The Land Geek Spotlight

Music's playing, bud.

Awesome.

Time to swivel.

Swivel. Straight out of Compton.

Mike Zaino.

Got bossman.

How you doing, buddy?

Doing phenomenal. How are you?

I'm doing great. Thank you very much.

I am loving that shirt, by the way. I don't think the folks at home can see the whole shirt, though. You gotta, like, you gotta really. You gotta bring it out.

Yeah, it's definitely an appropriate nightcap shirt. But when we got on tonight, you. You definitely. You definitely brought attention to the fact that you could only see a portion of the shirt, which. Which makes the interaction look a little bit funny. Right?

But.

But this is the shirt.

I love it.

Straight out of bia, but I know.

That'S not ever going to be the case with Scott Bossman. You have reserved ready to go.

I do have reserves ready to go right here.

Matt Forbes is here.

Look who joined us.

Yeah, my Internet went out. I don't understand. And then it just came back. So that was weird.

Now we got two of Matt Forbes. And so, folks, tonight we are, by the way, we are the Land Geek guys. And this is Nightcap. And this. This is a chance for. For those of you who've never seen the show, this is a chance for us to sit down during the week, sit down at the end of a long day and have a cocktail and talk land investing. And tonight we are using a new format, a new system for going live on Facebook. So let us know what you think, Let us know if we're clear and coming through. And please post any comments, suggestions.

Questions.

Comments, topics for discussion. As my former high school teacher used to say, I love it.

There you go.

And let's talk land investing.

Let's talk about it.

This is really goofy right now I see two of you. Something's a little glitchy there.

Now I see one of you Forbes or Zano.

I saw two Zanos. I saw two Forbes a minute ago, and then I saw two Zanos. Now I see one Zano. We're kicking with one Zano for a second here.

A lot of xenos.

Oh, yeah, there he is. Okay, so we got a few watches. We got Larry Overstreet. As always, he's our faithful.

You know what happened last week, Scott? We never. We never finalized our serve. Like, the three of us were guessing where he was. Yeah, we never confirmed where he was.

So you know what? I think this. This has the potential to be a new segment. Where in the world is Larry Overstreet?

I love it. I'm gonna guess Ohio again. So we gotta follow at the end. Matt, what are you guessing?

I'm sticking with Texas. I feel like he's in Texas right now.

I'm Ohio. Boston.

Yeah. I think he's down south, I'm gonna guess, but I think he might be on his way back up north to see family. So I'm gonna go with Tennessee.

I love it. And for everybody who doesn't know, right.

He's a.

He's a land investor and he's. And he's basically traveling around the country in an RV and able to perform, you know, able to work the business from his rv. So this is pretty awesome.

Yeah. He said in the comments. Mic here he's gonna give us his answer at the end, so that'll be exciting.

Yes. Tonight we're gonna. We're gonna know that I'm right.

We had a great. We had a. One of our first shows, actually, a year ago. Mike was with Larry Overstreet. And I don't know if you remember or not, but he's a podcaster. He had a nice mic in front.

Of him, and he was incredible.

He was sitting in his house, and he was on the verge of moving out of his house because he and his wife, they sold their house. They. They moved into an RV and they're traveling the country, which I think is just. That's like my dream right there.

And he's got a definite great voice for the podcast. He was really, you know, awesome to have on the show. We're gonna have one again, but I'm excited to find out how right I am.

Yes. All right. So, Mike, what do you want to talk about tonight? I'm hoping that we get some. Some questions, that type of thing, but.

Well, you know, last week was. We had a topic prepared, but, you know, we're talking with Matt and we just started wrapping away and. And we. We just really got caught up in some really cool things that were important, so we didn't really cover. So I'm thinking what we were going to cover last week would probably be applicable to this week.

Yeah. And before we do that, in just a minute, I would like to. I would like to expand upon what we talked about last week, because part of the discussion was about the dips in this business, and Matt was having a week last week that we all have. Huh?

Yes. You had a prediction.

We all have those weeks. Right. Like, we just sent out a thousand mailings. We haven't heard anything. What is going on? Matt Forbes, I am you this week.

Oh.

So. So anyway, now I have two Matt Forbes. How did that happen? I don't know what happened.

Never have. You can never have enough Matt Forbes.

Now I have two Zanos.

I've heard a lot of things I know in my life. Have never heard that one.

Never heard that.

You could have. Roll that, Forbes. That's an interesting one.

Wait, I want to be in the middle. So how's that work?

That's uncomfortable for the viewers.

Anyway, so last week predicted you.

You. So maybe we should help you out, because you predicted last week that the very next day Matt was going to have some income, Some. Some accepted offers. And Matt, you told us, you know, you had a wholesale deal come through, you accepted offers. So for. I mean, Boston was spot on, wasn't he?

He was. He really was. I don't know why. You know, usually you get, you know, a couple right away and then a couple in a couple weeks and then a couple in a couple weeks, and I just didn't get anything for like, three weeks. And, you know, of course, your mind is like, you know, you screwed up, your offers are wrong, blah, blah, blah, blah, blah. And then I'm just in. I got so inundated in the last seven days that I need more intake hours. I just got to email. They're like, yeah, you're running low. And I'm like, great. Can't wait to pay you more. That's great.

New problems. Good problems. That's awesome.

Great problem.

Awesome. All right, well, let's get to our topic then.

Wait, wait, wait. Boston, you sent out a lot of offers. Did you recently? Did you. Did you. Did you send out a ton?

Yeah, I sent out a ton of offers last month to an area I've worked before. Okay. So I felt pretty confident there with my pricing and a new area, and I haven't heard much late yet. So we're. It's just a small.

We're gonna have to do what you did for Forbes. Tomorrow is the day for you, boss man, because, you know, consistency is the secret to success in this business. And if you sent out that many offers, you have a lot of deal flow coming your way. I predict tomorrow.

All right, I love it. I'll let you know if it. I'd love to have a live session proving you right. That would be. That would be wonderful. So. All right, well, so tonight we thought we'd talk about. Last week was kind of cool. So last week was Mark's birthday, actually, and he came out with an email series last week talking. Well, it was actually one email, I believe, on his birthday. Mark's 48 mistakes for the past 48 years. So we thought we would talk about some of these mistakes because we all can relate to these. And I think a majority of them tonight we're going to go over are, you know, they're in the land investing world. Some of them are kind of in the personal world. So it'll be a good mixture of business and life here. So Mark had 48 mistakes. Obviously, we're not going to go over 48, but we picked out 10 that we thought would be applicable to our audience. So if you're first getting started in land investing, tune in, listen and contribute to the conversation. So we're saying Mark's 48 mistakes for the past 48 years. Top 10 highlight number 10. Not researching the general area enough on a raw land deal.

Oh.

So I think he's, you know, he's talking about county research. And, you know, many would say Tate Litchfield would say for sure that county research is the most important part of this business. What do you think, Mike?

Well, I totally agree, you know, and Tate is an extremely successful land investor. And I know that in the very beginning he spent an extraordinary amount of time with county research. Right. I mean, knowing the lay of the land where you, you want to hyper focus on where you're going to mail. So knowing the subdivision, knowing the area, that's huge. That sets you up for success.

Yes, for sure. You know, some people get lucky when they first start. I think I got a little bit lucky, but that like, that luck doesn't last forever. So you really gotta take some time and learn these areas and learn the market in these areas and learn why land is selling in these areas. And like we always say, go where the other land investors are. Go where the wild things are. Right, Zaino?

Exactly. And let's ask Forbes. Forbes, this new area that you were worried about, you didn't have any accepted offers. Is this a new area for you?

It is, it is. And you know, it was so weird. It's so funny. I'm on a call with you because who do I see in Marketplace has 20 acres? I'm like, oh, my boy, I can't wait to talk to him on Nightcap.

I made a lot more than 20.

Well, I know this is the word on the street, so you and I need to chat and make sure that my stuff is legit. But it was. I hadn't mailed there before. We did a lot of research. It's a tough area to research, but I think it's a good area and it Was just three, four, probably three weeks. Maybe four weeks at this point. So lots of offers out. I mean, 1100 offers last month. Yeah. You and I talk, baby.

Come on, pick up the phone, Forbes.

Yeah, you'd think even my regular job, I wouldn't have an issue with that. So I'll call you tomorrow.

All right, good.

Awesome.

Yeah.

So there you go. County research, the bedrock of our business.

That was number 10. Number nine. One of Mark's biggest mistakes over his 48 years, not focusing on building my list from day one.

I can relate to that.

Yeah, I think we can all relate to it.

Yes.

What I did, I collected my list as I went, but I definitely did not get started on interacting with that list until too far down the road.

Yeah. You know, it's hard in the beginning. You start getting people contacting you about properties you have for sale and you're like, okay. And you don't start adding them to some sort of CRM that you can engage them. And next thing you know, you've talked to 50 people and you're like, wait a minute, where are all their emails? Right. That's super important. That will grow so quickly. And if you just trust what we tell you and you document and you save these emails in the beginning, you are so far ahead of the game.

Awesome. And you know, how many times have we heard now, Mike? It's happened now multiple times. Larry Overstreet, I think, was the first one. Maybe it was him. Yeah. And then we. And then we've had other people. What I told somebody the other night in the office hours call, is this the person you're emailing doesn't know how many people are on your list? Right. There could be. For all he knows, there could be 5,000 people on your list. So that's why you need to show up in their inbox consistently. You need to show up every week. And as Mark always says, you know, Mark jokes about this, you guys are probably tired of my emails, but what does that show us, Mike? He shows up consistently every day and he provides consistent content. And if you're providing consistent content to your buyers list, no matter if there's 1 or 50 or 5,000 on that list, they will remember that and you will have people who look forward to those emails.

Yeah. It's about building habits, Scott.

Right.

Really? So it's not even about that one buyer. It's about you and your ability to build a solid habit about engaging people who you have encountered when you market. So that habit is going to serve you so well. So yeah, it's two sides. Look at it from the side of the person that is on our mailing list who's excited to see that offer, but also your side as the land investor and building that habit. That's going to bring you a ton of sales. Yeah, exactly.

Matt Forbes, how's the buyers? Listen, the interaction with the buyers list. Oh, you're muted or something.

I would never mute you, Matt.

Here we go.

My bad. Growing. So again, one of those things first, probably there's a few things that I wasn't quite ready for until the last boot camp that I'm sure we talked about at every boot camp, but I just didn't quite get it. That was one of them. So that's one of the big pushes we have, is to grow that sucker. That one resonates with me really bad because it just wasn't something I was doing, but I understand how powerful it is, which is good. Looks like big dog is watching. Watch out.

Yeah, make us mach. Podolski is in the room. Thanks for joining, Mark. You probably didn't see the beginning of the video, but Mike was making fun of my shirt earlier because it looks a little bit goofy, but it's actually nightcap themed. So I'm. I'm straight out of beer is what we know.

That's never going to be a true statement for Boston. Right?

Yeah, I'm good to go right here. So, Mark, we are going over last week you emailed about your 48 mistakes over 48 years and we're highlighting 10 of those tonight. So we are on number eight. 110 here. Mark, where are you? Oh, 110 degrees right now at nighttime.

Wow. That's why. That's why you don't live in the desert. Right, Right there. That's checkmate. That's why you don't do it. It doesn't make any sense.

I'll take 70 degrees here.

10 degrees. Wow.

Yes.

One GWA. Yes. All right, so we are on number eight. Number eight of the highlights of Mark's 48 mistakes over 48 years is spending too much time doing everything myself.

Oh, yeah, yeah. Delegation, right. Automation, delegation systems. That's our niche within the niche or our niche within a niche or a niche within a niche. I don't know who. However. Yeah, however you want to describe it, but yeah, that's huge. And, you know, the sooner you kind of really dig into that, the sooner your life becomes a lot easier. This is a repeatable process. Five steps over and over again. When you do these enough times you realize that, hey, I don't need to do this any longer, right? And you can automate or delegate, so. Yeah, I can. I can relate to that totally.

Yeah, it's. It's one of those things that, you know, so much of this is simple once you learn how to do it. And I don't know what you guys are giggling at right now.

Giggling at Matt. Giggling.

Yeah, I know. And Matt's giggling at these.

This is for, like, the people, the 842,000 people who are out there, right, to listen to, like, Zano or Boss and be like, gee, like back in the day, I do remember learning that lesson, and I. It's so nice. Like, they're on the other side, man. Somebody doing it all and not one person. They've got 30 people and, like, I'm sitting over here, like, just grinding away, doing my best to go get more people to do my stuff. But that's the secret, right? It's a team sport.

Matt Atlanta besting is a team sport.

I agree. I mean, that's the key to this whole thing, right? Is no one person can do it all sustainably. You can do it all for a little while, but you burn out. You gotta go get the people. You gotta go do the outsourcing. That's what it's all about, right? That's the whole thing. So I'm just laughing because you're on the other side. I'm still on this side. And, like, I just. I want. It looks so nice over there. It's so green, the grass.

It looks lovely.

I can't wait you get here, folks. Mark has a comment here. It says, those days, I deluded myself. Self importance. I thought no one could do it as well as me, and that was a whole horrible error. So I can relate to that as well. Like, I like to have. I like to know what's going on. I like to maybe be a little bit of a control freak in my business and to delegate and to accept that, you know, as long as something gets done, it may not be 100% perfect in my eyes, but what does Scott Tott say, done is better than perfect.

Right.

You know, and then you create a team by delegating, and the longer that person works with you, the more in tune they become with you and your business, and it ends up working just fine.

So it's tough to let go of things that you do. But honestly, the reward is huge.

Awesome. All right, we're down to number seven.

Let's hear it.

Mark Podolski is one of his biggest mistakes, not getting a mentor sooner.

Whoa. Yes.

This is, this is huge. This, this for me, it's kind of interesting. It was kind of a foreign subject four years ago. Like I got in, you know, I graduated from physical therapy school. You maybe have a mentor for a year or two, but then it's really, you're really reliant on yourself thereafter with going to certain continuing education courses and maybe specializing in a certain area or whatever where I was really relying on myself to do everything. And I didn't realize the value of coaching and learning from others later in life, a different trade until I, until I got more active in this community. And you know, Scott Todd was my coach, so I couldn't go wrong. But, but I came out of that experience very grateful and, and humbled and excited.

Yeah, mentoring is huge. And what's great about our community is that we're all pretty much like minded. Like we were talking about at the last boot camp how everybody there was like really family orientated. They're there for the same reasons. They want to spend more time with their family. They're looking to spend less time, you know, just kind of grinding away. And so to work with somebody that actually, you know, has such a good purpose, you know, a good reason, a good why, and then to kind of work with them on that, it's just so powerful. And the success too.

Right.

Someone that's, that's been there, done that, made the mistakes and can prevent you from making the same mistakes. So each person should get better than the one prior to them.

Right.

Because they're learning from their mistakes. So we just keep getting better at what we do.

Yeah. And I think, I think it's very important to. Now, I know, I think it's very important to always have a mentor to a degree. And Mike, I'm sure that you can definitely relate to this with your martial arts and that type of thing. But something that really, that really impacted me a few even it was fall of 2015. I went to boot camp. I remember Mark Godolski telling the group at the first ever, at the, at my first ever boot camp that he had a coach. And that put. That gave me significant perspective on it as well. Like, here's Mark, look how successful he is. He's got a mentor. So it's just that that left a huge impression on me and told me that this community was probably a good one for me. If the guy in charge had a mentor and he was talking about it, being open about it, I thought that was really cool.

Yeah. Continuous improvement.

Right?

We're all about that.

Awesome Forbes. Any words on that?

I don't want to talk about how awesome my mentors are because their heads will explode and then it will just be me talking about this thing. So. But no, I mean, you gotta, you know, you need. What's cool about the community, though, is like, there are lots of them, right? I mean, you know, I have guys that I reach out to that aren't my coaches, right. That are just willing to help. So, you know, we go to boot camp and I go out to dinner with guys I've met in the community that are way ahead of where I am. They just pour information on me all the way up to Mark and Tate. And you two clowns, You're gonna learn one way or the other. Just one way is going to take 10 times longer and be so painful that you'll quit. You got to find someone who knows what he's doing. Otherwise this business, I can't imagine this business without you guys. It would be impossible.

That's really cool, Matt.

I would say. See, that's why I didn't want to answer the freaking question.

We got to a teary eyed moment on the night.

Oh my.

I remember Matt Forbes. My first ever phone call with you. I honestly do. So this is the cool thing. Like, you know, we, we. Mike and I talk to people on the phone and, and things. Stick with you and Matt Forbes. I was, I was still working at the time and I took a call over lunch and I'm working in the nursing home and I walked across the hall to the chapel and I remember walking back and forth into the chapel talking to you about land investing and what an amazing thing it is and how it's changed my life. I don't know.

Yeah, it was good that I, it was really good that I talked to you because, you know, you, like, you. You look at Mark and you know, you listen to the podcast and he's like. And I know you're listening, Mark, so don't take this the wrong way, but you're like, way up there.

He's untouchable.

Yeah, he's like a celebrity, right?

You're like.

I remember chatting with him and I'm like, is this really Mark? And he's like, yeah, it is. And I'm like, really? And he's like, for the love of, like, you just see him, like, oh, my God. But then, you know, to talk to you. Like, Nightcap hadn't been invented yet. Right? So I couldn't just come on here and Ask a question. Right? But I was like, wow, this guy's really down to earth. And, you know, it seems to make sense. So I'm lucky I talked to you and not, you know, Zaino. That would have been.

Right. That would have been a disaster.

I was almost feeling a group hug into that moment.

Hey, we got a lot of watches. Got a lot of watches watching us. Courtney Spaeth is watching. Courtney, how you doing? She's a friend of mine. Hi, Courtney.

Love you, Austin.

Douglas Ford is watching Austin. How's it going, buddy? Good to see you on here. So we're down to number six.

Six. Let's hear it.

Number six. One of Mark's top 10 mistakes, or what we perceive to be the top 10 mistakes. Taking too long to discover how much more creative and productive I am when working outside my home.

O, say that again. That's a powerful one.

Taking. I could relate to this. So I threw it in there. I didn't have much help putting this together. I'm kidding.

Wow, That's a dig.

Just, you know, just put it in reverse.

And taking too long to discover how much more creative and productive I am when working outside of my home.

I'm gonna let you go first on that one there.

Yeah, I'm gonna go third. I feel like a third's a good move.

I could relate to this because. So I quit my job last September.

And.

The first number of months, I struggled with being productive in my own house and getting things done because there's so many distractions. And a lot of them are good distractions, but some of them are. They just. They just take you away from focus.

Right.

And so, like, how tempting was it for me, Mike, when I had just. When I had just quit my. My job to, like, sit around all day and watch Game of Thrones with my beautiful wife?

Yes. Good show.

You can relate to that, right?

Good show. And concur. Beautiful way. So, yes, I get it.

Or.

Or, you know, play with the dog or do laundry or do whatever.

Right, right. So do something else.

Yeah. So what I noticed was I had a. I had a very busy day. But when you look at the time I spent on all the activities, they probably could have been condensed down into two or three hours. So what I. What I've been doing lately for the last few months. Well, the last four or five months probably of this year, is I get out of the house at least three times a week. I go to a coffee shop. I go in with 60%, you know, battery on my laptop, and I focus for two to three hours. Two to three hours. I'm focusing and I get a lot done.

Really?

Yeah, yeah, yeah.

I don't know what it is. Forbes. Forbes, you work at home. Maybe you should try that.

Yeah, I mean, like, I work from home, professionally. I've been to my. I've been working at my company for seven years, three months, I think on LinkedIn. I saw it. I've been to the office three times.

That is admirable.

I mean, I don't even know where it is.

I think, Scott, you're talking about change your environment, change your attitude, change that whole. We've talked about this quite a bit, right. You know, kind of changing your environment to change your attitude. So I can't relate to what you're saying.

Yeah, it's just. I don't know. And, you know, like, the. The Panera I go to, there's like one coffee shop. That is all I got. There's nothing else. There's nothing else except the McDonald's up the road.

Is it just coffee or do they serve beer there, too? Are they like, what, welcome to Panera?

No, unfortunately. Unfortunately, no beer. Okay.

But.

But they have some nice energizing music in the background. And then I'm usually there with, you know, the older folks come in in the morning, they play cards together. So. So I don't know, it's. It's just kind of a cool environment.

I think it points to a bigger picture, too, about when you finally are able to work from your home, being able to kind of, you know, segment your time and schedule yourself and all that stuff plays into it. Right? Because, you know, there could be a lot of distractions because you are at your home where there's a lot of other wonderful things that could happen. So I think there's a. There's a bigger picture there.

Yeah, for sure.

Yeah. Yeah. That I can talk to. Right. Because I do work from home. When I'm at work, I'm at work. It doesn't matter whether I'm in my basement where I work or I'm in an office.

Right.

I mean, like, yeah, I've got my basement and all the boxes because I just moved. But, like, my kids, they don't come down like, the daddy's at work. Like, I don't care.

Go.

The house isn't burning down, you know, pound sand, go away. So, you know, if you're. If you're having that hard time, right. Go to a place where you don't have distractions in your house. Right. If that's a basement if that's an attic, if that's a spare room, do whatever, set up your office. But when you're in there, it's. It's not. You're at. You're not at home. Right. You're at work.

Right.

The difference is my commute's a flight of stairs, but when it's go time, it's go time. You got to get it done, so.

Right.

All right.

I need to relocate to the basement then. I think that's part of my issue because I get too distracted with the goings on up here on the main floor. And now this summer. This summer, I seriously, the boys are like, dad, dad, dad.

You know, Boston, we call that the basement dweller.

The basement dweller.

Come on down.

All right, let's get on to number five. Number five of one of Mark's. We're perceiving this to be his top. The top 10 number five mistakes before his 48 years on earth. Not hiring a CPA that understood real estate and owner financing.

Oh, that's a good one.

Yeah. The Garage Mahal.

Yeah. I mean, this is a very unique business. Right. And there are certain people that are better equipped to help us than others. That's for sure.

Yeah. And. Go ahead, Forbes.

That's so generous. Let's just call it what it is, right? There are CPAs who don't friggin get this and they don't understand. And you're gonna go to them and you're gonna be like, oh, you're a ppa, so, like, oh, you must know what you're talking about. Like, going to a doctor and be like, oh, you're a doctor, so you must know. It doesn't mean they know. It doesn't mean they're specialists. You're right.

They'll be a specialist.

Yeah. You need to go find someone who knows this stuff. This one's awesome because, like, I just asked 10 people who they use, and seven of them were like, that guy. And I'm like, okay. And I called him and he's like, yeah, I do land investing on the side. I'm like, and you're my new cpa. Done.

Yes.

Like, will never be a problem for me, thanks to this community.

Absolutely.

You're so nice. You so generous.

You know, I think we do need to plug Scott Todd's accounting course on here, because I will tell you that the first two years of this business, I struggled. I mean, I was doing myself right. And then I learned Scott Todd's method, and, boy, it was a pain in the ass to Pain in the butt to switch everything around. Sorry.

It's almost 11 o' clock in the east Coast. You could say that.

Doesn'T matter. All is lost. All is lost.

I think. Was that the first ever profanity on Nightcap from you? For me? Yeah, for me.

Wait, let me rewind though. Forbes. I was the first ever. I know. I'm not a sports fan. I watched the game tonight. Did I jinx them? Do they lose?

I think it's fair to say that you cost us the champions. Yeah, I feel pretty good about that. They lost because of Michael Zaino. Zaino Z A I N O. Oh my God.

My door is gonna get busted down.

Don't say that.

I'm in New England.

It's weird. Like we didn't win the championship. I'm not sure how I feel.

It's weird. It's weird.

Thursday.

Yeah. You'll be alright.

They played a great their goaltenders. It's a monster tonight. So is what it is.

The audience is kind of quiet. Let's see. Oh, Aileen. Aileen did say it is hard to work from home. Great suggestion about the coffee shop. Yeah. So if you guys have questions about land investing, you know, we're talking. We're doing a top 10 list. That doesn't mean you can't answer I can't ask question. So if you have questions about land investing, if you have a success that you would like to share with the group, please brag to us. We. We love the stories. We love hearing about successes and great deals. So. So put those in the group or put those in the comments as well. Number four. Number four. Lisa does have a comment.

Yeah. You'll need your red stapler. You just don't take my. I'll burn this place to the ground.

I'll do it.

I'll do red stapler.

I don't know sure what that's from. What's that from?

Are you. What? Both of you. Oh my God. We're gonna have to have movie time at the next boot camp. That's from Office Space.

Oh, it's Office Space.

Come on. The guy with the red stapler, he burns the whole place down. Yeah, I can't hang it. It's over. That's it. It's over. If you don't watch Office Space, I can't.

I do watch Office Space. I just haven't seen it in so long.

You don't watch Office Space as if it's like an ongoing show.

I watch Caddyshack too much.

All right, that's Fine, but like, you know, red stapler. Come on. Like I'll put Strychn in the guacamole. I'll burn this place to the ground. Okay, moving on.

I got you.

You kind of look like M. Forbes. All right, number four.

Al. Thank you.

No, it's a good thing.

Wow.

Not thinking big enough. Look like a fat old guy not thinking big enough. Matt Forbes.

Am I supposed to answer that?

Come on, Zane, you got something to say about this for sure.

No, it's true though. I mean, our only limitation is our self limitation, right? So not thinking big enough is sending out after, you know, the business, you work the business and you still send out 100 offers a week. That's not thinking big enough. You gotta grow this, you've gotta scale this. You gotta have the faith to crank out the numbers because that brings Success.

Yeah. 1100 mailers. Boom. Yeah. I don't know. I'm nowhere in this business, but. Yeah. Yeah. Yeah, baby. Yeah.

That's not true, Forbes. That's not true. You are somewhere in this business.

No, I know. Relax, relax.

You lose a mux.

I just put a numbers game. It's a numbers game, right guys? It's a numbers game.

No.

And so there's two things we control how much we mail and how much we market. And you know, the rest we deal with the results of. And that's where the scaling and the, and the, you know, the systems and automation come in. But you can only control, control those two things. How much you mail, how much you market. The rest is just. Is just how you deal with it.

Oh, that was like Zenrific. We're gonna cut that and we're gonna like package that as a 20 second inspirational video that goes out to people. That was right.

Mark said he's gotta go. Dinner time. Great, great nightcap. Nothing better than reliving.

It's like midnight on the East Coast, Mark.

What do you mean?

No, it's only 8 o' clock there.

That's a funny comment though. Nothing better than living my top 10 mistakes. Yeah, pretty good.

It's not bad. Don't worry, Mark, we still got three to go.

Yeah, I know. And they're only getting worse.

Mary has a couple questions. Okay, here we go. I've got a couple of questions on contracts. Do you file the land contract with the county? If it's terms. I'm working in Arizona. And do you actually have them have the contract notarized when they sign? Refers to that as well in the standard contract. But if you use electronic Signing that normally doesn't happen. Typically, the answer is no. Yeah. So typically answer is no to filing the land contract with the county. If it's terms. Correct.

Right.

It's just not necessary. Right. There are going to be very rare occasions when the buyer will request that and that, you know, you're more than welcome to do that, but I've never done that.

Yes. And it's legal. I just talked to a guy the other day. He said he started land investing actually 30 years ago, right around the time it became legal to have unrecorded land contracts in the state of Colorado, which I thought was kind of cool.

Wait, say that again. Back it up.

Apparently, in the state of Colorado, a long time ago, it was not legal to have land contracts without recording them. But then a law changed, and it became legal to have an unrecorded land contract. And coincidentally, he got into land investing after that and was a land investor 30 years.

A mere 30 years ago.

A mere 30 years ago. 30, 40 years ago. Something like that. So I just thought that was kind of interesting.

Was only, like, 44 at the time, right?

Yes, I just turned 44 last week.

Dude, you're gonna take that personally? Really feel good about that move?

We're like, 44 last week.

Hey, happy birthday, big boy.

Thanks, buddy. All right, number three in Mark's top 10 mistakes. Not creating systems and processes from day one and treating my land investing like a business instead of a nice, lucrative side hustle.

Yep.

Yeah, you gotta document from day one, document what you do, how you do it, so you can have somebody take over asap.

Yeah. It's a mindset thing, though, right? Like, I don't know when it was when you guys got started, but for me, it was like, I really want to make this a business. But I didn't act that way for, ooh, nine months, maybe a bit more. It was just like, I'm buying land. I'm not gonna tell anybody. It's scary. And then, you know, we woke up and we're like, all right, we need to do this for real. And we made it a business from that day on. But that's a. That's a total mindset thing.

And you.

You're crazy. Like, I wasted nine months. Totally wasted nine months.

Right.

You're crazy not to.

Yeah, it's. I mean, it's amazing what perspective does for you. It's with anything. Right? I mean, you can be this business three, four years, and you think to yourself, what would you do differently? And there'd be so many things but, but I'm a true believer also that, that, you know, the, the path that brought you here is very powerful. So.

Yeah, I mean, you know, we learn from our mistakes, we learn from our experiences. So to go back and kind of look at them as if, oh, I shouldn't have done that, you know, this is how we learn. So, you know, it's easy to say that, but we're here now because of what we learned and, and the mistakes we've made, so it's okay.

Awesome, Mary. Also, we don't need to get land contracts notarized. Some customers may feel more comfortable with getting documents notarized, but we do not need to get anything notarized with a terms deal. And then Aileen had a question to kind of, to kind of go off Mary's question after you get a docusigned terms contract.

Right?

Excuse me. Do you need to get a hard copy actual signature at any point, just for your records? And, and I would say no, I'm using that, I'm using that computer signature for my signatures. No, wet signature, I guess is what they would call it. So those electronic signatures are fine.

I do half a million dollar deals in real life. You don't need a wet signature on anything. Right. That is just fine. You're. I mean, you can buy, you can now do a mortgage in a docuSign, right? Those days are gone.

Yep, exactly.

Question.

So, guys, I've been waiting this entire time, like 40 minutes now, for you guys to mention something that you're. That you are impressed with your haircut. Look at the live feed. Look at the live feed and tell me what you're impressed with.

I can't because my surface crashed and I'm on my phone.

Oh, your surface crashed.

Probably because of Skype. Because Skype is the worst program ever invented in the history of mankind.

Skype is working fine on my Mac.

Everybody needs a Mac, daddy boss man.

It's working fine on my Mac.

What did we not notice? We noticed the shirt straight out of beer. We noticed the haircut.

I noticed you didn't robe up.

Forbes. Forbes. Look at the little logo in the lower right corner.

Oh, yeah. Land Geek logo in there.

Isn't that cool? Whoa.

Yeah.

How come I don't see this?

I did that phone.

Did you really? Nice job.

I did that.

Let me see and I'll look at it.

I like it.

Thank you. I just thought somebody would say something at some point.

But so honestly, I did notice it, but I just was wondering if it was there.

Someone did say something. About the logo. And it was aen, funny enough, love the logo. She says, well, yeah.

Yeah.

Thank you.

She's a good person.

She is a good person. Stay tuned. Aileen, if your daughter's watching, I'm sorry it's so late. Stay tuned. We are going to play your song. We have a song coming up. Number two. We gotta get to number two. You ready?

Story. All right.

Number two. Not being present with my family. Oh, so Mark was just talking about that digs deep. Mark was just talking about this yesterday on the roundtable. That roundtable will be coming out next week. So we're living now, waiting for next week. It's like. It's like an Avengers endgame, Weird timeline thing. But here's what he talked about. He talked about not being present enough with his family and how when he was in the throes of this business, he hadn't automated yet and delegated, he would be on the phone at his son's swimming event or ball event. And I could totally relate to that, because two years ago, I remember walking up and down the foul line at a baseball game on my phone, worried about a land deal. And, you know, I was at a baseball game. So I can relate to what he was saying. We have this desire in ourselves to do better, to be. To be, you know, to be the best we can to. To try to, you know, make money to pay for shoes for our kids. And sometimes that creates neglect in other areas. So, anyway, I can relate to what he was saying, for sure.

That digs deep. It digs deep.

Yeah, it does.

You know what Tate Litchfield probably said, the one thing that solves that whole problem, there's no such thing as a land emergency. Right? So if you think that you have to be there while you're spending time with your kids and taking a phone call, there's no land emergency.

Right.

You can really program this business to work the hours you want it to work, so you command that time. And it's a tough lesson to learn. It really is, that you're in charge and enjoy that baseball game, enjoy that time with the kids, and just schedule it correctly. So, yeah, that's a. That's a tough lesson to learn. But if you're listening right now, learn it quick.

Learn it quick. Exactly. Yes. All right, so, you know, maybe we have some new watches. They're pretty quiet if they. If they're here and they're new. But if you're new and you want to know more about land investing, friend Mike and myself, Mike Zanel Scott, bossman friend, Matt Forbes ask us questions about land investing and. Yeah, ask that guy for sure. Schedule a call. Maybe Matt Ford, you could put this in the. In the link, if you wouldn't mind. Schedule a call. @thelandgeek.com Training with Mike and myself. We would love to talk to you about land investing, the business, how it works, and our programs, which, you know, the program's changed my life, so we'd love to talk to you about it.

Absolutely.

All right, were you ready for the number one reason or the number one mistake?

Number two really just hit home.

So number one still on that one.

Number one might really crush me, but bring it on.

Number number two hurt for sure. All right, number one. You know what? We need to wait. We need a segment first.

I don't have any alcohol.

You don't have any alcohol? No. Listen, this is our favorite segment. We can't go an episode without doing this segment.

Look at the vodka he's drinking. Oh, my God.

Mike Zaino, Mike Zano, Matt Forbes, you New Englanders. It's time for the Boston Lager segment.

Oh, I love this.

Yeah, baby.

So the Boston leg assignment, for those of you who never watched is where I spell a word, a normal word, and Mike Zano pronounces that word and. Yeah. What's that?

I pronounced it correctly.

Yeah.

I don't know if I'd go that far. Here's my favorite Boston Langer word of all time.

A cheetah. Never play cards with a cheetah.

Right. That's my favorite of all time, the Boston Lega word of the week. You ready?

I'm ready.

P O A C H E R. Pocha. Pocha. You know what? That's getting better. You're getting better. That was almost.

A pocha is someone that, like, takes things that they shouldn't take. You know, it's like, illegal.

Illegal, yes. Or they kill animals. They shouldn't.

Exactly. It's illegal.

I think I said it better. I think I said it better in the New England accent than you did.

It's funny because, you know, you bring up the cheetah and we talk about cards. I'm in the new subdivision. We just recently moved. Love it here. And I think Mark would also land because it's really made us able to do this. And I grew up with. Somebody calls me up and he's like, hey, we're playing 45 Snipe, which is a New England game. Matt.

They play it down there.

45S.

It's a Merrimack Valley. It's A very specific game.

Yeah, they play it. I used to live in Marlboro, Mass. And they played it out there near Worcester.

But it's a very unique game, right? It's.

I. I never played. I'm always like, 45s. We're not. I'm not shooting people. I'm out. And then I would leave.

They're like, okay, we have 11. We need 12. And I'm like, I'm really sorry. I'm busy tonight. And they're like, well, no, we really need you. We'll have you on by 9:30. I said, there's something very critical I need to do tonight. And they're like, okay. So I walk over and I grab my new Conor McGregor whiskey, and I go, hello, critical. And I pour, and I just relax and have watch Game of Thrones. I just wasn't in the mood for cards. Scott.

45S. 45.

Laura's actually better than I am.

You'll have to teach us it.

So. So we have one comment on YouTube. So here's the cool thing about tonight we haven't talked about yet. We are actually. We're streaming to Facebook and YouTube at the same time.

Wow.

So much kind of cool, right? And you're only able to do that on a Mac, by the way.

Well, that's stupid.

I'm not seeing.

Are you digging at my surface?

Chuck, Chuck. Chuck said he sent me a question on YouTube, but I'm not seeing it in the comments. So I don't know why I'm going to YouTube right now. But so, Chuck, let's see. Look, he texted me.

Aren't there comments in you?

I'm gonna say can't see it. Ask here because we'd love to ask your answer your question.

Okay, where's that. Where's the comment in YouTube that's now?

Like, I don't see it. So here's the thing. Chuck is watching the call right now. He just emailed me. I checked my email. He just emailed me and said, hey, I sent you a question on YouTube. Do you see it? And I do not see it. So we'll see if he.

No, no, no. There they are.

Really?

Right hand corner. Yeah. Knowing what? So there's two questions.

Oh, there it is.

Yeah. So knowing what you now, I assume, know now, what parameters would you make sure were part of your first vacant land purchase from D. Sean DeShawn?

My first vacant land. First vacant land purchase.

What I see now. I see them now.

I see them now too. I couldn't see.

We found the comments all right, guys.

Chuck, we're Good. We got two comments on YouTube.

Really super job behind the camera. Great job. Thank you so much.

Good job. So my first land deal was awesome, right? So I bought a piece of land for someone that's any three, $400, and I sold it for $3,500. It was a cash deal. It was awesome. It was proof of concept. It was everything I needed to push forward the business. But part of your first vacant land purchase parameters, you know, I guess I could interpret that many ways. I just think that, you know, you have to. I mean, parameters could mean, like, you know, do you have any certain numbers that you won't go below in terms of profit margin? I don't know. You know, we buy these things so below. Far below market value, 25 cents on the dollar. So there's so much room for profit. And what happened to me was that the person said I had someone go put a sign on this property. So this is kind of near a. Kind of a residential area. Wasn't an infill lot, but it was kind of near something where there were houses. And he's like, someone here wants to buy your land. They saw me put the sign up, and I'm like, He's like, how much you want for it? I'm like, so I just made up a number, and they're like, yeah, they'll take it. So I guess parameters would be like, know the true value of your land, because I probably could have made more money, but I'm okay, you know, taking 400 and converting to 3, 500. Right. So I don't know, maybe. Maybe put a few more, kind of clarify that a little bit, if you would. Sean, that's. It's a great question, but I want to make sure I'm answering it correctly.

I guess, you know, the other thing is just to make sure you're crossing your T's and dotting your I's with all back taxes and all, you know, possibly back POA fees. And, like, I was working in an area initially where I didn't know that there were back city availability fees for water and sewer. Excuse me. So I found it out before I purchased the land. But, you know, it'd just be a good idea to call the county and to call maybe the metro district, if there is one, to ask, you know, are there any fees associated with these land parcels?

Okay. And I like Chuck's question, too, about record the deed if they fall. So, no, we're not doing a, you know, a deed of trust or we're not recording that. We basically have a land agreement that they, that they do sign and they stop making payments and we typically do not record them. So if they do default, it's a pretty straightforward and simple process to recapture the property and sell it again.

Yep, I think that might be going with that. Matt Forbes, do you have a good default story yet?

I don't have a default, actually. I just had a guy who took me up on our guarantee, which was the first time that had happened. And I'm like, I had worked so hard to get this guy the 90 day money back. Yeah. And it was like a million phone conversations. And so it was super disheartening when he did. And it taken me a long time to sell that property. And then I sold the Property in like 24 hours for more money. I'm like, oh, yeah. Remember when they said like, none of that matters? They were right. None of it matters. So. But I haven't had any of the full on default. I do have a guy who pays late every single solitary month. And I've got my inner Mark Podolski over here being like, get rid of him. Forget it. It's not worth the hassle. And I have like me a very small version of me here. Be like, it's $249 a month. I don't care what I have to do to get that money. And Mark's right. And I know he's right, but I don't have enough business where I can be like, yeah, you know what, guy? Go away. I'm gonna take back that $14,000 property just cause you're a pain. So like, you know, every month it's some new excuse, some new something. We have to text nine times and then I get paid.

Was that a heart you were making like love something?

Yes, it was. Yes, it was.

What was that? Can we ask the question of like what your wife thinks I did? That was stupid. Can we get that in the open? Where is Aaron Bosman?

My wife Aaron Bosman. You're stupid at all. She loves you.

I know. She's like my land wife and I want to know what I did.

Your land wife. Nice. Like your work wife. Yes. So the default.

Yeah, go ahead.

What?

What Mike, I was gonna say, was that number two or number one of Mark's biggest.

That was number two. It was number two. We went to a segment.

Yeah, well, I want to say number two. Wow. Number one is gonna really wallop us if we're still kind of really feeling beat down on two. Well, I can't. I'm kind of nervous about number one.

All right, well, let's do number one. I will say quickly that the default. When you are beginning in this business, it's painful. The 90 day. The 90 day money back guarantee is painful. Matt Forbes, two years from now, you're going to celebrate the default. Because usually when people default, the property's paid for and you turn around and sell it.

And it's a T shirt right there. Scott, Celebrate the default. That could be a.

Celebrate the default.

Celebrate the default. That you should. You guys should have those for the next boot camp. Celebrate the default face on the back.

So, Chuck and Sean, hopefully that answers your questions. Are YouTube live? They are. Wait a minute.

If not, can we put a link in there for them to schedule a call with us?

I've already talked to Chuck, but I'll put a link in there. I know Chuck. Chuck and I had a good conversation yesterday and today, actually, two quick conversations. So. But yes. D. Sean. D. Sean, if you want to talk to Scott Bossman or Mike Zaino, go to thelandgeek.com training and we will chat about land investing. So here we are. We're to. The number one reason, the number one, the number one mistake that Mark Podolski made.

Why do I feel like it's gonna.

Hurt in his 48 years? Now, this applies. This applies to business and personal life, I think.

Ready? Yes.

Having the scarcity mentality, I now know. I now know the market is huge and there is no competition. And therefore I share my model to help improve other people's lives.

Listen, that scarcity, this is something that Mark should talk about more. It's so powerful. I remember in the very beginning, I was like, mark, I have enough money to either buy some more property or go to the boot camp. What should I do? He's like, mike, have the abundance mentality and do both. And I'm like, okay. And I did. And it was the best decision I ever made. Like, this is something that is so huge. Like, the scarcity mentality is prevalent in all levels in all areas of our business. And once you embrace the fact that if you go out there and you seek it, you will find it, then you will embrace the abundance. It's just huge. This is paramount. This is, like, huge.

Yeah.

Yeah. The. I mean, it's. It's a game changer. It's a game changer. I mean, I think so many people. Here's what I see. Here's what I see, Mike. I think so many people, they get into this business, and they have that scarcity mentality. And then as you continue to go through it and it. And it may take two, three, four years, but you're coming out the back end of those two, three, four years. And that scarcity is like leaving you. It's leaving you, and it's freeing. And it leads you into this abundance mentality. And that's what has happened. That's what happened with me, for sure, with land. I mean, I've told the story multiple times how I got a Land Geek T shirt in the fall of 2015 at the Las Vegas Boot camp, and I wouldn't wear my T shirt to Walmart because I was afraid of people taking all of my land. Now I wore it every day.

Listen, the abundance mentality will cripple you. It'll keep you at mailing 100 offers a week and not 2, 3, 4, 500 a week. It applies on so many levels that resonates. That's. That's a very good number one, Mark. And I concur.

Well, there's. There's like two parts to this, though, right? There's like, your mental attitude, right, which is what you guys are talking about. But then there's also, like, just physically.

Yeah.

Go look at a map of all the vacant property in America. It's 10 to 1. Like, literally, I don't know, 70%, 60%, 80% of America is raw land. Right? This new county. I was so afraid to mail in, I talked to somebody. They called me this morning. You know what they said? I'm really interested in finally selling to you. I know you sent me a letter two years ago, and I kept it. And I'm sitting there like, I'm so glad you have that letter.

It wasn't me.

Definitely not me, because I didn't even know about land two years ago. The guy goes, I kept it. Now you offered me $5,000. Now you only offered me, like, 3,250. And I'm like, well, things have changed. But, you know, that guy has been mailed one time in two or three years. And to me, it's a prime. It's like, prime for the taking, right? And one time in three years. And like, I'm just. Don't. Don't look at that letter. Just look. Look over here. Look over here. Sell it to me. Sell it to me, not the other guy. But, you know, physically, if that's a concern for anybody, it's not a concern. It's just not real. Right? And that's one form of scarcity. You know, it just. It does. The math doesn't add up. But you know what these guys are talking about. Mentally, you got to get over it. You got to get past it. Mark saying, you can always make more money. If you guys only knew how many times I say that to people. I mean, I'm on a Cub Scout camp out two weeks ago, and I'm scout with my boy next to me. And by my boy, I mean.

We'Re streaming to Facebook. Sorry, guys, hold on.

Tired. So I'm at this Cub Scout camp out and I'm talking to this guy who's like a workaholic. He's like, I work seven days a week. And I'm like, wow, that's stupid.

What do you do?

And he's telling me about what he does. I'm like, dude, you're an idiot. And we're going back and forth and back and forth. And that's how I am. He likes me and I like him. And I'm like, you and I, we don't look at money at all the same way. And it's not because you work at Woods Hole Oceanographic and I work for a sales company. It's because you trade your time for money. And I don't want to do that anymore. And I know better. I'm like, I'm going to force you to go buy a hundred dollar lot in the middle of fricking nowhere and sell it for 500 bucks next week. And it's like, he's just. He's not there. He needs to go read Rich Dad, Poor dad. He needs to go read Cash Flow Quadrant. You know, somebody asked, what books do you read for that abundance mentality? What do you guys think?

Cash Flow Quadrant. I loved that book, dude.

Quadrant.

Come on.

That's my favorite of Kiyosaki. And I've read literally all of his books. I have, I think all of them. What about you, Xano? This is like the perfect xeno setup. Question, right? What book would you read? Zano? Tee it up for Abundance Mentality. Rich. There it is. Out of the park.

You know why?

Seriously, though, because if you're new to this business, you read Mark's experiences. Mark was nervous. He came to the business not knowing exactly what he was getting into, and he just had faith and took action. It overlays you no matter who you are when you're starting the business. So it's a huge. It's usually wondering.

Awesome. All right, I think we're coming to. Boys, we've been up for an hour. I Hope we're straight. I hope we're streaming live on the ECAMM Live channel. Because. Because ECAMM Live, I like them so far. These guys. These guys are awesome. And they're better than Zoom. I'm gonna say it right now. They're better than Zoom as far as live broadcasting goes.

Yeah. That's why I had to download Skype to get into it. Okay, we'll see.

Matt Forbes doesn't like Skype. ECAMM Live. But you know what? Look what happened. This was a success. This was a success. And to close out the show, Mike, we need to do something very special here. Aileen has been waiting all night. We're going to play a song that Aileen actually. So she Actually, she. She hijacked Mack the Knife. You know the song Mack the Knife. Right. And she changed the lyrics.

First song I ever. I. That's the first song I ever did the karaoke. And I never heard it before I had the karaoke, so it was a very difficult song.

Yeah.

Can you imagine trying to karaoke that song you never heard before?

That's my Go to karaoke song.

I wish I had been in the room for that karaoke venture. Oh, my gosh. So we are playing tonight, Aileen and Mike. Aileen and we have. We have a background, right. We've been communicating for about a year or so. It's all started out with you and me sending her a funny song via. We were bombbombing people at the time with a video software thing, and it kind of took off from there. So Aileen is very musical. She has created a couple lingos and that type of thing for Land Geek. And she actually created a song for Nightcap. So I'm gonna play it, and I hope it comes through. Okay. That's what I'm nervous about. Ready? Can you hear it?

Half past seven Pacific time On a Wednesday or Thursday night if Zoom's working, you can find them Bossman and Zano they'll cap your night dude, buddy Bossman he's from Wisconsin don't you know he'll tell you get him on the phone and speak with heart Zen master Zano he likes playing the outro he'll push a deal Flow and twink and smile with fancy ropes and a sassy swivel they'll help you on Freedom Quest Breathing the mailing Exhale the Salandir don't ever quit Just learn from their guests get on a call now it's not too late Friend become a landy and any you strike raise up your glass. De going back now you're watching Nightcap. It'll change your life. Gotta go now, baby. Nightcap's on tonight.

Who's on mute?

Who's on mute? I'm not on mute. Am I on mute?

No. Who was. Who was doing it twice? That was really, really good. That might have been better than her first one. I like that one. That was great.

I think it was amazing. Larry Overstreet thinks it's amazing. Larry Overstreet. Where in the world is Larry Overstreet?

Ohio.

I'm waiting.

Come on, Texas. Survey says.

Larry, you're sending us out. This is it.

That's your cue, Larry.

We're waiting. We're waiting.

Oh, and Southern New Hampshire University. 99 OSU has questions but good guesses.

On my location all but tonight. He left GPS coordinates, but he has.

The negative in there. So he's not in China.

My answer is Craig lift. I went Facebook on the Craig.

Larry Overstreet. That's not fair. I'm looking him up right now.

Is that the outro?

Yeah, it's the outro. Can you hear it?

No way. He's outside of Milwaukee. What?

Yeah, if you like me more, you.

Go to your house.

He's outside of. Come see me, Larry.

Everybody, next week. This has been awesome, bossman. Great job on the new platform.

Talk to you soon.

Yeah. You did good, Bosman. This is really. It is way better, even if I have to have Skype, which makes me want to hurt myself.

Skype rules. Matt Forks.

Skype.