documenting it is the first step in putting it into a system.

Are you there?

I thought you cut out there for a second.

Documentation is the first thing.

Yeah.

One of the first mastermind calls that I ever heard Tate Litchfield on. Do you remember he used to say all the time he's like, I video everything. He videoed everything. And he has a video library of all of the steps in his business. And I tell you what, that's genius. So, you know, create yourself a video library. Create yourself a library of processes and you know you're gonna be much more off moving forward. Oh, I think Matt Forbes is watching. Matt Forbes. What are you watching for? You need to be on here with us.

Why is he not on here?

We'll get him on here. What you looking at over there?

I was trying to see if I could see any comments.

Oh, there's a few comments. See, so here's the thing. We have comments not only in the official Land Geek motivation group, but we have comments on the Land Geek page as well.

On your side. Do we have any questions or comments?

There are no questions or comments yet. There are viewers. We have viewers. We have viewers. People are saying hello. Larry Overstreet is here, as always. Nicole Klingmeier is here. Let's see, Matthew Forbes is here. Tyler Anlicher is here. And he actually threw up this really cool emoji of two beer, two beer steins, toasting, which is pretty cool. So cheers to you, Tyler here. I'm gonna see if I can pull in our buddy, see if Matt Forbes is available. It's a little early for the refill segment, but we're gonna get him on here. Matt Forbes. I find it interesting he's in a hotel in Boston. But like, why didn't you go home? Matt? Matt, are you there?

Hey guys.

Hey, Matt, There you are.

How are we doing?

Good.

How are you? There he is.

Should have video. What's happening? Greetings from Boston.

Yeah, greetings. I was just telling Mike I thought it was rather strange that you're in a hotel in Boston. Why didn't you go home tonight?

I was up in Boston for work and I have an early all day meeting tomorrow, so I'm just staying up here tonight. I wanted to get rid of my family. So to my wife who know that as well, watching, you know, haha.

She's your biggest fan.

I don't believe it for a second.

How we doing here, boys?

We're doing great.

We were talking about, you know, a topic that we had on a recent round table. Maybe you heard it. It was about what we would have done differently, right? And so we never got to ask Scott and I wanted to get his input. We actually had some questions for you. Matt Forbes. We do this new Spotlight, and we thought we should spotlight Matt Forbes. And if we could do some computer graphics right now and say, Matt Forbes. Matt Forbes.

Yes. And I can't ha. I'm a little behind on my Land Geek Spotlight photo. But we've never. You know, we're gonna break it down with you a little bit tonight, Matt Forbes. We, you know, we had a lot of fun on here. It's always joking and goofing around and you pour in the refill. But we thought tonight we would ask you some deeper questions.

Just five. Five simple questions. All right, Are you ready?

I like it. I'm glad. I got a lot of prep for this. This is good. Okay, yeah, go.

It's Nightcap. There's no prep.

This is just all about you. And you're an expert on you, sadly.

Yeah. Yes. It's a poor subject, but maybe.

So look at. These are simple. Like, I'll give you. This is. Look at. This is. We're gonna lob this one at you. How'd you find the Land Geek? How'd you find him? How'd you find Mark?

I found Mark on a podcast that not one other person I've ever asked that question to has listened to, which is the Art of Losing Money, I think podcast or it's how to Lose money in Business. I'm now looking for it on my phone. And essentially, these guys, mostly real estate related, but not always, talk about how to Lose Money with Paul Moore and Josh Thomas. And they just take people and they're like, what's your biggest failure? Let's all learn from what you did. When was it good? When did you realize it was starting to go bad? When did it die? And what did you learn? And it was Mark talking about the ginormous deal he had done, you know, years ago and taking over, like, a whole section of land. And in the end, he didn't lose money. He just didn't make nearly what he thought he was gonna make. And one of the guys knows him and was like, well, tell us, you know, sort of how you do things. And I listened to that. I know I was on 93 North. I had just made the turn on from 24. I know exactly where I was. And I was like, oh, my God, this guy has something that's. That's really interesting because I was. I was wholesaling and wholesaling before that, and I listened to. It was like, God, this is perfect. And then I started listening to all his podcasts and the rest is history.

Awesome. All right, see how easy this is? Question number one is done. Only four more to go, man.

You know, it's funny, it's funny you say you remember where you were, Matt, because so do I. I was driving to a clinic in Minnesota and it's this beautiful drive. And I will never forget hearing that podcast that day and what the weather was like and everything. It's awesome.

Yeah, that's actually a common thing I always ask people at boot camp. The easiest icebreaker at boot camp when you don't know somebody is like, how'd you hear about Mark? You know, we all had to, at some point hear about Mark. And it's odd how many people are like, I know exactly where I was when I first first heard his story.

Yeah, it's.

It's kind of. It's actually kind of creepy that way. Yeah, in a good way.

In a good way. Yes. You know, people are going to say the same thing. People are going to say the same thing about this broadcast when they. Where were they when they heard Matt Forbes's story. They're gonna.

Seriously, this guy was in Boston, but he only lives about an hour from Boston. He's in a hotel room. It was very strange. No one understood.

Alright, number two, Scott, you want to ask them?

Yes. And then after we get done with these, we got some questions rolling in, so maybe after this question we'll take a break.

Yeah, definitely. We love questions.

All right, so. Well, I don't have the questions in front of me, Mike.

All right, well, these are questions that we came up with. I just happened to be lucky to have them in a virtual sticky note on my screen. Because I did that, because I know bossman loves a sticky note. So I just have a virtual sticky note right there. What's your why, Matt? What's your why? Can you put it in a sentence or two or can you put in a paragraph?

I don't do anything in two sentences. Come on. My why is. As a lot of people know, I met my wife at a boarding school. I was a boarder. She was a day student, and we very much want our kids to go there. It's a Benedictine Catholic boarding school. It's a little strange, and it turns out it's a lot of money, and it's a lot of money that I definitely don't have. So this is my why. That and a little bit of financial security. I think most people want to quit their job. That's not really My why actually really love my job. So I want to send these kids to those school and give them the best head start in life I can.

Awesome. Awesome.

That's great.

Thank you for sharing that.

That's a great. Why, Matt, you're a good dad. Good dad. Husband? No. I don't know. All right, so we got a couple questions here. First one is from Johnny Clements. He must be a new watch up. I don't know if I've seen Johnny's name on here, but Mike, this is pretty cool. You can't see it and neither can you, Matt Forbes, but I can throw the question up on our screen now, which is kind of cool. So the question is. Yeah, throw it up on your phone. Can I get this business off the ground for $5,000? Mailings and land acquisition costs. The answer that question is a resounding yes. Yes you can. I got the toolkit for a thousand bucks. Four years ago, I bought my first property for seven hundred bucks. Sold it for 2,800 bucks a few weeks later.

Yeah, mine, four hundred dollar purchase for $3,500. I sold it. So yeah.

Yeah.

And you know, that's what we love about this real estate model. You don't need 20, 30 grand to get started. You need a couple thousand bucks.

Mark Kabulski would question right across the screen.

Isn't that cool? Zoom can't do that, can they?

No.

You're still on the Zoom thing.

No, not on Zoom anymore.

We didn't let that go in Vegas. Eh, we gotta keep going with that.

But you know, Johnny, here's another recommendation. You know, you can make waves in this business without a lot of money in a lot of different ways. One of them is to find a wholesale buyer and line them up before you even purchase that property. Mike Zaino did this all day long. His first two years in the business, he wholesaled property. He had them lined up, raring to go before he even purchased that thing. And he was essentially double closing everything.

Start with the win, we say.

Right, start with the win. So anything else on that, guys? Anything else on, you know?

No, I just think it's absolutely possible. I mean, people always ask, how much money should I have come in the business, Marco? Say a couple thousand dollars? I said I had negative 40,000, but you know, yeah, I still had to put my mailers out there and. But I quickly learned the art of wholesaling, the art of moving cheap property and you know, the art of generating cash flow.

Yeah, I got buying $5,000 worth of land next week. Not My money, somebody else's money.

See, there you go. That's, I mean, that's another.

Yeah, that, the old infinite return. Oh, no.

On my $0. Yes. Although I did pay for marketing. So maybe not infinite, but maybe just like 10,000%.

Good work.

Should we go to number three with Matt, or should we have Matt do a segment?

Well, let's go to number three with Matt Forbes.

All right, number three, Matt. So we've already said. How'd you find Lanky, AKA Burning desire? Number three, what was your first aha moment?

My first aha moment. Ooh. I don't know where I really sort of, I don't know. There was probably, there's probably a bunch. But the biggest one for me was in a single week of me not being at home. I had traveled, I think almost the entire week. We bought two or three properties. I did zero work to acquire them, and we sold three or four properties. I think we sold two wholesale or three wholesale and then two others on terms in the same week. And it was just like, it was working. I had proof of concept, all that stuff, but in one week I'm like, oh, my God. I had just a taste of deal flow. The thing that you always talk about was like, oh, it was. And it was, it tasted so good. It was beautiful. And so that's when it was really like, okay, I really have to automate this business and figure out exactly how to do that. Because that was a great feeling. I was like, we're actually making money. It's working. We're doing it. I get it. I've got it. Let's go.

That's awesome. You know, I think we're gonna, I could. Here's a reference. Scott, can you catch what I'm about to say here? We could have called that the what's your take on me moment.

The take on me moment.

I asked him what it was, his aha moment.

Oh, yeah, I get it.

What was your take on me moment?

Yeah.

Called and they want their music back.

Yeah. Does the aha moment taste as good as a 12 year bread breast?

Oh, look at you. If I had known you had that, I would have driven to Haverhill and freaking just hung out with you all night.

Only like 35 minutes away.

I know. I, I, you know what? Ann asked me, she's like, why don't you just drive to Mike's house and do it like from his house, like, just jump in the background and be like, awesome.

I would have been like, I'd be very jealous.

I know. That.

That makes me better next time I'm randomly staying in Boston for no reason whatsoever. Sounds good.

All right.

All right. Any other questions before we go to.

Number four, we have a question for Michael Hoff. But I. I might need some clarification, Michael, if you're still watching. So he said, hey, guys, how much did you invest after you bought the course? So I'm not quite sure where your first deal. Yeah, maybe your first deal. You know, the thing is, Michael, like we were just talking about, you don't need a lot of money to start in this business, and you can make your money go a long way to start as well. So for me, it was just a matter of wheeling and dealing and rinsing and repeating and doing the deals over and over and over again and just feeding my business that way. Again, you can start this with a couple thousand dollars. Are you going to go faster with five or $10,000? I think so. So if you have five or $10,000, you're in a great position to really start making hay in this business, but you can start with relatively little and. And start making your money work for you pretty, pretty quick.

I'm going to object to what you just said. Point of privilege in a town meeting. So I bought a $7,000 property out of flight school.

Well, it depends on.

Yeah, well, hold on. So I did the opposite of what you just said. I, like, I had the cash, and I sat on that thing for months and months and months and months because I wanted the perfect buyer, and I wanted this huge return.

It is a little outside the model, and I.

And I did it wrong. It was way outside the model. Had I gone after the recipe.

You took flour and replaced it with oats.

I did. And you know what it tasted like Big freaking turd. So I can tell you from experience, you know I'm wicked smut, right? I'm from Boston. I'm wicked smut. So I ended up sitting on that property for, like, six months. I had to go to a boot camp and have Mark Podolski himself be like, you need to sell that property in the next hour. And I did. I wholesaled it to another guy in the group. I made, like, a thousand bucks, right? But I got rid of it, and it was the thing that I needed to do, but I did it wrong. And it's because I actually had money, and I was trying to outsmart everything, when, in fact, if I just had $2,000 and gone bought, you know, four properties in the middle of nowhere in New Mexico, I would have flipped those things in a few weeks, and it would have done it over and over and over and over and over and over and over again. So I would almost say that having money can. I would say, in my case, it actually hurt me a little bit in.

The beginning, but look how much you learned from that. And now you're sharing your experience with others. So go back to that point in time, Matt, you still have $7,000 in the bank. What would you have done with those $7,000 in the bank if I wasn't doing this? No.

How would you buy that one property.

Instead of buying the one property?

Oh, yeah. No, I absolutely would have gone back, and I would have bought four others in several of the different areas that I'm working on, and I would have taken less of an overall return on those, but I would have flipped them fast. Like, speed is the name of the game in this business. You know, if you can go make $500, you know, every two weeks, because you're just flipping properties, you know, that's a lot more money than, you know, getting $2,000 that one time on the larger property that took you five or eight months to sell or, you know, whatever it is. So I would have gone. I would have more strictly followed what Scott Todd was teaching me instead of trying to outsmart him.

Yeah, that's what I was getting at. Money loves speed. Right? So, you know, when. When the professor, Scott Todd, his average purchase price is seventeen hundred dollars. There's a reason for that. Because he can turn and burn those things, sell them real quick. So. And we. And we all can. And you are doing that now. And we're doing that now, so. Awesome.

Yeah.

All right, we have questions. Oh, wait. Do you need a refill?

Yes.

I don't have anything. I got.

Can't you order service?

Flavor chews in my work backpack.

You definitely should have stopped by, Matt. Folks.

Oh, nice.

Yeah, I got nothing. So, yeah, grab everyone who's out there. Grab your glass, grab your drinks. Even if it's made of flavored Tums, Pour it in the drink and take a shot. I'm thinking of you.

Those do.

Look, there it is. The refill segment.

Those Tums look pretty good, actually.

I just had to. They're delicious, I gotta tell you.

Alicioso.

Yeah, yeah, they had sushi in the restaurant, so it was their neighborhood. Met in the north.

Then my buddy was just telling me about a place. He went there just for a nice sub. You know, nothing like a nice, like, chicken palm sub or something like that.

I Didn't. It never crossed my mind.

Did this show in the north end from, you know, somewhere in the north.

Next week, Next Wednesday, I'm out there. I'll be back next Wednesday. I'll call. I'll text you.

Any questions? Scott? Should we go to number four?

Let's go to number four.

Number four, Forbes.

Number four.

Do you have an example of a deal that the average person might find hard to believe? Like, these numbers aren't real?

I do. I was looking in this area in Arizona. Somebody maybe on this call was like, hey, maybe you should take a look. And I did. And we scattered out an area, and I wanted to sort of test it. So I was looking to buy a wholesale deal. Just one deal. Real quick. Let's just go test it. And so I did. I bought the deal for. I don't even remember, 1500 bucks, maybe, something like that. And we had it for, like two months, maybe three months. And weren't like. We were not really marketing it at all. Like, it just. It was just sort of sitting there. We weren't really executing on that. On that lot. And it was in show low, Arizona. And we finally posted something. We got serious, and about two weeks later, I had a guy call me up and go, hey, look, it's $100 a month or $150 a month or whatever you're charging. It costs me $100 a month to keep my RV in the storage thing. And we would love to be out in show low. So I'll pay you 125 for the next whatever years. And it's the same price to me, man. I'll take it right now. I'm like, okay. And I did the full Scott top. I said, how much do you want to put down? He goes, I want to put down $1,000. And I said, terrific. So it's 249 dock fee. So it's $12.49. What's your credit card number? It gives it to me. Boom, boom, boom. I'm out of the deal.

Nice.

I bought it for $12.50 because I was 100% out of the deal. And I'm like, holy crap. So the story gets better. Yesterday, the wholesaler who sold me that was looking through his stuff, and he goes, hey, did you ever execute the deed on that? And I said, I don't think. I don't know. I thought the seller did it. You're the first wholesale deal that I ever bought, you know. Did you do it? He goes, I don't think I did. I Think I still own that property. I said, okay. He goes, I'll get it over to you. And I'm like, all right. Hey, thanks. He goes, not for nothing, but the guy who lives next door who was paying on that just defaulted. He goes, you think you want that property? And I said, I don't know. Let me. I'll email my guy. Emailed my guy today. I heard back about two hours ago. And the guy's like, hell, yeah, I want the property next door. Let's do it. I'm, like, done dealing with. So I just got to go back to that investor and buy that thing wholesale. I'm like, I'm actually going to buy that wholesale with someone else's money. And we already have a buyer lined up. He'll execute on, like, later this week or next week. True story.

It's amazing, right?

And that's so cool. And the buyer's, like, the coolest guy in the world, like, we have. You know, when you start, you're always worried to contact the buyer because you're afraid, like, they don't want the lamp because, like, you don't want the land. I don't want land. Like, I saw a picture once, and, like, dude, like, dealer, I'm out. I don't want that. And so when I emailed him, I was like. I had that, like, half afraid. He went back. He's like, we freaking love it. Family goes out there in the rv. We love it. It's great.

Hell, yeah.

If you got the property next door.

A storage unit where they're hanging out with their trailer, why not?

So, you know, in the. In the true mark words, right, there's a take for every barn. You know, people want this stuff even if you don't.

That's what wholesale is all about, too, is like, you know, people will pay sometimes a little bit extra, but they know they have a buyer in place, so it's. It's a win, you know, and it's a great way to start out, to test a new area. So, yeah, not saying that because I'm a massive wholesaler, Just saying that because it's true.

I've done more wholesale deals than I have terms deals, so I love wholesaling deals. I think it's. I think I've got. I've got three in Texas. I think I'm gonna wholesale out either tomorrow or the day after. And I've got. I've got two. I got a guy who wants to pay me 750 every two weeks until the 10 acres is paid off.

That's awesome. Like, okay. Yeah, works.

So, yeah, that was kind of an unbelievable story. I would have just been like, yeah, it's a hundred dollars down. Because I was afraid and didn't know what to say. But how much you want. How much you want to put down? I want to put down a thousand dollars. Yep. Okay, I'll take that thousand. That sounds.

Love those deals. Love those deals when you're. Get your money out right away. Beautiful.

Any other questions from the crowd?

No, the crowd's kind of quiet right now. They're all taking in. They're all taking in the wisdom of Matt Forbes.

That shouldn't last that long. Okay.

David and Jen Landers say they're tuning in for the first time ever tonight. First of all, welcome. Second of all, the first time. I'm kidding.

You have offended the men in robes.

You're right. Yes. The men in the smoking jackets. No, not at all.

Let's get to the final question. You've done very well, Matt Forbes. I know. We did not prep you. This is real, folks. We gave him new preparation.

Thank you.

Although, here's the thing. Going forward, if anybody pays attention, these will be the same five questions for everybody in the spotlight. So you will have informed everybody of the questions they need to be prepared for. But anyway, it's a great job. You ready for five?

Ready, Ready.

Okay. Best advice for newbies. Simple. Come on. If you're brand new to this and you're getting involved in land business, what would you say if I came to you and said, geez, I'm starting out, Matt, what would you give me for some advice would you have? What's the best advice you'd have for a newbie?

Best advice I would have is if you're a go getter. Hardcore. I can do it myself, guy. Go buy the toolkit. Listen to all the free advice you can get. The roundtable with you guys every week and you're gonna be good to go. If that's not you. If you're more of a double checker, personality paralysis by analysis kind of a person. Go to flight school. That's what I did. I know that. That's my personality. I went straight to flight school. And you'll get off the ground, but it works. You just have to work it. And it's real work, you know, to be fair, like there's no fairy tale here. Like, it's. It's actual work, you know, it's. You're starting a business. It's hard. There's dips. They can be large but it's, it's awesome. So that would be, my advice is go get. You know, people have done this before. They're willing to teach you how to do it. Why would you go figure it out on your own? Just go get it.

That's perfect. I remember Mark saying, it's not get rich quick, build wealth over time. You know, it's, it's a model that works. You said it just a few seconds ago. You have to work it. You have to stay consistent. And if you're that type of person that can stay consistent, the toolkit, we have people that crush in the toolkit. But that's, there's also people that need that self direction, that kind of scaling of time that the flight school provides. So yeah, great, great, great tip. Look at that. You made it through.

Woo hoo.

Great advice.

You're on the other side of those five questions. I love it.

Can you guys still hear me by.

Chance a little bit.

You're like, why are you so faded? What happened?

Why are you so soft? Scott Bosman.

My earpod died and I don't know, some goofy audio thing going on.

I would say I'll reference a song. Killing me softly.

Yes, yes I am with my song. Killing you softly with my song.

Yeah. So yeah, you come in a little bit quiet, but that's okay. I was the quiet guy on the last podcast. On the last webinar we just had, my mic was all off, so it's, it's okay. I think that I can't see right now there's any other questions out there. Let's just assume there's. We got about 500 people watching right now and they're all a static.

It's got, we got one. Can you hear me if I read it off or not? Okay.

Loudly.

So Nicole has a question. Have you run into any scenarios where it makes more sense to lease the land instead of sell? And just to clarify, Nicole, I think, you know, we sell the parcel on a land contract. So that is essentially we are owner financing the property. So it's kind of like a lease, I guess. The person is buying land over time, but when the payments are complete, we deed the property to them. And I would say about 70% of my deals are terms deals and that's where we generate our passive income.

Great answer. Nothing to add.

He said. Yeah, sounds right.

All right, and then David Landers has one last question. Anyone buy forestry land in Mississippi? I have not.

Nope.

Nope.

But you could be onto something there, David.

There's 52 states, right? I've bought in Mississippi, though, myself. I bought in probably 10 states, but not Mississippi.

Right.

I have not been to Mississippi myself, but I'd like to know what the.

Other Two states are.

50 states. Sorry.

Whiskey. The state of Whiskey would be a lot.

That was a.

The state of Red Breast.

That was a test. Matt Forbes passes.

Yes.

I'm actually moving to Whiskey. I'm moving to Rye County. It's going to be good.

Blame the Red Breast.

Oh, why am I not. Why am I not in that room?

You didn't visit.

Although the Marriott's lovely this time of year. Look at that.

All right. Hey.

My high school teacher's cringing right now. 52.

It's okay. We'll be 52 soon enough. Don't worry.

Oh, yeah.

This was a very, very subdued episode, I feel. I mean, it was very good episode, but we're just kind of. I don't know. Because Matt Forbes doesn't have a drink in his hand.

Yeah, sorry. I think, you know, I think I have some Southwest liquor in my bag somewhere. I could find that. Sometimes you take the nip, you know? You ever stolen them from the airplanes? Nope.

Never. Never.

Got some peanuts. Yeah. How did the thing go before? Nightcap was good.

Yeah. We were just talking. It was fun to come into this call because we had 20 people on a zoom call talking about land investing, which is really cool. And a lot of people would think. 20 people. That's a lot of people to be talking about land investing with. But as we know, Matt Forbes, the market is huge, and we want to spread the word because this is a massive.

I talked to a seller today in Texas. He goes, I just. I want to understand something. I got a letter from you, whatever, eight months ago. And then I got another letter from you two months ago. So I'm calling you. I'm like, okay, I have things to do today. What can I do for you? Talk to someone who cares, like my intake guy. And he goes, but I got two other letters. He goes, so, what's going on? Is it because Bezos is coming and buying all the sacred? And I'm like, no, it's just because, you know, people want to buy your land. You want to sell it. He goes, yes. I go, well, there you go, talking My intake guy. Have a great day. He goes, but we've owned this property for 25 years, and you're the first person to ever send me a letter in 25 years. I'm like, yeah, makes sense, because you're in the middle of nowhere. Property might as well, be on Mars, for God's sake. So sell it to me for, you know, 20% of it might look similar. Yeah, I bet it does.

Actually, you know, I, you know, made a common mistake. You know, the Federal District, Washington, D.C. and the U.S. territory of Puerto Rico. Many people confuse those for the 51st and 52nd state. Just wanted to put it out there.

What about Guam? How do you feel about that?

Yeah, Guam. Thank you.

I don't want to go any further than that.

Do you ever talk about Guam?

Next subject.

In what year were the last four states ratified to make 50 states?

Oh, that is a great trivia question.

1948.

I believe it was 19.

You know that Boston.

No.

Look at their eyes, ladies and gentlemen. They're both frantically Googling it as we speak now.

I'm not Googling anything. Look at them go in the 60s.

I don't know.

That seems.

Oh, you just made up a question.

Larry Overstreet is watching. Larry must answer that question. I think it was 1948, Larry. And I think it was two states. I don't think it was four. I think it was five.

I think it was two.

I think it was 1962. Do we get an answer on that?

I'm gonna Google it right now.

Okay, good. So here's the thing I don't understand about all the people who are on that last call is why wouldn't they be on this call?

Well, a couple of them are.

Are they? Because this is so for whoever you people are, you know, out there in the universe, this is your chance to ask questions to two guys who really know the business. You know, these guys have been doing it for years. They have a ridiculous passive number. They are far beyond where you want to be or think you ever could be. And they're begging to answer your questions. So ask them. It's clearly not. Tell me it wasn't 48.

Can I just say that Larry Overstreet just answered, and he said he thinks it was the late forties. Hawaiian, Alaska.

While I love Larry Overstreet, he lives in a bus. So I want to get. I want the real answer, although Larry's.

Don't listen to him.

Larry wondered why he become a state. Oh, 1959.

I'm thinking it's 62. I feel. I still feel pretty good about 60 or 62. All right, Larry, by the way, wicked smart, and I want to be him when I grow up.

He's a wicked smart guy. That's for sure. He was on last week. Matt, I don't know if you Saw or not, but Larry. Yeah. So if anybody wants to hear about Larry Overstreet's story and how he is living in the rv fault time, working his land business, go back and listen to that episode. It was a good one.

Yeah. And every once in a while, that RV rolls into boot camp. And talking to him in real life is, like, kind of amazing. The guy's pretty legit.

You don't think Kevin, Larry in the podcast. He's got a great podcast voice, and he makes us look bad, so I'm just putting that out there.

Yeah.

He was less intimidating last time, though, without that big microphone.

Yeah, he didn't have that, so he just.

A favor.

All right, well, guys, nightcap next Thursday night.

Ooh. So, Zano, literally. Oh, no. Thursday night. Yep.

Thursday night.

You let me know if you want to be in the north End.

I'll be there. I might be in the north end Wednesday night, though, because I have that thing on Thursday.

So we'll talk sooner or later. We'll be at the north end eating chicken palm sandwiches, talking to boss man.

Oh, fat guys love chicken parm sandwiches. Like me.

We'll have to be eating them during the show.

Yeah, yeah, yeah, yeah. Just a giant.

And we'll mail one to Boston.

A giant one.

That was so nice of you. David Landers. One last question. Where do these amazing broadcasts get archived? You can find all episodes of nightcap on the YouTube channel YouTube.com thelandgeek and there we go.

Yeah.

All right. Well, thanks, guys.

Thanks, everybody, for joining us tonight. We'll be back next Thursday.

Spotlight. Matt. Yeah.

That was fun.

Nightcap the musical 3 coming soon.

Matt Forbes will sing again.

Wait, is there a third one? Did we do a second one?

Oh, we did.

Was Christmas, I believe.

Oh, God.

Christmas forever. When you sang the 12th. All 12 Days of Christmas. Remember when you did that?

No one. No one needs that at all. I spent, like, two hours writing that song. That was ridiculous. You owe me 400 cold calls.

All right, sounds good.

All right, boys.

All right, everybody, we'll talk to you later. I'm playing the outro right now.

Now I hear it.

You hear it.

You don't have the earpiece because I don't have my ear.

Hanging up the girls till next week.

They're so fancy, they have earpieces. Taking it all off. That's uncomfortable.