The Land Geek Spotlight

Hey, boys.

What's happening?

What's up?

Hey, we're live right now, but we're gonna open the song with the new Nightcap theme. It's playing right now. He's from Wisconsin, don't you know he'll tell you. Get him on the phone.

He's got, like, a separate headset.

Zen master Zano, he likes playing the outro he'll push a deal float and.

His wicked smile what's the Mac the night theme?

With fancy ropes and a sassy swivel.

I think that you on your freedom.

Quest.

Breathe into the mailing Exhale the Salandir don't ever quit Just learn from.

Judge by stock expression yeah. Oh, no.

We got a little while to go. People are saying it sounds great. Friend, become a land geek and end your stride Raise up your glass deep Going back now watching Nightcap. It'll change your life. Almost done, boys.

I'm gonna go right to Facebook. I need to listen to it. Gotta go now, babe. Nightcap's on tonight.

All right, here we are. That's the new Nightcap opening. We may edit it to be a little bit shorter, but that's from Aileen de Augustine. She's known in our community for coming up with creative jingles and songs, and we need to have her on one time and just play all of her tunes. Don't you think, Mike?

I think that's a great idea.

That was a delayed response. I thought I lost you there.

No, I just wanted to talk into the mic. I caught the Larry Overstreet mic.

Yeah, you get Larry Overstay, Mike.

Well, we had him on the podcast. The guy sounded like the most professional podcast I ever heard. So I went and got myself a mic. So I call it the Larry Overstreet Mic.

I love it.

See, that's my name, too. See this twist? Larry Overstreet Mike.

Yeah, I like it. I like it, Larry.

What do you think?

He's not on right now, but we do have some watchers. We have Ed Ellis, Brian Adamo, who was just Brian Adamu, who is just at boot camp. Taylor Kamal, who is just at boot camp. Kushal, Alyssa Swanson, Sandy. We got some watchers, boys.

Nice.

Yeah. So thanks for coming. What's so funny, Mike? Your background is still blurry. It's distracting me.

Oh, I must have that little thing on that we sometimes use. Let me fix that.

So we're fresh off another boot camp, and there are always common themes about boot camp, but it never gets old. We always, all of us, no matter where we Are in the process. We walk away with golden nuggets from Mark and Scott and the community and we meet amazing people and we hear life changing stories and it was just a phenomenal weekend. Don't you think it was great?

Phenomenal. It was an awesome weekend. It really was. Well, it was all day Fridays, more than a weekend. It was a weekend and a day. Friday, Saturday, Sunday. I feel like there might be like a happy days theme coming from that. Happy Days. No, it was, it was great to see everybody. As Mark pointed out when we were doing the. Well, it comes out next week. Oh, gonna blow up the spot. Anyway, it's great to see how everybody progresses as a unit. They don't really know everybody, even though we did that meet up, which we're gonna do again next time. But you know, they come together, start getting kind of orientated to who's in the room and then all of a sudden this synergy takes over, right. And it's. It's awesome.

Matt Forbes, you've been to a number of boot camps. How did it go for you this time? What was your impression?

Boot camp was great. It's always great, right? I think that's my six. One, I spent five in the VIP room and one in the regular room. And as I said to Mark, you always get what you need. Which is why I always encourage people to go. I don't understand why you have a ticket and you don't go. It doesn't really make sense because you can't really figure this business out on your own. It would take forever. I am further in my career as a land investor. I've been doing it a year now. So I didn't get a fire hose worth of information that I didn't know. But I picked up probably six, 10 nuggets that were like, oh, why don't I do that? Like, oh, not a thousand like I used to sort of get when I first started. But I mean, I've already implemented two of them so far. I needed financing help. I needed my brain turned around on finding investors. I think I was more stuck than I thought. Mark pulled me aside for a half an hour. I was like, listen, here is the deal. Within two or three hours, by that night, I had found 50, 60, $70,000 worth of capital that I could go deploy. It was insane. And so, like, for me, it was the best boot camp ever. Because now I can absolutely just pour the gasoline on marketing and go use other people's money to do this. So to me, it was just, it was probably the Best boot camp, but I love it. I already bought my plane tickets for San Antonio.

Nice.

I don't think you get a better review than that. That was awesome.

Yeah, it was, it was great.

Matt, had you ever done Girl the Geeks before or was that your first time?

No, that was my first one. I think. I asked Ann actually, when we got back, I was like, you know, it's odd that they never asked me to do that before. And then she's like, you know, you always were so. You were always very hesitant, like you never really wanted to do it. And, you know, I think it's just, I look at like, you know, Jen, who was up there. Best friend Jen. Best friend Jen. And 80 deals and she's not even through their first year. And it's tough to compare. I think the deals I do are bigger, but I only did 25 and so it's tough. I never really felt like I was doing a good job. It took me through this weekend to be like, you know what? I'm doing all right. 25 deals in my first year. You know, like we're actually got it going. The business is up and running. This is not a bad year. Exactly. So that. That's probably taken me about nine months longer than it should have. But that was my first time on Grill the Geeks. Yeah, it was. It was fun.

Yeah. Grill the Geeks, for those of you who don't know, is a segment is a portion of the of the weekend where we have some. We have one on one coaching. Students sit up front, they tell their story and they're kind of grilled by the audience about their experiences. And Matt, you did an awesome job. I think, you know, there are lots of people to choose from at these things. And it was your time. Like, you know, I think my first one was not, you know, slightly before you came to your first boot camp. And it's fun to get up there and tell your story and to kind of be grilled and give your perspective on this business.

It was cool at the booze party afterwards. Sorry, Mike. But afterwards, like the newer people were or the people I said, people I haven't met. How's that? Were all coming up and asking questions and that was kind of fun, right? Where I think sometimes everyone's a little too reserved. But that second night, that cocktail hour, I didn't even really talk to all the people I normally talk to.

Right.

It was all just sort of newer people and they were, you know, just trying to figure it out. I remember being at that second night In Vegas of my first boot camp. Like, wow, look at. You know, look at these people, right? Like, they're doing it. They're younger than me. They're older than me. They've got more money than me. They've got less money than me. Like, hey, you know, hey, honey, we could do this too. And Anne's just like, ah, right. She was not quite on board at that point, but. Yeah.

What's that song? That. Is it. Is it Eminem? Something than me, then something to me. It goes on and on. He kept saying, what is that song? Why is it in my head when he just said that? What is it, Scott?

I don't know.

All right, I'm gonna come up.

Are you talking Slim Shady?

Slim Shady. He's talking. Yeah. Not.

You have a number of lines in it where he says something to me and then, like, he's. It's like comparison, right?

Audience, help us out. Help Zano out. We're losing viewers. We're down to seven.

I don't even think the audience can help us out on that one. That one might be too far. I think I know what you're talking about, but I can't say I know the words too well.

I would like to kind of parlay off of what you were saying, if that's an appropriate way to say it. You're talking about comparing yourself to other people and so on and so forth. Well, I mean, look it. I always refer to Scott Todd as my big brother in land investing. Literally grew up with him in this business. Imagine having that as your big brother, right? And here's the guy that you could pay yourself to. But you know what? It's inspiring. I consider myself to be very successful. But Scott Todd is a stallion. I mean, he's just somebody that just crushes this business. He's built for it. But if I were to sit there and compare myself to him the whole time, yeah, I could be like, oh, my gosh, what's going on? But when I look at my life now compared to my life almost five years ago, it is night and day. The things that have changed in my life, the progress I've made, the incredible amount of. And since. If I was Scott taught, See, this is the difference. I'd tell you how many deals I did. I don't know, man. I did hundreds and hundreds of deals. This has been an incredible process. But if I were to compare myself to someone like him, then I could get. But what's the point? The individual success is what matters here. I tell people a lot of times they come to this business, you know, you hear about this crazy passive income. Let's talk about that first deal where you paid your bill for the next five to 10 years. Then you get a couple more deals and there goes the car payment. It's done. You got a car payment covered for the next five, seven, ten years. Go a little bit further, there goes your mortgage that you've just got covered.

Right.

I mean, think about that. This is the part that we have to really wrap our heads around is the micro wins in this business that are huge. If you were to compare yourself to where you were in the past or other people that are struggling with different bills and whatnot, it's crazy. I don't really have bills anymore. It's crazy. That's just like I feel. This is insane what this business has done, right?

It's insane what the business has done. I said this on the roundtable yesterday. My favorite part about boot camp is hearing the individual stories of where people were a year ago compared to now. And you know, Matt Forbes, think about where you were a year ago and compare it to now. That is a phenomenal change. That's an amazing change in your life. So many things have happened in a year. You've learned so much. You've become more financially secure. You may not feel that way now, but look at the number of deals you've done. And those are. I mean, you have assets now that you didn't have before. You know, we have people that a year ago were doing what they did one deal, they had done one deal. Now they've done 80. We have people who a year ago, both of them were working full time. Now one of them is working full time. You know, your why Matt is amazing. And I know you're going to hit it. You know, you want to send your kids to a great school and it's going to happen. So those individual stories are what is success to me. It's not the comparison between this person and that person. And it's hard not to do that sometimes. But all you have to do is look back at your story and your timeline and what measures success is your story. And that's. It's phenomenal.

Yeah, Mark's whole comparison is a thief of happiness thing. I told him that. I was like, listen, that took on new meaning in the last couple of months and especially this past weekend, where I get it at a really, really deep level. And I stopped. I've stopped comparing myself to other people. Like, you know, nobody else has four kids. Somebody else has just built a house. Nobody else has a full time crazy job. Like, you know, we all have our things, but comparing to each other, Nobody.

Else is 7 foot 2.

Nobody else is 7 foot 2. Well, I tell you, I spent last night. So now I got all these investors, right? So, like, now the next challenge for me is like, I want to make sure they're making good money. I'm like, how do I do that, right? How do I look at the split? How do I, you know, figure this all out? And so I built a calculator in Excel. Took me, you know, I made like 500 phone calls and made this calculator over like three or four hours. And I'm like, it's just. It doesn't seem right. So I had my brother get on a zoom call with me, and because he's a finance guy and go through it, and he's just like, this doesn't make sense. He's like, granted, it's not for the average investor. The way you're setting this deal up, it doesn't make sense. He's like, but in the end, you're talking about giving away 20% returns. He's like, I could line up a million dollars in 10 minutes if this were real. And I'm like, well, it's real. It's just not a million. That deal was 700, and this deal was 4,500. And this deal was this, and this deal was that. And the returns are there. This thing works. The big thing for me coming out of boot camp is I've gone from. And John Burnett said this the other day or this morning on the regular call. I've turned this into an actual business. I hired a sales assistant, sales manager yesterday, and I don't know, I can feel this business now. It's not like a project. It's not a pet hobby. Like, it's. It's about to explode. And I can feel it.

Awesome. And, you know, you talked about the hockey stick this weekend during the call. Like, that's oftentimes how it happens, right? The first year, when you're going through coaching, especially that mentorship is so valuable to have a mentor kind of pulling you through this business. And then when you're done with coaching that year two, it just kind of ramps up. You have all the systems in place. You have your mailing down, you have your marketing down. You have things, you have a machine, and then it takes off, and it's awesome to see. But that's, you know, Mike, go ahead.

No, say that's the.

Then we got some comments.

Yeah, here's a sobering thought. Huh? That's a pretty good word for our show. And as I pour my. You can also celebrate if you want with some real scotch. Glenn Levitt. But anyway, aside from that.

Ladies and gentlemen, the weak sauce alert. We're drinking Glen Levitt.

I think it's worth the price of mission to watch Marks go over the wealth mindset inside the boot camp in the room, go over his experience. Like, here's the thing we have. There's people out there that do well with the business. And then it's like, hey, let me show you how I did it, right? Let's talk about a guy that's been through the worst times in Atlanta this in recent memory, right? When the market crashed and how that affected him and how he recovered from that and how he still kept all these land notes and how he adjusted his lifestyle. This is the power of following a mentor that's been doing this business for an extremely long period of time. That's the power of working with someone that's not just experienced a few months of success, but many, many years of success and some downtimes based on the economy and knows how to get through that and can help others. Can pull Matt Forbes aside and in a short conversation, change the whole course of his, of his business with some real advice, you know, so that doesn't come from someone who does a few land deals and all of a sudden, you know, hey, I got this, right? This is someone who's seasoned and this is the power of our community and the power of the people we work with.

Well, it's like, I mean, I don't want to sit here and tell everybody how great Mark is, because I think everybody's in the community. But I mean, you got to be kidding me, right? I mean, the leader of the boot camp, the guide, the myth, the legend, the guy pulls me aside for a half an hour and granted, I love Mark and like, I'm not surprised that it did it at all, right? But you know, like, good luck, go somewhere else, right?

Good luck.

Have that person spend the time. Have that person know you and your kids names and your, you know, your pelotoning experience. And it just, it's just not. It's not normal. This can't be normal, right? To have this kind of a community.

You are the op, the original peloton, aren't you?

I am. It's right over there. You can see, see it? It's under the dust, but it's right over there. So all right, we got.

We got some comments. You ready?

Yeah.

So let's see. Brian Adamo, and I got to give him a shout out, by the way. He said it was a great experience. I'm gonna give him a shout out for two reasons. Number one is Brian made his first purchase at boot camp, which was very cool. He just. He's going through flight school currently. And Brian and I have had a couple conversations on the phone, and this is what I love about. You know, Mike, you and I are kind of in this outreach role for Mark. You know, we get to talk to a lot of people. We get to. We get to witness their journey when they're. When they're on the precipice and they're nervous of taking a step forward and doing the investor toolkit or doing flight school or whatever. And then in a few months, we get to talk to them when they're having success sets. So Brian and I had a call. Thanks, buddy. My son just brought me a drink. Brian and I had a call a few months ago, and he said, and we were just talking about flight school. And, you know, we say this all the time. It works if you work it. Follow that. You just have to follow the recipe. Scott Todd's recipe, which is phenomenal. So Brian got me this T shirt. Isn't that nice? So Brian brought me. Brian got me a T shirt, which I thought was amazing. Kind of people in this community, right? So shout out to Brian for that. Travis Wood said, great weekend, guys. Thanks for the words of wisdom. Doug Hoyer is watching.

Boom.

Great meeting all at the Arizona boot camp. Kushal just finished flight school. I don't think you're done yet. Kushal, you finished your modules with Scott Todd and you have five weeks left of Q and A sessions. He says, amazing experience. Scott Todd is a born educator. And Mike, I think we should talk a little bit about that current flight school class because Scott, text us last night and this morning and let us know how well they're doing. And 11 weeks into their 16 week experience, a majority of them have bought and sold land, and a number of them have made their. Almost made their investment back. And it's a very. It's amazing. In flight school, yeah, it's, you know, people are executing at such a high level. You know, Matt, Scott does a really cool thing now. He requires people to own a property by week five. And in order to sell a property, you got to buy property. So people are, you know, their feet are held to the fire. This is execution in real Time. People are buying property and selling property in flight school. And he was just talking about how cool it is to have witnessed this in this current class and the last class as well, because people are really executing at a high level, especially in Kishal's class.

Yeah. You know what I think is awesome? When I was talking to Mark about this, it's like I said, mark, can you name another type of entrepreneur type endeavor where you can make your investment back in the first year, never mind in the first few months? It's like, this is crazy that you could actually recoup the total investment that you put into your education in an extremely short period of time. I think that's rather unique, and I think that is worth talking about. I think it's amazing. I often tell people, you know, the investment of the flight school, one or two land deals, right? And you recoup that, and then it's just game on. Because now you have proof of concept, right? So there's. What's going to hold you back now? If you understand this model and you put it through full cycle, you are like, okay, time to ramp this baby up.

Time to ramp it up for sure. And, Kushal, I hear there's some congratulations to go your way as well. So I know you worked hard on your recent land deals. So congrats to you, Congrats to everybody in your class who's doing deals. We got other people. Let's see. Brian Adamo says, I'm amazed how fast things were turned around with all the investors, some under a year. Craig Feldmeier's watching. Aileen is watching. Ed Ellis. Still looking for my first deal. Would just like a real call to work. You know what, Ed? It's gonna come.

Hang in there.

All right. Question from Ed. Oh, Brian. Brian has an interesting comment, Mike, in response to what you were just saying. It takes eight to 10 years to recoup your down payment on a duplex.

And.

I have friends who. I have a friend, she was my work supervisor for a long time. She. She's buying and selling duplexes, and God bless her, you know, she's having duplex emergencies. And it just takes a long time to recoup. Recoup your investment in that. So when I get a land deal, I kind of nudge her in the.

Side and tell her, was it Mark or somebody else, said, yeah, I've never gotten a call in the middle of the night to say, my land's leaking.

Land's leaking. Yes. I love that.

There's no land emergencies.

Speaking of the man, the myth, the legend, the Godfather, he's watching. Mark Podolski is on the call. Mark, we're talking. We're talking about the magic of boot camp.

And Glenn Levitt's a good scotch. I'm sure Mark would agree.

I'm sure he would not agree. I feel confident that if he were to post right now that he'd be on my side.

Mark's a scotch liver.

I'm on steroids and he's not feeling well.

So pretty jacked.

I can't drink anything. I just grabbed this on the side because Mark was on. It's what I usually drink. Yeah. So I, so I left this out the other day. Fun story. And I like, I put it sort of here. Right. And then we can't map the audience.

Can'T see because you're your perception. It's really skinny. So if you're showing us something, put it, put it in front of you.

No, well, no, you don't need.

Let me give you an example. Good scotch.

Yeah. So I put that bottle down and then I was on my regular like Monday morning, you sales call with all my fellow sales guys for my real job. And one of the guys was like, he's like, wow, Forbes, you drinking already? It's 10am And I'm like, yeah, that's for something else I do over here. Let me just move that out of the way.

Oh, that's funny. Okay. We have a question from Ed Ellis. Can you talk a little bit about your mailing letters and contracts? Do you use a one page contract? That's what I'm doing. Or should I change to a two page letter?

Zanel, why are we worrying about the size of your letter? We're worrying about all the wrong stuff. It doesn't matter. Don't worry about that stuff.

Ed. Matt's correct. It is a minor detail, but I would say the short version is fine. I believe that people are just going to see, you know, their land reference and the dollar amount, and if they're interested, they're going to contact you. I've seen a lot of people try to add fluff, add cover letters, doctor it up, whatever it may be. But end of the day, we are dealing with numbers. It's a mathematical equation. Just get those out and that's going to help. So, yes, either one doesn't matter. But as long as you mail.

Yeah, mail, mail, mail. Ed and. And I think you are. And it's gonna happen for you. Let's have it. Let's have a strategy call with you and me and Zaino sometime and we'll talk about how things are going for you. What's that? Mark still watching?

Yeah. Yeah, Mark, I don't know if you caught it. We were talking about. Maybe he did catch it. We were talking about the conversation. I thought. I think I had it. When we were at out to eat one night, I said, what other kind of entrepreneur type endeavor can you get your investment back within a few months, Within a year? And that's what prompted someone to comment about what the duplex is. I don't know, maybe Mark can chime in on that, but it was a great. This business is awesome. Just the fact that it's a microenvironment with the real estate's low risk. Someone had wrote to me, said, hey, I'm worried about getting stuck with a property. Well, that's why we have a recipe. We have a pricing matrix that keeps you safe. If you follow that, there is no danger of getting stuck with a property. No.

I missed purchased my first two properties and I didn't make a ton of money, but I made $1,000 in the end after I got rid of them. I was just talking with another guy who wasn't at boot camp. I just bought three of his wholesale deals. And he's like, I really bought these wrong. And I'm like, well, this is all I can afford. And I'm like, are you losing money? And he's like, no, not really. He's like, I just want to get rid of them and move on. I'm like, okay, so you overpaid. You're out. Like, you're gonna go, you know, try a different county. No big deal, I'll take them. And by the way, I have a buyer that wants those three and probably the other three you want to sell. So yeehaw.

Here's the danger with not mailing enough. This kind of parlays maybe back onto. That's my word of the night. Back over to Ed talking about what letter it's mailing, mailing, mailing. Because if you only mail a little bit and you have a few deals, you're going to say, well, I need a deal. And you're going to choose between a couple of okay deals and you're going to put yourself in a bad spot. You got a huge amount of accepted encounter offers. Now you have the pick of the litter. You're like, I'll take this one. There's no. I got to have landitis. You have plenty of options, so it really does all dial back. To the beginning. This is a sequential process. First step after you pick a county build a list you and price it. You need to mail. And I can tell you that there's a lot of people that get hung up on that. I talked to them talking to someone tonight and hey, how's that mailing going? I'm getting there. Getting there. I'm almost there. And we talked months ago. This is the reason why flight school was created because we realized that paralysis by over analysis is a very, very real thing that gets in the way of people, people's action. Right. So basically the flight school Scott Todd doesn't let you off the call until you mail. So that's it. Your problem solved. You will mail. Therefore you will get deals there. And then that starts the process. That's why we see these results in flight school. So yeah, you just. Anyway, that was that.

Cheers.

We got another.

We got another question from. We got some good interaction tonight.

So we don't do segments anymore.

We'll do some segments. Kushal. Kushal is a question. He received a down payment and doc fee via Venmo and it was super easy. Is there a problem if I continue to receive my monthly installments via Venmo or PayPal, do I need to send a monthly invoice to the buyer? Well, I think we know.

I think we know what the PayPal's not really built for that. I know people that get away with it. I know people who have gotten away with it, but it's not really designed for that. Right. And so eventually they could shut you down.

But what is designed. What is designed for taking payments?

Well, yes, we have the Geek Pay. That's.

We have the Geek Pay.

We have the Geek Pay, but I wasn't quite pay.

It's the Geek Pay.

It's the Geek pay.

Try and dial me out with. With the Godfather watching, we talk you insert those into Geek Pay these collection method. So yes, you are correct. But we're talk man. You're trying to just boom with the. What do you mean? Godfather watching. I know Geek Pay, of course.

No, no, no, no, dude, that wasn't. Seriously, you're too sensitive. You're too sensitive. All I'm saying is that. All I'm saying is that sometimes Mark has made this payment thing really easy.

So you know that down payment link is.

I don't understand anytime anyone says why I use this, that or the other thing. I'll never understand why you don't use gigpay. I have enough notes now where now I make Money on Geek Pay. Not only do I make money, but I don't do anything. I don't do anything. Like, why would you not want to make money and do no work? I don't. I don't understand people.

But I love the down payment link. I love the fact once it's used, it can't be used again. You can use that in such a variety of ways, it's awesome. That's just one aspect of it. Yeah. If you don't know we're talking about, go to GeekPay IE and look at it. Then call us and we'll talk to you about it.

No, it's not people that watch us.

Hold on. It's thelandgeek.com geekbench oh, when you log.

In, though, I'm talking about how I log in.

Right. But if you want to see an introductory video about how Geek Pay works, dude, don't be mad. I'm just. I'm just. You're my brother. You're my brother.

He's just hitting me left and right. Matt. Am I the only one seeing this.

Mom and dad fighting. Stop fighting mom and dad. The only question is, who's mom? So Kushal says, I've heard that people have their stripe accounts shut down. I assume he's talking about you, about PayPal or whatever.

No.

So go ahead, start.

Stripe considers our business high risk, right? So if you sign up for Stripe, which is free and great and everything else, and you're processing a lot of credit card payments monthly, specifically repeated payments, you're going to come up on their radar and they're going to consider your dealings with them potentially high risk. So our business is high risk with them. They may kick you off if you're processing monthly payments with them. So what we say is that stripe for down payments is great, but do not use stripe for repeated monthly payments because. Yes, because it's considered high risk. If you're doing that, they will kick you off straight. Which is why we have, with Geek Pay, we have ACH in place. You can automate your payments with ACH through Actum. And I tell you what, your default rate is going to decrease significantly if you can get people to sign up via Achievement. It's like a set it and forget it for them. It comes right out of their checking account every month. And the default rate has decreased dramatically with the use of ach. So hopefully that helps. It makes sense. Let's see.

I can't even get to all the comments now on Facebook.

Yeah, here's another point. By Doug Heuer Geek Pay. It makes it easy, right? And honestly, you can make money with it because if you charge a $10 monthly note fee on your terms deals, geek pay costs 99 bucks a month, right? Well, after those first 10 notes, geek pay becomes a profit center for you. You will make money with Geek Pay if you're charging that $10 monthly note fee for your terms. Buyers.

I just sold a deal where I make an. I make an extra thousand dollars over the course of the loan at 999amonth.

That's a long note, dude.

That's what my wife told me. Now that I say it out loud, I feel stupid and like it's wrong. What do you mean?

No, no, no, that's a good thing.

It's eleven hundred dollars. Eleven hundred dollars over the life of that loan by charging 999amonth.

Why is that a bad thing?

It's not. It's great. I love it. I just, I'm like, wow, that math doesn't sound right now that I just said it on this. Am I gonna go check? But my wife was wrong. It wasn't $1000. It's almost 1100. Like yeah, no problem.

I love it.

Why not?

I'm watching us now. I want to see these comments. How do I put lots of comments today?

I used to be able to pull them up on. Oh wait, here we go.

The deal pot. If they balk at auto payments. I'll tell you what I have not had. I have not had anybody complain. I just say it clear as day, like, this is what we use. This is what it costs. Yeah, like one plus one is two. This is how it works. I don't know. I mean, I assume you guys have been doing this a lot longer than me, but I've never had anybody balk at the 999.

Are you talking about the no fee? Yeah, no, no.

So, and then Doug is saying, does anybody balk at the, at the auto ach. At going to the bank? I haven't anybody balk. I just had one guy be like, I don't have a bank account. And you know what? All my loans every month go great except for one guy. You never believe who it is. It's the one friggin guy where I have to go charge his credit card every month and every month he's ever paid me, it has failed 100% of the time. It's failed every month. I then have to text him and tell him he's late, he has to text me back through the sob story, I have to text him back. We go back and forth. Three weeks later, he's like, he's got $300 for me. And I'm like, okay, and I'll take it because I'm new. I put up with it week in and week out. But, yeah, just put it into geek guy. Charge them. Ach.

I rarely have people balk at that Doug Hoyer. It's right in my terms contract. They go through signnow.com they fill out a payment template, they fill out all their information, and we're good to go. Every once in a while, somebody balks at it, at which time I will propose, you know, hey, you can send a check via mail if you'd really like to. I have a guy sending me a money order every week or every month. I have one guy sending me a check via checkbook IO every month. I have a guy sending me a Walmart moneygram every month. But these people are all. These people are all very faithful with their payments. So I would say 90% is automated on geek pay with achievements. And then probably more than that, actually, now that I think about it. We have a comment from Tom Conway. Tom is awesome to meet you in Arlette this weekend. He's drinking champagne, Mike. We've never had champagne on this show. Great boot camp.

Champagne night.

Great boot camp. Really enjoyed the course. Champagne gives me a tummy ache.

First of all, Take it for the team. Secondly, when champagne night. This sounds great.

Yes.

Unless you want to do a brunch with champagne.

Ooh, We've done a brunch before. We had the boot camp brunch.

Some of us do work for a living.

We did a Sunday brunch before. Remember? We had breakfast and everything.

Some people are new to the show right now. They don't know what you're supposed to follow. It says just follow on your shirt, Scott.

Oh.

Oh.

They wanted to ask. They want to know what it is. Okay.

So, yeah, people are wondering.

Just follow the recipe. What. What do I mean when I say that?

Oh, geez. I just love Scott Bossman.

What are you talking about?

Scott Bosman. They got him a shirt that says, just follow the recipe.

Oh, boy.

Come on, now. It's. Listen.

Jealousy rears her ugly face on the nightclub Zeno Zaydo.

Come on. You make connections with people all the time. Yeah, it's a very, you know, it's very rare. This is like a 1% thing where someone makes you a T shirt. 0.5% thing. Brian Adamo, Team Boston.

This is Team Bossman.

Remember, there's Team Tate, Team Eric. I'm getting some. I'm getting some.

You gaining traction?

I'm gaining traction.

The kids get in love, man. Don't, don't. Don't hate Xano. Come on.

I think I'm gonna go to the next boot camp. I'm gonna hand out shirts to people to recruit them to my team. That's what I'm gonna do.

There you go.

Hi.

Welcome to Team Sano. You look like a medium. Here you go.

I'm gonna go the other way. I'm gonna bring shirts.

You're gonna bring shirts and hand them out. Team Zano.

Hashtag pins.

At the very least, I'll do that for Team Forbes. And I'll just make sure that they're like. Like six extra large. And so when people put them on, they feel very, very small. It'll be good.

They'll be like they're standing next to you.

Yeah, yeah. I'll make them feel tiny.

I kind of like this. I kind of like this idea, Mike. We should each make. Each make a number of T shirts that say Team Bossman and Team Zano. And we just put them up in the front. Put them up in the front of the room. 10 free t shirts. 10 free t shirts each.

There's nine of the team Zano's left. And no Team Busmans.

Exactly.

Don't be negative. Come on, come on. I'm a Team Zano all day, every day.

We're all Team Zano. Dude, you're the Zen master.

They could go inside the gift packages.

Yeah, you are the Zen master.

Everybody loves Zano, but can we just have a segment? Any segment?

Yeah, a segment. Any segment.

I'm a little empty, Matt. That helps.

Yeah, I mean, I'm, you know, coked up on narcotics, so I'm not allowed to drink anything but good Glen Levitt. That's okay. Cleveland's not bad. You know, just so we're on the same page. It's not bad. It's a great scotch to start with, but you'll get past it. It's okay. You got a segment coming.

I don't have any segments. I don't have any segments ready, dude.

Well, we know what this one is.

Oh, the refill.

All right, there we go.

That's what we need. All right, we're going back old school. It's time for the refill segment. Matt Forbes, we're gonna. Matt Fowlers, we're gonna bring you in for the refill segment.

Matt, do you realize how much we Progressed. You used to just come on for a brief moment and leave. Now you're here. I know.

It's like I'm part of.

We don't swivel anymore. We should start swiveling again.

And you should start wearing robes under robes.

We're losing our core principles.

Yeah, we want the robe and swivel, man. That's what the people want. All right. So, yeah, raise a glass of whatever. Get yourself a cocktail. You deserve it. If you've worked half the hours I have today, you deserve it. So, you know, have a drink, ask some questions. Tell us about a deal. Cheers.

Yeah, ask us some questions. Tell us about it. Look at this. Doug Hoyer is leaning. He's leaning Zen.

Leaning Zen. That's tough.

Doug, you're my man.

You're the man. He's your man.

Everybody loves you.

I think Doug and I could have a connection. I feel Doug. I felt that connection as well at boot camp. I toast that. Any other people out there want to.

Hear Mark Podolski says it should be a sitcom. Everybody loves Zano. I totally agree.

Everybody loves Zano, but do they like Glenn Levittmark? You haven't weighed in on it yet. Do you think Mark Podolsky likes Glenn Livitt?

I don't think so. He was very, very generous with his comment and said, I'm not a Scotch snob, which I find hard to believe, but I prefer Macallan, which. Call me a sales guy, but I think what he's saying is, it's not good. And I drink this stuff over here.

What's it called? Mark Allen McAllen.

MarkAllen. I will drive to Haverhill and. Or you can Haverhill.

Unless you pronounce it correctly.

No, I know how to pronounce it, but it's funnier to say Haverhill. Hello, I'm going to Haverhill.

I love it.

And we'll bring some Scotch, and we'll get this going, and we'll do the.

Nightcap in those chairs I have over there. We'll project the screen, and boss man will be jealous.

It's time for the Boston Legacy segment. This is where Scott Bossman. This is where Scott Bosman spells a word and Mike Zano pronounces the word incorrectly. Ready.

Associated with. Scott Bosman talks about himself in the third person.

H. Here's the word.

You ready?

H, A, V, E, R. H, I, L, L. Come on.

Haverhill.

Haverhill.

Haverhill. No, it's Haverhill.

Listen, people would be like, yeah, I'm Looking for Haverhill. They'll tell you, you look up for Haverhill, they'd be like, there's no town around here called Haverhill.

I'm coming from Worcester. I'm looking for Haverhill.

Yeah, that goes on your steak. Yeah.

Yeah. Somebody had a question, though. Here we go.

I got a question from. Is it the Brian Adamo question? That's a good one.

Now, hold on. What did Mark say? Matt? We were discussing a roundtable between Two Geeks instead of Between Two Ferns.

Between Two Ferns. Have you seen that? Have you seen that with Zach Galifianakis?

No.

That's a good one.

I know not of what you speak. You'll have to send that to me. I'll watch it later.

All right, go to YouTube.com and look at Between Two Ferns, Zach Galifianakis.

And they're where he interviews people.

Yeah, there's a movie as well on Netflix.

I have seen those. Yeah, those are good.

So we're thinking about doing. We're thinking about doing a roundtable podcast in the vein of Between Two Ferns.

Yeah, I'm happy to help with that. Just if you want my help.

Do we still have the Godfather on?

Yeah, he's still on.

Mark, listen, I gotta say something. So we talk at the Round Table and in person, Mark was joking that he doesn't know any country songs, which I think he was kind of serious. He's really not really into country. But recently, I may have been in the Rusty Spur, and I'm pretty sure I saw a doll a pinned on the wall that said Podolsky.

No way he was at the Rusty Spur.

There's a bar in Scottsdale and you put a dollar sign on there. I turned around and I. Where I saw a dollar bill that said Podolsky.

Yeah, there's a lot of Podolskis out there in Phoenix. Pretty common name.

I think Mark Podolski says yes. He's been there.

This is like. I didn't realize that Scottsdale has, like. I thought it was all, like a Sims town, all recent developed. They had this old section with these old, old buildings and this old saloon.

That's funny.

We'll wait for verification on that.

Yeah.

All right. Yeah, we'll see what he says. All right.

Somebody had a good question in there, but I lost it.

I got it. Brian Adamo. Brian Adamo. Just follow the recipe. I just got it.

You like Scott more than me.

I just got an offer on 10 acres for my posted price of 2200. He accepted the offer, but I May need to price down any techniques to share. Mike Zanel. We had the whole episode on this.

Yeah. With the $1 Skittle and all that. We should revisit that.

We need to revisit that.

But the facts straight, he sent out an offer for 10k. The guy accepted, but he's like, I really can't pay 10k.

Exactly. So how do you renegotiate on the buy side?

So walk in the park.

Impart wisdom on us.

The first thing you want to do is you call them up, right? You can just talk to them and say, thank you very much, I appreciate it. But then what I would probably say is, honestly, we've had an overabundance of accepted offers in this area, and to us, when that happens, it's a sign that we're probably a little bit off in our pricing. So after receiving a lot of accepted offers, I dug a little deeper and I have found out that I was offering too much. Now, I know I offered you that much. I'm not sure how much you are attached to your property, but I'm going to have to readjust my offer and then pause. Pause. The biggest part of that equation is to drink the Glenlivet, because after you make that statement, you're going to close your mouth because a couple of things are going to happen. The person's either going to be like, what? You're crazy. You sent me this. I understand, sir. And I'm going to do my best to match the offer I promised you. Could you tell me a little bit more about your property? Perhaps you have some utilities, perhaps you have some better access than the other properties. Tell me a little bit if you ever been to it and then start the process of devaluating it. Or he might say, I don't really care. I'm sick of this property. I don't use it anymore. I just want to get rid of it. And you go. As I was saying, we've been offering about 7k for those properties, and then you're going to buy it at a big discount, Right? So you really got to feel out that person where they're at, and you've got to do something. Now, you could use the technique, but something along the lines to get them to start react. And so when you make that statement, you have to pause, because that's where insert angry person, insert person who doesn't care or whatever. You just see where they're at and you move from there. This is my way back. On a podcast with Mark, a tip of the week was that I gave was shiho dori. Yes, that's a Japanese word. It's four directional catch. The idea is you do something, the other person does something or whatever it is, you just move from that. So you're not trying to guess like, okay, I'm going to do this. Then the next thing is this, because you can't plan life like that, right, Matt? You can't plan this is going to happen and this is going to happen. That just. It doesn't work. But I do something, whatever the reaction is, I work from there. That's the same thing we're doing here. We're throwing out something. This guy's going to. It's like a verbal stem and the guy's going to grab onto it or he's going to do something and you're going to work from there. So that's all you got to do. Piece of cake.

Oh, I can't hear you, Forbes. You're.

It's the number one reason why a lot of salespeople fail at sales is they're trying to anticipate what the prospect is going to say after whatever it is they just said. And they anticipate incorrectly and they don't actually listen to what the guy says. So don't bother, do what Mike says, say something and wait to see his reaction. If he's willing to sell it for 2k, he probably bought it for a hell of a lot more and therefore, you know, he's in good shape to go down or. Right. It was given to him by his parents, in which case it has very little value to begin with. So what's the number?

He said, Scott, what number did he mail two parcels for?

40. No, 10 acre parcel for 2,200. Now, but Brian, here's what you got to remember.

I got 10k. I misunderstood.

Sorry. But here's the other thing. The parcel he just bought this last weekend at boot camp, he bought 40 acres for 2000. That's probably a pretty good buy in that county. But you know, the offer that he got, an accepted offer, was for 2,200 for 10 acres and it's only 30 miles away. Now listen, 30 miles in a county, right? It's a huge distance away and it could make a difference, right? You go from desert plains to mountain trees in 30 minutes. So you just got to really analyze your comps, Brian, and make sure that, you know, make sure that it's appropriate to devalue your offer in that area. Because, you know, I don't know, it's just a matter of it's just a matter of really analyzing the subdivision, really analyzing the area you're in. Because 2,200 in one area of the county may be an appropriate offer for 10 acres. And 2,030 miles south, there may be an appropriate offer for 40 acres. Of course, you may be getting a deal on that 40 acres.

That's a great point. One that we often see people. The same point is why people sometimes mess up their mailings. They say, okay, 10 acres is 2,000. 40 acres is 4,000. No, it doesn't work that way. It depends on where the county is. That's why we say hyper focus in one area. So you're very tight with your numbers. So this 10 acres could be.

So listen, he just said the 10 acres is by the interstate and has road access. Well, Brian, your 40. Your 40 acres did not have great road access. So.

Yeah, so there is the point right there, right? It's different qualities, different property, different comps, different everything. So don't assume you have to buy half the price of the other one. Now, that's not. We don't know the property. We don't know the value. We can't assert that here. But what we can say is there's a high probability that that could be a good price.

I can tell you that you can anchor while trying to go lower on that 10 acres. You can anchor with the price you just paid for the 40, though. Pretty good starting point, right? Well, I just bought a 40 about 20 minutes from here for 2000, so I'm pretty sure I'm over where I'm supposed to be.

I love this. We gotta learn to somehow use some more graphics with our show, because I just want to now drop an anchor into Matt's screen. Like an anchor. That's like one of those spongebob anchors. Every time we say something like, we could just drop little images in. That would be awesome. Awesome. Matt the anchor, Forbes.

That's a mark thing, not me.

All right, Brian. Jeez.

It's a good idea. I wasn't cranking on it. No. Brian Adamo a little sensitive tonight. I'm feeling it, dude.

Brian Adamo just. Brian Adamo just said. This is. He said, very good. Very good input. This is great. I'm feeling zanoized. It's a. It's a verb now. Zanawized.

Wait a minute. This is the guy that got you the shirt?

Yeah, it's the guy that got me the shirt. You get a verb. I get a shirt, you get a verb.

See, at the next boot camp, we'll have that on the boot camp shirt. Zanoized. Is that it?

Zed?

Wait a minute. Can we change it to Zano Wise? I just think it might sound better.

No, we can't. No. I say no.

That's a very Zaino wise comment.

Zeta wise comment.

No, that's not a thing. Xana Wise is not a thing and nor will it ever be a thing. No.

We'll take a vote. Community.

Community.

That's everybody. I'm asking for everybody to vote.

All right.

No yawning of the night cap.

Yeah, it's. It's Matt for his bedtime.

So five viewers we just lost when he yawned.

Hey, I'm like, I'm sick over here. I'm on drugs and steroids and stuff. It's sleepy time.

Should we do. Should we do one more. One more question and call it a.

Night and we'll wrap it up. Wait, wait. There's the question for you tonight. Wrap it up. Take it. What year? Who sings it?

What?

Wrap it up. That song.

No one knows what you're talking about.

TV back in the 80s. Wrap it up.

It's not a song. Not a song.

Fabulous Thunderbirds.

Yes, it was. Come on. Everybody else out there love the Fabulous Thunderbirds. Oh, you don't really know that song.

Scott, when were you born? I'm. I'm concerned.

Scott Bossman. I song stumped him.

Damn it, Jim. That doesn't happen very often. Doug Hoyer. What sounds forced? Clarify for me. He said something sounds forced. Okay, one last comment. Question for the night. Ready? It's from Kushal, who just had two term sales yesterday. Congrats. I had asked Scott Todd this question, but I want to get your thoughts as well. When I run out of capital, I can always enter into partnerships with other investors to fund the deal and do a split of the net profit. There seems to be many people interested in this arrangement. This way, I will never run out of properties to purchase, whether they are in my price range or not. As long as they are good deals and can build my entire business based on other people's money. Thoughts? Yes, thoughts.

This is the funniest music video I've ever seen in my life. But he's exactly correct. And it's exactly what I'm doing right now. And high five to Kishal. Absolutely. In fact, I could go buy property right now, but I'm choosing not to. I'm choosing to take all of my money and throw it into marketing and buy all of the property with other people for now. Could be Wrong.

No, you're not wrong. That's the beauty of this business, right? As you grow in this business, as you continue to evolve, things change. You go from using your. Go ahead.

No, I think there's, you know, there's a stage where you go and you do these deals with other people, and then there's a stage where, you know, you just go get some debt financing, right? And then you just take it on. So I think I'm in that middle. Middle to late stage only because I know Mark is watching you.

Do a combo. Do a combo. All right, so listen, I have to do this because every time Mike says this word, I cringe with a combination of happiness and cringe worthiness. It's like a total dichotomy. I don't know. Anyway, so I have to do one more Boston Lego segment. Because this word.

Live it.

When I spell this word and Mike says it, it's totally wrong from Mike's perspective. Here's my favorite Boston leg of the word of the week. Remember this one?

Cheetah. Never play cards with a cheetah.

Yeah. I love that word.

I love that word of the week.

One more, though.

You ready? I want you to say this word for me. Zano, you ready?

Oh, gosh.

Idea.

Idea.

Idear. Idear.

Oh, my.

Idear.

What's your point?

I, dear, love you. I, dear, promise to be with you for the rest of my life. I, dear.

I'm missing the joke.

I can't even handle it. Idea. Hey, Forbes, why are you not laughing right now? This is funny.

Okay, Glenn Levitt. Glenn Lovett.

Oh, boy.

All right, we haven't done a closing toast in a while, so for a hard landing, do a closing toast.

And wait.

We got a new comment.

You said last comment. Now you're breaking the rules. Anyway, take it.

I'll take it. Here's to the Godfather, Mark Podolski. He has changed lives. He's doing it over and over and over again, year after year, boot camp after boot camp. It is really phenomenal to watch and witness. And it's. It's just. I don't know. It's very empowering. So, Mark Podolski, here's to you.

Cheers, Mark.

Cheers. I don't have anything to do now.

I'm gonna play the outro.

Okay. That was a fun nightcap.

I don't have an outro to play.

Oh.

But anyway, Thunderbirds, we'll be back next week, right, Zano? Next Wednesday. Yes.

No.

Yes. Absolutely.

Absolutely. Next Wednesday. So if anybody ever has any drinking.

I might be I might be traveling for work on Wednesday.

I don't know, Be on a plane on the show. We like that.

That's fine. I can do that live from Southwest with free booze.

Nice. Thanks, Mark. We appreciate it as well. Cheers to you. Good night, everybody. He said thanks, guys. He appreciates it. Cheers.

Yeah.

See you next week.