The Land Geek Spotlight

Can you hear the music, Mike?

And that really is a bummer.

That's the only downside of our non zoom broadcast so far.

Yeah. Other than that, though, it's big up.

Mike, say no.

Hey, Scott, how's it going?

Good. How are you, buddy?

I'm doing very well. It's a Great Wednesday evening, 10:30 here in the East Coast. I got a selection of whiskeys in front of me and I got my best friend on the other side of the computer. What could be wrong?

Nothing at all. Right. We got. Had a beautiful, beautiful day here in Wisconsin. Very busy, beautiful night. Had dinner on the patio with a bourbon and a burger. And now I'm sitting here with you. It's all good.

I'll tell you, I'm jealous that you can actually sit on the Mississippi and have a meal, because I have never even seen the Mississippi, and that just. I find that to be quite impressive.

Well, you got to come on over. I'll bring you to a few spots on the Mississippi. It's pretty fun.

Nice, nice.

So, hey, Mike, for those of you. For those people out there who have never, ever, ever seen us goofballs, who are we?

Well, we're the Land Geek guys. Basically, we love to come on here once a night, once a week at night. Because, you know, originally you brought the idea up, Scott. You're like, you know, there's a lot of people in this business that work off hours and they probably burn in the midnight candle. And why not a little inspiration? Why not a little discussion? And lo and behold, here we are.

Here we are with Nightcap. Pretty fun.

Yeah. We typically pick a topic, we have a few segments, we have some guests, but, you know, we've been working on a new format, and we have some exciting things coming this year. And, you know, the remaining part of this year and into next year, you know, you've created an incredible new form that we're almost ready to release to the community. It's going to allow them to participate more readily in our show, right?

That's exactly right. Yeah, we're going to be sharing that here in the coming days. We're gonna have a smartsheet for people to submit ideas to. So if you. If there's a topic you want us to talk about, submit it, much like Mark does with his podcast. A lot of people submit questions there, so if you'd rather a question be answered by goofballs drinking bourbon, we can.

Do that for you.

If you want a deal review, you can submit that to the sheet. If you had A killer deal this week. And you want to brag a little bit, we will celebrate your success online. And then we're thinking about having a really cool new segment. Well, we are gonna have a really cool new segment. We just couldn't implement it tonight. Mike, I'll let you talk about that one.

Yeah. So we're going to have a new segment. We're not sure if it's gonna be every show, but it's gonna be a couple times a month. We're gonna call it Two Minutes with Tate. Tate Litchfield is our epic coach. He is out there dramatically changing people's lives. You know, we've got people that are just going from zero monthly passive income to crushing it over $10,000 in a year with Tate pushing them and pulling them and teaching them and encouraging them. So we thought, hey, why not let the community in on a little bit of a sampling of Tate? Two Minutes with Tate. So when everybody, you have a certain deadline by a certain deadline in the week to submit your question and will randomly draw out and Tate will come on and give you a two minute answer to the lucky question that gets selected. So I'm looking forward to that. I know the community is going to look forward to that. He's got a unique perspective to the business and it's going to be really exciting.

Yeah, it's going to be really cool. I mean, anybody, anytime, you can talk to somebody like Tate, who's graduating students at such a high success level, that's valuable there. So we got, we got a couple watches, we got. Jeff Jones is joining us from Minnesota. Mikayla is here. Michaela is doing very well in the land business. Glad you're here to see us. Brian Perlman's here. I don't know if Zoom or I don't know if this is showing me who is all on, but anyway, we got a few people, so that's all good.

Else I thought that we should talk about is how we're going to start incorporating the spotlight into our show as well. We're going to be highlighting different people and their successes in the business because truly, that is the magic. Right? When you hear, you know, Scott and I talk about our history and our successes, you hear about the other coaches on the podcast, but it's the people out there that are that you haven't heard from that we want you to hear from, so you can, you know, really celebrate their wins with us, but also be encouraged. You know, maybe you don't relate to Scarred or I, but you relate to somebody else and that story, that powerful message of how they transform their lives could absolutely help you transform yours.

Boy, that. You cued that exactly the right time, Mike, because I have a land you can't see. That's the only. Like, again, the downside of this, you can't see, but I'm displaying. What's that?

I'm vibing off of you.

Yeah, yeah. I'm displaying the lame geek spotlight picture.

Really? Right when I said that.

Yeah, right when you said. Well, I mean, you. I got it up shortly after, so.

Yeah, no, it's great. It's gonna be awesome. You know, if you come to boot camp, which many of you out there have the grill, the geek segment is always. I mean, listen, we get a group of people together every boot camps, kind of a new group of people. Although we have a lot of people that come back, but there's always those new ones, and they're not sure who's the person next to them, in front of them, behind them. And then when we start grilling the geeks and they start asking questions, that's when the room lightens up because they start to see these are real people. These are people just like them who have taken a big step in their lives and committed to a new process to develop some passive income, and the energy in that room changes. So you just can't underestimate the power of that story.

Yeah, that's. That's what got me started. That's. You know, I think your buddy Jeff's story got you started and, you know.

Someone that kind of connects you to this, and then it's such a unique niche. Right. That, you know, but, you know, people are lucky now that Mark has, like, his book out there, and that's getting more people the opportunity to, like, realize that this niche exists. We don't have any concern about saturating it. There's just so much land out there that we would never be able to do that. So there's enough room for everybody to come in here and learn our method.

Yeah, it's an amazing business model in that regard. Oh, Larry Overstreet is watching.

Hey, Larry.

I wonder where Larry is tonight. Should I sing the jingle?

Yeah. Because I'm gonna guess. I don't know, but I'll guess.

Where in the world is Larry? Over street. Right?

Remember? Yes.

I'll just guess Minnesota, out of the blue.

Yeah, he was in Minnesota last week. I'm gonna guess South Dakota. I don't know. I'm just saying we should bring him.

On and ask him.

We should bring him on and ask him, I wonder.

I want.

If that might be a possibility.

Oh, he's gonna shut his Facebook off. I'll just guess Minnesota.

Oh, Larry, hey, are you there?

Yeah, he's there, but you gotta turn his Facebook off. He's getting an echo.

There we go. Okay. Got the. Got the Facebook shut down and got Skype.

Larry Overstreet.

How you doing, guys?

I gotta tell you, I always get a little jealous when you come on the show because you have the perfect podcast voice.

Oh, you're too kind.

No, you just kill it. You have the mic.

It's my mic. Really? Yeah.

Larry, we only have audio right now. Is that normal?

Sorry. Let's try that.

All right, now. Here, hold on just a second. Hold on. I gotta see if I can do this now. What have I done?

I feel like Scott has the inside scoop when he gets South Dakota for some reason. I think he's got the inside scoop.

You know? Scott's from South Dakota, I hear.

Yeah.

Yes, I am. I grew up in Sioux Falls in Brookings, and it was a great upbringing. I was just there this last weekend. It was a beautiful weekend.

My.

My boys made fun of me all weekend because they. I kept saying, look how beautiful it is out there. Just rolling. Just rolling pastures and farmland, and they just couldn't understand. They couldn't wrap their head around why corn and beans are beautiful. But it is beautiful out there.

Yes, it is. It really is. We are not too far from where you grew up. In fact, we were in Brookings this weekend probably when you were. But we ended up at a campground In Arlington, South Dakota, which is about, you know, I don't know, 20 miles west of Brookings or so. Little City Park. 10 bucks a night to stay with electricity.

Nice.

We're visiting family in Brookings for the week, and so we'll be hanging out here and then heading to parts west after that. I'll let you guess where later.

Yeah, right. Hey, Mike. So what I think is really cool is that Larry was our guest just a little over a year ago, and you remember what he was, what he was on the verge of doing.

Well, this is when he was. Wait a minute. There's a few things I know he was on the verge of doing, but one of them, you already were traveling at that point, right?

I think we were right at the edge of it. I don't remember if it was just before we started or just after we started full time, but, yeah, we just. July 31st of this year, we celebrated our one nomadiversary or roadiversary as some people like to call it. I've been on the road full time in the RV for a year now and just enjoying the heck out of it. It's a lot of fun.

Yes. You basically able to just travel around and as long as you have Internet, you can work on your land business and you're really mobile with that whole process at this point.

Exactly. There's nothing about the land business that ties us to a particular physical location. And we're pretty good about being set up for good Internet almost anywhere we go. And if we're out of range of cell towers for a day or two, what is the saying? There's no land emergency, nobody's going to die, you know, it's going to be okay.

I've actually had deals turn out to be better deals because I was away from the computer so that someone was negotiating with me and I didn't reply. So they lowered their offer. Then I didn't reply and they lowered it again. And it's only because I just wasn't able to computer. I'm like, wow, that's a great tactic. Just ignore them a little bit. Not intentionally.

That's great. So Larry, tell us some, tell us logistically how you do some of the things on this side of the business then with, let's say notarizations, banking, post office. What are you doing for that stuff? If you don't mind sharing?

Sure, yeah, you bet. So for people who are full time RVers or otherwise, if you're just mobile a lot, you might have to travel a lot for your business, for your day job, whatever. It's pretty common for people to have mail services that receive your mail on your behalf, scan it, put it online. So we can get, you know, any of the mail that we come to or that we get actually goes to Box Elder, South Dakota, which is where we officially live. And it's scanned by a company there that receives it. Ours is America's mailbox. There's a bunch of others that are also good, but we've had good luck with them. They scan our mail, put it online, they scan the outside of the package or the envelope, put it online, and then we can go through individually and say, you know, open that up and scan the inside of it for me, or just forward these to my daughter's address where I'm going to be for a week or whatever. So they can actually send the physical mail to anywhere that we're going to be and scan anything that we want scanned. So that works pretty Good there notaries. I use 1, 2, 3 notary to locate notaries who are local for my sellers just about almost exclusively. Occasionally they'll have. I bought a piece of property from somebody whose wife was a notary, so she just did it for him. I've had a few other things that are like that, that are kind of special circumstances, but most of the time I just go on 1, 2, 3 notary and find somebody locally to my sellers. At that point, if I'm needing something notarized, if I'm selling a piece of property, I have to notarize a deed or something like that. Either I can go into a branch of my bank if there's one around and they'll notarize it for me for free. Or I can go to, you know, if you just look for a local notary on 1, 2, 3 notary or otherwise locally, they're just about any kind of you know, little small mail shop, you know, office supply store, whatever. It's amazing how many different places have notaries who will notarize something for you either free or for a, you know, very low fee. What else was there? I mean, notary.

I just, I. What I wanted to get at is. Doesn't that sound easy? Mm, it sounds easy. It sounds like, if. It sounds like a no brainer.

Yeah, that's a no brainer.

It is really, it is really pretty easy. And you know, because everything that we do just about is online, you know, there's, there's really no reason that I can't, you know, I can't sit here in my 200 square foot house now that happens to have wheels and do the same thing that you do sitting there in your, you know, 200 square foot office. Right.

That's awesome. So Larry, if you don't mind, I'm going to tell everybody also that you've been a member of the community for a really long time and been, you had been dabbling in it, you'd done a bunch of deals, right? And then, you know, we had a discussion, I don't know, probably eight months ago now when we were at, at boot camp in San Antonio or seven months ago about, about how you might be able to scale this thing and you decided to enter coaching. So would you mind just saying for, you know, two, three minutes what coaching has done for you and how it's helped you on, in kind of this new phase of your business?

Yeah, you bet. It's been really good. So when I started, it was five years ago and so I bought the toolkit and there was no flight school. I did have the good fortune of having gone through the flights or, sorry, gone through the toolkit and getting a number of under my belt on the buy side. I think I had bought 12 properties and sold none. And, you know, at that point, I think everybody gets, you know, they start to hyperventilate a little bit about, you know, do I keep sending out mailings or not or, you know, whatever, because you're starting to build up inventory that you don't quite know how to get rid of. And so I went to boot camp in Orlando that next year. So I think I bought the toolkit in January. I went to boot camp, summer, early fall, whenever it was that year, and ended up doing kind of an abbreviated coaching run with Scott. And I had the good fortune, Scott Todd, of having him as my coach back then. And he got me through some of those early stumbling blocks that I had and started to get the selling side of the business up and running a little bit better. And then I still had a day job, which for me was actually owning a consulting company that had 30 employees or whatever. So I had two partners in it, but it still took up an awful lot of my time. So the land business was this thing that was kind of, I'll call it almost a hobby because that was about the amount of time I could give to it. But I was still doing deals, buying some properties, and taking monthly payments from a variety of buyers. And then it's coming up on two years now, call it a year and a half or a little more. I sold my interest in our company to my two partners and got our house ready to get on the market and get sold after we built it. And we lived in there for 15 years. It was kind of a unique home in that it also has an in law suite, so it had to have the right family to buy it, you know, and it took some staging and doing some repairs that had kind of, you know, backed up. So again, not a ton of time on the land business, but I did during that period of time, I did get ramped up with Scott on the accounting for land investors course and also on the posting domination. So I was starting to, you know, figure out ways to put systems in place to ramp things up a little bit at that point in time. And then, oh, what? We went full time last July into the rv, sold the house, got into the rv, and then ended up in Texas for the winter. So when the boot camp was in San Antonio in January, it was perfect timing. We went up for that and then decided it was time to re engage, you know, with coaching. And we had the good fortune of being paired up with the most feared woman in America, Mimi Schmidt. And I can tell you when she needs you to do something, she can make you a little, you know, but I think at that point, both the boot camp and working with Mimi now for, you know, a good part of this year has really helped push us up to the next level. We have systems in place now. I'm not writing ads, I'm not posting ads. You know, we have VAs doing that both, both of those things. And so, you know, that has taken a huge step forward for us in not having to do those tasks every day. We've, you know, I've learned a lot from Mimi in terms of systematizing things. She's pushed me, you know, in, in these areas of tasks that I need to give up and get rid of. And that's kind of what I need at this stage of the game. I'm. I think I'm scheduled to talk to her later this week again to, you know, do kind of a touch bases with her a little bit. And I have my little laundry list of questions for her and, you know, we'll, we'll push on through, but it's certainly something you can do from every, you know, from anywhere, you know, whatever. But I couldn't do it from anywhere if it hadn't been for the going through. I don't know if I mentioned or not, we didn't have flight school when I started. But as part of this last round of coaching, I went ahead and signed up for both flight school and coaching because I'd heard so many good things about flight school, and I figured that would be a jump start into coaching that would be really useful for us. So having had both of those things and the RV has led us do the land business from anywhere. But I was gonna say we really couldn't do it from anywhere if we hadn't had the help and coaching and so forth. That really helped kind of push us over some of the speed bumps that we had run into over time.

That's awesome. And to think how much has changed in four or five years when. Oh yeah, when you and I were licking and sticking envelopes and placing stamps on the envelopes and yes, you went through some coaching. I went through coaching as well. But wasn't it amazing, Larry, when you sat through flight school the first time? I know I had gone through coaching. I'd been working the business for a while and Then I sat through flight school and I thought, wow, what an amazing way to get into this business.

It's so much more organized for action than just sitting down with the toolkit on your own. And you and I both, I think, sat down with the toolkit on our own is a way to get started. And you can certainly do that. But it's much more action oriented and it just pushes you forward to know that, you know, come Saturday morning we're, you know, third weekend Saturday morning we're mailing period.

Right.

You know, and Scott's gonna keep me on that dang call until I mail something, so I better be prepared, you know, and so it really is that extra support and guidance and push that you need to really start taking more than I could on my own with just the toolkit. Right.

Awesome. Well, thank you for that, Mike. Speaking of mailings, Larry was speaking about mailings just a second ago. We thought, Larry, for a couple minutes we would discuss the post that you submitted to the Landee group. Yesterday, I think, or maybe, maybe today.

The one with the drawing of the Salgaro cactus on it?

Yes, the one with the drawing of the cactus. That's a great way of putting it. So for those of you who don't know, we target sellers by mailings. Okay. So if nobody's ever watched us before, we're sending people offers on their property. And Zaino, what happens?

Well, ideally, if we're hitting our target, we're going to get 3 to 5% people responding. And let's say we close 1%, maybe close one deal out of every hundred. But what tends to be forgotten is that there is a large percentage of people who are not particularly happy with our offers. And you know, I'm not going to. The reality is when you put that post up there, Larry, it was great to see because people's reactions going in there and I don't think you put it up. I mean, you put it up there for several reasons. And I read your follow up post in there and the truth is that the mailing is a consistent process you have to go through and you are going to uncover some people that aren't happy. Now, we're definitely not trying to insult people. In fact, I don't do my intake anymore. But when I was. If I had people that were angry, I typically would call them back because I'd like to have an exercise in people skills and I would actually explain to them why I mailed that. And you know, the reason I came up with my numbers. And remember, we're hitting an area typically where Realtors aren't going to really be able to help these people. They want to sell their land because it's just the margins aren't there. They're not going to get the. The Realtors aren't terribly. I mean, I've talked to a lot of Realtors in areas where I've worked, and they just have no real interest because the profits that they realize are so minimal, which leaves these people who do want to sell them with kind of like, how am I going to get rid of this property? They kind of almost get stuck with it. So there are people out there that we truly do help, the people that we buy from that are very excited to get our offer, very excited to finally have a way out of a property that they don't use anymore. They only pay the taxes or they don't even pay the taxes, and they're just saddled with it. So that's why we do this, right? Because we're looking to engage those people. But since we don't know who they are, we send out lots of letters to uncover who they are. But in the midst of that, we get people that can be angry and colorful and draw cactuses and put in there and all types of things. But, you know, it's true. I saw some of the comments and some of them seem to have a little sympathy towards the person that we had mailed to. But again, we're not doing this to kind of be coy or to try to anger anybody. It's just the reality is that we know our numbers. We know that if we can buy at this price point, we can both make the seller happy and content, the ones that don't want their properties, and allows us to then turn around and sell to the people that want to buy them but can't afford them or can't get a loan. We can give them a price that will help them own land. We're actually helping people realize a big dream, owning land. They may have bad credit, they may have the. So if we buy at the right price, it works on both sides. I love seeing those because of course, there is some humor to them in a way that people get colorful, the way they express their anger, but also without even again, we're not poking fun at these people. We're just basically saying that, hey, you have to be consistent with your mailings. You're going to find people that are motivated, but in the midst of that, you're going to find some people that aren't and don't Let it ruin your day. Don't overthink it. Don't be beat down by it. Just realize that you truly are helping someone. You just have to find them by consistently mailing.

Yep, exactly. Exactly. And, you know, I think that's what I said at the end of the post is, you know, the, the reason for sticking this stuff up here is really just to remind all of us that we're all going to get these kind of letters. If you don't get a lot, if you don't get these letters, your prices are too high. If you're getting some of these letters occasionally, then, you know, you're probably doing it right.

It's a good sign that you're in the right price range.

Yeah. Don't take it personally. Don't be angry at the person for writing it. They're expressing their emotion and maybe that did them some good. Maybe that way they didn't kick the cat when they came home. Who knows? So we did a service to them in that way. But it's really just to remind us, especially if you're just getting started out and you hit the first one of these that you get, don't take that as, oh, I'm doing something wrong, and pull back. You know, don't try to figure out a way to reword the letter to make it, you know, more personal or, you know, explain more about who I am or why I'm writing. It's like none of that stuff makes any difference. True.

Very good point, Larry, because they really just want to see what's. What are you offering me. And if I'm interested, I'll, you know, you can come up with the most gorgeous cover letter. You can create all kinds of bells and whistles, but ultimately they're looking at, what's the number do I want?

And that's not, that's not the moment in the process to be doing all that. The moment in the process to be letting them get to know you is after they've raised their hand. And even if they say, you know, where did you come up with that price? That's insulting or whatever. If they give you some contact information and you can reach back out to them, get them on the phone and let them get to know you that way, that's the, the right time to do that. Not in some kind of a cover letter or whatever. It's conversation style, Larry.

Exactly. You get a problem. Scott and I always talk about an awful letter is basically, you know, you're looking to start a conversation, someone to raise their hand Say, you know what I'm interested in selling. Maybe not that price, but I'm interested. Now you bring in your negotiation skills. Now you bring in your personality. Now you bring in all those things you just talked about, Larry. So that's a great point. We're looking to start a conversation with somebody who's interested in selling the land. That's it.

I had another rejection. It was a phone call, not a letter, but it was a response to the letter that I sent out from a guy. And he was talking to me, and he's like, that was just. That's just way too low. And I think I've heard you say this, Mike, before. I said, I totally get that. I'm sure you paid more than that for it. And if you want to sell it for more than that, let me have a minute. Let me tell you what I do. And then there's nothing I'm doing that you can't do yourself. So if you want to sell it for top dollar, here's how you do it. Yeah, it'll be marketed on Craigslist in probably 10 different markets every single day with new ads, new pictures. I will, you know, sell it on terms with, you know, taking a low down payment and $99 a month and letting somebody pay it out over four or five years, you know, and you can do that, too. There's nothing I'm doing that you can't do exactly what I do and get the top dollar for it. And he started kind of joking back and forth with me about, well, that sounds like a lot of work and, you know, whatever. And all this. All of a sudden, we're kind of on the same side, you know, at least we're both acknowledging that. Yeah, a lot of work.

Yes.

You know, I said, can I. Can I ask you a question? I said, where. Where are you from? Because he hadn't given me his name or anything yet other than, like, his first name. So I didn't know who I was talking to or what property I was talking about or anything. And he says, you know, well, I'm from Wisconsin. I said, I thought so, because you sound like you're from Wisconsin. I said, I lived in Milwaukee for 15 years, but you sound like you're from up north. And he's like, yep, Rhinelander. And I said, the Hodag. Even though he wasn't ready to sell me the property, we'd had a good conversation. You know, we connected because we're both from Wisconsin, and I knew what a Hodag was for those of you who don't know, you just have to go look it up. But, you know, I told him at the end, I said, you know what, Just keep a hold of the letter, and if anything changes down the road where, you know, you want to sell it, give me a call back. You know how to find me. I'll mark, you know, if you'll give me that reference number, I'll mark it down that you responded. So I don't keep bugging you, but hang on to it. And then if you want to get ahold of me later, you can. And that's kind of how we left it, but it turned out. You know what? I think at the beginning, he was, you know, he didn't know who he was dealing with. I didn't know what his temp, you know, what his kind of perspective was. And just getting him, you know, getting that phone call and being able to talk to him on the phone turned something that was like, neutral at best and could have gone negative into a much more positive conversation that was really kind of enjoyable for him and for me. So I love it. That's a phone.

Great example right there. That's.

That.

I couldn't say it better myself. That's awesome. You build the rapport. And, you know, I always say, if you can make. If we can make this work, great. If not, I really enjoyed the conversation. You know, it's great talking to you. We both have numbers that will work for us. If we can match those up, great. If not, no big deal.

Yep.

That's awesome.

That is awesome. And how many of those conversations. How many of those conversations have you had where the outcome of the conversation is even more positive in the regard that maybe you met in the middle and, you know, with the, with the deals that we. With the land deals that we purchase, a couple hundred dollars in the end is not a huge difference when you're looking at rate of return and that type of thing. So I've met a lot of people. You know, maybe my offer is 1500. They counter offer me 2500. I call them. Some of them had been a little bit sour to begin with.

We.

We talk to them, form a relationship and, and. And have a good conversation, and we meet in the middle and. Yeah, exactly. Like Mike said, we're solving a problem for so many people. And, you know, it's like those. It's like that adage, too, that you always hear, like whenever you, Whenever you disagree with someone or whenever, you know, you know, Larry, you might have an opposing viewpoint for me, but I Need to respect your opinion. And that's kind of the mindset I take with these people. Like, respect where they were, they are coming from. And when you tell them that, that goes a long way, I think.

Yeah, definitely. Definitely. But, yeah, they're fun. You know, when you get a response like that, just letting it. Right. Let it brighten your day, you know, share it with the group if you. If you want to, because there aren't a whole lot of people out there that you can share it with that would actually understand. But, you know, just don't. Don't let it cause you to stop taking action, especially at the beginning. Don't let a letter like that, you know, put you off or, you know, make you second guess, you know, the letter you're sending out or the offers you're sending out or the pricing you're sending out. Just keep doing it and you'll get the good letters, too.

Awesome. Good advice.

We do have a. We do have a question for you, Larry, from Steve Foster. Steve, how are you doing? Says Larry. How does the ability to work from anywhere affect your daily schedule and routines?

Hmm. That's a good question. I don't know that the location affects my schedule, you know, in any automatic way. But what it does do is if we're in a location where we want to go do something, like in Brookings, there's a really nice public gardens that you can go and visit. You've probably been there, I'm sure. So we're going to go off and see that either tomorrow or Friday, depending on whether it rains or not. But the ability to work from anywhere allows us to take advantage of opportunities to see people or see things or visit family or whatever. And the flexibility of the land business allows us to, you know, maybe I do a little bit more on Monday and Tuesday and give myself a little bit of break the day we want to go to the gardens or whatever. I don't know if that answers the question or not. There may be more to it there.

But maybe he's asking a little bit about structure as well. You know, if you're. How do you structure things? Do you have. Do you have, you know, a couple hours a day that you try to get at this routinely, or is it more sporadic? Do you theme your days? What do you do?

Okay, yeah, so I try to have a couple hours a day. Whenever that couple hours happens. I'm not real tight on the time of that. If you've read the. Oh, shoot. What's the name of the book where they talk about the queen B roll, the qbr. I think Mark recommended it. I listened to the audiobook because of you guys. One of you guys anyway. But it's talking about the queen bee role in your business is the most important role. It's not the most important person, it's not the owner, whatever, but it's the role that makes the business function. For us, the mailing and marketing comes to mind. But for me, where I'm at at this particular stage of the business, that role that just absolutely has to happen every single day really is getting ads posted. Now I don't post the ads, but anything I need to do to enable my VA's to make sure I check and make sure that ads got written, that they're queued up, that people know what they're supposed to post, whatever. That's the thing I do usually every evening to make sure the next day is really ready to go. And there aren't any hitches other than that I'll probably have a 2, 3, 4 hour block of time at some point during the day that I'm working kind of heads down in the business one way or another. But I let that time of day be flexible as far as theme days go. Yeah, as I've heard some other people say, it's mailing Monday for me it's talk to them Tuesday, which is when my DL of the week goes out. You know, there's work with others Wednesday, which is when I'm focusing on my VAs and you know, so forth on out to system Saturday. But that does help me keep focus on what I should be doing today. You know, it's like what, you know, some I'll let the, you know, kind of the systems things pile up until Saturday and then dive into them maybe or whatever. But it kind of makes me continue to keep the most important thing for that day in front of me. Doesn't really have a lot to do with being location independent, but it does maybe talk a little bit about how I work.

Awesome.

Awesome. We have another question for you, Larry here since we got you on and is that Mike Miklovitz? He wrote Mike Mikalowitz. Yeah, that's how you say it. He wrote profit first and he wrote. Yes, the other recent one, I can't remember. But anyway, yes, he talks about the queen bee.

That other one.

That other one, yes. So Marilyn Svigny says Marilyn, welcome. Hope you're getting excited about flight school next week. Larry, your full time RVing. That's awesome. Do you travel or are you stationary? This may have Been asked. But how do you handle your mail? We did talk about the mail. Does it delay closing? So. So are you full? Are you traveling every day, Larry? And does this delay closing at all?

Yes, we're traveling. Not necessarily every day. I usually don't like to spend any less than one week in a location, and we've spent up to three months in a single location last winter in Texas. But typically a couple weeks in an area is kind of a nice pace for us because that way you're not spending a ton of time packing up and then setting up, which really eats into your day a lot of. As far as closing goes, closing with a buyer not affected at all. It's the exact same process I used when I was in our home before. I send the docs to a local notary who goes and meets them. They sign and notarize the deed and they mail the deed back to me. But they mail it back to my mail receiving service in South Dakota, who opens the envelope, scans it, puts it online. I grab that scan and use it to file with Simplifile.

Simplifile.

It's amazing. I love Simplify anyway, so I don't have to wait on the mail to get that last leg from South Dakota back to me. I've even had notaries who are willing to scan the notarized document for me before they mail it to me. And then I can take that scan and use it to file through Simplify. Using Simplifile, I think is something that's really just taken a lot of days out of the process of getting something not just closed, but closed and recorded, right?

Absolutely.

On the buy side, people do the buys differently. And the way that I do it, I know a lot of people prefer other methods, but I do it by sending a cashier's check along with the deed to a third party notary who then delivers the check, gets the new deed signed and so forth. And I know there are risks with that. It's just what I'm comfortable with at this point. But the only challenge I've had is being in an area where I don't have one of my local bank branches around for my bank, which happens to be US bank, so it's a national bank, but there are certain regions of the country that they just don't have any branches in. And getting a cashier's check to do that has been a little bit of a challenge occasionally. I've managed to work around it so far, but I'm thinking I need to have an alternate bank that has a presence as far as physical offices and branches maybe across the country, a little bit better than US bank does.

Cool, but very doable. Awesome. Very good. Mike, what's on your mind? You're quiet tonight.

No, I'm just listening. I think this is really a great lesson, not just in being mobile, but the business in general, because, let's face it, it's pretty much the same process everybody goes through. There's what he's describing here, you know, with a little bit of creativity added in. So it's just a great overall perspective on our business model.

One way that being mobile does impact me if I let it is there's always something new to go out, see. You know, go out and see in my front yard because my front yard looks different every day. Every day I travel. Right. And so it would be really easy to not be as disciplined about getting the work done and just pretend I'm in vacation mode all the time instead of, this is just how I live now, you know, and so having, you know, having themed days and, you know, some good processes in place and that helps combat that. But I know there are times where, you know, I really want to go walk by the ocean and see the dolphins instead of, you know, send out a mailing or whatever on a Monday morning. But I think that's something that, you know, we kind of fight against just because there are lots of days when things are new and different. We're in a new state, we're in a new location, and we choose the places that we go to because they're places that we think would be interesting. You know, we're heading out west and weather cooperating will hit the Grand Tetons and Yellowstone and, you know, whatever. And I know that those things will be hard to post. You know, it'll be hard to say, no, I don't want to go out and see Yellowstone because I want to send out a mailing, which is something I don't have vas doing just yet. But, you know, give me some time. Talk to me in a few months and we'll see if that's still the case.

Absolutely.

Well, Larry, next time you have the opportunity to walk with dolphins or go see the dolphins, please go do that. Because as you said, there are no land emergencies and. And land can wait till tomorrow, so.

Absolutely. Absolutely.

Awesome. Well, this was a good show. Thank you, Larry, for coming. We appreciate it. You're our. You're officially our first land geek spotlight on the nightcap.

I feel honored. Thank you.

Yeah. Number one, the Number one. So yes. Cheers to you. Cheers to you, Michael.

Cheers, both of you.

We hope to have another guest or two next week talking about their successes.

Very helpful. Thank you for sharing, Larry. This is where people get inspired by hearing other people and how they work on the business. So really appreciate that.

You bet. Take care.

Thanks a lot, Larry. Good night.

Take care, Larry.

All right, Zano, what do you think, buddy?

That was awesome. That was a great segment. Hearing him talk about the business is extremely helpful. People out there and like I said, although he's mobile, it's still pretty much the same process. We're all following a couple little just creative twists. So it was just a great overall view on the business too. So I thought that was perfect.

It is perfect. And I don't know, I. I've thought about doing this for a long, long time. I don't know if my wife will be on board or not, but I wouldn't mind it happen in an rv. Maybe you and I could get an rv. We could, we could, you know, spend six months together and then six months with our wives. What do you think they'd think of that?

Oh, yeah, why not?

We'd be very right. All right, buddy. Well, thanks for, thanks for a good show. And we didn't really have any segments tonight, but it's all right.

It was, it was called the Land Geek Spotlight. It was a beautiful segment and that is, you know, really important. So we're going to have more of those. Everybody look forward. Scott and I are going to release that smartsheet onto the Facebook group where you can start to engage us and we'll help use some of your questions, comments for our show here and you know, the new one there, the two minutes with Tate. If you guys have a question you'd like to ask our epic coach, Tate.

Put it in there.

We'll randomly select one and we'll have Tate answer it. That's going to be exciting. So, yeah, good stuff on the way.

And I think maybe they should submit their idea for a nightcap musical tune.

Haha. Yeah, one's coming. We're probably a little bit out on that one, but it's coming.

It's coming.

The third holidays are coming. Yes, coming.

It's coming. All right, man. Well, I'm gonna get the outro up here and get some rest.

Great seeing you, Scott.

Great seeing you too. We'll buy and sell land tomorrow.

You bet.

Thanks everybody for coming.