The Land Geek Spotlight

And we're live, fellas.

Hey.

All right.

Happy holidays. Merry Hanukkah holidays.

I didn't get the memo about the Santa hats, so I'm anti Santa.

Don't be anti Santa. Don't be like that. I earned this. I went caroling with 60 cub scouts today. So this is a youth extra small hat I'm wearing. It looks like a yamaka with a thing that comes out the top. It's ridiculous.

I love how the hat is blurry.

That's my favorite part of this right now is the hat is, in fact blurry in the background. So I'm kind of loving that.

So, yeah, viewers are wondering what the heck we are doing here, being moron.

Well, we are the Land Geek guys. And this is nightcap with the Land Geek guys. Yeah.

Night Cap.

This is our holiday. Our holiday edition.

Zano, cocktail time.

Night cap. Huh?

Night Cap.

You get it? No one laughed. That was funny. Anyway, so this is our excuse to get together and have a drink as buddies, as friends, as fabus.

Our holiday episode. This is like we're close to the end of another year of Night Cap. And so happy holiday. Don't judge us by our funny hats and colorful jackets. But every week we come together, we talk Lin investing. There's some. Lots of fun and some content. And I love that hat.

His blurry hat.

I think gnome. Why do I think gnome?

Yeah, I feel like Buddy the elf. No, him.

I want to make sure that we're. Oh, there we are. I. I want to make sure that I'm sharing. Oops. Sharing to the group here. Sorry. Talk amongst yourselves, boys.

Do we have viewers?

We have a few viewers.

I didn't look.

Who cares?

Share to a group sharing their.

What the three of us do all the time anyway.

So it's just.

We broadcast it once in a while.

This is just video cameras on. Oh, man.

All right, Forbes, I don't know if you could check and see if we're on the Land Geek Group. If you could do that for me.

I will do that.

I just. I just shared it, so hopefully we're good to go. But yes, for those of you who are watching, please post your comments, questions, your wins, your struggles about land investing, any Christmas carol request. You'd like to hear Mike Zano sing tonight. He's willing and able and excited.

So what's new in the land investing world? I mean, what was our topic last week? Where were we last week? I think we had. We've been doing it off the cuff lately. So did we touch upon A number of subjects or where do we leave off? I suppose I might ask.

Well, that was a long time ago and a few Maker's marks ago. So.

You were the airport then?

Yeah, that's right. I was coming back from Raleigh, I think. Yeah. I was stuck in Baltimore.

Right.

My flight was delayed by like three or four hours.

Yeah, that's right. And we had a few subjects. Right. There wasn't one predominant theme, was there? It's more of a kind of a.

Yeah, we were just chatting. I think we're just answering questions and just being questions.

We had a lot of great questions last week. Mark came on, talked to him for a while. We have some watchers. Jen Ramquist is on. We just saw her a few minutes ago at the Q and A. Welcome, Jen. Alisa Church is watching. Elisa, nice to see you as always. Joel Lemke, Matthew Claes, Annette Ellis, and I'm sure, 80 others that I haven't named.

Yeah. Yeah. We're at 1500 viewers so far. Excited.

Have you formulated your New Year's resolutions yet? Are you gonna. You even believe in that? Do you even believe in that?

I did. I did, actually. My work, my real job, work goals today.

So they do that as a. Do they kind of require it, encourage it, or is it something like, how does that play out? Just something you did yourself because you enjoy it?

No, I think it's been keeping me up at night for the last week or two because there's some things I want to change. When I ran an office for a staffing firm, I was a principal and a large staffing company. And like we did goal setting as a thing. My company, I work for now. Like, either you make money or you don't. Like, we'll give you all the tools you need. Good luck. So we don't. We don't do that as a company at all. They're my own personal goals that I want to hit and how I think.

I can hit them.

So all on my own. Kind of weird, actually.

Awesome. Up now. Do you do the same field, land investing, or do you treat it the same way? Or do you. Have you given that the deep consideration yet? Or is that coming or not?

That's all part about two weeks I've been thinking around, what am I going to do differently in 2020 to hit my goal for my regular job and then also for land.

Right.

So we're in it. We probably went a little too fast here in the last four months in my little land business. So we're in the middle of A dip where we've got a lot of expenses, we're selling a lot of stuff, haven't sold a ton in the last three weeks or at all. So we're just gonna keep going and keep going.

Let's talk about the dip, because, you know, that's something we haven't talked about on Nightcap for a while. It happens, right? The dip.

Dips worst.

Not the dip that goes in the cheek, either. We're talking about the dip in land investing.

Right. Only the firefighter would think of that.

I want to be clear for our new viewers when we talk, why you.

Gotta talk about drugs?

This is the, you know, the ebb and flow of the business. There are, you know, times where it feels like a little bit of a struggle, but you gotta push through it. And then on the other side, there's some huge wins that wait for you. You know, that's the truth.

Yeah. Hold on. There's some times where it couldn't suck any harder, right? And then there are the times where, like, we're Zano, and I swear to God, I will try to find the vox. Zeno voxes me on Friday, right? He's going back and forth. We're working on a deal, you know, so we're going back and forth, and he goes. He's like. He's like. He's like, wait. He's like, is it Saturday? He's like, hold on. What day is it? Hold on. He's like, is it Saturday? And I'm like. I'm sitting there going, like, what the actual f is this guy doing? He literally does not know what day it is. Dude, that's my dream right there. My dream is not financial. Whatever. That's my new dream. I want to wake up. Oh, no, my hat. I want to wake up and not know.

Laura. Tell me what day it is.

It was the funniest thing I'd ever heard. I played it for Anne and was like, look, honey, I'm like, look, this is what our lives could be like if we could just figure this thing out. Here, let me play this for you. I grew up in one bu. Mike Dano.

You'll get there. You'll get there. It's all about consistency, and you're one of the most consistent guys I know, Matt Forbes.

But there really are dips, you know, they could be even small. So for, you know, here's this example of a. Of a small dip, right? It's like, you could just get so caught up in doing something for like, a day or two and not Think, geez, I could have outsourced this. Geez, I could have automated or delegated. I could have did something different. But you get. We get so caught up at times in certain processes that we're like, we're just doing it. We're the ones doing it. And we're just involved. We are doing. And it's like, so hard to break free of that and see a larger picture of like, wait a minute, wait a minute. I can step away from this no matter what it is, and I can have somebody else take over some other process. So that's a tip too. I don't know if you guys ever had that happen to you. You get caught in this rhythm. You're like, wait a minute, why am I doing this?

Oh, yeah, for sure.

It's just me. I don't know.

No, it's not just you. These things come to. Come to the surface all the time, even today. Why am I doing this? That type of thing. And you know, the beautiful thing is all you gotta do, Matt Forbes, is get your whiteboard out. Get your. Get your massive whiteboard out and draw that. Draw that process out and figure out how you can either automate or delegate that baby. And you know what? Anything can be done.

Love my whiteboard. You know what it's doing right now? It's sitting idle right next to my peloton and the time forgot.

Waiting for the new year, waiting for January 1st.

Question related to the peloton, Matt Cord, problem, procedure.

Go ahead.

But you also are a peloton guy, Scott. Right. So I can ask both of you.

Yes, sir.

Completed my fourth spin class at the gym. Does that count as peloton?

I. I mean, yeah. Yeah, same thing. Good job.

Yeah, yeah.

You know the worst thing about how you guys deal with this is, like, I look at the clock and I'm like, only 53 minutes left. Only 52 minutes left. Only 51. Like, how did you're doing?

Too long of a class.

The secret to not looking at the clock is to do a harder ride. Sounds like it's too easy. Oh, my hat again.

Oh, my hat.

Oh, my hat.

They should just take clock out of the room.

I think I do the. I do. So, like, you know, you guys know me, right? I'm not exactly in shape. Right. I'm not one of the fit guys who goes to boot camp or.

Right.

Like, break out my Matt Foley impression. That guy. I have a little coat, but I ride the hardest instructor that peloton has when I ride, like, when I'm into it. I'm doing it. I ride the hardest one, and then 25 minutes, 30 minutes, 45 minutes, it just evaporates because I'm getting my butt kicked so hard. There's no looking at the clock, right? It's just like, oh, my God, I hate this. I hate you. I hate everything. And 45 minutes goes by. You're like, oh, I feel so good.

Zano, I think you should choose a shorter, more intense class, and you'll be much more satisfied.

All right, Yes.

I guess I'm wimping out. I'm scheduling my class right now. I'm gonna pick a more intense one.

I have exciting news for you guys, though. Guess who's watching.

Who's watching the Terrorist Hunter.

Oh, with that segue. Does he know it's the holiday music episode?

Does Mimi know that?

I thought you said the Godfather was watching.

No, no, Mimi. Mimi Schmidt is watching the Terrorist Hunter.

Mimi just had a birthday.

Happy late birthday, Mimi. For those of you don't know, Mimi is one of our coaches in the land investing or in the land geek community. And her students are doing really amazingly well. And we're so happy to have her a part of this community.

I told Mimi today on the. Whatever the Wednesday call is called. Is that the mastermind called? I think that's a mastermind call. I was like, yeah. I was like, everyone should come to Nightcap. We're gonna sing. Right? Like, I'm creating a song just for you, Mimi. And she's like. She was like, oh. And then I'm like, actually. But then I had to stop because Mike and Scott told me that it was actually wildly creepy. And so I naturally write the song. I'm like, oh, okay, so no Mimi song tonight?

No Mimi song tonight.

I did actually go back and looked at the lyrics. I started to write, and you know what?

A little creepy. I thought, like, for the 12 days of Christmas, Matt Forbes style.

No, I don't have that queued up. That's not happening tonight.

You were amazing last year. It's like watching that frosty show or the Heat Miser. Every year you gotta watch Matt Forward through the 12 days of lanky Christmas.

I don't think anyone needs that in their lives. I think everyone will be just fine without that.

I mean, it was a little long. It was a little long. I'm not gonna lie. I think it was. It was very clever. Can we at least. Can we at least post the lyrics?

I don't even. Do you have them? I don't think I have them.

Oh, yeah. I Don't know if I have them.

I set some computers and yeah, I left a pie in the oven, so I don't know. It's going to be tough to find.

I wonder if Scott Todd is secretly watching. We've called him out before and found him to be on the show, so.

I wonder if we can. He's always watching.

Comment out of him.

We do have a question. You guys ready to discuss something serious before we get to the shenanigans?

Yes.

All right. This is from Jake Worth. He says if all of your funds have gone to acquiring property, how do you continue to mail if you know you can't afford the future? Potential accepted offers, Option, contract, deal, funding, optionator. The optionator. Love the optionator. Zaino, expand on that. It's a great question. That's a great question.

Nightcap shows. We talked about all the different things. The $1 Skittle and the Auctionator. Basically, you don't have to close right away. You can set a closing date down in the future. You get under agreement. But the reality, there's no reason to start mailing. Because if you were to come to me right now, who posed the question.

Yeah, who was that?

Jake Worth.

Jake, if you were to contact me and said, mike, I have a deal, it's an incredible property, 25 cents on a dollar, would you partner with me, fund the deal and all that, the answer is going to be yes, let's do it. So you're going to find people just like me throughout the community. That's a great reason to go to boot camp. I'm sure the two of you would agree. Because meeting people face to face, creating that trust factor and saying, hey, this person has more capital, I have more time, let's work together. There's never a reason to not mail. If you bring that deal to the lanky community, post on Facebook, hey, I got a great deal looking for a partner.

Bang.

You're gonna have people hitting you up.

To work with you, or, hey, I have a great deal. Looking to wholesale something cheaper than normal. Go. You just sell it in a day. You have two options. You can either a stop mailing, stop the whole cycle, have the whole thing grind to a halt. Wait till you sell your stuff on terms, wait another six months so you have enough money to go mail again, or accept the fact that people will buy this so cheap and just keep going. It's scary and horrible and it doesn't matter because it works. You just keep going. Coming from somebody like, literally, I have no cash for this business ever, right and when I'm like, oh, like, oh, God, I promised that guy I'd send him four grand for that parcel. I call three people, wholesale it, or I'll team up with it, on it with somebody. Doesn't matter. It's no big deal. So don't stop. It'll take you forever to keep going, right? If you constantly are stopping, people will go find a good deal. Like there are people who don't mail in this community just by wholesale. No problem. Perfect.

I think that answers Jake's question. Awesome job, guys. That's a great question.

We have a video of him. Look at Mimi Schmidt.

Mimi, Mimi, wait. Mimi has a question. Where'd it go? Oh, here it is. How much are you guys paying your VAs for holiday bonuses?

Whoa, great question, Forbes.

That means you have to pay your VA as a holiday bonus. I know. That's just what turned on in your head. Oh, shoot.

I hadn't thought of it. Yeah, we should pay him a bonus. I don't know. Mimi, how much do you pay your people?

Yeah, I think, you know, I don't know. I think it. It obviously depends on the relationship you have with the person and how much work they're doing for you, but. But I think it's a great idea. I do try to give the VAs that help me consistently a little bonus every year. I have a guy that puts in a lot of hours for me. I'll probably, you know, give him a little. I think.

I think if, you know, an easy number, just go with a week's pay. You know, whatever they do for you, weeks pay, give them a week's pay. You know, I'll probably give the Filipino. I have a few VAs in the Philippines, $100 each. I have a higher end American VA who does a lot of good work for me. Probably double or triple that. You know, it's really. But, you know, I think I would say, and maybe I'd like to see your response, but I'd say even a week's pay is a good bonus, you know, for anyone, you know? If you were to get an extra week's pay, would you be happy? Matt Forbes, to answer, Please go.

I would be, but, like, I don't know. We're so reliant, so I've never done it. So, like, what the hell am I, right? Like, called out, right? You two are the land geek guys. I'm some random guy who shows up on Wednesdays. So I don't know. So now I'm thinking through this, right? I don't Even I don't know the answer. But I'm thinking, like, dude, that guy makes $4 an hour. He works a couple of hours a week for me. Why wouldn't I go throw him $25? What the hell do I care, right? Like, that's who care.

$100.

Like, if he's gonna stay with me, if he is reliable, if he's really good at what he does, why wouldn't I give him a sizable bonus and make him never want to leave me? That's actually a question.

I would never want to leave you, Matt Forbes.

Snuggles. Snuggles.

But no, but seriously, like, is there. I don't know. I lost track of Mimi on. I want Mimi's answer to this. That's what's really true.

Giving my Filipino, I have two of them. I'll probably end up giving each one of them $100. And then the American probably get something like 250. Something like that. 300. Honestly, that's what I'll do.

That's legit. Like, that's.

That's a. That's crazy.

You're in the Philippines and you get a hundo. That's real money.

You know what? I look at it like, it's the. The. They don't probably realize the benefit they bring to us, honestly, in terms of what they do and, and the power of it and, and how it multiplies into income for us. And so, yeah, I think it's totally doable and totally worth it and totally the right thing. I believe in. I believe so myself.

I'm trying. Maybe if you're still watching, because I can't tell. I'm trying to pay a guy that, you know, that I use right now. I'm trying to, like, I'm attempting to send him money on the side. I can't quite figure it out. You probably shouldn't have like.

Half pointing at me.

It's got a mind of its own. That blurry hat.

Throughout the call, it's changing direction. I've watched this call and like fast forward and see that hat just changed direction.

You know that song, Smelly Cat? I'm gonna create a song called Blurry Hat.

Blurry hat.

Blurry hat. Blurry hat. What?

I mean, honestly, this is a youth small hat and I'm £350. It doesn't make sense. But, you know, I thought for the kids, you know, why not, why not act like an idiot in front of all of them to make them laugh. Why not?

Anybody else have questions for the nightcap?

Landbeat, guys, Is he not joining us tonight? I'm so depressed for the holiday episode. We didn't tell him, did we?

No, we didn't tell him. But we live in the rerun. We'll be good.

I did. I did. You know, I mentioned it on the roundtable. I let everyone know that Eric would be singing with his guitar. He then called it fake news and I was personally devastated.

Was that on the Mastermind?

Yeah, he was. You know, Tate seemed really interested.

Nice.

Glad they're all here.

Oh, Zano. What? You need a refill, buddy? Already?

Well, it's been 10:27, Matt.

Folks, I feel like you've been dropping the refill ball lately. Do you have alcohol tonight to join with us? Let's do it. There it is. There it is.

All right.

Yeah.

Well, hey, you can always add more, Matt. Yeah, well, hold on. It's not like I gotta be in Boston by 7:30 tomorrow. No big deal.

That'll be fine.

You're out there, you're working it. You wear a ridiculously small youth hat on your head in a red crushed velvet blazer. I say, have a cocktail. What are you drinking? The Casanova.

Casanova. Casanova.

Casanobl.

I'm drinking Bolivoy, which you can't see.

I'm like, straight tequila, boys.

You and the straight tequila. It's very troubling. Very troubling. All right, Pour yourself a drink. Cheers.

Cheers to all.

Cheers to a good, fun old 2019.

All right, well, topics, any questions out there?

No questions or concerns at this point, Please, please. Anybody have a sale this week? Throw that up there. Give us some numbers. Let's talk about a deal of the week. Yeah, I didn't.

I'll.

I'll. I'll be transparent. I had an exciting thing that happened today. I was telling Zaino this earlier. I had a. I had a repeat customer just contact me out of the blue and say, I'd like to pay you a down payment on this property and wire you the money this afternoon. And I said, that's amazing. He said, is there a discount for repeat buyers? I said, of course there is. And within 15 minutes, he paid the down payment and he wired me money this afternoon. And he has a goal of owning a property in every state. And I said, listen. He said, I have properties in these four states and now I have properties in the fifth one because of the property I'm buying from you today. And I said, well, I do have these other. I have three more states for you, so maybe you'll be Coming back. But listen, these are the golden nuggets. If we get back to what we were talking about earlier and the dip. These are the golden nuggets that will occur. Matt Forbes, for you and for everybody else, as long as you're consistent in this business, as long as you can continue to do sales, you will have repeat buyers. You will have people that contact you out of the blue to buy your land unexpectedly, and it's very, very exciting.

That's awesome. I hate you, and you hate me. Of course I hate you. Like, that's.

Did you tell them that? Did you tell them that Matt and I have properties in other states that you don't?

Right.

Yeah, I said exactly. You guys were on the tip of my tongue, the top of my mind during the conversation.

My repeat buyer was. I have these other guys that could sell your property. No, that's awesome Bosman. Like, that's, you know, Bosman and Bosman.

Awesome Bosman. That's a new coat.

Awesome Bosman. Ooh.

New segment.

Could be a new name. I like that.

Duly noted.

Yes. And I did actually, like. I got to thinking on Mark's name for me, so I. I approve of that name.

Fortune 500.

Fortune 500. Forbes.

I like that too.

Kind of makes sense. Yeah. I'm a big deal. So.

I don't see the Godfather tonight. We do have a comment from Anna. Anna, nice to meet you again tonight. We had a Q and A before this. Got to meet Anna. She's also from Wisconsin. Cheers. She says, gathering the info for my first list as we speak. Definitely understanding. Definitely understanding. The need for a va. Can't wait to automate. That's got to be one of the first things that people outsource, right? Is their list creation.

Yeah. You got to suffer a little bit, and then you got to remove the pain by bringing somebody in to handle it for you. So. Yeah, absolutely. I'm glad you taken. I know Ann and I were talking today about that, and it's exciting to see that you're taking action the very same day. That's an awesome sign.

Yeah, that's killer. Just go do it. It doesn't matter. Just go do it.

Go do it. Even with a blurry hat.

Osmond. Want what?

Excuse me? What? I missed that.

Is it time for the refill segment?

I think it might be our first Christmas carol. I think we should save that for last.

So there's only two of us, the same. I guess that means me. Is that what he.

The reason I want to save it. The reason I want to Save it for last is because I got a little bit more bourbon I need to drink before I'm ready.

I was hoping that the Godfather be here for this song. A little dismayed.

What's that? You're dismayed?

Why don't you. Why don't you sing it and vox it to him at the same time?

Oh, I could vox it to him while you're singing?

Yeah. I'm a problem solver, boys.

You are a problem solver.

Do you have one of those. What do you call those things that brings tone?

Scott, that's a pitch pipe.

A pitch pipe.

Matt need me to pitch pipe?

I have a piano on my phone. Would you like me to play you? What would you like? A G, a C, a B flat? You'd like a high F. Here, let me find a good note for you because I do some singing on the side. I know which notes are good and which aren't.

There are no bad notes.

Now, first of all, let me warn our viewers, I'm not a singer. Oh, that could be it.

Is that too high?

I don't know. Is it you?

This might be a little too high here.

Why did I think you light up my life.

There we go. This will be better.

Who remembers that song? You light up my life. What was that girl's name that sang that? I'd wake up to eighth grade to that on my radio.

Alisa said my face is flushed. It's the lighting. The lighting. I don't know what my deal is with my lighting.

Definitely not the biggest mark.

No, it's not.

Definitely not. All the alcohol. He's been drinking since Monday.

You ready, Mike? Here's an E.

I do have a red dish.

What?

My song for the holiday season. And what we do is we take traditional songs, we mark them to fit our needs.

That's what we do.

And hopefully Facebook won't shut us down because I don't think it's copyrighted.

It's so old.

Rudolph the red nosed Reindeer. But it's not Rudolph the red nosed reindeer today, is it?

Is it? No, it is not.

All right, I'd like to have the. Could I have the. What do you call that thing? The harmonica. That is not really doing what?

It's all right.

You gonna boxer?

I'm ready. I'm ready to vox mark right now.

Okay, so this is real threat nose reindeer land geek style. You know, Buffett in Soros and Bezos in Bosman. Mimi and Eric and Tate and Scott. But do you recall the most famous leg eek of all? Now Here now, Mark Pardolski, the smartest investor, had a very shiny model. And if you ever saw it, you would say it's the best passive income model. All of the other investors, you still have to call him names like Musclehead. He used to be a bodybuilder. They never let poor Mark join any investor games. Then one foggy Christmas Eve, Podolsky came to say, investors, with your model so tight, won't you let me guide your retirement tonight? Then how the investors loved him as they shouted out with glee.

With glee.

Mark Wadalski, the spartan bester. You'll go down in his story.

Nice. Very, very good, my friend.

That was well done.

It was very well done.

That cost.

More tequila.

A lot more tequila.

Just what you need, more tequila. So again, Elise is right. My face matches my hat and I. It's totally the lighting.

Where are these comments?

Are they not these comments? And why are we not having another refill?

We do after. We need one after that. That was well done.

Better finish now. That just got creepier.

Matt.

What's he doing?

All that?

Oh, my God.

Is that better?

No, no.

So let's. Now, before we go to your song, let's drift in some more lean Land content. Let's help some people at Land Investing. I feel like we have a lot of new investors here tonight. I just have that feeling. A lot of people that are new to the process, so they're building lists, pricing and so on and so forth. One of the concerns, I think that comes up quite a bit with people is, all right, I can understand. I'm going to get letters out, offers out, but. And then they bite their nails. People are going to contact me. I'm going to have to talk to them. Right? That's not always. Now, Matt, professionally, you speak to people, right? So this is something that probably isn't difficult for you. You know, I'm kind of a people person in Boston, but some people really dread the fact that they're going to have to talk to somebody. And what I like to say in the beginning is, first and foremost, it's nothing what you would think, right? These are easy conversations. These are conversations where people want to sell you what they have. All you need to do is explain to them how it's going to work. So it's not that dreadful. But, Matt, kick it a little bit here, because this is, I think, something that you specialize in, this is talking.

With people and so on and so forth. Yeah, you just got to do it, right? You just get over it and do It. And like everything else in this business, it's scary the first time you do it. And then it gets easier. Like, yeah, you're going to piss some people off. They're going to call you. I had a guy a couple weeks ago talking about it the other day, right? Called me, was like, I called the state attorney general to find out why I'm getting so many letters. At the end of it, he wanted to sell me a piece of land. Like it. You just got to go do it, get over your fear. It's fine.

That's why we love Google Voice, right? Or something similar. Because if you look at it, you pro. You don't have to answer those. Those are not calls that you have to answer live. Those are calls that you can let ring. They go to voicemail. You can listen to the voicemail, see the transcription, go, hey, that seems like a guy or a gal I'd like to talk to. Or a couple I'd like to talk to, maybe call him back. That's it. If it seems like it's crazy, you could just be like, ah, delete.

Yeah, so delete.

Well, not me, but some people I don't mind calling. Listen, the truth is, if they're angry, I'm more inclined to call them back because I like to convert people. I like to get people to smile when they're initially angry. I'm pretty good at it. And so I take it as a personal challenge, and I love it. But not everybody wants to do that.

So you're pretty competitive.

Is that how that would be described?

Yeah, I think so.

You know, because, listen, I'm sorry, Matt. I made a little mistake on the offer letter. I may have, you know, miscalculated. Tell me a little bit more about your property. You know, I understand you want $10,000 for it, and I offered you 1,000, so there must be some improvements. Is there some sort of structure on the property? I might have missed something. If you just help me out, I'd love to work with you. So you're looking for $10,000, right?

Perfect.

And then they go. Typically. Well, I take maybe two. Very quick.

Yeah, so there's a. For all the people who are out there, I started watching a master class. You guys remember that? Have you seen that on YouTube or Facebook? Like, Gordon Ramsay teaches you to cook and.

Oh, sure.

Master class, right? So a master class came out, I want to say, this week, from a guy named Chris Voss. And if you don't know who Chris Foss is, he wrote a book called Never Split the Difference. He's a former top FBI hostage negotiator, and he has a master class on negotiating. And for 99 bucks, you can go listen to him talk for two hours on essentially how to talk to people and how not necessarily to manipulate them, but how to avoid making people angry, where you get to negotiate what you want. So I think for anybody who's out there who is horrified, that or you're in sales, or you just think it's interesting, because I gotta tell you, it's interesting. And I'm in sales. Like, it's. It's really cool stuff. I would highly recommend. It's an easy 99 bucks. And that class is really, really good.

The book is good. The book is good. Never split the difference.

The book is good. But having him talk like, I'm an audio, you know, guy, right? I need to see you talk. I don't get nearly as much from reading. So I read the book and I listened to the book, and I thought it was awesome. But to have him actually sit in a chair and sort of go through some of the stuff, some of the techniques that he uses. Oh, my God. And they're really, really straightforward. I started using them today, and they work.

That's awesome.

I'm dialing in right now.

Yeah, you know what? I'll just give you my password.

Oh, give me the password, too, please.

I'm shooting the rum.

Osh.

Sorry. Master class. All right, you're ready to sing over there?

Well, first we have a question. And you know what? Alisa Church already answered it. That's the thing I love about this community. Right? So we have some new watches tonight on here. And what I would encourage you to do, if you guys have questions, go to the Facebook group and do one of two things. Number one, go to the search icon and type in a simple term that pertains to what you are having a question about. So if it's about mailings, type in mailings. You're going to see every post that's ever been written about mailings, county, research, marketing, whatever. That Facebook group is a great resource. The second thing is post a question and 10 people are going to chime in. That's the thing I love about this community. So here's Eva's question. Eva just started flight school, and her question is she's uploading her list to lob. So lob.com is a service that we use to automate our mailings on flight school tonight. Can you guys discuss first class versus standard class mailings? And Elisa Church answered it. Perfectly. Her answer was, Eva. It's my understanding that first class gets there faster and also looks less like junk mail. The envelope looks different, the postage doesn't look like junk mail, etc. I believe that's the case. I also believe they. If you opt for that, don't they have a little bit better skip tracing to Forbes?

Yeah, that is the third thing. This one's very important. Right. These two are good, but this third one is important. You don't get returns on the bulk mail.

Right.

You only get returns to sender on first class, to my knowledge. And so that's a big, big, big difference. So I've never tried the bolt rate. Right. I think if you're gonna skimp, I don't think that's where you skimp.

Right.

That's just me.

I agree. I agree. So I think, yes, Eva, I think in our opinion, first class is probably the way to go. We have another question from Jake Worth again. Jake, are you from Wisconsin also? There's a lot of Wisconsin people on here tonight. I love it. Wisconsinites. Yeah, something like that. Jake Worth, he said his first mailer. Here we go. This is. This is gonna be a good one.

I'm not talking tomorrow, Jake. Mom and dad are fighting.

Not talking to you tomorrow. No voxing for you tomorrow. My first. My first mailer was a 900 piece bust. Very few calls and little interest realized. I should surgically mail counties in smaller units. Can you discuss the importance of a detailed mailer compared to a mass mailer in an entire county?

Yeah, we dwell this a lot with people we can pretty much diagnose. When people do that, they send out a huge amount and get no response. Because typically what people will do is like, okay, I'm going to go to XYZ County. Look at this. Every acre, to me, I think it looks like $800 an acre. So I mail every property in the county $800. If it's five acres, it's 800 times five. If it's two acres, it's 800 times two. Think about where you live. Is an acre where you're sitting right now the same as an acre in like three or four miles in all directions? I mean, it's going to change based on location and attributes. So it's a very difficult thing to do. That's the opposite of surgical. That's just a random mailer. So you need to dial into one specific section. So you can say that every property mail is pretty much identical. And you might say, well, how's that going to happen. It can't be that many. When you go to where we go. Yeah. There are that many identical properties that you can mail so you can really hyper focus. So that is true. And I would almost guarantee the reason why you had lackluster results is because you did the opposite. But you know what? You took action. You executed. If you didn't do that, you'd just be thinking about it and you wouldn't have learned something. I don't care what you do is you take action. You're going to learn from it and you're going to recover and keep going. And you're going to make that. I mean that you'll make that one land deal that, that bus and mail out.

Yes.

Yes.

Yeah. Don't let that, don't let that get you.

Don't let that defeat you.

Right. Like let's all just call it what it is and empathize. That sucks. That's a lot of money down the drain to learn a lesson that you could have learned earlier just listening to this program. But that sucks. But it is literally, it's a piece of wholesale. If you could just get one deal out of there or one deal out of mailing, 100 more targeted. Whatever you spent on that mailer, it's all gone. It's all, it's all recouped. So just don't quit. Right. But I would imagine that sucks. I had the opposite problem. I mailed out about 800 into a place I've been mailing and I pretty good handle on the pricing. I have responses coming out of my earballs like I got a whole bunch of funding from people and I think I'm gonna use it all up plus way more. So yeah, just keep going, don't quit.

Be me.

Don't quit. Keep going.

I. I gotta say, I love the few things that got me thinking about the hat you're wearing. One is that it's already pointing in another direction. I don't know how that happens. I turn around and it's in another direction. How does that happen?

Mechanical.

And then I feel like it's like dowels for water. Does everybody wear dolls? Like they walk with the sick and it drops down. I feel like that's the land dowsing hat. Like you can just stand in front of a map and it would like.

And this is where I land here. All right, all right. If it goes to the right, I buy in Colorado. If it goes to the left, I buy in Florida. Let's see what happens next.

You are right or. All right, we're ready for you.

You ready for me already?

Yes.

I'm taking the easy route here. I'm doing a repeat from last year.

It's a classic.

I meant it.

The classic. That's what I meant to say.

It was a fun one. So, yeah, I hope everyone's ready for the second annual Scott Todd got. Huh?

Rendition. The rendition.

The second annual. Yes. Rendition of Scott Todd got run over by reindeer.

It was funny last year. Remember that? Take it away.

All right, so here, let me get my. Let me get my stuff ready?

Get your fingers.

Pipe up. I apologize also if the sound isn't the best, but that's what we got here. Hold on.

Don't leave with an apology. Okay? Maybe you were born this way.

Go.

Let's see.

Maybe I was born this way. All right, here we go. You ready?

Cheese curbs.

You're a funny guy. Wait. What happened? Come on. Okay, here we go. Scott pack got run over by a reindeer Coming home from Mark's house Christmas Eve? You can say there's no such thing as Santa? But as for being saint O.

We believe.

He'D been drinking too much eggnog? With Mimi drinking her new wine in the corner? Eating donuts and Eric drinking bourbon feeling fine, Scott forgot about the flight school. He was destined to his fate? He stepped outside to fly his airplane, grabbed his bat? But for the first time he'd be late. Scott Todd got run over by a reindeer Coming home from Mark's house Christmas Eve. You can say there's no such thing as dirt rich, but as for me and Zane. No, we believe. There you go.

That's awesome.

You had a soundtrack and everything.

I did. You can't. You know, I can't skirt by on this. It's a. It's a big deal. Singing on nightcap. It's a big deal. It's a big deal to me.

Awesome. On that note.

On that. What?

We're.

We're toasting already? Here? Hold it. We gotta let a few comments roll in. Oh, it's a refill segment. Another one? Two in one show.

It's the holiday episode.

Yeah, the holiday episode.

No, scrooge.

I have to apologize to my son Sam, who's right next door trying to sleep because it is a school night. Love you, buddy.

Whatever. Whatever.

You'll be fine.

Is that Larry Overstreet on here?

Larry Overstreet is watching. Where in the world is Larry Overstreet?

I think we should guess it's cold out.

I believe he'd be somewhere warm. I'm gonna go with I'm gonna go with somewhere south, east. Oh, I think he's in Florida.

You think? You think Larry Overstreet's in Florida? I know.

Wrong. Try again. Bosnia.

Oh, you know where he is, Forbes?

I have no idea, but I know it's not Florida.

I remember him telling me his flight plan. I thought Florida was in it.

Flight plan. He's on it. He's in it.

I call it the flight plan, but I know it's an rv.

For those of you. For those of you who don't know, Larry Overstreet is a land geek and he's working the business on the road. He lives in an RV full time. We've had him on the show a couple times. Amazing guy. Larry, we'll see you in a couple weeks. I believe, in San Antonio.

He is not in a van down by the river.

I'm thinking. I'm thinking that because Larry is just. We're only three weeks out from San Antonio boot camp. He's got to be close to there.

Oh, good idea.

Yeah.

So I think he's in Arizona.

No, I think he's in Texas 100%. I'm going to hit him up on something because I owe him a text. Where are you? Where?

You guys had a good point. He's going to boot camp. He already would have migrated further away from Florida.

Yeah, he's gotta be in. He's gotta be in Texas.

It's a big state.

It is a big state. Although I think he was in Arizona before. All right, he's typing back. This is Oklahoma.

I'm gonna guess I revisited.

I don't know.

Can you see my phone?

Oh, look what he said about you.

Lake Pleasant, near Phoenix.

You were right. Bosman for the win.

For the win.

It's like music trivia. I win. Wow, wow, wow.

Larry, I owe you a text. Yeah, we'll figure it out.

Larry, if you wouldn't mind, I have a question for you. Throw out. Throw out there for all the watchers. Why do you love boot camp? Just put that in. Put that in the chat, if you would. And boys, we gotta get ready for boot camp. It's only three weeks away.

I'm ready.

I'm excited. You guys excited? We're staying in the. What's the name of the hotel in San Antonio?

Drake.

No, it has that awesome bar I'm at where the leather seats and they know your whiskey when you walk in. That's a good place.

But. But it's not the drink. Where's the drink?

No, I don't think it's the Drake. Maybe that's it. The bar is where the. The bar is where the founder of Southwest, he drew out on a napkin his business plan for Southwest Airlines. Herb.

Herb.

I look up on my Marriott, apparently. Hold on.

Anyway, my favorite part of boot camp is seeing you clowns, but also meeting all of the new land investors. Every boot camp, we got 30, 40 new people coming in and love meeting these folks. And I love visiting with folks such as yourself, Matt Forbes, who have been to a number of boot camps.

Seventh or eighth, the St. Anthony.

St. Anthony. That's what it is.

Yeah. A luxury collection hotel.

Love that place.

Yeah, I've been to a bunch. I really have a good time. I really recharges me for land. You know, I wonder if my dip is timed with, you know, 10 weeks out of the last boot camp. I wonder. I don't know. I really recharge the batteries because you get to see you guys and everybody else, and you get to hear all these ridiculous stories. Like, this guy just randomly called me and then sent me a direct deposit for 10 grand. Like, you hear that all the time. And so, yeah, I love boot camp. I'll go until they kick me out, which is any day now.

Well, yeah, boot camp. As Larry Orderstreet says, boot camp is amazing. Meeting other land geeks, learning, sharing ideas, making friends. For me, it was being in the same room as Mark, the gentleman that steered me on this journey that facilitated my journey way back when.

Like, when you had a regular job.

When I had a regular job. Yep.

Yeah. Remember that time? Hey, remember that time when you had a regular job?

That was cool. That was cool.

Yeah.

Good times. Zano. Are you. Zano's ready to go. He's like, let's do this. I'm ready to sign off.

Yeah. I sang my song, I drank my whiskey. I'm ready to go.

You look like a boxer tonight, Zano.

Huh?

You look like a boxer.

Well, I'm getting ready. I'm a big spin guy now. Big spin class.

Big spin guy. Okay.

Yeah. All right.

I'm, like, one step below peloton spin.

It's the same. It's just the peloton's a little.

Comfort.

Of your own hands.

All right, guys. Well, hey, Forbes, you can sing next year, I guess, since you chose not to tonight. Oh, no.

Why don't you sing the outro?

Oops. I don't.

I don't have anything. I'm not a singer. I don't know what I'm talking about.

You sang last year. Remember that?

Yeah. I was sick and I sounded like a dog being shot by a cow murdered by a cat.

All right, boys. Hey, it was. It was a good time. We're taking a couple weeks off, I think, from nightcap, so. Because next week's Christmas, the following week's New Year, so.

Merry Christmas, everyone. Merry Christmas, Matt. Merry Christmas, Scott. Another great year together. I look forward to 2020 with some. We're gonna up it. We're up our game. We're not sure how, but we're up.

We're not sure how.

We may go in another language.

Yeah, I mean, we might stream to another platform.

I thought we're gonna take Collins.

We'll take Collins.

I love that. The first time you hear that, we're doing an immediate toast. Like, what can you say? Say it again. You are a winner.

That's what you gotta do. Like, yeah, we get a contest. Remember we used to do contest? You guys give away like a.

We're gonna have call in, we're gonna have contests and we're gonna have more content and we're gonna stream in another country.

Oh, I like that. Preferably one that does not speak the English. What are these three animals doing? Drink heavily. It's 10:00am Our time.

Well, thank you, guys.

Thanks, everybody. Have a good night and we'll talk soon. Cheers.

Merry Christmas.